Level 2 ISMM qualifications are well suited for those looking to break into a sales role. More experienced individuals should consider taking a Level 3, or Level 4 qualification. There are a total of 6 qualifications available at Level 2:
Level 2 Certificate in Sales and Marketing
Aimed at new and aspiring salespeople looking to develop their skills in the industry. This certificate includes Units 201, 202, 203 and 204. It also includes your choice of either Unit 205 or 207.
Unit 201 Understanding Laws and Ethics of selling
Contending with the legal and ethical requirements in sales is as challenging as it is essential. It is not just personal integrity at stake. The consequences of non-compliance can be disastrous on an individual and organisational level. Reconcile with the regulations in this comprehensive course.
Unit 202 Understanding Marketing
Marketing is often misunderstood as simply being about communications or advertising. But marketing actually involves a deep understanding of the customers we sell to. This course will teach you how to plan marketing, carry out market research, use the marketing mix and explain how customers can be segmented.
Unit 203 Understanding Buying Behaviour
It’s a no-brainer: in order to sell, you need to be able to work effectively with buyers, and you can’t do this unless you understand what motivates them. Learn about buyer methodologies, motivations and how different people work together when making decisions in this immersive course.
Unit 204 Sales Targets
Sales targets are a perfect way of challenging and stretching a salesperson to be all they can be. Targets shouldn’t be unachievable, but should require hard work, dedication and commitment. This online course will teach you about sales targets, how they should be set and monitored and the consequences of not meeting targets.
Unit 205 Selling to Customers
Understanding the process of selling, from preparing for an appointment all the way through to closing a sale, is vital to sell successfully. Learn how to prepare for meetings, establish rapport, identify customer needs, present solutions and deal with objections and, of course, close the sale in this comprehensive course.
Unit 207 Telesales
Whether you’re making appointments or taking a sale right through to close, telesales is a key element of how organisations do business. This online course will teach you how to prepare for sales calls, establish rapport, identify customer needs, present a solution and deal with objections and, of course, close the sale.
Level 3 ISMM qualifications are aimed at practising or aspiring sales and marketing professionals seeking to raise their ability to meet and move beyond their sales targets. In total there are 10 ISMM qualifications available at Level 3:
Level 3 Certificate in Sales and Marketing
Aimed at experienced and practising salespeople looking to develop their skills so that they can reach the next step in their careers. This certificate includes Units 201, 301, 302 and 303.
Level 3 Diploma in Sales and Marketing
Aimed at experienced and practising salespeople looking to develop their skills so that they can reach the next step in their careers. This diploma includes Units 201, 301, 302 and 303. It also includes your choice from Units 304, 305, 306, 307, 308, 309 and 310. Your completed units must total 37 credits.
Unit 301 Preparing and delivering a sales presentation
For a good number of sales professionals presenting can be an uphill battle. Most presentations cast their audience into despair but a rare few are inspiring enough to change lives, form lasting business relationships and close a sale. This transformative online course will arm you with all the tools you need to prepare a pitch perfect presentation.
Unit 302 Handling objections, negotiating and closing sales
Does the thought of an objection to your sales presentation fill you with dread or with joy? For some, an objection is merely an opportunity to eliminate a client’s fears and walk away with a sale. For many, an objection is an insurmountable obstacle. We are here to make sure you fall on the right side of this divide.
Unit 303 Understanding influences on buyer behaviour
With an overwhelming horde of diverse and unique factors fighting for influence, it is becoming increasingly difficult to monitor, understand and analyse buyer behaviour. But fear not. We are here to help you deduce what is important to the customer and exercise your influence on the customer’s decision-making process.
Unit 304 Understanding Customer Segmentation and Profiling
The ability to identify, understand and target valued customers is an essential factor in creating sales and marketing success. Without segmenting customers into groups based on certain shared characteristics there are no means for effectively tailoring products to meet specific needs. Doing this efficiently is not easy. Learn how to do so successfully through this online course.
Unit 305 Understanding Sales and Marketing in Organisations
In a utopian world, Sales and Marketing activities would go together hand-in-hand. Yet, that is often not how the process works. This damaging disconnect can arrest organisational growth. However, there is no need to panic: we are here to bring harmony to your workplace. Discover the benefits of co-ordinating these two departments in this informative online course.
Unit 306 Using market information for sales
Contending with the legal and ethical requirements in sales is as challenging as it is essential. It is not just personal integrity at stake. The consequences of non-compliance can be disastrous on an individual and organisational level. Reconcile with the regulations in this comprehensive online course.
Unit 307 Time and territory management for sales people
Misplaced hours mean lost sales and fewer career prospects. Poor territory management can lead to missed opportunities and slight returns. Making best use of your time and talents involves overcoming certain organisational barriers and managing your territory resourcefully. Fight the clock and whip your future into shape with this innovative online course.
Unit 308 Planning for professional development
Given the time and energy you put into your work, it makes sense to ensure that it provides you with as much pleasure as possible. In today’s world, sales professionals have to be more flexible and creative than ever, or they face career stagnation. This online course will ensure that you earn as much career satisfaction as possible.
Unit 309 Prospecting for new business
Whilst prospecting is equally important to the sales process as closing the deal, sales–people rarely offer it the same consideration. A change in attitude is important, but fixing this issue requires following an effective system that grants you structure, motivation and focus. Get organised and build an extensive list of contacts and new opportunities in this exciting online course.
Unit 310 Sales Pipeline Management
Effective sales pipeline management allows you to clearly identify all sales opportunities and deduce sales where your clients and prospects are in the sales cycle. Unfortunately, many sales people fail to put in place a system for building and tracking a sales pipeline. Learn how to manage your sales pipeline to produce consistently positive results in this stirring online course.
Level 4 qualifications are designed for sales professionals in an operational sales role, often managing others and allocating resources. In total there are 8 ISMM qualifications available at Level 4:
Level 4 Certificate in Sales and Marketing Management
Aimed at sales operators and managers looking to develop their skills so that they can lead and handle their added responsibilities more effectively. This certificate includes Units 401 and 402. It also includes your choice from Units 403, 404, 405, 406, 407 and 408. Your completed units must total 18 credits.
Level 4 Diploma in Sales and Marketing Management
Aimed at sales operators and managers looking to develop their skills so that they can lead and handle their added responsibilities more effectively. This diploma includes Units 401, 402, 403, 404, 405, 406, 407 and 408.
Unit 401 Managing responsible selling
In the fast moving world of sales management, it is often difficult to keep up with the legal, ethical and social requirements that run alongside the sales function. However, adhering to legal and regulatory codes of practise is essential. We are here to help you and your team can conquer the conditions in a business effective manner.
Unit 402 Understanding segmentation, targeting and positioning
Imagine how your sales would sky-rocket were you able to: map out entire customer bases, select customers whose ‘needs’ can be met by your products or services and then communicate your ability to serve this segment through unique, tailored marketing campaigns. This online course will help you master segmentation, targeting and positioning and get you closing more sales!
Unit 403 Managing a sales team
Personal development and organisational progression rely on you getting the most out of your sales-team. Motivating your team to achieve sales targets is challenging, as is helping them improve their performance and fine-tuning their behaviour. We hope to change this by offering you the best coaching tools, techniques and learning from real-world sales management scenarios.
Unit 404 Operational sales planning
Effective operational plans are the specific measures your company will take to ensure that it meets targets and continues to grow. Detecting changes in the market place, understanding the implications and making timely decisions often lead to an increase in closed sales. Learn how to meet and beat your targets through this vibrant online course.
Unit 405 Sales negotiations
The best negotiators are those capable of exhibiting their commitment to long-term business relationships that champion maximising value for both parties. Anybody can strike a deal by making concessions but applying structure to your negotiations from pre-planning to utilising your professional know-how effectively can be a trial. We are here to help you perfect your form and close more sales.
Unit 406 Analysing the marketing environment
Understanding your marketing environment allows you to adjust quickly to changes. It increases your ability to reach a customer base and can help increase the number of closed sales. A good understanding of the market environment allows you to shape the progression of your career and the growth of your organisation. We are here to help you master your market.
Unit 407 Finance for sales managers
Being financially astute is a form of competitive advantage. Wowing customers with your financial awareness is an effective sales tool. The ability to evaluate potential customers and ensure they are viable before assigning valuable sales effort is an important skill. We are here to offer the kind of financial grounding that can drive sales and keep profits up.
Unit 408 Writing and delivering a sales proposal
Is your conversion rate as high as it can possibly be? Writing sales proposals may be a time-consuming process but doing a good job at this stage of the sales process is essential to successfully closing sales and securing long-term business relationships. Learn how to prepare a powerful sales proposal in this performance-enhancing online course.
Level 5 ISMM qualifications are designed for established or aspiring sales managers, account managers, regional sales managers or regional/key account managers. In total there are 11 qualifications available at Level 5.
Unit 501 Understanding and Developing Customer Accounts
Some organisations are so focused on getting an account that they forget to maintain a good relationship with it. This course will teach you how to use the AISM (Account Identification and Selection Matrix) method of classifying accounts and explain how to maintain relationships with accounts.
Unit 502 Understanding the integrated functions of sales and marketing
There can be some confusion between the roles of marketing and sales, as marketing is often associated with advertising and therefore trying to sell something. Discover the difference between sales and marketing and how they interlink in this comprehensive online course.
Unit 503 Sales forecasts and target setting
Sales forecasting and target setting are important responsibilities of a manager because they have a big impact on the operational planning of the organisation. This online course will teach you about sales forecasting and target setting in the wider system of measures of demand and supply.
Unit 504 Leading a team
Good managers and team leaders are essential to the success of any business. This online course will teach you how to become a good manager and team leader. You will learn the theories and styles of leading a team, how to lead others and make decisions and how to communicate with people effectively.
Unit 505 Motivation and compensation for sales teams
As a sales manager, motivating your team is at the heart of continually improving your team’s sales achievements. Learn how to motivate your team in a way that shows they are appreciated and which drives them to do better with this comprehensive online course.
Unit 506 Coaching and mentoring
It is essential that staff perform at the highest level of efficiency in order for the organisation to survive and prosper, and this can be achieved through coaching and mentoring. This course will teach you the importance of coaching and mentoring your staff to improve performance and develop to their full potential.
Unit 507 Designing, planning and managing sales territories
Every organisation has to design or redesign its sales territories – a group of present and potential customers assigned to one salesperson – from time to time. Discover how to develop sales territories and how they can be used to best effect within their organisation by completing this immersive course.
Unit 508 Analysing the financial potential and performance of customer accounts
Every new customer’s potential needs to be evaluated to ensure the correct amount of time and effort are allocated to it. This course will teach you how to estimate the lifetime cash value of a customer and estimate the sales volume required to achieve target profitability.
Unit 509 Understanding and Developing Customer Accounts
An account manager may just have one high-value account to build a relationship with, or they may have many. It’s important these relationships are positive and productive. Discover how to build relationships, network, conduct stakeholder analyses and monitor and control customer relationships with this course.
Unit 510 Bid and tender management for account managers
Effectively managing bids and tenders is an important aspect of the account manager’s role. This online course will teach you about the principles of bid and tender management, how bids are prepared and written, how to tender a bid and its evaluation.
Unit 511 Developing a product portfolio
A commercial organisation’s portfolio of products and services lies at the heart of its business. Learn how to develop and review a product portfolio, monitor product demand and illustrate the importance of monitoring price, promotion and distribution with this online course.