ISMM - Diploma in Sales and Marketing (Level 3) 
The Diploma in Sales and Marketing focuses on the practical skills of selling and considers the importance of marketing, the sales theory, and your personal presentation and management.
Is the Diploma Sales and Marketing the correct sales qualification for me?
The ISMM Diploma in Sales and Marketing is ideal for practicing "hands-on" sales people, with two or more years experience and who are looking to expand their knowledge/skillset with a view to becoming a more effective sales individual. You might be looking to develop your understanding of the sales process and gain knowledge of areas of sales which you may not have considered or have not come across previously.
Entry requirements for the ISMM Diploma in Sales and Marketing.
There are no formal entry requirements, however we find that this level is most suited if you have a minimum of two years relevant experience or two A-Levels (or equivalent) and at least one years sales experience.
If English is not your first language, evidence of at least IELTS level 6.5 or Trinity ISE III/IV will also be required.
Where can you study?
We are currently offering the Diploma in Sales and Marketing at the following study centres.
How long will it take?
You can start to study at any time. The Diploma in Sales and Marketing will typically take between 12 – 18 months to complete although you can choose to study at a faster or slower pace to suit your requirements. We commit ourselves to supporting all our students for up to a maximum of two years.
What modules you will study
| Module title |
Description |
Assessment |
Mandatory |
Optional |
Credits |
Understanding laws and ethics of selling
|
This unit aims to support learners in
understanding the legal and ethical requirements in sales and understand
the consequences of non-compliance for individuals, organisations and
customers.
|
Work based assignment
|
✔
|
|
3
|
Preparing and delivering a sales presentation
|
This unit aims to provide the necessary skills for preparing, developing and delivering sales presentations (or pitches) including considering the customer's needs and preparing a presentation to meet those needs.
|
Work based assignment
|
✔
|
|
5
|
Handling objections, negotiating and closing sales
|
This unit aims to provide the skills to handle and overcome sales objections and to negotiate in order to be able to close the sale effectively in a way that is mutually beneficial to both the customer and own organisation.
|
Work based assignment
|
✔
|
|
6
|
Understanding influences on buyer behaviour
|
This unit aims to provide the knowledge and understanding necessary to enable the sales person to respond to different members of the decision-making unit, whether in consumer markets or organisational markets.
|
Work based assignment
|
✔
|
|
3
|
Understanding customer segmentation and profiling
|
This unit aims to build on the understanding of customer groups through profiling/segmentation activities.
|
Work based assignment
|
|
✔
|
4
|
Understanding sales and marketing in organisations
|
This unit aims to provide the knowledge and understanding about the factors that can cause conflict between sales and marketing departments. It also provides an understanding of the ways in which collaboration can benefit both departments and the organisation.
|
Work based assignment
|
|
✔
|
4
|
Using market information for sales
|
This unit aims to provide the knowledge and skills needed to obtain and analyse information that helps to understand the markets that are sold into.
|
Work based assignment
|
|
✔
|
5
|
Time and territory management for sales people
|
This unit aims to provide the knowledge and skills needed to plan use of time and plan sales call to enable you to meet your sales targets, and to develop a plan to manage sales within a sales territory
|
Work based assignment
|
|
✔
|
6
|
Prospecting for new business
|
This unit aims to enable the learner to source sales leads and achieve an initial appointment with the decision-maker.
|
Work based assignment
|
|
✔
|
4
|
Sales pipeline management
|
This unit aims to enable the sales person to pro-actively manage the sales cycle to convert potential customers into actual customers and close sales.
|
Work based assignment
|
|
✔
|
6
|
Students wishing to achieve the full ISMM Diploma in Sales and Marketing need to complete all the mandatory modules giving 17 credits, plus any of the optional units giving a minimum of another 20 credits.
Student also have the option to study for an ISMM Certificate in Sales and Marketing by only completing the mandatory modules.
To find out more about what you can expect and will receive when you study with Cambridge Professional Academy visit the Delegate Experience pages.
On completion of this course you will be entitled to begin studying for the Institute of Sales and Marketing Management (ISMM) Diploma in Account Management and/or Sales Management. If you become a member of the ISMM, you will also be entitled to use the designatory letters MInstSMM as a Full member.
For more information about The Institute of Sales and Marketing Management (ISMM), please visit their website www.ismm.co.uk
Helpful Links
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