Diploma in Sales and Marketing Course Units

Diploma in Sales and Marketing Course Units 2017-06-14T01:18:59+00:00

All units of the Diploma in Sales and Marketing and the Certificate in Sales and Marketing are assessed via work based evidence OR work based assignment. Candidates for the Certificate in Sales and Marketing must complete the 4 mandatory units (17 credits in total). Candidates for the Diploma must complete 4 mandatory units plus optional units totalling at least 20 credits (37 in total).

Understanding laws and ethics of selling (3 Credits)

This unit aims to support learners in understanding the legal and ethical requirements in sales and understand the consequences of non-compliance for individuals, organisations and customers.
DL or ½ day workshop : Mandatory for the Certificate  : Mandatory for the Diploma : Qualifies for Singular Award

Preparing and delivering a sales presentation (5 Credits)

This unit aims to provide the necessary skills for preparing, developing and delivering sales presentations (or pitches) including considering the customer’s needs and preparing a presentation to meet those needs.
Candidates should be able to give a sales presentation to suit the customer and meet pre-defined objectives. The presentation should provide opportunities for questions to be asked. The presentation is likely to be made to a single customer as a sales pitch, but could be made to a group of customers.
DL or 1 day workshop : Mandatory for the Certificate  : Mandatory for the Diploma : Qualifies for Singular Award

Handling objections, negotiating and closing sales (6 Credits)

This unit aims to provide the skills to handle and overcome sales objections and to negotiate in order to be able to close the sale effectively in a way that is mutually beneficial to both the customer and own organisation.
DL or 1 day workshop : Mandatory for the Certificate  : Mandatory for the Diploma : Qualifies for Singular Award

Understanding influences on buyer behaviour (3 Credits)

This unit aims to provide the knowledge and understanding necessary to enable the sales person to respond to different members of the decision-making unit, whether in consumer markets or organisational markets.
Knowledge of buyer behaviour enables the sales person to identify appropriate methods of contact and present appropriate solutions depending on who is involved in the sales decision.
DL or ½ day workshop : Mandatory for the Certificate  : Mandatory for the Diploma : Qualifies for Singular Award

Understanding customer segmentation and profiling (4 Credits)

This unit aims to build on the understanding of customer groups through profiling/segmentation activities.
DL or 1 day workshop : Optional Unit for the Diploma : Qualifies for Singular Award

Understanding sales and marketing in organisations (4 Credits)

This unit aims to provide the knowledge and understanding about the factors that can cause conflict between sales and marketing departments. It also provides an understanding of the ways in which collaboration can benefit both departments and the organisation.
DL or 1 day workshop : Optional Unit for the Diploma : Qualifies for Singular Award

Using market information for sales (5 Credits)

This unit aims to provide the knowledge and skills needed to obtain and analyse information that helps to understand the markets that are sold into.
DL or 1 day workshop : Optional Unit for the Diploma : Qualifies for Singular Award

Time and territory management for sales people (6 Credits)

This unit aims to provide the knowledge and skills needed to plan use of time and plan sales calls to enable you to meet your sales targets, and to develop a plan to manage sales within a sales territory.
DL or 1 day workshop : Optional Unit for the Diploma : Qualifies for Singular Award

Planning for professional development (2 Credits)

This unit enables learners to develop knowledge and skills for managing own professional development to enhance career progression .
DL or ½ day workshop : Optional Unit for the Diploma : Qualifies for Singular Award

Prospecting for new business (4 Credits)

This unit aims to enable the learner to source sales leads and achieve an initial appointment with the decision-maker.
DL or 1 day workshop : Optional Unit for the Diploma : Qualifies for Singular Award

Sales pipeline management (4 Credits)

This unit aims to enable the sales person to pro-actively manage the sales cycle to convert potential customers into actual customers and to close sales. The sales person needs to accurately forecast sales, manage time, analyse potential conversions from leads to closed sales and focus time and energy on most likely conversions.
DL or 1 day workshop : Optional Unit for the Diploma : Qualifies for Singular Award

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