ISM Level 4 – Diploma in Sales and Marketing Management
ISM Level 4 – Diploma in Sales and Marketing Management
Diploma in Sales and Marketing Management
This Level 4 Diploma in Sales and Marketing Management course is for practicing professionals that are occupying managerial positions in sales and marketing functions. In addition, they could be responsible for managing the performance of other sales employees. In like manner, they could also be experienced professionals who are aspiring to senior leadership positions in sales.
A Sales and Marketing Management Certification is a portable proof of ability to manage people, resources and strategy in high-intensity sales and marketing environments.
A Diploma in Sales and Marketing Management course can be a powerful enabler of career growth and professional reputation, especially in very competitive business environments or sectors.
Successful candidates can earn an ISM issued Certificate for an AWARD, a CERTIFICATE or a DIPLOMA in Sales & Marketing Management. This is obviously the best program to consider for practicing professionals because it delivers relevant knowledge, usable skills, and ethical behaviors that are expected of competent sales and marketing professionals.
You can DOWNLOAD the ISM Level 4 Qualification specifications here.
The certificates are recognized by Ofqual, the UK examinations regulators.
Moreover, registering for this program will automatically confer membership of the global network of ISM and the use of the assigned Designatory Letters of membership levels, coming great professional and social benefits.
REGISTER NOW!
Below is a table providing information about the available course modules at this level.
| Course Code | Course Module | Brief Description | Learning Outcomes | Credit Units | Mode of Study/ Assessment |
|---|---|---|---|---|---|
| U401 | Managing responsible selling | 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. | Know legal, regulatory, ethical and social requirements pertaining to the sales function Understand how to manage the sales function in a way that complies with legislation Know how to deal with non-compliance | 4 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U402 | Understanding segmentation, targeting and positioning | 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's products using the extended marketing mix to support the positioning of the product. | Understand segmentation in consumer and business markets Understand how to target market segments for an organisation Understanding the process of positioning a product | 5 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U403 | Managing a sales team | This unit aims to provide knowledge of motivation theories and link between motivation and performance, and knowledge of managing sales team performance. | Understand theories of motivation and the link between motivation and performance Understand how to manage sales team performance Understand how to manage staffing levels in a sales team | 6 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U404 | Operational sales planning | 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. | Understand how own organisation’s business and marketing strategies inform operational sales planning Understand sales forecasting techniques Be able to set objectives and targets in a sales plan Be able to write an operational sales plan Understand how to manage the implementation of the operational sales plan through the sales team Understand how to deal with variances to the operational sales plan | 5 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U405 | Sales negotiations | 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. | Understand what is involved in a sales negotiation Be able to prepare for a sales negotiation Be able to carry out a sales negotiation with a customer | 5 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U406 | Analysing the marketing environment | 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. | Be able to conduct an audit of an organisation’s internal, micro and macro environment Understand the impact of internal, micro and macro factors on own and customer’s organisation Be able to recommend actions for the sales function by conducting a SWOT analysis on own organisation’s marketing environment | 5 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U407 | Finance for sales managers | 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. | Be able to calculate profitability ratios for sales-related decisions Know how to set a sales budget Understand how to manage a sales budget Understand bonus systems for sales team members Understand how to assess creditworthiness of customers in order to set a credit limit for the customer | 7 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U408 | Writing and delivering a sale proposal | This unit aims to provide the skills for preparing sales proposals for customers. | Be able to develop a sales proposal Be able to deliver a sales proposal to a customer Be able to evaluate the proposal | 4 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
Qualifications – Criteria
Award – Choose any ONE of the modules of courses U401 – U408 for an AWARD.
Certificate – Study the mandatory U401 and U402 plus any other modules above to attain a total credit unit of 18.
Diploma – All the 8 Modules U401-U408 are mandatory to earn a Diploma.
If you think you need something higher, then check ISM Level 5
Workshop Schedule:
Workshops are ongoing. Candidates can join any available cohort to take applicable modules. Flexible private arrangements are available for desiring candidates.
Diploma in Sales and Marketing Management
This Level 4 Diploma in Sales and Marketing Management course is for practicing professionals that are occupying managerial positions in sales and marketing functions. In addition, they could be responsible for managing the performance of other sales employees. In like manner, they could also be experienced professionals who are aspiring to senior leadership positions in sales.
A Sales and Marketing Management Certification is a portable proof of ability to manage people, resources and strategy in high-intensity sales and marketing environments.
A Diploma in Sales and Marketing Management course can be a powerful enabler of career growth and professional reputation, especially in very competitive business environments or sectors.
Successful candidates can earn an ISM issued Certificate for an AWARD, a CERTIFICATE or a DIPLOMA in Sales & Marketing Management. This is obviously the best program to consider for practicing professionals because it delivers relevant knowledge, usable skills, and ethical behaviors that are expected of competent sales and marketing professionals.
You can DOWNLOAD the ISM Level 4 Qualification specifications here.
The certificates are recognized by Ofqual, the UK examinations regulators.
Moreover, registering for this program will automatically confer membership of the global network of ISM and the use of the assigned Designatory Letters of membership levels, coming great professional and social benefits.
REGISTER NOW!
Below is a table providing information about the available course modules at this level.
| Course Code | Course Module | Brief Description | Learning Outcomes | Credit Units | Mode of Study/ Assessment |
|---|---|---|---|---|---|
| U401 | Managing responsible selling | 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. | Know legal, regulatory, ethical and social requirements pertaining to the sales function Understand how to manage the sales function in a way that complies with legislation Know how to deal with non-compliance | 4 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U402 | Understanding segmentation, targeting and positioning | 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's products using the extended marketing mix to support the positioning of the product. | Understand segmentation in consumer and business markets Understand how to target market segments for an organisation Understanding the process of positioning a product | 5 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U403 | Managing a sales team | This unit aims to provide knowledge of motivation theories and link between motivation and performance, and knowledge of managing sales team performance. | Understand theories of motivation and the link between motivation and performance Understand how to manage sales team performance Understand how to manage staffing levels in a sales team | 6 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U404 | Operational sales planning | 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. | Understand how own organisation’s business and marketing strategies inform operational sales planning Understand sales forecasting techniques Be able to set objectives and targets in a sales plan Be able to write an operational sales plan Understand how to manage the implementation of the operational sales plan through the sales team Understand how to deal with variances to the operational sales plan | 5 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U405 | Sales negotiations | 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. | Understand what is involved in a sales negotiation Be able to prepare for a sales negotiation Be able to carry out a sales negotiation with a customer | 5 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U406 | Analysing the marketing environment | 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. | Be able to conduct an audit of an organisation’s internal, micro and macro environment Understand the impact of internal, micro and macro factors on own and customer’s organisation Be able to recommend actions for the sales function by conducting a SWOT analysis on own organisation’s marketing environment | 5 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U407 | Finance for sales managers | 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. | Be able to calculate profitability ratios for sales-related decisions Know how to set a sales budget Understand how to manage a sales budget Understand bonus systems for sales team members Understand how to assess creditworthiness of customers in order to set a credit limit for the customer | 7 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U408 | Writing and delivering a sale proposal | This unit aims to provide the skills for preparing sales proposals for customers. | Be able to develop a sales proposal Be able to deliver a sales proposal to a customer Be able to evaluate the proposal | 4 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
Qualifications – Criteria
Award – Choose any ONE of the modules of courses U401 – U408 for an AWARD.
Certificate – Study the mandatory U401 and U402 plus any other modules above to attain a total credit unit of 18.
Diploma – All the 8 Modules U401-U408 are mandatory to earn a Diploma.
If you think you need something higher, then check ISM Level 5
Workshop Schedule:
Workshops are ongoing. Candidates can join any available cohort to take applicable modules. Flexible private arrangements are available for desiring candidates.
