ISP LEVEL 4 QUALIFICATION
Strengthen day-to-day sales performance with a recognised qualification that supports practical capability, commercial awareness and professional credibility.
ISP Level 4 helps salespeople build confidence in planning, customer conversations and consistent performance.
At a glance
Professional recognition
Professional Academy is an ISP approved training provider, supporting professional sales development through recognised standards and practical delivery.
Explore ISP recognitionThe value of this qualification
The skills, recognition and confidence to lead marketing at the highest level.
A structured summary of the qualification, delivery model, and professional context.
Build your qualification
Your pathway updates as you choose. Select a study route, make your module choices and we will confirm when your qualification is complete.
Your modules
Each module is designed to develop your professional capability and strategic confidence. Whether your focus is marketing, sales, leadership, or wider business performance, these modules combine theory with real-world application to build analytical skill, commercial awareness, and confident decision-making.
To enable learners to understand communication in sales and how to overcome barriers. Learners plan to communicate with a target audience
By completing this module, you will be able to apply the principles of understand sales communication in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the relationship between sales activities, and commercial and financial acumen. Learners will assess the financial viability of an organisation to propose relevant contractual terms
By completing this module, you will be able to apply the principles of developing commercial and financial acumen in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how to research and create a territory or portfolio sales plan using tools. Learners will develop a sales plan based on their research and assumptions
By completing this module, you will be able to apply the principles of sales strategy and planning in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand market segmentation. Learners will target market segments for a territory
By completing this module, you will be able to apply the principles of segmentation in consumer and business markets in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how to develop and maintain business relationships. Learners will deliver a positive customer experience during the sales process
By completing this module, you will be able to apply the principles of build and maintain sales relationships in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how partnering relationships contribute to sales. Learners will collaborate with colleagues to respond to a sales opportunity
By completing this module, you will be able to apply the principles of partnering and collaborative selling in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how digital technology supports the sales process. Learners will use digital technology to interact with both customers and colleagues. They will review the effectiveness of digital technologies to make recommendations to improve sales effectiveness.
By completing this module, you will be able to select and use appropriate digital tools across the sales process, use CRM data and reporting to support sound decisions, and evaluate how technology can improve customer engagement, productivity and commercial performance.
This module is assessed through evidence that demonstrates how you apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how to use data for decision making. Learners will use data to gain insights and support sales decisions
By completing this module, you will be able to apply the principles of using data to gain insights in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
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
By completing this module, you will be able to apply the principles of differentiate in a competitive market in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how to identify a new prospect. Learners will complete discovery on a prospect and qualify them
By completing this module, you will be able to apply the principles of finding and qualifying new prospects in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learner to understand how to prepare for sales presentations/demonstrations. Learners will deliver and evaluate sales presentations and/or demonstrations
By completing this module, you will be able to apply the principles of prepare and present sales solutions in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the factors involved in creating a value proposition. Learners will prepare and agree value propositions
By completing this module, you will be able to apply the principles of develop value propositions in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how to respond to requests for competitive bids. Learners will submit a competitive bid
By completing this module, you will be able to apply the principles of competitive bidding in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how to negotiate and handle objections. Learners will be able to close deals by achieving a win- win outcome
By completing this module, you will be able to apply the principles of negotiate and close sales in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the importance of meeting customer commitments. Learners will demonstrate to the client that the promised value has been delivered
By completing this module, you will be able to apply the principles of meet commitments and prove value in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how to manage a sales pipeline. Learners will use a sales pipeline in forecasting
By completing this module, you will be able to apply the principles of pipeline management and forecasting in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
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
By completing this module, you will be able to apply the principles of customer focus in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the principles of account management. Learners will work with customers to deepen and extend relationships and expand sales volumes or relevance
By completing this module, you will be able to apply the principles of principles of account management in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the processes related to continuous improvement in sales performance. Learners will explore how to implement continuous improvements in a sales environment
By completing this module, you will be able to apply the principles of understand continuous improvement in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the requirements for different sales roles and the talent selection process. Learners will contribute to the talent selection process and support their growth as a sales professional
By completing this module, you will be able to apply the principles of contributing to sales talent selection and growth in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand compensation plans and remuneration models for sales teams. Learners will explore how to select and plan sales incentives.
By completing this module, you will be able to evaluate how pay, rewards and incentives influence motivation and performance, use quantitative and qualitative information to assess contribution, and explain how an incentive plan can support both organisational goals and professional development.
This module is assessed through evidence that demonstrates how you apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the purpose of sales coaching and mentoring in organisations. They will understand the processes and people involved in successful sales coaching and mentoring. Learners will engage in coaching or mentoring sessions with a colleague/tutor to improve their performance
By completing this module, you will be able to apply the principles of participating in coaching and mentoring in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand change management approaches. Learners will initiate and manage an organisational change
By completing this module, you will be able to apply the principles of managing change in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how leadership styles impact organisational performance and how to motivate others to perform at their best
By completing this module, you will be able to apply the principles of understanding leadership styles and motivation in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the role of innovation in organisations and the factors that support it. Learners will contribute to exploiting emerging opportunities
By completing this module, you will be able to apply the principles of contributing to organisational innovation in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how personal motivation affects sales performance. Learners will improve their personal motivation and sales performance
By completing this module, you will be able to apply the principles of personal motivation and sales performance in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the relationship between growth mindset and resilience. Learners will measure their own personal resilience and produce an action plan for ongoing development.
By completing this module, you will be able to assess how you respond to pressure and setbacks, use feedback and evidence to identify your development priorities, and put a practical plan in place to sustain wellbeing, performance and professional confidence.
This module is assessed through evidence that demonstrates how you apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the legal, regulatory, ethical and social frameworks related to the sales function. Learners will comply with organisational legal, regulatory, and ethical policies and procedures
By completing this module, you will be able to apply the principles of using legal regulatory and ethical frameworks in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand continuing professional development and why it is important. Learners will assess their own development needs and create a plan for their continuing professional development (CPD)
By completing this module, you will be able to apply the principles of continuing professional development (cpd) in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand the impact of self-management and time management on performance. Learners will explore time management techniques, then implement their preferred technique to organise, prioritise, and complete their own activities
By completing this module, you will be able to apply the principles of self management in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand how to demonstrate inclusive workplace behaviours. Learners will contribute to an inclusive organisational culture during their sales activities
By completing this module, you will be able to apply the principles of contributing to an inclusive culture in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
To enable learners to understand organisational and personal agility, and the importance of flexibility and adapting to change. Learners will build their own personal agility to adapt to change
By completing this module, you will be able to apply the principles of understanding and building agility in a professional sales context, evaluate their impact on performance, and use evidence to identify practical improvements in your own role and organisation.
This module is assessed through a portfolio of evidence that demonstrates both knowledge and competence. You will provide evidence that you can apply the published learning outcomes and assessment criteria in realistic or real working environments.
Study support you will receive
Our expert support, flexible resources and personal guidance help you stay motivated and achieve your goals.
Ready to take the next step?
Choose your study option, review your price and send your enrolment request online.
Fees & funding
Your fee is shaped around the modules and study support you choose.
The Qualification is modular by design. Your total course fee is built around your individual learning pathway, so you never pay for content you do not need.
Learning materials and LMS access, tutor support, assessment marking and assignment preparation workshops.
Employer-funded study, interest free monthly payment plans, corporate invoicing and professional development budgets.
CIM Marketing fees are paid direct by the learner, other awarding bodies are included in our fees. For specific membership durations, talk to our team.
Free programme guide
Turn your ambition into a clear next step. Answer a few quick questions to discover a recommended study level based on your experience and previous qualifications. Prefer to explore first? Request your free brochure and compare your options at your own pace.
Meet your tutors
Our course delivery team bring practical workplace insight, structured guidance, and supportive feedback to every stage of learning.
Trainer and Learner Support
Head of Customer Experience
Marketing Executive
Business Administrator
Tutor and Mentor
Qualifications Consultant
Trainer and Learner Support
CEO
Accounts and Office Administrator
Course Coordinator
Head of Learning
Trainer and Mentor
Tutor and Mentor
Frequently asked questions
The recommended entry criteria on this course page describe the expected starting point. An adviser can help you confirm whether the course fits your current experience and intended next step.
The available delivery options are shown on this course page and can vary by programme and schedule.
The typical duration is The typical duration is shown in the qualification overview on this course page.. Actual completion time can depend on the study route, schedule and individual progress.
The qualification overview on this course page explains the assessment method and format.
The course page explains the tutor support available during the programme.
If you need to build core sales knowledge first, review ISP Level 3. If you are ready to explore higher-level sales development, compare ISP Level 5. Read the course content alongside your current responsibilities to identify the most useful next step.
Further Resources
Explore Marketing, Sales and Management & Leadership routes with our Career & Qualification Calculator. Read the guidance, then select a discipline and use your experience to explore a qualification level.
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