ISP
Level 4
QN: 610/3769/2
Curriculum Active
ISP Level 4 Certificate in Professional Sales
Official qualification regulated by Ofqual, awarded by ISP. Classified as a Vocationally-Related Qualification. Total guided learning hours: 555 hours.
Qualification Level
Level 4
Awarding Body
ISP
Syllabus Units
32 Units
Guided Hours
555 hrs
Instant access to interactive lessons, quizzes, and spaced revision.
Course Syllabus & Study Modules
Complete breakdown of verified curriculum topics and learning objectives.
1
Build and Maintain Sales Relationships
Verified
Key Learning Objectives:
- Understand how to establish
- develop and maintain sales relationships
- Understand internal organisational dynamics and external influences and their impacts
- Be able to deliver a positive customer experience during the sales process
2
Competitive Bidding
Verified
Key Learning Objectives:
- Understand how to respond to requests for competitive bids
- Be able to submit a competitive bid
3
Continuing Professional Development (CPD)
Verified
Key Learning Objectives:
- Understand continuing professional development (CPD)
- Be able to plan own continuing professional development (CPD)
4
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
5
Contributing to Organisational Innovation
Verified
Key Learning Objectives:
- Understand innovation in organisations
- Understand how to support organisational innovation
- Be able to contribute to exploiting emerging opportunities
6
Contributing to Sales Talent Selection and Growth
Verified
Key Learning Objectives:
- Understand the requirements for different sales roles
- Understand the talent selection process
- Be able to contribute to the talent selection process
- Be able to support the growth of a sales professional
7
Customer Focus
Verified
Key Learning Objectives:
- Understand the importance of customer focus
- Be able to prepare and conduct a business review to provide value add to a customer
8
Develop Value Propositions
Verified
Key Learning Objectives:
- Understand the factors involved in creating a value proposition
- Be able to prepare and agree value propositions
9
Developing Commercial and Financial Acumen
Verified
Key Learning Objectives:
- Understand the relationship between sales activities, and commercial and financial acumen
- Be able to assess the financial viability of an organisation
10
Developing Personal Resilience
Verified
Key Learning Objectives:
- Understand the relationship between growth mindset and resilience
- Be able to measure personal resilience
- Be able to plan to develop and maintain personal resilience
11
Differentiate in a Competitive Market
Verified
Key Learning Objectives:
- Understand the importance of the differentiation
- Understand the strengths, weaknesses, strategy, tactics and market presence of key competitors
- Be able to differentiate products/services against competitors
12
Finding and Qualifying New Prospects
Verified
Key Learning Objectives:
- Understand how to identify a new prospect
- Be able to complete discovery on a prospect
- Be able to qualify a prospect
13
Managing Change
Verified
Key Learning Objectives:
- Understand change management approaches
- Be able to initiate change
- Be able to manage an organisational change
14
Meet Commitments and Prove Value
Verified
Key Learning Objectives:
- Understand the importance of meeting customer commitments
- Be able to demonstrate to the client that the promised value has been delivered
15
Negotiate and Close Sales
Verified
Key Learning Objectives:
- Understand how to negotiate and handle objections
- Be able to close deals by achieving a win-win outcome
16
Participating in Coaching and Mentoring
Verified
Key Learning Objectives:
- Understand the purpose of sales coaching and mentoring in organisations
- Understand the processes and people involved in successful sales coaching and mentoring
- Be able to engage in personal coaching or mentoring to improve performance
- Be able to engage in personal coaching and mentoring
17
Partnering and Collaborative Selling
Verified
Key Learning Objectives:
- Understand how partnering relationships contribute to sales
- Understand how to collaborate with colleagues to sell
- Be able to collaborate with colleagues to respond to sales opportunities
18
Personal Motivation and Sales Performance
Verified
Key Learning Objectives:
- Understand how personal motivation affects sales performance
- Be able to improve personal motivation and sales performance
19
Pipeline Management and Forecasting
Verified
Key Learning Objectives:
- Understand how to manage a sales pipeline
- Be able to use a sales pipeline in forecasting
20
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
21
Principles of Account Management
Verified
Key Learning Objectives:
- Understand the principles of account management
- Be able to work with customers to deepen and extend relationships and expand sales volumes or relevance
22
Sales Strategy and Planning
Verified
Key Learning Objectives:
- Understand how to research and create a territory or portfolio sales plan
- Be able to develop a sales plan based on research
23
Segmentation in Consumer and Business Markets
Verified
Key Learning Objectives:
- Understand market segmentation
- Be able to target market segments for a territory
24
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
25
Understand Continuous Improvement
Verified
Key Learning Objectives:
- Understand the processes related to continuous improvement in sales performance
- Understand how to implement continuous improvements in sales performance
26
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
27
Understanding and Building Agility
Verified
Key Learning Objectives:
- Understand organisational and personal agility
- Understand the importance of flexibility and adapting to change
- Be able to build personal agility to adapt to change
28
Understanding Compensation Plans
Verified
Key Learning Objectives:
- Understand compensation plans and remuneration models
- Understand how to select and plan sales incentives
29
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
30
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
31
Using Data to Gain Insights
Verified
Key Learning Objectives:
- Understand how to use data for decision making
- Be able to use data to gain insights and support sales decisions
32
Using Legal, Regulatory and Ethical Frameworks
Verified
Key Learning Objectives:
- Understand the legal, regulatory, and ethical frameworks related to the sales function
- Be able to comply with organisational legal, regulatory, and ethical policies and procedures
Regulatory & Verification Details
- Qualification Number (QN)
- 610/3769/2
- Regulated Status
- Available to learners
- Awarding Body
- ISP
- Qualification Type
- Vocationally-Related Qualification
- Operational Start
- Mar 2024
- Operational End
- Mar 2099