ISM
Level 5
QN: 610/6312/5
Curriculum Active
ISM Level 5 Diploma in Sales and Account Management
Official qualification regulated by Ofqual, awarded by ISM. Classified as a Vocationally-Related Qualification. Total guided learning hours: 390 hours.
Qualification Level
Level 5
Awarding Body
ISM
Syllabus Units
12 Units
Guided Hours
390 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 financial potential and performance of customer accounts
Verified
Key Learning Objectives:
- Be able to use financial tools to assess and prioritise new accounts and measure potential value
- Be able to follow management accounting procedures
- Be able to evaluate financial risks
2
Bid and tender management for account managers
Verified
Key Learning Objectives:
- Understand the principles of bid and tender management
- Be able to prepare for a bid
- Be able to write a bid
- Be able to tender a bid to the customer
- Understand how to follow up the tendering of the bid
3
Coaching and mentoring
Verified
Key Learning Objectives:
- Understand the principles of coaching and mentoring
- Be able to plan both a coaching and a mentoring programme
4
Designing, planning and managing sales territories
Verified
Key Learning Objectives:
- Understand and apply the theories underpinning sales territory design, planning and management
- Analyse and discuss the factors that affect territory management
- Be able to review, revise and evaluate territory plans
- Be able to resource sales territories in terms of an organisation’s assets
5
Developing a product portfolio
Verified
Key Learning Objectives:
- Understand product portfolio development
- Understand how to contribute to the development of a product portfolio
- Be able to analyse the product portfolio
6
Leading a team
Verified
Key Learning Objectives:
- Understand principles of leadership
- Know how to build trust between self and team
- Know how to share own vision with team
- Know how to focus team members to complete tasks and achieve objectives
- Know how to create accountability in team members
- Know how to maintain alignment of own actions with team and organisation
7
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
8
Motivation and compensation for sales teams
Verified
Key Learning Objectives:
- Understand motivation and compensation for sales teams and individuals
- Be able to critically consider the practical application of motivation and compensation for a sales team, and the factors to be considered when implementing these
9
Relationship management for account managers
Verified
Key Learning Objectives:
- Understand how to build relationships with accounts
- How to use networking in sales
- Understand how to use consultative selling
- Know when and how to undertake stakeholder analysis
- Understand how to monitor and control customer relationships
10
Sales forecasts and target setting
Verified
Key Learning Objectives:
- Understand forecasting in relation to sales targets
- Understand forecasting in a specific organisation
- Be able to forecast sales
- Be able to set sales targets and objectives and devise measurement activities to monitor them
11
Understanding and developing customer accounts
Verified
Key Learning Objectives:
- Understand buying practices of customers
- Understand customer support issues
- Understand an organisation’s unique business value
- Be able to prepare for customer procurement
- Be able to use information gathered to plan to develop customer accounts
12
Understanding the integrated functions of sales and marketing
Verified
Key Learning Objectives:
- Understand how a marketing strategy supports the sales function
- Understand marketing research
- Understand the use of marketing research in sales
- Be able to use market analyses in sales
- Be able to progress sales through alignment with marketing strategies
Regulatory & Verification Details
- Qualification Number (QN)
- 610/6312/5
- Regulated Status
- Available to learners
- Awarding Body
- ISM
- Qualification Type
- Vocationally-Related Qualification
- Operational Start
- Aug 2025