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ISP LEVEL 3 in SALES PROFESSIONALISM

The ISP Level 3 Certificate or Diploma in Sales Professionalism (VRQ) is aimed at current (or prospective) salespeople who manage portfolios of smaller customers, or are responsible for developing new business sales in a defined geography or industry sector.

WHO IS IT FOR?

The qualification is suitable for individuals working in, or hoping to work in, a variety of selling and sales representative roles, with selling to clients, customers, and businesses as a major component. By achieving the qualifications learners will cover the required essentials of selling and sales representation at this level.

QUALIFICATION STRUCTURE:

  • To achieve the Certificate qualification learners must complete all 4 mandatory units.
  • To achieve the Diploma qualification learners must complete all 4 mandatory units, plus 4 optional units.
  • This qualification is made up of the 4 mandatory units and 4 of the 4 optional units.
 

What Modules will you study?

 

Undertake sales presentations and demonstrations

Aims of the unit

This unit is about establishing the required elements of a sales presentation / demonstration, developing, and preparing for a sales presentation / demonstration and, delivering a sales presentation / demonstration, including evaluating a sales presentation / demonstration.

Learning outcomes

  • Be able to establish required elements of sales presentations / demonstrations.
  • . Be able to develop sales presentations / demonstrations.
  • Be able to deliver sales presentations/demonstrations.

Negotiating, Handling Objections and Closing Sales

Aims of the unit

This unit is about negotiations, handling objections and closing sales, including handling, and dealing with objections, negotiating with customers for mutual benefit and closing the sale.

Learning outcomes

  • Be able to plan for negotiations, handling objections and closing the sale
  • Be able to handle and deal with objections.
  • Be able to negotiate with customers for mutual benefit.
  • Be able to appropriately close the sale.

Generating New Opportunities and Prospects

Aims of the unit

This unit is about generating new opportunities and sales leads, contacting prospects, gaining prospect interest, establishing desire through features and benefits, collating prospect records and further actions, and appropriately converting prospects

Learning outcomes

  • Be able to contact prospects for lead generation
  • Understand and gain prospects interest in sales opportunities.
  • Be able to establish prospects desire through features and benefits.
  • Be able to convert prospects and qualify leads

Monitor Products/Services for Cross-Selling & Up-Selling

Aims of the unit

This unit is about reviewing the sales delivery process, understanding sales delivery procedures, confirming customer satisfaction, and using rapport and opportunity to sell further products and services through by cross-selling and up-selling

Learning outcomes

  • Be able to review sales delivery progress
  • Be able to complete sales delivery procedures.
  • Be able to use sales delivery information for cross-selling and up- selling.

Planning Sales Activities

Aims of the unit

This unit is about finding and using information for sales activity plans; producing, monitoring, and controlling sales activity plans and evaluating plans to ensure success in accordance with organisation expectations.

Learning outcomes

  • . Be able to use information for planning sales activities.
  • Be able to produce sales activity plans.
  • Be able to monitor and control sales activity plans.
  • Be able to evaluate sales activity plans

Obtain and Analyse Sales Related Information

Aims of the unit

This unit is about understanding the need for sales related information, obtaining, and storing sales related information, using tools and methods to analyse sales related information, and evaluating the usefulness of such information for future use.

Learning outcomes

  • Understand the need for sales related information
  • Be able to obtain sales related information.
  • Be able to use tools and methods to analyse sales related information
  • Be able to evaluate the usefulness of sales related information

Using Sales Technology Systems

Aims of the unit

This unit is about understanding how to use sales technology systems information for sales activities, maintaining and updating sales technology systems and monitoring and evaluating sales technology systems.

Learning outcomes

  • Understand how to use sales technology systems information for sales activities
  • Explain appropriate sales technology systems.
  • Be able to maintain and update sales technology systems.
  • Be able to monitor and evaluate sales technology systems

Ethical, Legal and Professional Requirements and Development

Aims of the unit

This unit is about understanding the laws and regulations that effect selling, understanding the requirements of ethical selling, recognising the knowledge, skills and behaviours required for sales roles and producing a professional development plan.

Learning outcomes

  • . Understand relevant laws and regulations affecting selling
  • Understand the requirements of selling ethically
  • Be able to recognise required qualities, skills, and behaviours for sales role
  • . Be able to produce a professional development plan

Entry Requirements:

There are no formal entry requirements. However, learners should be able to work at level 3 or above and be proficient in the use of English Language.
This qualification is approved for learners 18 plus in England and internationally.

Ways to Study:

  • Distance Learning

  • Blended Learning (The perfect blend of 2 Day Face 2 Face Workshops and Supported Independent Learning)


To compare the different study methods please visit our comparison page