ISM
Level 6
QN: 610/6314/9
Curriculum Active
ISM Level 6 Diploma in Strategic Sales Management
Official qualification regulated by Ofqual, awarded by ISM. Classified as a Vocationally-Related Qualification. Total guided learning hours: 245 hours.
Qualification Level
Level 6
Awarding Body
ISM
Syllabus Units
8 Units
Guided Hours
245 hrs
Instant access to interactive lessons, quizzes, and spaced revision.
Course Syllabus & Study Modules
Complete breakdown of verified curriculum topics and learning objectives.
1
Developing and using customer insight
Verified
Key Learning Objectives:
- Explain how customer insight can be collected and how it may be analysed and evaluated, and how the organisation may benefit from careful and selective use of this information to develop products and improve the customer experience
- Analyse information effectively to provide clear guidance and suggestions on actions to take to ensure the organisation uses customer insight data correctly
- Evaluate methods of sharing customer insight information in a meaningful way across departments within the organisation to improve and enhance the customers’ experience
2
Developing strategic relationships with major customers
Verified
Key Learning Objectives:
- Understand the range of principles of developing and managing strategic relationships with major customers and evaluate and analyse the application of different techniques to this strategy
- Be able to identify and analyse Key Accounts
- identify the challenges which these may face and develop templates and strategies to be used in their management
- Be able to evaluate strategies for creating long term benefits and minimising risk for Key Accounts
- Be able to evaluate the success of strategic relationship activities.
- Identify any issues which may occur and explain the importance of succession planning
3
Leadership and management in sales
Verified
Key Learning Objectives:
- Be able to explain and evaluate the relationships between leadership and management and be able to evaluate various leadership styles
- Be able to describe
- analyse and evaluate a range of management styles, their impacts on staff, and their associated tools
- Evaluate various ways in which a manager can contribute to the strategic direction of the organisation
- Be able to critically review and analyse their own leadership and management skills, and develop ways to improve these
4
Leading a culture for responsible selling
Verified
Key Learning Objectives:
- Analyse and evaluate the impact of legislation and culture on an organisation's sales practices and the possible results of non compliance
- Evaluate and analyse the skills and methods required to lead the culture of an organisation in selling responsibly
- Analyse potential threats to an organisation and produce carefully evaluated solutions to these
5
Managing sales related change
Verified
Key Learning Objectives:
- Analyse and critically evaluate the forces leading to sales related changes in an organisation
- Evaluate the likely impact of sales-related change on an organisation's objectives
- Describe and evaluate various methods which can be used to gain managerial support for sales-related change
- Evaluate methods of creating a plan to manage change and the significance of including the sales team in the plan.
- Analyse the results of change against the original objectives
6
Planning and implementing sales and marketing strategy
Verified
Key Learning Objectives:
- Be able to critically evaluate links between corporate and marketing strategies and how to ensure the correct options are chosen to ensure these are aligned
- Be able to critically evaluate various strategies for planning marketing and assess their actual and potential impacts in the marketplace
- Be able to critically evaluate a range of methods for implementing a sales and marketing strategy and evaluate methods of monitoring their implementation
- Be able to critically evaluate a range of methods used to implement strategic sales and marketing plans, and to monitor their implementation
7
Sales force organisation
Verified
Key Learning Objectives:
- Be able to organise a sales force efficiently having analysed and evaluated a wide range of legal, financial, technical and human considerations ensuring optimum use of all available resources
- Be able to identify and analyse both internal and external factors which may affect the organisation of the sales force
- Be able to analyse sales planning and sales trends and use these to inform sales force resourcing
- Be able to evaluate a sales force structure and relate it to current and future requirements
8
Sales forecasting and budgeting
Verified
Key Learning Objectives:
- Understand the impact of sales forecasting on organisational planning and evaluate the impact of this on an organisation
- Describe and critically evaluate internal and external factors that may affect sales trends
- Apply qualitative and quantitative techniques for forecasting sales and evaluate their effectiveness and accuracy
- Monitor actual sales against forecasts using a range of methods and techniques and evaluate how the results of such monitoring can be useful to the organisation
- Understand the importance of monitoring actual sales against forecast sales
- Understand budgeting methods.
- Use a range of budgeting methods and techniques and evaluate how each of these may be used to identify causes of variances and actions to address these
Regulatory & Verification Details
- Qualification Number (QN)
- 610/6314/9
- Regulated Status
- Available to learners
- Awarding Body
- ISM
- Qualification Type
- Vocationally-Related Qualification
- Operational Start
- Aug 2025