The Diploma in Sales and Marketing focuses on the practical skills of selling and considers the importance of marketing, the sales theory, and your personal presentation and management. The ISM Diploma in Sales and Marketing is ideal for practicing "hands-on" sales people, with two or more years' experience and who are looking to expand their knowledge/skillset with a view to becoming a more effective sales individual. You might be looking to develop your understanding of the sales process and gain knowledge of areas of sales which you may not have considered or have not come across previously.
It is possible to study the ISM level 3 Qualification in Sales and Marketing as the full Diploma, Certificate or as individual awards. The table below explains the different pathway options:
|Units||Award in Sales & Marketing (1)||Certificate in Sales & Marketing (2)||Diploma in Sales & Marketing (3)|
|Understanding laws and ethics of selling||✓||✓✓||✓✓|
|Preparing and delivering a sales presentation||✓||✓✓||✓✓|
|Handling objections, negotiations and closing sales||✓||✓✓||✓✓|
|Understanding influences on buyer behaviour||✓||✓✓||✓✓|
|Understanding customer segmentation and profiling||✓||
|Understanding sales & marketing in organisations||✓||N/A||optional
|Using market information for sales||✓||N/A||optional
|Time and Territory for sales people||✓||N/A||optional
|Prospecting for new business||✓||N/A||optional
|Sales pipeline management||✓||N/A||optional
1 – for an Award in Sales & Marketing you would choose ONE module from this column.
2 - for Certificate in Sales & Marketing you would study ALL MODULES in this column marked with a ✓
3 – for the Diploma in Sales & Marketing you would study ALL MODULES in this column as indicated with a ✓✓
and then any combination of the optional units to the value of 20 or more credits.
There are no formal entry requirements, however we find that this level is most suited if you have a minimum of two years relevant experience or two A-Levels (or equivalent) and at least one years sales experience.
If English is not your first language, evidence of at least IELTS level 6.5 or Trinity ISE III/IV will also be required.
The ISM Level 3 Award, Certificate or Diploma in Sales and Marketing courses are offered through the supported learning package where your studies are completed from home study with full support including study guides, text books, practice questions and online resources allowing you to work at your own pace.
You will also be supported throughout the modules by a tutor who you can contact and can answer any questions about the module content or help you with assessment queries.
We believe in a flexible approach and so you can start your studying as soon as you like. Each module typically takes around 2 months to complete meaning the Award in Sales and Marketing will take around 2 – 3 months, the Certificate in Sales and Marketing will take around 4 – 6 months to complete, and the Diploma in Sales and Marketing will take around 9-12 months to complete.
These time scales are only guides as you can choose to study at a faster or slower pace to suit your requirements. We commit ourselves to supporting all our students for up to a maximum of two years.
To find out more about the ISM, visit the ISM website today.
This unit aims to provide the skills to handle and overcome sales objections and to negotiate in order to be able to close the sale effectively in a way that is mutually beneficial to both the customer and own organisation.
This unit aims to provide the necessary skills for preparing, developing and delivering sales presentations (or pitches) including considering the customer's needs and preparing a presentation to meet those needs.
This unit aims to enable the learner to source sales leads and achieve an initial appointment with the decision-maker.
This unit aims to enable the sales person to pro-actively manage the sales cycle to convert potential customers into actual customers and close sales.
This unit aims to provide the knowledge and skills needed to plan use of time and plan sales call to enable you to meet your sales targets, and to develop a plan to manage sales within a sales territory.
This unit aims to build on the understanding of customer groups through profiling/segmentation activities.
This unit aims to provide the knowledge and understanding necessary to enable the sales person to respond to different members of the decision-making unit, whether in consumer markets or organisational markets.
This unit aims to support learners in understanding the legal and ethical requirements in sales and understand the consequences of non-compliance for individuals, organisations and customers.
This unit aims to provide the knowledge and understanding about the factors that can cause conflict between sales and marketing departments. It also provides an understanding of the ways in which collaboration can benefit both departments and the organisation.
This unit aims to provide the knowledge and skills needed to obtain and analyse information that helps to understand the markets that are sold into.
If you are unable to download a prospectus using this form, please contact one of the team either via the webchat, by emailing firstname.lastname@example.org, or by calling 01223 365 505, and a qualifications adviser will send you a prospectus.