The ISP Level 4 Certificate or Diploma in Executive Sales Professionalism is for a salesperson who works with larger or more complex opportunities and is likely to be responsible for developing a sales territory or working with key accounts.
To achieve a qualification, a specific number of modules/credits must be completed:
We can help you select the modules which will benefit you most and ensure you meet the requirements for either the Certificate or Diploma.
| Type |
Module Title |
| Business |
Sales Strategy and Planning |
- What is meant by a territory or portfolio sales plan
- How to structure a territory or portfolio sales plan
- The insights required and the different sources for information available
|
| Business |
Developing Commercial and Financial Acumen |
- Understand the relationship between sales activities, and commercial and financial acumen
- Be able to assess the financial viability of an organisation
|
| Business |
Use Data to Gain Insights |
- Techniques for collating and using data
- How to balance qualitative and quantitative data
- The impact of using inferior quality data to make decisions
|
| Business |
Segmentation in Consumer & Business Markets |
- Understand market segmentation
- Be able to target market segments for a territory
|
| Business |
Differentiate in a Competitive market |
- Understand the importance of the differentiation
- Be able to differentiate products/services against competitors
|
| Business |
Build and Maintain Business Relationships |
- Understand how to establish, develop and maintain sales relationships
- Understand internal organisational dynamics and external influences and their impacts
|
| Business |
Partnering and Collaborative Selling |
- Different types of partnering
- The benefits of partnering relationship
- The advantages and disadvantages of a team selling
|
| Business |
Understand Sales Communication |
- Understand effective communication in sales
- Understand a communication cycle and barriers
- Be able to plancommunication for a target audience
|
| 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 |
Finding and Qualifying New Prospects |
- Understand how to identify a new prospect
- Be able to complete discovery on a prospect
- Be able to qualify a prospect
|
| Core |
Prepare and Present Sales Solutions |
- Understand how to prepare for sales presentations
- Be able to deliver sales presentations
- Be able to evaluate sales presentations
|
| Core |
Develop Value Propositions |
- Understand the factors involved in creating a value proposition
- Be able to prepare and agree value propositions
|
| Core |
Pipeline Management & Forecasting |
- Understand how to manage a sales pipeline
- Be able to use a sales pipeline in forecasting
|
| Core |
Meet Commitments and Prove Value |
- Understand the importance of meeting customer commitments
- The types of commitment that are made to customers
- Ways to demonstrate respect for customer concerns
|
| Core |
Negotiate and Close Sales |
- Understand how to negotiate and handle objections
- Be able to close deals by achieving a win-win outcome
|
| Core |
Customer Focus |
- Understand the importance of customer focus
- Types of customer review,
- The business objectives behind existing customer communication tools
|
| Core |
Competitive Bidding |
- Why customers ask for competitive bids
- The potential issues that arise when bidding
- The requirements for submitting bids
|
| Core |
Principles of Account Management |
- Understand the principles of account management
- The good practices related to account and portfolio management
- Planning resources
|
| Leadership |
Understand Continuous Improvement |
- Definitions of organisational innovation and improvement
- The reasons why sales departments need to innovate and improve
- Types of innovation
|
| Leadership |
Contributing to Sales Talent Selection and Growth |
- Understand the requirements for different sales roles
- Understand the talent selection process
- Be able to contribute to the talent selection proces
|
| Leadership |
Understanding Compensation Plans |
- Understand compensation plans and remuneration models
- Understand how to select and plan sales incentives
|
| Leadership |
Participating in Coaching and Mentoring |
- Definitions of coaching and mentoring
- Organisational expectations of the impact of coaching and mentoring
|
| Leadership |
Managing Change |
- Understand change management approaches
- Be able to initiate change
|
| Leadership |
Understanding Leadership Styles and Motivation |
- The difference between leadership and management
- The range of leadership styles
- How to select and use appropriate motivational factors
|
| Leadership |
Contributing to Organisational Innovation (L5 Unit) |
- Understand innovation in organisations
- Understand how to support organisational innovation
- WBe able to contribute to exploiting emerging opportunities
|
| Self |
Personal Motivation and Sales Performance (Level 3 unit) |
- The different theories related to employee motivation
- The motivational factors that affect personal motivation
- The components of a development plan
|
| Self |
Developing Personal Resilience |
- Understand the relationship between growth mindset and resilience
- Be able to measure personal resilience
- Be able to plan to develop and maintain personal resilience
|
| Self |
Using Legal, Regulatory and Ethical Frameworks |
- Understand the legal, regulatory, and ethical frameworks related to the sales function
- Ethical issues when conducting sales
- Elements of contract law
|
| Self |
Continuing Professional Development (CPD |
- Understand continuing professional development (CPD)
- Be able to plan own continuing professional development (CPD)
|
| Self |
Self-Management |
- Understand the impact of self-management on performance
- Understand time management techniques and their benefits
- Be able to implement a time management technique
|
| Self |
Contributing to an Inclusive Culture |
- Understand how to demonstrate inclusive workplace behaviours
- Be able to contribute to an inclusive organisational culture
|
| Self |
Understanding and Building Agility |
- Understand organisational and personal agility
- Understand the importance of flexibility and adapting to change
|
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.
