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ISP LEVEL 5 IN ADVANCED SALES PROFESSIONALISM

 

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.

WHO IS IT FOR?

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.

QUALIFICATION STRUCTURE:

To achieve a Certificate, learners must pass:

  • A minimum of 13 credits, maximum 36 credits
  • At least two BUSINESS units
  • At least two CORE units
  • At least one LEADERSHIP unit or SELF unit

To achieve a Diploma, learners must pass:

  • A minimum of 37 credits
  • BUSINESS units totalling at least 9 credits
  • CORE units totalling at least 12 credits
  • LEADERSHIP units totalling at least 8 credits
  • SELF units totalling at least 8 credits

What Modules will you study?

 

Unit Title L5B1 Analyse Financial Performance

Aims of the unit

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

Learning outcomes

  • Be able to use financial tools for analysis of customer accounts
  • Be able to follow organisational management accounting procedures
  • Be able to evaluate financial risks
  • Be able to estimate future financial performance for customer accounts

L5B2 Organisational Sales Planning

Aims of the unit

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.

Learning outcomes

  • Understand the relationship between sales forecasting and planning
  • Understand organisational approaches to target setting
  • Be able to forecast sales at an organisational level
  • Be able to monitor sales targets

L5B3 Market Research for Sales Strategy

Aims of the unit

To enable learners to understand market research and how it supports the sales function. Learners will use market research to develop sales strategy.

Learning outcomes

  • Understand the role of market research for the sales function
  • Be able to use market research to develop sales strategy

L5B4 Manage Sales Technology Systems

Aims of the unit

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

Learning outcomes

  • Understand the functional requirements of sales technology systems
  • Understand how to train and support system users
  • Be able to monitor sales technology system effectiveness

L5B5 Relationship Management Mapping

Aims of the unit

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.

Learning outcomes

  • Understand how to develop strategies for effective multidisciplinary supplier and customer relationship mapping
  • Be able to implement relationship management mapping engagement for a key account

L4B3 Segmentation in Consumer and Business Markets

Aims of the unit

To enable learners to understand how partnering relationships contribute to sales. Learners will collaborate with colleagues to respond to a sales opportunity.

Learning outcomes

  • Understand how partnering relationships contribute to sales
  • Understand how to collaborate with colleagues to sell
  • Be able to collaborate with colleagues to respond to sales opportunities

L4B8 Differentiate in a Competitive Market

Aims of the unit

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.

Learning outcomes

  • Understand the importance of the differentiation
  • Understand the strengths, weaknesses, strategy, tactics and market presence of key competitors
  • Be able to differentiate products/services against competitors

L5C1 Tender Management

Aims of the unit

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.

Learning outcomes

  • Understand how to identify tender opportunities
  • Understand tender management principles
  • Be able to prepare to tender
  • Be able to write and submit a tender to offer products/services

L5C2 Sales Territory Management

Aims of the unit

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.

Learning outcomes

  • Understand sales territory design.
  • Understand the factors that impact on sales territory management.
  • Be able to review and improve organisational sales territories.
  • Be able to organise resources to manage sales territories.

L5C3 Account Relationship Management

Aims of the unit

To enable learners to understand how to build key account relationships and strategic sales networking.

Learning outcomes

  • Understand how to build key account relationships
  • Understand strategic sales networking
  • Be able to implement a consultative selling approach.
  • Be able to monitor and improve customer relationships

L5C3 Account Relationship Management

Aims of the unit

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

Learning outcomes

  • Understand customer buying processes and practices
  • Understand how to differentiate offer to maximise value for customers
  • Be able to plan the development of current and potential customer accounts

L4C1 Finding and Qualifying New Prospects

Aims of the unit

To enable learners to understand how to identify a new prospect. Learners will complete discovery on a prospect and qualify them.

Learning outcomes

  • Understand how to identify a new prospect
  • Be able to complete discovery on a prospect.
  • Be able to qualify a prospect

L4C3 Develop Value Propositions

Aims of the unit

To enable learners to understand the factors involved in creating a value proposition. Learners will prepare and agree value propositions.

Learning outcomes

  • Understand the factors involved in creating a value proposition.
  • Be able to prepare and agree value propositions.

L4C7 Pipeline Management and Forecasting

Aims of the unit

To enable learners to understand how to manage a sales pipeline. Learners will use a sales pipeline in forecasting.

Learning outcomes

  • Understand how to manage a sales pipeline
  • Be able to use a sales pipeline in forecasting

L4C8 Customer Focus

Aims of the unit

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.

Learning outcomes

  • Understand the importance of customer focus.
  • Be able to prepare and conduct a business review to provide value add to a customer.

L5L1 Manage Team Performance

Aims of the unit

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.

Learning outcomes

  • Understand leadership styles and practices
  • Understand flexible working practices
  • Understand how to build positive colleague relationships
  • Be able to communicate the sales vision and objectives

L5L2 Manage Recruitment

Aims of the unit

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.

Learning outcomes

  • Understand organisational human resource planning processes
  • Understand the processes and people involved in sales professional recruitment
  • Be able to plan recruitment for a role which meets legal and organisational requirements
  • Be able to implement the recruitment process for a sales role.

L5L3 Motivate Sales Professionals

Aims of the unit

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.

Learning outcomes

  • Understand how motivation theories relate to sales leadership.
  • Understand a range of compensation approaches for sales professionals.
  • Be able to establish motivating compensation systems
  • Be able to motivate sales professionals to achieve their goals.

L5L4 Coach and Mentor Sales Professionals

Aims of the unit

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.

Learning outcomes

  • Understand the purpose of sales coaching and mentoring.
  • Understand the processes that support sales coaching and mentoring.
  • Be able to plan coaching and mentoring with sales professionals
  • Be able to coach and/or mentor sales professionals to support their CPD

L5S1 Leadership in Context

Aims of the unit

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.

Learning outcomes

  • Understand leadership styles within an organisational culture.
  • Be able to assess personal competence and leadership potential.
  • Be able to manage personal continuing professional development.
  • Be able to coach and/or mentor sales professionals to support their CPD

L5S2 Manage Ethical, Legal and Professional Requirements

Aims of the unit

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.

Learning outcomes

  • Understand ethical and legal requirements related to the sales function
  • Understand professional requirements related to the sales function.
  • Be able to implement policies and procedures to ensure compliance with ethical and legal requirements
  • Be able to take action to respond to non-compliance.

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