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ISP LEVEL 6 IN CHARTERED SALES PROFESSIONALISM

 

The ISP Level 6 Certificate or Diploma in Chartered Sales Professionalism is for a sales director or senior sales leader.

WHO IS IT FOR?

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.

QUALIFICATION STRUCTURE:

  • To achieve the Certificate qualification learners must complete all 4 mandatory units.
  • To achieve the Diploma qualification learners must complete all 4 mandatory units, plus 3 optional units.
 

What Modules will you study?

 

Develop sales strategies and plans

Aims of the unit

This unit is about understanding sales strategies and plans in relation to organisation strategy, the requirements of developing sales strategies and plans, the implementation of sales strategies and plans and the potential for change in sales strategies and plans.

Learning outcomes

  • Understand sales strategy in relation to organisation strategy.
  • Understand the requirements of developing sales strategies and plans.
  • Understand the implementation of sales strategies and plans.
  • Understand the potential for change in sales strategies and plans.

Develop strategic relationships with major customers

Aims of the unit

This unit is about understanding major customer strategic relationships, planning and developing major customer strategic relationships, and evaluating major customer strategic relationships.

Learning outcomes

  • Understand the requirements of major customer strategic relationships.
  • Be able to plan for major customer strategic relationships.
  • Be able to develop major customer strategic relationships.
  • Be able to evaluate major customer strategic relationships.

Devise sales strategies to suit customer procurement practices

Aims of the unit

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.

Learning outcomes

  • Understand customer procurement practices.
  • Understand supplier information needs of customers.
  • Understand supplier organisations unique business value.
  • Be able to prepare sales strategies for customer procurement practices.
  • Be able to develop sales strategies for customer procurement practices.

Provide strategic leadership and management in sales

Aims of the unit

This unit is about using commercial acumen in organising the salesforce, understanding the psychology of factors affecting the salesforce, as well as using commercial acumen and psychology in planning and reviewing salesforce organisation and resources.

Learning outcomes

  • Understand strategic leadership in sales.
  • Understand strategic management in sales.
  • Be able to constructively contribute to the strategic direction of the organisation.
  • Be able to review own strategic leadership and management requirements.

Use commercial acumen and psychology in salesforce organisation

Aims of the unit

This unit is about using commercial acumen in organising the salesforce, understanding the psychology of factors affecting the salesforce, as well as using commercial acumen and psychology in planning and reviewing salesforce organisation and resources.

Learning outcomes

  • Be able to use commercial acumen in organising the salesforce.
  • Understand the psychology of factors affecting salesforce organisation.
  • Be able to use commercial acumen and psychology in planning salesforce resourcing.
  • Be able to monitor and review actual sales against forecast sales.
  • Be able to use commercial acumen in reviewing salesforce structural requirements.

Salesforce forecasting and budgeting

Aims of the unit

This unit is about understanding the key factors that impact on sales forecasting, understanding the techniques of sales forecasting, being able to monitor and review actual sales against forecast sales, and understanding budgeting methods and variances.

Learning outcomes

  • Understand the key factors that impact on sales forecasting.
  • Understand the techniques of sales forecasting .
  • Understand the effect of sales forecasting on organisational planning.
  • Be able to monitor and review actual sales against forecast sales.
  • Understand budgeting methods.

Use intelligence and insight for sales related change

Aims of the unit

This unit is about understanding the key elements and effects of sales related change, being able to use intelligence and insight in gaining support for sales related change, and using intelligence and insight in managing sales related change and the change plan.

Learning outcomes

  • Understand the elements of sales related change.
  • Understand the effects of sales related change.
  • Be able to use intelligence and insight in gaining support for sales-related change.
  • Be able to use intelligence and insight in managing sales-related change.

Manage Ethical, Legal and Professional Requirements and Development

Aims of the unit

This unit is about understanding how customer insight contributes to organisation continuous improvement, the analysis of information for customer and organisation continuous improvement, and using customer and organisation insight to enhance continuous improvement.

Learning outcomes

  • Understand how customer insight contributes to organisation continuous improvement.
  • Understand how to analyse information for customer and organisation continuous improvement.
  • Be able to use customer and organisation insight to enhance continuous improvement.

Manage Ethical, Legal and Professional Requirements and Development

Aims of the unit

This unit is about understanding the laws and regulations that effect the sales function, understanding compliance in relation to the sales function and how to deal with non-compliance, as well as assessing the qualities, skills and behaviours required for the sales role, and managing your professional development plan.

Learning outcomes

  • Understand legal, regulatory, ethical and social requirements of the sales function.
  • Understand compliance in relation to the sales function.
  • Understand how to deal with non-compliance.
  • Be able to assess the qualities, skills and behaviours required for sales role.
  • Be able to manage your professional development plan.

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 2 Day Face 2 Face Workshops and Supported Independent Learning)


To compare the different study methods please visit our comparison page

Why not download our ISP Sales prospectus to learn more?