ISMM Diploma in Sales and / or Account Management 
Building on your existing knowledge and experience the ISMM Diploma in Sales and/or Account Management considers the Sales and Account Management roles and the responsibilites you have as a leader for selecting, recruiting and ensuring high performance from your sales team. You will also gain an understanding of how to use marketing to understand your relationship with your customers and how to satisfy, plan and develop sales and marketing strategies to support their needs effectively and profitably through the sales process.
Who is the ISMM Diploma in Sales and/or Account Management for?
The Diploma in Sales and/or Account Management is aimed at the significantly more experienced sales individuals with 5 or more years experience working in a sales role. More specifically at this level, the individual would either be a sales manager in charge of a sales team (Diploma in Sales Management), a sales professional responsible for key account management (Diploma in Account Management) or an experienced sales individual who works in these roles as a combined position. The qualification is designed to help you expand on your theoretical knowledge giving you the skill and knowledge needed to work towards a more senior or strategic sales role.
Entry requirements for the level 5 qualification
There are no formal entry requirements although we advise that students have either a degree or at least 4 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 either Sales or Account Management and the combined Diploma in Sales and Account Management at the following study centres.
How long will it take?
You can start to study at any time - both the Diploma in Sales Management and the Diploma in Account Management will typically take between 12 – 18 months and the combined Diploma will usually take between 15 - 20 months to complete. Whichever option you choose, you can choose to study at a faster or slower pace to suit your requirements and we commit ourselves to support all our students for up to a maximum of two years.
What you will study
| Module title |
Description |
Assessment |
Credits |
Managing responsible selling
|
This unit aims to cover the knowledge involved in managing an organisation's operations in ways that are consistent with its social and ethical principles, and which fulfill legal and regulatory requirements.
|
Work based assignment
|
4
|
Understanding and developing customer accounts
|
The aim of this unit is to support knowledge, understanding and skills necessary to establish how customer organisations select suppliers as part of their supply chain and to use information gathered on how organisations select suppliers to develop a customer accounts plan.
|
Work based assignment
|
8
|
Understanding the integrated functions of sales and marketing
|
This unit aims to support knowledge and understanding in demonstrating the commercial importance of marketing to an organisation's success, both in the long term and also for the short/medium term. It includes demonstrating the value of marketing analysis in leading an organisation to develop a strategy which focuses resources upon appropriate customers, with a clear positioning message and products/services addressing the specific requirements identified. It supports the clear interrelationship between sales and marketing.
|
Work based assignment
|
8
|
Sales forecasts and target setting
|
This unit aims to develop knowledge and understanding of forecasting sales and setting sales targets for your own area of responsibility and includes how to collect and use information to develop a sales forecast, based on past and present sales data, factors which influence sales, sales trends, market conditions and product and service developments within your organisation.
|
Work based assignment
|
6
|
Leading a team
|
This unit aims to provide students with knowledge and understanding of transactional leadership: to share a vision and to set goals and define tasks that move people towards the vision. Leadership skills include building trust, focusing people on the right tasks, creating accountability and maintaining alignment.
|
Work based assignment
|
6
|
Motivation and compensation for sales teams
|
This unit will review and evaluate motivation and compensation for sales (or account) teams.
|
Work based assignment
|
6
|
Coaching and mentoring
|
This unit aims to provide understanding of the principles of coaching and mentoring, and the skills for planning, delivering a coaching or mentoring programme and for evaluating own coaching or mentoring practice.
|
Work based assignment
|
6
|
Designing, planning and managing sales territories
|
In this unit students will develop knowledge and understanding of the design, planning and management of sales territories and the work of the sales team in those territories. Students will analyse the market, and appraise options for the definition of territories in order to establish the appropriate territory plan to optimise the sales effort.
|
Work based assignment
|
6
|
Analysing the financial potential and performance of customer accounts
|
The aim of this unit is to ensure that sales and account managers have the skills to analyse and manage the financial performance of customer accounts.
|
Work based assignment
|
6
|
Relationship management for account managers
|
This unit will focus and provide students with the knowledge and skills for relationship management in sales.
|
Work based assignment
|
6
|
Bid and tender management for account managers
|
This unit aims to provide knowledge and skills for bid and tender management. Bid and tender management involves working to strict timescales, producing documentation to support the bid and tendering the bid.
|
Work based assignment
|
6
|
Developing a product portfolio
|
This unit aims to provide the knowledge and skills for determining selling priorities across a portfolio of products/services based upon an understanding of the current and potential profitability of the components of the portfolio.
|
Work based assignment
|
6
|
Qualification module combinations
The ISMM Diploma in Sales and/or Account Management can be studied as a Certificate qualification, a Diploma in Sales Management, a Diploma in Account Management or the more popular option of the full Diplom in Sales and Account Management. The table below explains which modules to study to gain one of the qualifications:
| Module title |
Diploma in Sales Management |
Diploma in Account Management |
Certificate in Sales and Account Management |
Diploma in Sales and Account Management |
Managing responsible selling
|
✔ |
✔ |
✔ |
✔ |
Understanding and developing customer accounts
|
✔ |
✔ |
✔ |
✔ |
Understanding the integrated functions of sales and marketing
|
✔ |
✔ |
✔ |
✔ |
Sales forecasts and target setting
|
✔ |
✔ |
✔ |
✔ |
Leading a team
|
✔ |
|
|
✔ |
Motivation and compensation for sales teams
|
✔ |
|
|
✔ |
Coaching and mentoring
|
✔ |
|
|
✔ |
Designing, planning and managing sales territories
|
✔ |
|
|
✔ |
Analysing the financial potential and performance of customer accounts
|
|
✔ |
|
✔ |
Relationship management for account management
|
|
✔ |
|
✔ |
Bid and tender management for account managers
|
|
✔ |
|
✔ |
Developing a product portfolio
|
|
|
|
✔ |
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) Executive Diploma in Strategic Sales and Account Management - Level 6 and if you become an ISMM member you will also be entitled to use the designatory letters FInstSMM as a Fellow 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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