ISM
Level 3
QN: 600/6926/0
Curriculum Active
ISM Level 3 NVQ Diploma in Sales (RQF)
Official qualification regulated by Ofqual, awarded by ISM. Classified as a Vocationally-Related Qualification. Total guided learning hours: 686 hours.
Qualification Level
Level 3
Awarding Body
ISM
Syllabus Units
29 Units
Guided Hours
686 hrs
Instant access to interactive lessons, quizzes, and spaced revision.
Course Syllabus & Study Modules
Complete breakdown of verified curriculum topics and learning objectives.
1
Assisting customers in obtaining finance for purchases
Verified
Key Learning Objectives:
- Understand the conditions for obtaining finance for purchases
- Be able to propose financial options to customers
- Be able to complete finance arrangements for purchases
2
Building and retaining sales relationships
Verified
Key Learning Objectives:
- Understand the benefits and risks of planning and investing in sales relationships
- Be able to build sales relationships
- Be able to retain sales customers
3
Buyer behaviour in sales situations
Verified
Key Learning Objectives:
- Understand the impact of different models of buyer behaviour on the sales cycle
- Be able to respond to the buyer at each stage of the decision making process
4
Communicate information and knowledge
Verified
Key Learning Objectives:
- Be able to identify the information required, and its reliability, for communication.
- Be able to understand communication techniques and methods.
- Be able to communicate information and knowledge using appropriate techniques and methods.
- Be able to adapt communication techniques and methods according to target audience response.
5
Communicating using digital marketing/sales channels
Verified
Key Learning Objectives:
- Understand how to plan the use of digital media for a specific message, audience and recipients
- Be able to plan the use of digital media for a specific message, audience and recipients
- Be able to check the digital message can be accessed and/or delivered
- Be able to monitor and evaluate the response to digital activity and take any corrective action
6
Complying with legal, regulatory and ethical requirements in a sales or marketing role
Verified
Key Learning Objectives:
- Understand the legal, regulatory and ethical requirements in a sales or marketing role
- Be able to comply with organisational policies and procedures for legal, regulatory and ethical requirements in a sales or marketing role
7
Contributing to the development and launch of new products and/or services
Verified
Key Learning Objectives:
- Understand the product development process
- Be able to contribute to the product and/or service development and launch process
8
Develop, maintain and review personal networks
Verified
Key Learning Objectives:
- Understand the benefits of networking and the need for data privacy.
- Be able to develop a personal net
- work of contacts.
- Be able to review networking relationships.
9
Developing and implementing sales call plans
Verified
Key Learning Objectives:
- Be able to develop a sales call plan
- Be able to undertake a sales call
10
Developing and implementing sales support and customer service programmes
Verified
Key Learning Objectives:
- Understand the requirement to provide sales support and customer service programmes
- Be able to develop sales support and/or customer service programmes
- Be able to implement sales support and customer service programmes
11
Developing sales proposals
Verified
Key Learning Objectives:
- Understand how to write sales proposals
- Be able to develop sales proposals
- Be able to evaluate the proposal
12
Manage own professional development within an organisation
Verified
Key Learning Objectives:
- Be able to assess own career goals and personal development.
- Be able to set personal work objectives.
- Be able to produce a personal development plan.
- Be able to implement and monitor own personal development plan.
13
Managing the induction and probation of sales staff
Verified
Key Learning Objectives:
- Understand the induction and probation processes for sales staff
- Be able to manage the induction and probation of new sales staff
14
Meeting customers’ after sales needs
Verified
Key Learning Objectives:
- Be able to investigate customer after sales needs
- Be able to handle customers’ after sales needs
- Be able to review the after sales process
15
Monitoring and managing sales team performance
Verified
Key Learning Objectives:
- Understand methods of monitoring sales team performance
- Be able to manage performance of the sales team
16
Negotiating, handling objections and closing sales
Verified
Key Learning Objectives:
- Understand how to handle objections and negotiate with the customer
- Be able to prepare for objections and negotiation with the customer
- Be able to handle objections
- Be able to negotiate with the customer
- Be able to close the sale following negotiation
17
Obtaining and Analysing Competitor Information
Verified
Key Learning Objectives:
- Understand how to validate information about competitors
- Understand the uses of competitor information for sales-related activities
- Be able to use competitor information for sales-related activities
18
Obtaining and analysing sales-related information
Verified
Key Learning Objectives:
- Understand the uses of sales-related information
- Understand how to use tools and methods to analyse sales-related information
- Be able to obtain sales-related information about customers, markets and competitors
- Be able to use tools and methods to analyse sales-related information
19
Preparing and delivering a sales presentation
Verified
Key Learning Objectives:
- Understand the factors for consideration in the preparation of sales presentations
- Be able to prepare a sales presentation
- Understand how to deliver sales presentations
- Be able to deliver a sales presentation
20
Pricing for sales promotions
Verified
Key Learning Objectives:
- Understand price-based promotions
- Be able to justify price-based promotions as part of a promotional strategy
- Be able to develop and present proposals for price-based promotions
- Understand how to evaluate price based promotions
- Be able to implement and evaluate price-based promotions
21
Prioritising information for sales planning
Verified
Key Learning Objectives:
- Understand sources and types of information that support sales
- Understand internal information that supports sales
- Be able to carry out a business audit of the internal and external sales environment
- Be able to use sales information to support the sales planning function
22
Recruiting sales team members
Verified
Key Learning Objectives:
- Understand the recruitment and selection process relating to sales
- Be able to prepare to recruit and select sales team members
- Be able to make selection decisions for sales team members
23
Selling at exhibitions
Verified
Key Learning Objectives:
- Understand how to assess the relevance of exhibitions for the organisation
- Understand how to prepare for and sell at exhibitions
- Be able to prepare for an exhibition
- Be able to sell at an exhibition
- Be able to evaluate own performance at an exhibition
24
Support learning and development within own area of responsibility
Verified
Key Learning Objectives:
- Be able to identify the learning needs of colleagues in own area of responsibility.
- Understand how to develop a learning environment in own area of responsibility.
- Be able to support colleagues in learning and its application.
- Be able to evaluate learning outcomes and future learning and development of colleagues.
25
Time planning in sales
Verified
Key Learning Objectives:
- Understand how to manage and prioritise time in a sales role
- Be able to plan own time in a sales role
- Be able to evaluate time planning in a sales role
Regulatory & Verification Details
- Qualification Number (QN)
- 600/6926/0
- Regulated Status
- Available to learners
- Awarding Body
- ISM
- Qualification Type
- Vocationally-Related Qualification
- Operational Start
- Nov 2012