ISP
Level 5
QN: 610/5683/2
Curriculum Active
Level 5 Certificate in Professional Sales
Official qualification regulated by Ofqual, awarded by ISP. Classified as a Vocationally-Related Qualification. Total guided learning hours: 760 hours.
Qualification Level
Level 5
Awarding Body
ISP
Syllabus Units
32 Units
Guided Hours
760 hrs
Instant access to interactive lessons, quizzes, and spaced revision.
Course Syllabus & Study Modules
Complete breakdown of verified curriculum topics and learning objectives.
1
Account Relationship Management
Verified
Key Learning Objectives:
- Understand how to build key account relationships
- Understand strategic sales networking
- Be able to implement a consultative selling approach
- Be able to monitor and improve customer relationships
2
Analyse Financial Performance
Verified
Key Learning Objectives:
- Be able to use financial tools for analysis of customer accounts
- Be able to follow organisational management accounting procedures
- Be able to evaluate financial risks
- Be able to estimate future financial performance for customer accounts
3
Coach and Mentor Sales Professionals
Verified
Key Learning Objectives:
- Understand the purpose of sales coaching and mentoring
- Understand the processes that support sales coaching and mentoring
- Be able to plan coaching and mentoring with sales professionals
- Be able to coach and/or mentor sales professionals to support their CPD
4
Continuing Professional Development (CPD)
Verified
Key Learning Objectives:
- Understand continuing professional development (CPD)
- Be able to plan own continuing professional development (CPD)
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
Customer Buying Processes and Practices
Verified
Key Learning Objectives:
- Understand customer buying processes and practices
- Understand how to differentiate offer to maximise value for customers
- Be able to plan the development of current and potential customer accounts
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 Critical Thinking Skills
Verified
Key Learning Objectives:
- Understand the skills and characteristics required for critical thinking
- Understand the differences between beliefs, attitudes and values
- Be able to make decisions based on critical analysis
9
Develop Value Propositions
Verified
Key Learning Objectives:
- Understand the factors involved in creating a value proposition
- Be able to prepare and agree value propositions
10
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
11
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
12
Lead an Inclusive, Ethical Culture
Verified
Key Learning Objectives:
- Understand the policies, procedures and practices that support inclusion
- Understand inclusive, ethical leadership
- Be able to role model ethical behaviours
- Be able to promote an inclusive and ethical culture
13
Lead Continuous Improvement
Verified
Key Learning Objectives:
- Understand the factors that contribute to organisation continuous improvement
- Be able to analyse information linked to continuous improvement
- Be able to implement continuous improvement in the sales function using analysis findings
14
Leadership in Context
Verified
Key Learning Objectives:
- Understand leadership styles within an organisational culture
- Be able to assess personal competence and leadership potential
- Be able to manage personal continuing professional development
15
Manage Ethical, Legal and Professional Requirements
Verified
Key Learning Objectives:
- Understand ethical and legal requirements related to the sales function
- Understand professional requirements related to the sales function
- Be able to implement policies and procedures to ensure compliance with ethical and legal requirements
- Be able to take action to respond to non-compliance
16
Manage Recruitment
Verified
Key Learning Objectives:
- Understand organisational human resource planning processes
- Understand the processes and people involved in sales professional recruitment
- Be able to plan recruitment for a role which meets legal and organisational requirements
- Be able to implement the recruitment process for a sales role
17
Manage Sales Technology Systems
Verified
Key Learning Objectives:
- Understand the functional requirements of sales technology systems
- Understand how to train and support system users
- Be able to monitor sales technology system effectiveness
- Be able to ensure the effective usage of sales technology systems
18
Manage Team Performance
Verified
Key Learning Objectives:
- Understand leadership styles and practices
- Understand flexible working practices
- Understand how to build positive colleague relationships
- Be able to communicate the sales vision and objectives
- Be able to manage sales team members to achieve their objectives
19
Managing Change
Verified
Key Learning Objectives:
- Understand change management approaches
- Be able to initiate change
- Be able to manage an organisational change
20
Market Research for Sales Strategy
Verified
Key Learning Objectives:
- Understand the role of market research for the sales function
- Be able to use market research to develop sales strategy
21
Matrix Management
Verified
Key Learning Objectives:
- Understand the principles and practices of matrix management
- Be able to develop leadership, communication and collaboration strategies in a matrix environment
- Be able to implement performance management and motivational techniques in a matrix sales team
22
Motivate Sales Professionals
Verified
Key Learning Objectives:
- Understand how motivation theories relate to sales leadership
- Understand a range of compensation approaches for sales professionals
- Be able to establish motivating compensation systems
23
Organisational Sales Planning
Verified
Key Learning Objectives:
- Understand the relationship between sales forecasting and planning
- Understand organisational approaches to target setting
- Be able to forecast sales at an organisational level
- Be able to monitor sales targets
24
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
25
Pipeline Management and Forecasting
Verified
Key Learning Objectives:
- Understand how to manage a sales pipeline
- Be able to use a sales pipeline in forecasting
26
Relationship Management Mapping
Verified
Key Learning Objectives:
- Understand how to develop strategies for effective multi-disciplinary supplier and customer relationship mapping
- Understand how to develop strategies for effective relationship mapping
- Be able to implement relationship management mapping engagement for a key account
- Be able to monitor relationship management for continuous improvement
27
Sales Territory Management
Verified
Key Learning Objectives:
- Understand sales territory design
- Understand the factors that impact on sales territory management
- Be able to review and improve organisational sales territories
- Be able to organise resources to manage sales territories
28
Segmentation in Consumer and Business Markets
Verified
Key Learning Objectives:
- Understand market segmentation
- Be able to target market segments for a territory
29
Support Customer Innovation
Verified
Key Learning Objectives:
- Understand customers pain points, goals, and aspirations
- Understand how to encourage customers to innovate to address their unique challenges and opportunities
- Be able to partner with customers to support their product/service innovation to achieve long-term success
30
Tender Management
Verified
Key Learning Objectives:
- Understand how to identify tender opportunities
- Understand tender management principles
- Be able to prepare to tender
- Be able to write and submit a tender to offer products/services
31
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
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)
- 610/5683/2
- Regulated Status
- Available to learners
- Awarding Body
- ISP
- Qualification Type
- Vocationally-Related Qualification
- Operational Start
- May 2025