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ISM Level 5 – Diploma in Sales & Account Management

Diploma in Sales & Account Management

 

This level is for the practicing professional in Sales and Key Account Management roles and also functions as a leader with responsibilities for selecting, recruiting, and ensuring high performance from the sales team. Also, this level is particularly ideal for sales professionals that manage Key Accounts similarly referred to as large or strategic customers in an organization.

You can read more about Key Account Management on Wikipedia

Successful candidates can earn an ISM issued certificate of an AWARD, a CERTIFICATE, or DIPLOMA in Sales and Account Management.

REGISTER NOW!

Below is a table showing the different course modules available under this program.

 

Course CodeCourse ModuleBrief DescriptionLearning OutcomesCredit UnitMethod of Study/Assessment
U501Understanding and developing customer accountThe aim of this unit is to support knowledge, understanding and skills necessary to establish how customer organisations select suppliers as part of their supply chain and to use information gathered on how organisations select suppliers to develop a customer accounts plan.Understand buying practices of customers
Understand customer support issues
Understand own organisation’s unique business value
Be able to prepare for customer procurement
Be able to use information gathered to plan to develop customer accounts
81 day face-to-face workshop, e-learning support/Work-based assignment
U502Understanding the integrated functions of sale and marketingThis unit aims to support knowledge and understanding in demonstrating the commercial importance of marketing to an organisation's success, both in the long term and also for the short/medium term. It includes demonstrating the value of marketing analysis in leading an organisation to develop a strategy which focuses resources upon appropriate customers, with a clear positioning message and products/services addressing the specific requirements identified. It supports the clear interrelationship between sales and marketing.Understand how a marketing strategy supports the sales function
Understand marketing research
Understand the use of marketing research in sales
Be able to use market analyses in sales
Be able to progress sales through alignment with marketing strategies
81 day face-to-face workshop, e-learning support/Work-based assignment
U503Sales forecast and target settingThis unit aims to develop knowledge and understanding of forecasting sales and setting sales targets for your own area of responsibility and includes how to collect and use information to develop a sales forecast, based on past and present sales data, factors which influence sales, sales trends, market conditions and product and service developments within your organisation.Understand forecasting in relation to sales targets
Understand forecasting in own organisation
Be able to forecast sales
Be able to set sales targets and objectives and devise measurement activities to monitor them
61 day face-to-face workshop, e-learning support/Work-based assignment
U504Leading a team
This unit aims to provide students with knowledge and understanding of transactional leadership: to share a vision and to set goals and define tasks that move people towards the vision. Leadership skills include building trust, focusing people on the right tasks, creating accountability and maintaining alignment.Understand principles of leadership
Know how to build trust between self and team
Know how to share own vision with team
Know how to focus team members to complete tasks and achieve objectives
Know how to create accountability in team members
Know how to maintain alignment of own actions with team and organisation
61 day face-to-face workshop, e-learning support/Work-based assignment
U505Motivation and compensation for sales teamsThis unit will review and evaluate motivation and compensation for sales (or account) teams.Understand motivation and compensation for sales teams and individuals
Be able to review motivation and compensation for own sales team
61 day face-to-face workshop, e-learning support/Work-based assignment
U506Coaching and mentoring
This unit aims to provide understanding of the principles of coaching and mentoring, and the skills for planning, delivering a coaching or mentoring programme and for evaluating own coaching or mentoring practice.Understand the principles of coaching and mentoring
Be able to plan a coaching or mentoring programme
Be able to deliver a coaching or mentoring programme
Be able to evaluate own coaching or mentoring practice
61 day face-to-face workshop, e-learning support/Work-based assignment
U507Designing, planning and managing sales territoriesIn this unit students will develop knowledge and understanding of the design, planning and management of sales territories and the work of the sales team in those territories. Students will analyse the market, and appraise options for the definition of territories in order to establish the appropriate territory plan to optimise the sales effort.Understand sales territory design, planning and management
Understand factors that affect territory management
Be able to review and revise territory plans
Be able to resource sales territories
61 day face-to-face workshop, e-learning support/Work-based assignment
U508Analysing the financial potential and performance of customer accountsThe aim of this unit is to ensure that sales and account managers have the skills to analyse and manage the financial performance of customer accounts.Be able to use financial tools to assess and prioritise new accounts and measure potential value
Be able to follow the organisation’s management accounting procedures
Be able to evaluate financial risks
61 day face-to-face workshop, e-learning support/Work-based assignment
U509Relationship management for account managersThis unit will focus and provide students with the knowledge and skills for relationship management in sales.Understand how to build relationships with accounts
Understand how to use networking in sales
Understand how to use consultative selling
Know when and how to undertake stakeholder analysis
Understand how to monitor and control customer relationships
61 day face-to-face workshop, e-learning support/Work-based assignment
U510Bid and tender management for account managersThis unit aims to provide knowledge and skills for bid and tender management. Bid and tender management involves working to strict timescales, producing documentation to support the bid and tendering the bid.Understand the principles of bid and tender management
Be able to prepare for a bid
Be able to write a bid
Be able to tender a bid to the customer
Understand how to follow up the tendering of the bid
61 day face-to-face workshop, e-learning support/Work-based assignment
U511Developing a product portfolioThis unit aims to provide the knowledge and skills for determining selling priorities across a portfolio of products/services based upon an understanding of the current and potential profitability of the components of the portfolio.Understand product portfolio development
Understand how to contribute to the development of a product portfolio
Be able to analyse the product portfolio
61 day face-to-face workshop, e-learning support/Work-based assignment

Qualifications – Criteria

Award – Choose any one of the modules of courses U501 – U511 to earn an AWARD.

Certificate – Study the mandatory U401, U501, U502 and U503.

Diploma – Study the mandatory U401, U501 and U502 plus any other 4 modules to attain total credit unit of 44.

If you think you qualify for something bigger, you can explore ISM Level 6 Qualifications

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 & Account Management

 

This level is for the practicing professional in Sales and Key Account Management roles and also functions as a leader with responsibilities for selecting, recruiting, and ensuring high performance from the sales team. Also, this level is particularly ideal for sales professionals that manage Key Accounts similarly referred to as large or strategic customers in an organization.

You can read more about Key Account Management on Wikipedia

Successful candidates can earn an ISM issued certificate of an AWARD, a CERTIFICATE, or DIPLOMA in Sales and Account Management.

REGISTER NOW!

Below is a table showing the different course modules available under this program.

 

Course CodeCourse ModuleBrief DescriptionLearning OutcomesCredit UnitMethod of Study/Assessment
U501Understanding and developing customer accountThe aim of this unit is to support knowledge, understanding and skills necessary to establish how customer organisations select suppliers as part of their supply chain and to use information gathered on how organisations select suppliers to develop a customer accounts plan.Understand buying practices of customers
Understand customer support issues
Understand own organisation’s unique business value
Be able to prepare for customer procurement
Be able to use information gathered to plan to develop customer accounts
81 day face-to-face workshop, e-learning support/Work-based assignment
U502Understanding the integrated functions of sale and marketingThis unit aims to support knowledge and understanding in demonstrating the commercial importance of marketing to an organisation's success, both in the long term and also for the short/medium term. It includes demonstrating the value of marketing analysis in leading an organisation to develop a strategy which focuses resources upon appropriate customers, with a clear positioning message and products/services addressing the specific requirements identified. It supports the clear interrelationship between sales and marketing.Understand how a marketing strategy supports the sales function
Understand marketing research
Understand the use of marketing research in sales
Be able to use market analyses in sales
Be able to progress sales through alignment with marketing strategies
81 day face-to-face workshop, e-learning support/Work-based assignment
U503Sales forecast and target settingThis unit aims to develop knowledge and understanding of forecasting sales and setting sales targets for your own area of responsibility and includes how to collect and use information to develop a sales forecast, based on past and present sales data, factors which influence sales, sales trends, market conditions and product and service developments within your organisation.Understand forecasting in relation to sales targets
Understand forecasting in own organisation
Be able to forecast sales
Be able to set sales targets and objectives and devise measurement activities to monitor them
61 day face-to-face workshop, e-learning support/Work-based assignment
U504Leading a team
This unit aims to provide students with knowledge and understanding of transactional leadership: to share a vision and to set goals and define tasks that move people towards the vision. Leadership skills include building trust, focusing people on the right tasks, creating accountability and maintaining alignment.Understand principles of leadership
Know how to build trust between self and team
Know how to share own vision with team
Know how to focus team members to complete tasks and achieve objectives
Know how to create accountability in team members
Know how to maintain alignment of own actions with team and organisation
61 day face-to-face workshop, e-learning support/Work-based assignment
U505Motivation and compensation for sales teamsThis unit will review and evaluate motivation and compensation for sales (or account) teams.Understand motivation and compensation for sales teams and individuals
Be able to review motivation and compensation for own sales team
61 day face-to-face workshop, e-learning support/Work-based assignment
U506Coaching and mentoring
This unit aims to provide understanding of the principles of coaching and mentoring, and the skills for planning, delivering a coaching or mentoring programme and for evaluating own coaching or mentoring practice.Understand the principles of coaching and mentoring
Be able to plan a coaching or mentoring programme
Be able to deliver a coaching or mentoring programme
Be able to evaluate own coaching or mentoring practice
61 day face-to-face workshop, e-learning support/Work-based assignment
U507Designing, planning and managing sales territoriesIn this unit students will develop knowledge and understanding of the design, planning and management of sales territories and the work of the sales team in those territories. Students will analyse the market, and appraise options for the definition of territories in order to establish the appropriate territory plan to optimise the sales effort.Understand sales territory design, planning and management
Understand factors that affect territory management
Be able to review and revise territory plans
Be able to resource sales territories
61 day face-to-face workshop, e-learning support/Work-based assignment
U508Analysing the financial potential and performance of customer accountsThe aim of this unit is to ensure that sales and account managers have the skills to analyse and manage the financial performance of customer accounts.Be able to use financial tools to assess and prioritise new accounts and measure potential value
Be able to follow the organisation’s management accounting procedures
Be able to evaluate financial risks
61 day face-to-face workshop, e-learning support/Work-based assignment
U509Relationship management for account managersThis unit will focus and provide students with the knowledge and skills for relationship management in sales.Understand how to build relationships with accounts
Understand how to use networking in sales
Understand how to use consultative selling
Know when and how to undertake stakeholder analysis
Understand how to monitor and control customer relationships
61 day face-to-face workshop, e-learning support/Work-based assignment
U510Bid and tender management for account managersThis unit aims to provide knowledge and skills for bid and tender management. Bid and tender management involves working to strict timescales, producing documentation to support the bid and tendering the bid.Understand the principles of bid and tender management
Be able to prepare for a bid
Be able to write a bid
Be able to tender a bid to the customer
Understand how to follow up the tendering of the bid
61 day face-to-face workshop, e-learning support/Work-based assignment
U511Developing a product portfolioThis unit aims to provide the knowledge and skills for determining selling priorities across a portfolio of products/services based upon an understanding of the current and potential profitability of the components of the portfolio.Understand product portfolio development
Understand how to contribute to the development of a product portfolio
Be able to analyse the product portfolio
61 day face-to-face workshop, e-learning support/Work-based assignment

Qualifications – Criteria

Award – Choose any one of the modules of courses U501 – U511 to earn an AWARD.

Certificate – Study the mandatory U401, U501, U502 and U503.

Diploma – Study the mandatory U401, U501 and U502 plus any other 4 modules to attain total credit unit of 44.

If you think you qualify for something bigger, you can explore ISM Level 6 Qualifications

Workshop Schedule:

Workshops are ongoing. Candidates can join any available cohort to take applicable modules. Flexible private arrangements are available for desiring candidates.