ISP
Level 3
QN: 610/3788/6
Curriculum Active
ISP Level 3 Certificate in Professional Sales
Official qualification regulated by Ofqual, awarded by ISP. Classified as a Vocationally-Related Qualification. Total guided learning hours: 370 hours.
Qualification Level
Level 3
Awarding Body
ISP
Syllabus Units
23 Units
Guided Hours
370 hrs
Instant access to interactive lessons, quizzes, and spaced revision.
Course Syllabus & Study Modules
Complete breakdown of verified curriculum topics and learning objectives.
1
Access and Analyse Sales Information
Verified
Key Learning Objectives:
- Understand how to access and store sales information
- Be able to identify and gather sales information about customers, markets and competitors
- Be able to use a range of methods and tools to analyse and communicate sales information
2
Continuing Professional Development (CPD)
Verified
Key Learning Objectives:
- Understand continuing professional development (CPD)
- Be able to plan own continuing professional development (CPD)
3
Contributing to an Inclusive Culture
Verified
Key Learning Objectives:
- Understand how to demonstrate inclusive workplace behaviours
- Be able to contribute to an inclusive organisational culture
4
Negotiate and Close Sales
Verified
Key Learning Objectives:
- Understand the range of sales negotiation strategies available
- Be able to plan and conduct sales negotiations with customers
- Be able to close sales with customers
5
Overcome Sales Objections
Verified
Key Learning Objectives:
- Understand sales barriers and objections
- Be able to plan responses to a range of sales objections
- Be able to handle customer objections during sales meetings
6
Plan Professional Development
Verified
Key Learning Objectives:
- Understand the opportunities available for opportunities for professional development in the sales role
- Be able to create a personal professional development plan
7
Plan Sales Activities
Verified
Key Learning Objectives:
- Understand how to organise sales activities to meet sales targets
- Be able to plan sales activities to manage personal sales targets
- Be able to monitor, control and evaluate sales activity plans
8
Prepare and Present Sales Solutions
Verified
Key Learning Objectives:
- Understand how to prepare for sales presentations/demonstrations
- Be able to deliver sales presentations/demonstrations
- Be able to evaluate sales presentations and/or demonstrations
9
Prospect for New Business
Verified
Key Learning Objectives:
- Understand how to prospect for new business
- Be able to agree and prepare for meetings with prospects
10
Sales Pipeline Management
Verified
Key Learning Objectives:
- Understand sales pipeline management
- Be able to prioritise time spent on prospects by analysing sales conversion ratios
- Be able to use sales tools to move prospects through the sales pipeline
11
Self-Management
Verified
Key Learning Objectives:
- Understand the impact of self-management on performance
- Understand time management techniques and their benefits
- Be able to implement a time management technique
12
Solving Problems
Verified
Key Learning Objectives:
- Understand how to define a problem
- Be able to use data and information to solve a problem
- Be able to use a decision-making tool to assess the options to solve a problem
- Be able to implement and evaluate a chosen solution to address a problem
13
Stress Management
Verified
Key Learning Objectives:
- Understand stressors and the impacts of stress in the working environment
- Be able to use a practical technique to manage personal stress
14
Understand Change in the Workplace
Verified
Key Learning Objectives:
- Understand the rationale and impact of organisational change
- Understand how to support change in the workplace
15
Understand Customer Behaviours
Verified
Key Learning Objectives:
- Understand customer decision making processes in relation to the sales cycle
- Understand how to respond to customers at each stage of the decision making process
16
Understand Customer Groups and Profiling
Verified
Key Learning Objectives:
- Understand different customer groups and their motivations
- Be able to develop profiles for different customer groups
17
Understand Customer Service
Verified
Key Learning Objectives:
- Understand the organisational systems for delivering customer service
- Understand how to provide consistent customer service
- Understand how to monitor the effectiveness of customer service delivery
18
Understand Legal, Regulatory and Ethical Frameworks
Verified
Key Learning Objectives:
- Understand the laws and regulatory frameworks that affect selling
- Understand ethical selling practices
19
Understand Organisations
Verified
Key Learning Objectives:
- Understand the UK legal forms for organisations and operational functions
- Understand the context in which an organisation operates
20
Understand Sales Communication
Verified
Key Learning Objectives:
- Understand effective communication in sales
- Understand a communication cycle and barriers
- Be able to plan communication for a target audience
21
Understand the Sales and Marketing Relationship
Verified
Key Learning Objectives:
- Understand the roles of sales and marketing teams
- Understand sales and marketing team collaboration
22
Understanding Leadership Styles and Motivation
Verified
Key Learning Objectives:
- Understand how leadership styles impact organisational performance
- Understand how to motivate others to perform at their best
23
Use Digital Technologies
Verified
Key Learning Objectives:
- Understand how digital technology supports the sales process
- Understand how technology supports the sales process
- Be able to use digital technology to interact with customers and colleagues
- Be able to review the effectiveness of digital technologies
Regulatory & Verification Details
- Qualification Number (QN)
- 610/3788/6
- Regulated Status
- Available to learners
- Awarding Body
- ISP
- Qualification Type
- Vocationally-Related Qualification
- Operational Start
- Mar 2024
- Operational End
- Mar 2099