ISM
Level 3
QN: 610/6294/7
Curriculum Active
ISM Level 3 Diploma in Sales and Marketing
Official qualification regulated by Ofqual, awarded by ISM. Classified as a Vocationally-Related Qualification. Total guided learning hours: 368 hours.
Qualification Level
Level 3
Awarding Body
ISM
Syllabus Units
11 Units
Guided Hours
368 hrs
Instant access to interactive lessons, quizzes, and spaced revision.
Course Syllabus & Study Modules
Complete breakdown of verified curriculum topics and learning objectives.
1
Handling objections, negotiating and closing sales
Verified
Key Learning Objectives:
- Be able to prepare to handle objections, negotiate and close the sale
- Be able to handle objections
- Be able to negotiate with the customer
- Be able to close the sale
2
Planning for professional development
Verified
Key Learning Objectives:
- Know how to identify strengths and needs for own role
- Understand opportunities for professional development
- Be able to produce a professional development plan
3
Preparing and delivering a sales presentation
Verified
Key Learning Objectives:
- Be able to prepare a sales presentation
- Be able to deliver a sales presentation
- Be able to evaluate a sales presentation
4
Prospecting for new business
Verified
Key Learning Objectives:
- Be able to plan to prospect for new business
- Be able to analyse information to create a list of prospects and suspects
- Be able to make appointments with prospects
5
Sales pipeline management
Verified
Key Learning Objectives:
- Understand the importance of pipeline management
- Be able to analyse conversion ratios to prioritise time spent on prospects
- Be able to use sales tools to move prospects through the sales pipeline
6
Time and territory management for salespeople
Verified
Key Learning Objectives:
- Be able to manage own use of own time
- Be able to develop a sales call plan
- Be able to develop a plan to manage sales within a sales territory
7
Understanding customer segmentation and profiling
Verified
Key Learning Objectives:
- Understand how to identify customer groups
- Understand the motivations, attitudes and behaviours of customers in identified customer groups
- Understand how to profile existing customer groups
8
Understanding influences on buyer behaviour
Verified
Key Learning Objectives:
- Understand buyer decision-making processes and their impacts on the sales cycle
- Understand how to respond to the buyer at each stage of the decision-making process
9
Understanding laws and ethics of selling
Verified
Key Learning Objectives:
- Understanding the laws affecting selling
- Understand the ethics of selling
10
Understanding sales and marketing in organisations
Verified
Key Learning Objectives:
- Understand various organisational structures and their impact on the roles of those in sales and marketing
- Understand the roles of sales and marketing personnel
- Understand the importance of collaboration between sales and marketing departments
11
Using marketing information for sales
Verified
Key Learning Objectives:
- Understand the importance of obtaining and storing sales-related information
- Be able to obtain sales-related information about customers, markets and competitors
- Be able to use analytical tools and methods to provide sales-related information
Regulatory & Verification Details
- Qualification Number (QN)
- 610/6294/7
- Regulated Status
- Available to learners
- Awarding Body
- ISM
- Qualification Type
- Vocationally-Related Qualification
- Operational Start
- Aug 2025