IMI
Level 3
QN: 600/0316/9
Curriculum Active
IMI Level 3 Diploma in Vehicle Sales Competence
Official qualification regulated by Ofqual, awarded by IMI. Classified as a Occupational Qualification. Total guided learning hours: 844 hours.
Qualification Level
Level 3
Awarding Body
IMI
Syllabus Units
36 Units
Guided Hours
844 hrs
Instant access to interactive lessons, quizzes, and spaced revision.
Course Syllabus & Study Modules
Complete breakdown of verified curriculum topics and learning objectives.
1
Competency in Appraising Vehicles For Part Exchange
Verified
Key Learning Objectives:
- Be able to appraise vehicles for part exchange
- Be able to present vehicle appraisals for part exchange with the customer
2
Competency in Automotive Retail Negotiation And Sales Techniques
Verified
Key Learning Objectives:
- Be able to establish an effective relationship with the vehicle customer
- Be able to negotiate a vehicle sale with the customer
3
Competency in Brand, Product and Market Awareness in the Vehicle Sales and Supply Business
Verified
Key Learning Objectives:
- Be able to monitor personal sales achievement
- Be able to make value-centred vehicle sales
- Be able to find solutions to improving personal sales performance
4
Competency in Complying With The Legal Requirements And Regulations Of Vehicle Sales
Verified
Key Learning Objectives:
- Be able to apply regulation and legislation appropriate to vehicle sales
5
Competency in Conducting Vehicle Demonstration Drives
Verified
Key Learning Objectives:
- Be able to conduct a vehicle test drive
6
Competency in Constructing Motor Vehicle Sales Packages
Verified
Key Learning Objectives:
- Be able to construct motor vehicle sales packages
7
Competency in Delivering A Vehicle Sales Static Presentation
Verified
Key Learning Objectives:
- Be able to deliver a vehicle sales static presentation
- Be able to build a relationship with customers when delivering a vehicle sales static presentation
- Be able to gain customer agreement to a product or service during a vehicle sales static presentation
8
Competency in Handling Vehicle Sales Telephone Enquiries
Verified
Key Learning Objectives:
- Be able to handle vehicle sales telephone enquiries
9
Competency in Handover Of The Vehicle To The Customer
Verified
Key Learning Objectives:
- Be able to liaise with the customer during the handover process
- Be able to prepare the handover of a vehicle to the customer
- Be able to complete the handover of a vehicle to the customer
10
Competency in Health, Safety and Good Housekeeping in the Automotive Environment
Verified
Key Learning Objectives:
- be able to use correct personal and vehicle protection within the automotive environment
- be able to carry out effective housekeeping practices in the automotive environment
- be able to recognise and deal with dangers in order to work safely within the automotive workplace
- be able to conduct themselves responsibly
11
Competency in Making Learning Possible through Demonstrations and Instruction
Verified
Key Learning Objectives:
- be able to demonstrate skills and methods to learners
- be able to instruct learners
12
Competency in Managing Customer Relationships In A Vehicle Sales Environment
Verified
Key Learning Objectives:
- Be able to manage customer relationships in a vehicle sales environment
13
Competency in Meeting And Greeting Vehicle Sales Customers
Verified
Key Learning Objectives:
- Be able to qualify the selling opportunity
- Be able to engage the customer in the selling process
14
Competency in Negotiating Fleet And Business Buyer Needs
Verified
Key Learning Objectives:
- Be able to negotiate fleet and business buyer needs
15
Competency in Promoting Finance And Insurance For Vehicle Sales
Verified
Key Learning Objectives:
- Be able to promote finance and insurance for vehicle sales
16
Competency in Self Management And Administration In A Vehicle Sales Environment
Verified
Key Learning Objectives:
- Be able to manage own work and administration in a vehicle sales environment
17
Competency in Supporting Job Roles in the Automotive Work Environment
Verified
Key Learning Objectives:
- be able to work effectively within the organisational structure of the automotive work environment
- be able to obtain and use information in order to support their job role within the automotive work environment
- be able to communicate with and support colleagues and customers effectively within the automotive work environment
- be able to develop and keep good working relationships in the automotive work environment
18
Competency in Valuing Vehicles For Part Exchange
Verified
Key Learning Objectives:
- Be able to valuate vehicles for part exchange
19
Knowledge of Appraising Vehicles For Part Exchange
Verified
Key Learning Objectives:
- Understand the purpose of used vehicle appraisal for part exchange
- Understand how to appraise vehicles for part exchange
20
Knowledge of Automotive Retail Negotiation And Sales Techniques
Verified
Key Learning Objectives:
- Understand how to present vehicle sales solutions to the customer
- Understand how to provide customer service during the vehicle sales process
- Understand how to communicate with the customer in a vehicle sales environment
- Understand how to deal with customer objections in a vehicle sales environment
- Know how to close a sale in a vehicle sales environment
21
Knowledge of Brand, Product and Market Awareness in the Vehicle Sales and Supply Business
Verified
Key Learning Objectives:
- Understand the role of dealerships in the retail vehicle industry
- Understand the factors that influence profitability in the retail vehicle industry
- Understand own contribution to the profitability of the dealership
- Understand the influence of brands in the retail vehicle industry
- Understand the factors that influence customer behaviour
- Understand the sales process
22
Knowledge of Complying With The Legal Requirements And Regulations Of Vehicle Sales
Verified
Key Learning Objectives:
- Understand the regulation and legislation relevant to vehicle sales
- Understand own and organisational responsibilities in relation to regulation and legislation relevant to vehicle sales
23
Knowledge of Conducting Vehicle Demonstration Drives
Verified
Key Learning Objectives:
- Understand the purpose and value of a test drive
- Understand how to prepare for a test drive
- Understand the legal and regulatory requirements that apply to test drives
24
Knowledge of Constructing And Understanding Sales Packages
Verified
Key Learning Objectives:
- Understand how to construct sales packages
25
Knowledge of Delivering A Vehicle Sales Static Presentation
Verified
Key Learning Objectives:
- Understand how to deliver a vehicle sales static presentation
26
Knowledge of Handling Vehicle Sales Telephone Enquiries
Verified
Key Learning Objectives:
- Understand how to handle vehicle sales telephone enquiries
27
Knowledge of Handover Of The Vehicle To The Customer
Verified
Key Learning Objectives:
- Understand the impact and importance of handover in the sales process
- Understand the opportunities provided by the handover process
- Know the documentation and timescales involved in a successful handover
28
Knowledge of Health, Safety and Good Housekeeping in the Automotive Environment
Verified
Key Learning Objectives:
- understand the correct personal and vehicle protective equipment to be used within the automotive environment
- understand effective housekeeping practices in the automotive environment
- understand key health and safety requirements relevant to the automotive environment
- understand about hazards and potential risks relevant to the automotive environment
- understand personal responsibilities
29
Knowledge of how to Make Learning Possible through Demonstrations and Instruction
Verified
Key Learning Objectives:
- understand the nature and role of demonstrations and instruction
- understand the principles and concepts of demonstration and instruction
- understand the external factors influencing human resource development
30
Knowledge of Managing Customer Relationships In A Vehicle Sales Environment
Verified
Key Learning Objectives:
- Understand how to manage customer relationships in a vehicle sales environment
31
Knowledge of Meeting And Greeting Vehicle Sales Customers
Verified
Key Learning Objectives:
- Understand the customer communication process
- Understand the importance of initial contact with the customer
32
Knowledge of Negotiating Fleet And Business Buyer Needs
Verified
Key Learning Objectives:
- Understand the importance and value of the business market for vehicle sales
- Understand how to meet business vehicle buyers’ needs
- Understand how to adapt the sales process to individual business buyers
33
Knowledge of Promoting Finance And Insurance For Vehicle Sales
Verified
Key Learning Objectives:
- Understand how to promote finance and insurance for vehicle sales
- Understand relevant legislation, regulation, codes of practice and guidelines relating to finance and insurance for vehicle sales
34
Knowledge of Self Management And Administration In A Vehicle Sales Environment
Verified
Key Learning Objectives:
- Understand the importance of self-management and administration in a vehicle sales environment
- Understand how to manage own work and administration in a vehicle sales environment
35
Knowledge of Support for Job Roles in the Automotive Work Environment
Verified
Key Learning Objectives:
- understand key organisational structures, functions and roles within the automotive work environment
- understand the importance of obtaining, interpreting and using information in order to support their job role within the automotive work environment
- understand the importance of different types of communication within the automotive work environment
- understand communication requirements when carrying out vehicle repairs in the automotive work environment
- understand how to develop good working relationships with colleagues and customers in the automotive workplace
36
Knowledge of Valuing Vehicles For Part Exchange
Verified
Key Learning Objectives:
- Understand the purpose of used vehicle valuation for part exchange
- Understand how to value vehicles for part exchange
Regulatory & Verification Details
- Qualification Number (QN)
- 600/0316/9
- Regulated Status
- Available to learners
- Awarding Body
- IMI
- Qualification Type
- Occupational Qualification
- Operational Start
- Apr 2011
- Operational End
- Dec 2026