ISM
Level 4
QN: 610/6309/5
Curriculum Active
ISM Level 4 Certificate in Sales and Marketing Management
Official qualification regulated by Ofqual, awarded by ISM. Classified as a Vocationally-Related Qualification. Total guided learning hours: 350 hours.
Qualification Level
Level 4
Awarding Body
ISM
Syllabus Units
8 Units
Guided Hours
350 hrs
Instant access to interactive lessons, quizzes, and spaced revision.
Course Syllabus & Study Modules
Complete breakdown of verified curriculum topics and learning objectives.
1
Analysing the marketing environment
Verified
Key Learning Objectives:
- Be able to conduct an audit of an organisation’s internal, micro and macro environment
- Understand the impact of internal, micro and macro factors on own and customer’s organisation
- Be able to recommend actions for the sales function by conducting a SWOT analysis on own organisation’s marketing environment
2
Finance for sales managers
Verified
Key Learning Objectives:
- Be able to calculate profitability ratios for sales-related decisions
- Know how to set a sales budget
- Understand how to manage a sales budget
- Understand bonus systems for sales team members
- Understand how to assess creditworthiness of customers to set a credit limit for the customer
3
Managing a sales team
Verified
Key Learning Objectives:
- Understand theories of motivation and the link between motivation and performance
- Understand how to manage sales team performance
- Understand how to manage staffing levels in a sales team
4
Managing responsible selling
Verified
Key Learning Objectives:
- Know legal, regulatory, ethical and social requirements pertaining to the sales function
- Understand how to manage the sales function in a way that complies with legislation
- Know how to deal with non-compliance
5
Operational sales planning
Verified
Key Learning Objectives:
- Understand how own organisation’s business and marketing strategies inform operational sales planning
- Understand sales forecasting techniques
- Be able to set objectives and targets in a sales plan
- Be able to write an operational sales plan
- Understand how to manage the implementation of the operational sales plan through the sales team
- Understand how to deal with variances to the operational sales plan
6
Sales negotiations
Verified
Key Learning Objectives:
- Understand what is involved in a sales negotiation
- Be able to prepare for a sales negotiation
- Be able to carry out a sales negotiation with a customer
7
Understanding segmentation, targeting and positioning
Verified
Key Learning Objectives:
- Understand segmentation in consumer and business markets
- Understand how to target market segments for an organisation
- Understanding the process of positioning a product
8
Writing and delivering a sales proposal
Verified
Key Learning Objectives:
- Be able to develop a sales proposal
- Be able to deliver a sales proposal to a customer
- Be able to evaluate the proposal
Regulatory & Verification Details
- Qualification Number (QN)
- 610/6309/5
- Regulated Status
- Available to learners
- Awarding Body
- ISM
- Qualification Type
- Vocationally-Related Qualification
- Operational Start
- Aug 2025