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The ISP Level 6 Certificate or Diploma in Chartered Sales Professionalism is for a sales director or senior sales leader.
The qualification is suitable for individuals working in, or hoping to work in, a variety of sales director or leading sales professional roles, either directing a team of sales managers or managing major sales developments and/or vital business accounts.
To enable learners to understand the factors that drive a commercially focused sales strategy. Learners will critically evaluate the current sales strategy for an organisation and propose a new commercial strategy to key stakeholders based on their findings.
To enable learners to understand the relationship between sales strategy, organisational strategy and organisational requirements. Learners will plan, implement, monitor and adapt sales strategy.
This unit is about understanding customer procurement practices, understanding customer supplier information needs and supplier organisation’s unique business value, as well as preparing and developing sales strategies for customer procurement practices.
To enable learners to understand the key data sources that support strategic decision making and different organisational team requirements. Learners will critically analyse data from a range of sources and drive improvements to sales strategy.
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 components of a sales strategy and the associated planning processes. Learners will be able to implement a sales strategy, then monitor, evaluate and adapt it to ensure success.
To enable learners to understand the factors that inform long-term sales forecasting, and the techniques that are used to forecast. Learners will analyse the relationship between sales forecasting and organisational planning. They will also monitor actual sales against forecast sales for an organisation.
To enable learners to understand the importance of customer relationship management at board/senior levels. They will understand how to analyse customers business needs to determine mutually beneficial goals. Learners will develop plans and achieve mutually beneficial goals with major customers and evaluate the success of strategic relationship activities to develop ongoing plans.
To enable learners to understand customer procurement strategies and how the supplier influences and meets customers’ needs. They will match an organisation’s differentiated business value with customers’ needs.
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 strategic sales leadership and management. Learners will lead sales in organisations and continuously improve their own leadership and management skills.
To enable learners to understand how to leverage psychological theories to motivate individual sales professionals, and the factors that affect sales team dynamics. Learners will demonstrate psychologybased leadership techniques to inspire team action and apply behavioural economic principles.
To enable learners to understand organisational change models and the external and internal elements of organisational change. Learners will communicate the change vision to stakeholders and lead the change process.
To enable learners to understand the factors that contribute to organisation continuous improvement. Learners will analyse information, identify opportunities and implement continuous improvement in the sales function.
To enable learners to understand risk management within an organisation.Learners will assess an organisation’s risk management approach and appetite using a good practice framework and develop and implement a risk management plan for the sales function.
To enable learners to understand organisational human resource planning processes and the range of people involved in sales professional recruitment. Learners will plan recruitment to meet legal and organisational requirements and implement the recruitment process for a sales role.
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 the characteristics of an effective leader and the importance of leadership agility and resilience. Learners will implement continuous personal development activities to enhance leadership performance and impact.
To enable learners to understand the characteristics of an effective leader and the importance of leadership agility and resilience. Learners will implement continuous personal development activities to enhance leadership performance and impact.
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.
To enable learners to understand the differences between beliefs, attitudes and values systems. They will understand the skills required for effective critical thinking. Learners will evaluate information, arguments, and ideas in a logical and systematic way to solve organisational challenges.
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)
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