ISMM - Diploma in Sales & Marketing

Curriculum for the ISMM Diploma in Sales & Marketing course:

ISMM U201 - Understanding Ethics & Laws of Selling

Learn about the ethical and legal requirements of selling and the consequences for organisations, customers and individuals of being non-compliant.

ISMM U301 - Preparing & Delivering a Sales Presentation

This unit teaches how to prepare and present a sales presentation and how to evaluate your performance when it is complete.

ISMM U302 - Handling Objections, Negotiating & Closing Sales

Learn how to handle and overcome sales objections and how to negotiate in order to close a sale.

ISMM U303 - Understanding Influences on Buyer Behaviour

This unit focuses on responses to members of the decision-making unit in both consumer markets and organisational markets.

ISMM U304 - Understanding Customer Segmentation & Profiling

Learn how to utilise customer segmentation and profiling activities in order to understand customer groups.

ISMM U305 - Understanding Sales & Marketing in Organisations

Gain a good understanding of the different factors that can cause conflict between sales and marketing departments.

ISMM U306 - Using Marketing Information for Sales

Gain the skills and knowledge needed to find and analyse information that will help with the understanding of markets that are sold into.

ISMM U307 - Time & Territory Management

This unit focusses on managing your time effectively and placing sales calls to meet your sales objectives according to a sales call plan.

ISMM U308 - Planning for Professional Development

Learn how to manage your own personal growth and professional development towards career progression.

ISMM U309 - Prospecting for New Business

Gain the ability to source sales leads and schedule an appointment with a decision-maker.

ISMM U310 - Sales Pipeline Management

Learn to manage the sales cycle proactively in order to convert potential customers into actual customers.