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ISP LEVEL 3 in SALES PROFESSIONALISM

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:

The Level 3 awards consist of a mix of modules: Business, Core, Leadership and Self
The Certificate requires completion of five modules and the Diploma ten modules.

LEVEL 3 MODULES

We can help you select the modules which will benefit you most and ensure you meet the requirements for either the Certificate or Diploma.

Module Type	Description
Business	Understand Organisations
The UK legal forms for organisations The internal forces that impact on organisations How to conduct a PESTLE analysis
Business	Access and analyse sales information
The importance of information to help sales professionals Sources of Information How to identify trends in sales related data
Business	Understand customer groups and profiling
The range of consumer segmentation bases The range of customer attitudes to buying Motivation theories
Business	Understand sales communications
Types of communication channels Factors that affect communication Barriers to communication
Business	Understand the Sales and Marketing Relationship
Organisational structures How sales and marketing impact on each other The benefits of collaboration between sales and marketing functions
Business	Use Digital Technologies
The range of technology available to support the sales process How to run virtual meetings using video technology The links between technology use and improved productivity
Core	Prospect for new business
How conversation rates are calculated How to establish account potential How to formally confirm a sales meeting with prospects
Core	Plan sales activities
How to set personal sales targets The sales cycle to structure and progress sales contacts How to plan time efficiently
Core	Prepare and present sales solutions
Why it is important to understand own organisation The key characteristics of a sales presentation Types of customer objections and how to handle them
Core	Negotiate and close sales
Different negotiation strategies that can be adopted by sales professionals How to prepare for sales negotiations Knowing when to say ‘no’ to a potential customer
Core	Overcome sales objection
The typical barriers that exist between customers and sales professionals Why it is important to anticipate customer objections Ways to demonstrate respect for customer concerns
Core	Understanding Customer Service
The methods that organisations measure their customer service, The service standards within different organisations How to contribute to improvements to customer service
Core	Sales Pipeline Management
The importance of a sales pipeline management process The challenges related to pipeline management The lead generation tools that can be used by sales professionals
Core	Understand Customer Behaviours
The sales cycle and stages The factors that influence individual consumer buying behaviours How B2C and B2B approaches differ
Leadership	Understand leadership styles and motivations
The difference between leadership and management The range of leadership styles The potential impact of different leadership styles
Leadership	Solving problems
The typical workplace problems that occur in the sales function Types of data and how to gather it: quantitative and qualitative How to implement the chosen option
Leadership	Developing Relationships
Understand the needs and expectations of colleagues and stakeholders Be able to develop and maintain effective working relationships with a range of colleagues and stakeholders
Leadership	Understand Remote Working
Understand the nature of remote work Understand remote working practices for productivity and wellbeing
Leadership	Understand Change in the Workplace
Understand the rationale and impact of organisational change Understand how to support change in the workplace
Leadership	Participating in Coaching and Mentoring
Definitions of coaching and mentoring The importance of ‘contracting’ in the coaching/mentoring process Why coaching and mentoring plans are important
Self	Plan professional development
The range of development opportunities that are available to sales professionals The types of opportunities that sales professionals can access The ways that personal development opportunities can be negotiated
Self	Self-Management
The benefits of time management, The range of time management tools and techniques available How to identify personal barriers to working productively to achieve tasks
Self	Understand legal, regulatory and ethical frameworks
The main UK laws that relate to selling The regulatory frameworks related to selling The consequences for individual sales professionals who behave unethically
Self	Personal Motivation and Sales Performance
The different theories related to employee motivation Why personal development plans are important The components of a development plan
Self	Stress Management
The stress continuum model and key stages The range of workplace stressors The ways that stress impacts on organisations
Self	Continuing Professional Development (CPD)
Why continuing professional development is important The opportunities available to improve skills and behaviours as part of sales The development opportunities available from external providers
Self	Contributing to an Inclusive Culture
The role and responsibilities that sales professional have towards others The role of equality, diversity and inclusion in workplace interactions How teams in the workplace may differ from each other

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 1 Day Face 2 Face Workshops and Supported Independent Learning)

To compare the different study methods please visit our comparison page

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