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This course is specifically for sales professionals in or moving into an operational sales role, often managing others and allocating resources.
Try out our quick and easy Entry Level Assessment to see which Level is best, book a call with a qualifications adviser to discuss, or send us a message today!
It is possible to study the ISM level 4 Qualification in Sales and Marketing Management as the full Diploma, Certificate or as individual awards. The table below explains the different pathway options:
| Units | Award in Sales & Marketing Management (1) | Certificate in Sales & Marketing Management (2) | Diploma in Sales & Marketing Management (3) |
| Managing responsible selling | ✓ | ✓✓ | ✓✓ |
| Understanding segmentation, targeting and positioning | ✓ | ✓✓ | ✓✓ |
| Managing a Sales team | ✓ | optional
6 credits |
✓✓ |
| Operational sales planning | ✓ | optional
5 credits |
✓✓ |
| Sales negotiations | ✓ | optional
5 credits |
✓✓ |
| Analysing the marketing environment | ✓ | optional
5 credits |
✓✓ |
| Finance for Sales Managers | ✓ | optional
7 credits |
✓✓ |
| Writing and delivering a sales proposal | ✓ | optional
4 credits |
✓✓ |
1 – for an Award in Sales & Marketing Management you would choose ONE module from this column.
2 - for the Certificate in Sales & Marketing Management you would study the modules in this column marked with a ✓✓(mandatory) and then additional modules to the value of 9 or more credits
3 – for the Diploma in Sales & Marketing you would Management study ALL MODULES in this column as indicated with a ✓✓
There are no formal requirements although we advise that students have at least 3 years sales experience with at least one year's management experience.
If English is not your first language, evidence of IELTS level 6.5 or Trinity ISE III/IV will also be required.
We believe in a flexible approach and so you can start your studying as soon as you like. 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:
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.
Assessment: Work-based Assignment
This unit aims to cover the knowledge involved in managing an organisation's operations in ways that are consistent with its social and ethical principles, and which fulfill legal and regulatory requirements.
Assessment: Work-based Assignment
This unit aims to provide the knowledge necessary to understand the process of breaking down the total market for a product or service into distinct segments and targets the most likely purchasers of an organisations' products using the extended marketing mix to support the positioning of the product.
Assessment: Work-based Assignment
This unit aims to provide knowledge of motivation theories and link between motivation and performance, and knowledge of managing sales team performance.
Assessment: Work-based Assignment
Gain the skills necessary for putting together an operational sales plan, and knowledge managing the implementation of the plan and for deadline with variance to the plan.
Assessment: Work-based Assignment
This unit aims to provide the knowledge and skills for negotiating effectively in sales settings and will focus on various stages of negotiation including planning, preparing, negotiating and closing sales.
Assessment: Work-based Assignment
This unit aims to provide the knowledge and skills necessary to conduct an audit of the organisations' internal, micro and macros environment. Also gain an understanding of the impact of internal, micro and macro factors on a customer's organisations.
Assessment: Work-based Assignment
This unit aims to introduce the knowledge and skills needed to calculate probability and also to assess customer credit worthiness with the view to formalising the terms of trade with the customer.
Assessment: Work-based Assignment
This unit aims to provide the skills for preparing sales proposals for customers.
If you are unable to download a prospectus using this form, please contact one of the team either via the webchat, by emailing enquiries@professionalacademy.com, or by calling 01223 365 505, and a qualifications adviser will send you a prospectus.
