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ISP LEVEL 4 in SALES PROFESSIONALISM

The ISP Level 4 Certificate or Diploma in Executive Sales Professionalism is for a salesperson who works with larger or more complex opportunities and is likely to be responsible for developing a sales territory or working with key accounts.

QUALIFICATION STRUCTURE:

Certificate: four modules (credit score between 13 and 36)
Diploma: at least eight modules (credit score minimum of 37)

ISP LEVEL 4 MODULES

We can help you select the modules which will benefit you most and ensure you meet the requirements for either the Certificate or Diploma.

Module Type	Description
Business	Sales Strategy and Planning
What is meant by a territory or portfolio sales plan How to structure a territory or portfolio sales plan The insights required and the different sources for information available
Business	Developing Commercial and Financial Acumen
Understand the relationship between sales activities, and commercial and financial acumen Be able to assess the financial viability of an organisation
Business	Use Data to Gain Insights
Techniques for collating and using data How to balance qualitative and quantitative data The impact of using inferior quality data to make decisions
Business	Segmentation in Consumer & Business Markets
Understand market segmentation Be able to target market segments for a territory
Business	Differentiate in a Competitive market
Understand the importance of the differentiation Be able to differentiate products/services against competitors
Business	Build and Maintain Business Relationships
Understand how to establish, develop and maintain sales relationships Understand internal organisational dynamics and external influences and their impacts
Business	Partnering and Collaborative Selling
Different types of partnering The benefits of partnering relationship The advantages and disadvantages of a team selling
Business	Understand Sales Communication
Understand effective communication in sales Understand a communication cycle and barriers Be able to plancommunication for a target audience
Business	Use Digital Technologies
The range of technology available to support the sales process How to run virtual meetings using video technology The links between technology use and improved productivity
Core	Finding and Qualifying New Prospects
Understand how to identify a new prospect Be able to complete discovery on a prospect Be able to qualify a prospect
Core	Prepare and Present Sales
Understand how to prepare for sales presentations Be able to deliver sales presentations Be able to evaluate sales presentations
Core	Develop Value Propositions
Understand the factors involved in creating a value proposition Be able to prepare and agree value propositions
Core	Pipeline Management & Forecasting
Understand how to manage a sales pipeline Be able to use a sales pipeline in forecasting
Core	Meet Commitments and Prove Value
Understand the importance of meeting customer commitments The types of commitment that are made to customers Ways to demonstrate respect for customer concerns
Core	Negotiate and Close Sales
Understand how to negotiate and handle objections Be able to close deals by achieving a win-win outcome
Core	Customer Focus
Understand the importance of customer focus Types of customer review, The business objectives behind existing customer communication tools
Core	Competitive Bidding
Why customers ask for competitive bids The potential issues that arise when bidding The requirements for submitting bids
Core	Principles of Account Management
Understand the principles of account management The good practices related to account and portfolio management Planning resources
Leadership	Understand Continuous Improvement
Definitions of organisational innovation and improvement The reasons why sales departments need to innovate and improve Types of innovation
Leadership	Contributing to Sales Talent Selection and Growth
Understand the requirements for different sales roles Understand the talent selection process Be able to contribute to the talent selection proces
Leadership	Understanding Compensation Plans
Understand compensation plans and remuneration models Understand how to select and plan sales incentives
Leadership	Participating in Coaching and Mentoring
Definitions of coaching and mentoring Organisational expectations of the impact of coaching and mentoring
Leadership	Managing Change
Understand change management approaches Be able to initiate change
Leadership	Understanding Leadership Styles and Motivation
The difference between leadership and management The range of leadership styles How to select and use appropriate motivational factors
Leadership	Contributing to Organisational Innovation (L5 Unit)
Understand innovation in organisations Understand how to support organisational innovation Be able to contribute to exploiting emerging opportunities
Self	Personal Motivation and Sales Performance (Level 3 unit)
The different theories related to employee motivation The motivational factors that affect personal motivation The components of a development plan
Self	Developing Personal Resilience
Understand the relationship between growth mindset and resilience Be able to measure personal resilience Be able to plan to develop and maintain personal resilience
Self	Using Legal, Regulatory and Ethical Frameworks
Understand the legal, regulatory, and ethical frameworks related to the sales function Ethical issues when conducting sales Elements of contract law
Self	Continuing Professional Development (CPD)
Understand continuing professional development (CPD) Be able to plan own continuing professional development (CPD)
Self	Self-Management
Understand the impact of self-management on performance Understand time management techniques and their benefits Be able to implement a time management technique
Self	Contributing to an Inclusive Culture
Understand how to demonstrate inclusive workplace behaviours Be able to contribute to an inclusive organisational culture
Self	Understanding and Building Agility
Understand organisational and personal agility Understand the importance of flexibility and adapting to change

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