라스트원

1.       payment

____________________________________________________________________________________________________________________________________________________________

2.       specification of goods ( how they are to look like quality etc)

____________________________________________________________________________________________________________________________________________________________

3.       warranty (if any)

____________________________________________________________________________________________________________________________________________________________

4.       limited liability ( if goods are not good or cause harm)

____________________________________________________________________________________________________________________________________________________________

5.       confidentiality both parties

____________________________________________________________________________________________________________________________________________________________

6.       insurance

____________________________________________________________________________________________________________________________________________________________

7.       dispute resolution

____________________________________________________________________________________________________________________________________________________________

Business Alliances

Rather than directly competing with each other, businesses may join forces and institute some kind of cultural day,  walking tour. Vendors from the community could be invited to set up street stalls, a band could be hired to play and the pubs could serve refreshing beverages and hearty meals to the tired and thirsty customers. Cultural days such as the Lovedale Long Lunch in the Hunter Valley, have experienced great success in bringing in crowds of people, both local and tourists, and raising the profile of the area.
While the income is spread over the different wineries, the overall effect is a positive outcome for all of them.

Trade Shows

An opportunities for TH&E operators to display their products and services. Trade shows such as wedding fairs make it easier for potential customers to explore the marketplace and to weigh up their options. For the proprietors it is also an opportunity to network with other hospitality businesses and to form business alliances. New product ranges that may improve offerings, such as special cocktails or food items, can be tried. If the business is looking to expand in the future, costs for fit-outs and equipment can be compared and relevant brochures and quotes obtained.

Industry Awards

Industry awards are conducted on a local, state and national scale. These awards are considered prestigious and offer benefits to the winners.Imagine if your business, surrounded by 20 similar businesses, was voted as the best outlet of the region by your industry association. You can advertise on your storefront, pamphlets and website as well as the industry association’s marketing material. This will have tangible results in terms of new customers and intangible results in terms of your reputation. You might be featured in industry magazines and daily newspapers, which will enhance your public profile greatly. Awards nights are another valuable opportunity for networking.

Student No:           ___172110_______            Student Name                       _____minwoo kang_________

Student Phone     ___0411386507__                Student Email                         _____ggums41@gmail.com____

Student Declaration
I declare that this assessment is my own work and where my work is supported by documents from my workplace placement/employer permission has been granted.

Note: This assessment will not be accepted unless all sections have been completed and the front cover has been signed and dated.

Filling out this coversheet as part of an electronic submission and approving the above information will operate in the same way as physically signing this cover sheet.

Student Signature                _____________________minwoo kang  _______

Office Use Only

Date/s Received: ___/___/___                         ___/___/___                         ___/___/___

Date/s Assessed:                  ___/___/___                         ___/___/___                         ___/___/___

Result of Assessment:        ___________                        ___________                        ___________

Entered on Training Plan

Moderation

Signature

Note for Assessors:  Filling out the above Office Use Only section as part of an electronic submission will operate in the same way as physically signing this cover sheet. If not physically signed, Assessor must print their name in signature box.

			Imagine Education Short Answer Questions

 

Course Code and Name:           SIT50416 Diploma of Hospitality Management (Cookery)

Unit Code:                                   SITXMGT002

Unit Title:                                Establish and conduct business relationships

Assessment 1

Your task: Answer the following questions. Each question must be completed.

Question 1 List 3 key groups of people you may build business relationships with in the TH&E Industry.

·           ·           ·

Question 2    List 4 reasons business relationships are important.

·           ·            ·            ·

Question 3 List 2 distribution, marketing or professional networks in your industry that would provide opportunities to help build business relationships. ·            ·

Question 4 Why is building trust and respect in a business relationship not always easy?

Question 5 List 4 traits that can build respect and trust in a business relationship.

·           ·           ·           ·

Question 6 List 6 ways you can maintain regular contact with customers and suppliers.

·             ·            ·            ·           ·             ·

Question 7 List 2 methods of Networking. These may be formal or informal.

·             ·

Question 8 There are several types of negotiations. List 3 different types of negotiations a TH&E manager might be involved in.

·           ·            ·

Question 9 Name 2 cultural differences you may need to consider when negotiating.

·             ·

Question 10 When going into a negotiation, name 2 things you can do to make a good first impression.

·             ·

Question 11 What should you do before going into a negotiation to make sure the outcome is in the best interests of your company?

Question 12 If the negotiation becomes protracted, who should you inform? And how?

Question 13 List 6 techniques to negotiate effectively.

·             ·              ·              ·              ·              ·

Question 14 How do open questions help a good negotiator gain information?

Question 15 Give an example of a written contract you may enter into in the TH&E industry.

Question 16 ‘Obtaining organisational approvals’ is one of the nine steps of procuring a formal business agreement. Name 3 others:

·              ·            ·

Question 17 Name 3 types of common clauses which might be included in a contract.

·            ·              ·

Question 18 What is the name of the clause which is designed to exclude or limit a person’s liability if the breach the contract?

Question 19 What is the purpose of a dispute resolution clause?

Question 20 Before formally making an agreement, what approval should you seek?

Question 21 List 4 professional services you might employ to get specialist advice.

·           ·              ·            ·

Question 22 If you were unsure of how to comply with consumer protection laws, who would you consult to get professional advice?

Question 23 List 4 specialist services an accountant may be able to assist you with.

·           ·            ·            ·

Question 24 Once you have gained the confidence of a new business associate, what can you build on that relationship?

Question 25 If you have signed a contract that stipulates that you will be paying $5,000 property management fees per year for 5 years, but your business goes broke in its first year, are you still liable to pay the money?  Why/Why not?

Question 26 When setting KPIs in business agreements, why should KPIs be quantitative rather than qualitative?

Question 27 When should you review, negotiate and update your contracts?

Question 28 List 4 factors that could change over time which could affect terms and conditions in your contract.

·           ·              ·              ·

Question 29 Name 2 legal requirements from your industry that you may impact negotiations or agreements.

·            ·

Question 30 You are looking at entering a 3 year lease agreement for a commercial property. The contract states the lease payments will be $5,000 per month for the first year, and then increase by 3.8% every year thereafter. What will the total annual lease payments be for:

Year 1     $

Year 2     $

Year 3     $

			Imagine Education Project

 

Course Code and Name:           SIT50416 Diploma of Hospitality Management (Cookery)

Unit Code:                                   SITXMGT002

Unit Title:                                Establish and conduct business relationships

Assessment 2      

PART A

Your Tasks

Select 3 suppliers of goods and services relevant to your area of work (e.g. Food and Beverage, Cookery, Events, Tourism, Administration or similar) who currently supply your organisation (for example meat, fruit and vegetables, stationery, cleaning services, laundry services, beverages, insurance etc.)

1.       List the suppliers you have selected and describe the products or services they currently provide you with

Supplier 1:

Products or services provided:

Supplier 2:

Products or services provided:

Supplier 3:

Products or services provided

2.       List the key performance indicators/specifications that are required for the supply of each product or service from each supplier.

3.       Research alternative suppliers for each supplier you have listed in Question 1, and obtain an alternative quote for each supplier you currently use, based on the key performance indicators/specifications you have identified in Question 2.

4.       Once you have received the 3 quotes, compare these with the existing supplier provisions and attach a summary which outlines the advantages and disadvantages for:

·         Quality

·         Prices

·         Payment conditions

·         Service provisions

·         Reliability

·         Specific needs of your organisations (quantities, $ terms, purchasing power etc.)

5.       Based on your comparison, write a recommendation for whether one or several new supplier(s) should be considered to replace any of the existing ones. Which aspects will need to be negotiated specifically where one or several new suppliers are considered, or re-negotiated where existing suppliers are preferred?

6.       How are the relationships with existing suppliers managed in your organisation? What does this entail in terms of communication, monitoring and provisions to overcome supply or service issues? What are your recommendations based on existing provisions in place (or where these do not or only partially exist)?

Part B – Conducting Negotiations

You will be observed conducting negations with existing or potential new suppliers as identified in Question 5 of Part A of this assessment. The suppliers may be actual, where organisational policies and procedures permit, or simulated, with colleagues or students as agreed to with your trainer. You are required to record all details discussed during the negotiation talks and use these as the basis to draw up a contract for each supplier in Part C of this assessment.

Provide the following details for at least 2 different negotiations (Negotiation 1 and 2) you will undertake:

Negotiation 1
Real Negotiation                  Simulated Negotiation
Supplier details
represented by:
Location
Date
Nature of negotiation	e.g. pricing structure, conditions etc.
Details	List all aspects that are to be discussed

Observation Criteria

SITXMGT002 Establish and conduct business relationships
Criteria	S	NYS	S	NYS	Comments
Negotiation 1
Student is well presented
Student is prepared with all supportive documentation on hand
Uses good stance and posture
Professional introduction
Friendly, professional welcome/greeting
Initial conversation is general and friendly
Maintains initial, professional “level”
The business relationship is established
Establishes ground for the negotiation
Makes eye contact
Uses effective communication skills
Uses people’s names
Takes notes as required
Uses effective listening skills
Uses negotiation skills with confidence
Considers win-win situation during negotiations
Negotiates with strategy
Employs different techniques as appropriate: ___________________
Considers each aspect of the negotiation before agreeing to individual aspects
Negotiates with a plan B
Negotiates honestly
Considers the representative’s ground/limits
Each aspect prepared for the negotiation is addressed
A basis for an agreement is reached
The provisions for authorisation  are discussed
Further provisions for communication are established
Maintains a professional level according to role
Thanks the representative
Farewells representative in a professional manner

Negotiation 2
Real Negotiation                  Simulated Negotiation
Supplier details
represented by:
Location
Date
Nature of negotiation	e.g. pricing structure, conditions etc.
Details	List all aspects that are to be discussed

SITXMGT002 Establish and conduct business relationships
Criteria	S	NYS	S	NYS	Comments
Negotiation 2
Student is well presented
Student is prepared with all supportive documentation on hand
Uses good stance and posture
Professional introduction
Friendly, professional welcome/greeting
Initial conversation is general and friendly
Maintains initial, professional “level”
The business relationship is established
Establishes ground for the negotiation
Makes eye contact
Uses effective communication skills
Uses people’s names
Takes notes as required
Uses effective listening skills
Uses negotiation skills with confidence
Considers win-win situation during negotiations
Negotiates with strategy
Employs different techniques as appropriate: ___________________
Considers each aspect of the negotiation before agreeing to individual aspects
Negotiates with a plan B
Negotiates honestly
Considers the representative’s ground/limits
Each aspect prepared for the negotiation is addressed
A basis for an agreement is reached
The provisions for authorisation  are discussed
Further provisions for communication are established
Maintains a professional level according to role
Thanks the representative
Farewells representative in a professional manner
Feedback

 

Observation Criteria

Part C – Making formal agreements

1.       Present the outcomes from each negotiation to your supervisor/manager or trainer and discuss the viability of each term negotiated according to your notes. Enter the outcomes for each contractual detail you have negotiated in the table below and indicate the changes required (if any) and/or the approval to proceed with the agreements.

Supplier 1	Approved	Not Approved	Recommended Change
Contractual detail 1
Contractual detail 2
Contractual detail 3
Supervisor Name Supervisor Signature Date

Supplier 2	Approved	Not Approved	Recommended Change
Contractual detail 1
Contractual detail 2
Contractual detail 3
Supervisor Name Supervisor Signature Date

2.       Based on the feedback from your supervisor or trainer, contact the supplier and negotiate the final changes if required. Record the negotiated changes in the table and obtain final approval from your supervisor or trainer.

Supplier 1	Outcome	approved	not approved
Details negotiated
Supplier 2	Outcome
Details negotiated

3.       Contact each supplier by email and confirm the agreements made. Advise each party that you will finalise the formal agreements for signing of all parties.

4.       Research the internet and find a copy of a contract based in the hospitality industry. The contract must contain the following details:

You are encouraged to identify legal requirements based on your own research or legal advice. The following websites provide basic information thereto:

https://www.smallbusiness.wa.gov.au/business-topics/money-tax-and-legal/legal-matters/business-contracts/#verbal

https://www.business.qld.gov.au/business/starting/starting-a-business/working-business-advisers/types-business-advisers

>         Names of contracting parties including trading names and ABN/ACN, as well as their contact details

>         supply conditions, including volume, price, discounts, ordering periods, take or pay and delivery times

>         payment terms

>         specifications of goods or services supplied (scope of goods)

>         warranty periods for defective goods or services

>         limited liability (risk of loss or damage)

>         intellectual property

>         confidentiality

>         insurance

>         dispute resolution

>         termination and exclusion clauses

>         signature provisions

5.       Present your final contracts to your supervisor and trainer for final approval

Part C     Marking Guide Checklist
SITXMGT002 Establish and conduct business relationships	S	NYS	S	NYS	Comments
The negotiated terms with supplier 1 are presented
Shortfalls or changes as result from Negotiation 1 are clarified
The requirements for changes with Supplier 1 are recorded
The negotiated terms with supplier 2 are presented
Shortfalls or changes as result from Negotiation 2 are clarified
The requirements for changes with Supplier 2 are recorded
Required changes are negotiated and agreed on
The final details are recorded
The final agreements are communicated internally
The final changes are approved
Supplier 2 is contacted for further negotiation as identified
Required changes are negotiated and agreed on
The final details are recorded
The final agreements are communicated internally
The final changes are approved
Supplier 1 is contacted in writing and informed of agreed contract basis and finalisation of agreement
Supplier 2 is contacted in writing and informed of agreed contract basis and finalisation of agreement
Contract 1
The contract for Supplier 1 is drawn up using a suitable format as suggested on legal websites or templates
Contract features names of contractual parties
Contract features contact details of contractual parties
Contract features ABN/ACN of contractual parties
All supply conditions as agreed on are detailed
The payment terms are clearly defined
The scope of goods or services are listed in detail
The contract outlines the warranty periods for defective goods or services
The limited liability (risk of loss or damage) clause and conditions are specified
The legal provisions for the protection of intellectual property are defined
The confidentiality clause specifies the limitations for each party
The insurance provisions are clearly defined
The provisions for dispute resolution and processes are clearly set out
The termination and exclusion clauses are explicit
Signature provisions are included
The legal aspects for supply contracts have been sufficiently identified.
Contract 2
The contract for Supplier 2 is drawn up using a suitable format as suggested on legal websites or templates
Contract features names of contractual parties
Contract features contact details of contractual parties
Contract features ABN/ACN of contractual parties
All supply conditions as agreed on are detailed
The payment terms are clearly defined
The scope of goods or services are listed in detail
The contract outlines the warranty periods for defective goods or services
The limited liability (risk of loss or damage) clause and conditions are specified
The legal provisions for the protection of intellectual property are defined
The confidentiality clause specifies the limitations for each party
The insurance provisions are clearly defined
The provisions for dispute resolution and processes are clearly set out
The termination and exclusion clauses are explicit
Signature provisions are included
The legal aspects for supply contracts have been sufficiently identified.
The contracts have been submitted for approval
Feedback

Think of two distribution, marketing or professional networks in your industry