ISM
Level 5
QN: 601/5433/0
Curriculum Active
ISM Level 5 Diploma in Sales (RQF)
Official qualification regulated by Ofqual, awarded by ISM. Classified as a Vocationally-Related Qualification. Total guided learning hours: 952 hours.
Qualification Level
Level 5
Awarding Body
ISM
Syllabus Units
29 Units
Guided Hours
952 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 the organisation's management accounting procedures
- Be able to evaluate financial risks
2
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
3
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
4
Coaching and mentoring
Verified
Key Learning Objectives:
- Understand the principles of coaching and mentoring
- Be able to plan a coaching or mentoring programme
- Be able to deliver a coaching or mentoring programme
- Be able to evaluate own coaching or mentoring practice
5
Customer Relationship Management
Verified
Key Learning Objectives:
- Understand the importance of a Customer Relationship Management system (CRM) for a Sales function
- Be able to use a CRM system to develop sales
- Be able to make improvements to the use of an organisations CRM system
6
Designing, planning and managing sales territories
Verified
Key Learning Objectives:
- Understand sales territory design, planning and management
- Understand factors that affect territory management
- Be able to review and revise territory plans
- Be able to resource sales territories
7
Develop and maintain professional networks
Verified
Key Learning Objectives:
- Understand the principles of effective networking
- Be able to identify professional networks for development
- Be able to maintain professional networks
8
Develop working relationships with stakeholders
Verified
Key Learning Objectives:
- Understand working relationships with stakeholders
- Be able to determine the scope for collaboration with stakeholders
- Be able to develop productive working relationships with stakeholders
- Be able to evaluate relationships with stakeholders
9
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
10
Developing strategic relationships with major customers
Verified
Key Learning Objectives:
- Understand the principles of developing strategic relationships with major customers
- Be able to identify major customers and develop major customer plans that are mutually beneficial
- Be able to develop strategic relationships with major customers to meet mutual objectives
- Be able to evaluate the success of strategic relationship activities and plan for future activities
11
Encourage learning and development
Verified
Key Learning Objectives:
- Understand the principles of learning and development
- Be able to support individuals' learning and development
- Be able to evaluate individuals’ learning and development
12
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 in order to set a credit limit for the customer
13
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
14
Manage a budget
Verified
Key Learning Objectives:
- Understand how to identify financial requirements
- Understand how to set budgets
- Be able to manage a budget
- Be able to evaluate the use of a budget
15
Manage events
Verified
Key Learning Objectives:
- Understand the management of an event
- Be able to manage the planning of an event
- Be able to manage an event
- Be able to follow up an event
16
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
17
Motivation and compensation for sales teams
Verified
Key Learning Objectives:
- Understand motivation and compensation for sales teams individuals
- Be able to review motivation and compensation for own sales team
18
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
19
Planning and implementing sales and marketing strategy
Verified
Key Learning Objectives:
- Understand sales and marketing strategy
- Understand strategic sales and marketing planning
- Understand the implementation of a sales and marketing strategy
- Understand the implementation of sales and marketing plans
20
Prepare specifications for contracts
Verified
Key Learning Objectives:
- Understand the principles supporting the preparation of specifications for contracts
- Be able to prepare specifications for contracts
21
Recruitment, selection and induction practice
Verified
Key Learning Objectives:
- Understand the principles and theories underpinning recruitment, selection and induction practice
- Be able to recruit people into an organisation
- Be able to select appropriate people for the role
- Be able to induct people into an organisation
22
Relationship management for account managers
Verified
Key Learning Objectives:
- Understand how to build relationships with accounts
- Understand 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
23
Sales forecasts and target setting
Verified
Key Learning Objectives:
- Understand forecasting in relation to sales targets
- Understand forecasting in own organisation
- Be able to forecast sales
- Be able to set sales targets and objectives and devise measurement activities to monitor them
24
Sales forecasting and budgeting
Verified
Key Learning Objectives:
- Understand the impact of sales forecasting on organisational planning
- Understand factors that may affect sales trends
- Understand qualitative and quantitative techniques for forecasting sales
- Understand the importance of monitoring actual sales against forecast sales
- Understand budgeting methods
25
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
26
Salesforce organisation
Verified
Key Learning Objectives:
- Understand how to organise the salesforce
- Understand internal and external factors affecting the organisation of the salesforce
- Be able to use sales planning and sales trends in order to inform salesforce resourcing
- Be able to review salesforce structure
27
Understand 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
28
Understanding customer accounts
Verified
Key Learning Objectives:
- Understand buying practices of customers
- Understand customer support issues
- Understand own organisation's unique business value
- Understand how to prepare for customer procurement
- Understand how to use information gathered to plan to develop customer accounts
29
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)
- 601/5433/0
- Regulated Status
- Available to learners
- Awarding Body
- ISM
- Qualification Type
- Vocationally-Related Qualification
- Operational Start
- Jan 2015