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The ISP Level 5 Certificate or Diploma in Advanced Sales Professionalism is for a sales manager or senior salesperson working on global or corporate accounts.
The qualification is suitable for individuals working in, or hoping to work in, a variety of sales manager or advanced sales professional roles, either managing a sales team or managing key and/or important accounts.
To achieve a Certificate, learners must pass:
To achieve a Diploma, learners must pass:
To enable learners to be able to use financial tools for analysis of customer accounts. They will follow organisational management accounting procedures and evaluate the financial risks associated with customer accounts. Learners will estimate future financial performance for customers
To enable learners to understand the relationship between sales planning and forecasting. They will understand an organisational approach to target setting and be able to forecast sales at an organisational level. Learners will also be able to monitor sales targets.
To enable learners to understand market research and how it supports the sales function. Learners will use market research to develop sales strategy.
To enable learners to understand the requirements of sales technology systems. They will understand how to train and support system users and be able to monitor sales technology effectiveness. Learners will ensure effective use of sales technology systems to support the sales function
To enable learners to understand the principles of relationship management mapping in sales and how to develop strategies for effective relationship mapping. Learners will implement relationship management mapping strategies and monitor outcomes for continuous improvement.
To enable learners to understand how partnering relationships contribute to sales. Learners will collaborate with colleagues to respond to a sales opportunity.
To enable learners to understand the strengths, weaknesses, strategy, tactics and market presence of key competitors. Learners will differentiate an organisation’s products/services against competitors.
To enable learners to understand how to identify tender opportunities and the key principles of tendering. Learners will be able to prepare, write and submit a tender to offer products/services.
To enable learners to understand sales territory design and that factors that impact their management. Learners will review organisational sales territories and organise resources to manage and adapt them.
To enable learners to understand how to build key account relationships and strategic sales networking.
To enable learners to understand customer buying processes and practices, and how to differentiate offers to maximise value for customers. Learners will plan the development of current and potential customer accounts
To enable learners to understand how to identify a new prospect. Learners will complete discovery on a prospect and qualify them.
To enable learners to understand the factors involved in creating a value proposition. Learners will prepare and agree value propositions.
To enable learners to understand how to manage a sales pipeline. Learners will use a sales pipeline in forecasting.
To enable learners to understand the importance of customer focus. Learners will prepare and conduct a business review to provide value add to a customer.
To enable learners to understand the importance of customer focus. Learners will prepare and conduct a business review to provide value add to a customer.
To enable learners to understand the importance of customer focus. Learners will prepare and conduct a business review to provide value add to a customer.
To enable learners to understand how motivation theories relate to sales leadership and team performance. They will understand a range of compensation approaches for sales professionals and be able to establish compensation systems that motivate sales professionals to achieve their goals.
To enable learners to understand the purpose of sales coaching and mentoring and the processes that support these practices in the sales function. Learners will plan and implement coaching or mentoring with sales professionals.
To enable learners to understand leadership styles within an organisational culture. Learners will assess their personal competencies and leadership potential. They will manage their own continuing professional development in relation to leadership.
To enable learners to understand ethical, legal and professional requirements related to the sales function. Learners will implement policies and procedures to ensure compliance and take action to respond to non-compliance.
This qualification is approved for learners 18 plus in England and internationally.
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