The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording in the performance criteria is detailed below. Add any essential operating conditions that may be present with training and assessment depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts.
Appropriate rapport relates to use of techniques that: | establish and build confidence and trust in the agency and its representatives make the seller or buyer feel valued promote and maintain an effective relationship with the seller or buyer. |
Agency requirements may be outlined within: | access and equity policy, principles and practice business and performance plans ethical standards goals, objectives, plans, systems and processes legal and organisational policies and guidelines mission statements and strategic plans OHS policies, procedures and programs privacy and confidentiality requirements quality and continuous improvement processes and standards quality assurance and procedures manuals, including sales and client liaison procedure manuals. |
Appropriate interpersonal communication techniques may include: | active listening providing an opportunity for the buyer or seller to clarify understanding of the sales process soft questioning and seeking feedback from the seller or buyer to confirm own understanding of their needs and expectations summarising and paraphrasing to check understanding of seller or buyer's message using appropriate body language. |
Information may include: | advantages of various purchases and purchasing options seller's views on sale of business or lease of property business profile portfolio |
| levels of interest in business packaging and presentation of sales proposal to the prospective seller. |
Factors may include: | arranging appointments buyer capacity buyer credentials, including financial position buyer entity or status buyer needs confidentiality agreements involvement of third or other parties in process and negotiations legal documentation and agreements regarding sales seller motivation and requirements. |
Action plans may include: | arrangements for obtaining deposits arrangements for suitable inspection times arrangements to secure seller's initial interest arranging and facilitating a stocktake attending to legal requirements, including preparation and exchange of required legal documents contingency plans to accommodate changes and resolve complications developing the terms of contract strategies for maintaining relationships between the parties during negotiation and providing exchange of information directly or via third parties/agents strategies to ensure time lines are met. |
Potential areas of conflict may relate to: | inventory, fixtures and fittings, valuations and determining level of goodwill involvement of agents and other parties price pricing structure responsibility for future employee entitlements sales process |
| time lines transfer and transitional arrangements. |
Legislative and industry requirements may include: | access and equity policy, principles and practice business and performance plans, including organisational goals and objectives client service policies industrial awards industry and agency codes of conduct and practice, and code of ethics legislative and statutory requirements for provision of business brokerage services legislative and statutory requirements for the sale of a business or provision of business brokerage services to sell a business OHS policies, procedures and programs organisational policy, guidelines and requirements policies and procedures relating to own role, responsibility and delegation records and information systems reporting and communication structures terms and conditions of employment. |
Seller and buyer requirements may include: | clarification of business structure need for quick sale need for transparency need to specify plant, equipment, fittings and fixtures to determine ownership transfer of franchise agreements transitional arrangements use of business name. |
Feedback may be collected from: | formal and informal discussions with existing and previous clients information from potential buyers information provided by others involved in the appraisal process, both internal and external to the organisation market share data sales and completion results. |
Standard and special conditions may include: | additional options assign new lease, option, site licence or variation transfer or renewal of licences and permits franchise agreements intellectual property, such as business names, patents and copyrights trademarks domain names and email addresses telephone and facsimile numbers. |
Assisting professionals may include: | accountants financiers and financial institutions landlords and managing agents legal advisers licensed settlement agents nominated conveyancers. |