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Intermediate ISP Sales Qualifications

To develop our qualifications we combined the government occupational standards for sales with an industry based competency framework. This created a comprehensive set of professional sales qualifications which meet national standards and industry requirements.

All levels contain a blend of mandatory and optional of units, all of which contribute to a vocationally related qualification and include the relevant knowledge, application and practical elements of selling.

Learning is provided through Approved Centres and ranges from levels 3 to level 6, with students benefiting from highly relevant learning, leading to globally recognised industry qualifications.

Level 3 Diploma in Professional Sales

The ISP Level 3 Certificate or Diploma in Sales Professionalism is aimed at current (or prospective) salespeople who manage portfolios of smaller customers, or are responsible for developing new business sales in a defined geography or industry sector.

The core mandatory units cover:

  • Product knowledge

  • Winning business

  • Proposals and introduction to negotiation

  • Presentation skills

Optional units (choose 3) include:

  • Opportunity generation

  • Planning sales activities

  • Introduction to territory management

  • Collateral and resource management

Level 4 Diploma in Executive Professional Sales

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.

The core mandatory units cover:

  • Winning new business

  • Developing sales proposals

  • Building and maintaining effective relationships

  • Managing sales territories

  • Finding opportunities and determining sales priorities.

Optional units (choose 3) include:

  • Monitoring and evaluating sales information

  • Managing sales pipelines

  • Selling to international markets

  • Obtaining and analysing sales intelligence

Level 5 Certificate of Advanced Professional Sales

The ISP Level 5 Certificate or Diploma in Advanced Sales Professionalism is for a sales manager or senior salesperson working on global or corporate accounts.

The core mandatory units cover:

  • Sales leadership

  • Setting targets

  • Financial performance

  • Sales performance management

Optional units (choose 3) include:

  • Sales enablement

  • Sales information analysis

  • Sales technology systems

  • Motivation and compensation

  • Coaching and professional development

Level 5 Accreditation in Sales Coaching and Assessment

The ISP Level 5 Certificate or Diploma in Advanced Sales Professionalism is for a sales manager or senior salesperson working on global or corporate accounts.

The core mandatory units cover:

  • Using coaching with sales teams

  • Motivating sales teams

  • Understanding principles of assessment

  • Assessing competence in the work environment.

Level 6 Chartered Sales Professional

The ISP Level 5 Certificate or Diploma in Advanced Sales Professionalism is for a sales manager or senior salesperson working on global or corporate accounts.

The core mandatory units cover:

  • Sales strategy

  • Planning and implementation

  • Developing strategic relationships

  • Business leadership and management

Optional units (choose 3) include:

  • Salesforce organisation

  • Sales talent management

  • Forecasting and budgeting

  • Managing sales-related change

  • Developing strategic relationships

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