ISM
Level 3
QN: 600/6924/7
Curriculum Active
ISM Level 3 Certificate in Principles of Sales (RQF)
Official qualification regulated by Ofqual, awarded by ISM. Classified as a Vocationally-Related Qualification. Total guided learning hours: 255 hours.
Qualification Level
Level 3
Awarding Body
ISM
Syllabus Units
13 Units
Guided Hours
255 hrs
Instant access to interactive lessons, quizzes, and spaced revision.
Course Syllabus & Study Modules
Complete breakdown of verified curriculum topics and learning objectives.
1
Competitor analysis in the sales environment
Verified
Key Learning Objectives:
- Understand the use of sales-related information
- Understand the collection and storage requirements of sales-related information
- Understand the use of tools and methods for analysing quantitative and qualitative sales-related information
- Understand how the results of competitor analysis are used
2
Customer service in sales
Verified
Key Learning Objectives:
- Understand how to build long term relationships with customers
- Understand approaches to managing customer accounts
- Understand the importance of customer loyalty
- Understand the importance of the brand and organisational reputation
- Understand how to meet the customers’ after sales service needs
3
Principles of online selling
Verified
Key Learning Objectives:
- Understand how to plan online selling
- Understand implementation issues in online selling
- Understand evaluation processes for online selling
4
Principles of personal responsibilities and how to develop and evaluate own performance at work
Verified
Key Learning Objectives:
- Understand the employment rights and responsibilities of the employee and employer and their purpose
- Understand the purpose of health, safety and security procedures in a business environment
- Understand how to manage own work
- Understand how to evaluate and improve own performance in a business environment
- Understand the types of problems that may occur with own work and how to deal with them
- Understand the decision making process
5
Principles of presentations and demonstrations in sales
Verified
Key Learning Objectives:
- Understand how to prepare for a sales presentation or demonstration
- Understand how to deliver a sales presentation or demonstration
- Understand the role of evaluating sales presentations/demonstrations
6
Principles of selling at trade fairs and exhibitions
Verified
Key Learning Objectives:
- Understand the basis for deciding whether to participate in trade fairs and exhibitions
- Understand how to prepare for trade fairs and exhibitions
- Understand techniques for selling at trade fairs and exhibitions
7
Understanding business awareness in sales
Verified
Key Learning Objectives:
- Understand business issues in the sales environment
- Understand the importance of business news in the sales environment
- Understand the use of networking in sales
8
Understanding customers’ creditworthiness for sales purposes
Verified
Key Learning Objectives:
- Understand the process of assessing customers’ creditworthiness
- Understand how customers’ ongoing credit status is monitored
9
Understanding legal, regulatory and ethical requirements in sales or marketing
Verified
Key Learning Objectives:
- Understand an organisation’s procedures for dealing with legal, regulatory and ethical requirements relating to sales or marketing
- Understand the legal, regulatory and ethical limits of the sales or marketing role
10
Understanding sales targets
Verified
Key Learning Objectives:
- Understand how sales targets are calculated
- Understand the use of sales targets
- Understand how to collect sales-related data
- Understand how to evaluate sales performance
11
Understanding sales techniques and processes
Verified
Key Learning Objectives:
- Understand buyer behaviour in sales situations
- Understand pricing for sales promotions
- Understand the implementation of sales plans
- Understand negotiation techniques in sales situations
12
Understanding the relationship between sales and marketing
Verified
Key Learning Objectives:
- Understand the impact of different organisational structures on sales and marketing functions
- Understand the interface between sales and marketing functions
- Understand the impact of sales and marketing on product development processes
13
Understanding the sales environment
Verified
Key Learning Objectives:
- Understand customer groups in the sales environment
- Understand sales communication techniques
- Understand time management in the sales environment
Regulatory & Verification Details
- Qualification Number (QN)
- 600/6924/7
- Regulated Status
- Available to learners
- Awarding Body
- ISM
- Qualification Type
- Vocationally-Related Qualification
- Operational Start
- Nov 2012