This level is for the practising 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 organisation.
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.
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Below is a table showing the different course modules available under this program.
| Course Code | Course Module | Brief Description | Learning Outcomes | Credit Unit | Method of Study/Assessment |
|---|---|---|---|---|---|
| U501 | Understanding and developing customer account | The 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 | 8 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U502 | Understanding the integrated functions of sale and marketing | This 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 | 8 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U503 | Sales forecast and target setting | This 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 | 6 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U504 | Leading 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 | 6 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U505 | Motivation and compensation for sales teams | This 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 | 6 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U506 | Coaching 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 | 6 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U507 | Designing, planning and managing sales territories | In 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 | 6 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U508 | Analysing the financial potential and performance of customer accounts | The 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 | 6 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U509 | Relationship management for account managers | This 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 | 6 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U510 | Bid and tender management for account managers | This 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 | 6 | 1 day face-to-face workshop, e-learning support/Work-based assignment |
| U511 | Developing a product portfolio | This 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 | 6 | 1 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.
