ISM Level 4 – The Certificate in Sales and Marketing Management

The ISM Level 4 Certificate in Sales and Marketing Management is the second tier in the ISM Level 4 qualifications.  The course focuses on developing an understanding of operational sales management. With just two mandatory units and a choice of electives, it gives the learner an opportunity to tailor the qualification to their interests and skills.

All tiers of qualification (Awards, Certificate and Diploma) are in line with other Ofqual recognised qualifications such as a first-year university degree or a Higher National Certificate. All work is assessed via assignment-based work and no examinations, making this course flexible and suited to a busy sales professional.

Each module within the Certificate in Sales and Marketing Management can be studied as a standalone Award. The Certificate is achieved when a student achieves 18 credits, made up from two mandatory units (totalling 9 credits) and their chosen electives.

Distance Learning

£1,35000+VAT
  • Single Module Distance Learning £425 +VAT
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The mandatory units are:

  • U401 Managing responsible selling (4 Credits)

  • U402 Understanding segmentation, targeting and positioning (5 Credits)

The elective units (which must total 9 credits to gain the Certificate qualification) are:

  • U403 Managing a sales team (6 Credits)

  • U404 Operational sales planning (5 Credits)

  • U405 Sales negotiations (5 credits)

  • U406 Analysing the marketing environment (5 credits)

  • U407 Finance for sales managers (7 credits)

  • U408 Writing and delivering a sales proposal (4 credits)

Course Details

Entry Requirements

The Level 4 courses are designed for practising sales or account managers, or for those who are wanting to transition into these roles in the future.  The qualification is useful for supporting those who are currently in an operational sales position that requires them to manage people and/or resources. While there are no formal entry requirements, you must be over the age of 16 years old and have your entry level approved by a member of the Oxford College of Marketing team.

If you are looking a more comprehensive qualification, The Level 4 Diploma in Sales and Marketing Management maybe a suitable alternative.

What You Will Learn?

We offer the full range of Level 4 units which can be studied as a single Award, or they can be developed to build a higher qualification:

  • Award in Sales and Marketing Management: each unit can be described as a single Award
  • Certificate in Sales and Marketing Management is awarded on the completion of the 2 mandatory units plus any elective units giving a minimum total of 18 credits (including the mandatory unit credits)
  • Diploma in Sales and Marketing Management is awarded on the completion of all eight units.  This will give a total of 41 credits.

All units are assessed via work-based evidence OR work-based assignment. The units are:

U401 Managing responsible selling (4 Credits)
In this unit you will learn what’s involved in managing sales operations that are consistent with the organisation’s social and ethical principles as well as meeting all legal and regulatory requirements.
Mandatory for the Certificate and Diploma. Qualifies for Singular Award.

U402 Understanding segmentation, targeting and positioning (5 Credits)
In this unit you will understand the process of breaking down the market into separate segments to target the most likely purchasers and use the marketing mix to support product positioning.
Mandatory for the Certificate and Diploma. Qualifies for Singular Award.

U403 Managing a sales team (6 Credits)
In this unit you will develop an understanding of the link between motivation and performance and how motivational theories can help to manage sales team performance. You will also learn how to recruit and select members of the sales team.
Elective for the Certificate. Mandatory for the Diploma. Qualifies for Singular Award.

U404 Operational sales planning (5 Credits)
In this unit you will learn the required skills to put together an operational sales plan as well as how to implement it and deal with any variances.
Elective for the Certificate. Mandatory for the Diploma. Qualifies for Singular Award.

U405 Sales negotiations (U405) (5 credits)
In this unit you will develop the knowledge and skill to be able to negotiate effectively in sales. This includes planning, preparing, negotiating and closing sales negotiations with customers.
Elective for the Certificate. Mandatory for the Diploma. Qualifies for Singular Award.

U406 Analysing the marketing environment (5 credits)
In this unit you will develop the skills required to monitor and evaluate developments in and outside the organisation that can impact on business as well as sales activities. You will learn to prioritise the strengths and weaknesses as well as opportunities and threats faced by the organisation and make recommendations to address those that impact on the sale function.
Elective for the Certificate. Mandatory for the Diploma. Qualifies for Singular Award.

U407 Finance for sales managers (7 credits)
This unit will provide an introduction to the financial skills required by a sales manager. You will learn how to calculate profitability, assess customer creditworthiness as well as how to successfully set and manage a budget for sales function.
Elective for the Certificate. Mandatory for the Diploma. Qualifies for Singular Award.

U408 Writing and delivering a sales proposal (4 credits)
In this unit you will gain the skills required for preparing a competitive sales proposal for customers. This includes how to identify customer needs and match them with the organisation’s own objectives and requirements.
Elective for the Certificate. Mandatory for the Diploma. Qualifies for Singular Award.

Study Options

This course is offered at Oxford College of Marketing as an online distance learning course.

You will also be supported throughout the units by a personal tutor who you can contact and will answer any questions about the unit content or help you with assessment queries.

You can find out more about our comprehensive online distance learning programmes here.

How Long Will The Course Take?

We believe in a flexible approach and so you can start your studying as soon as you like.  The ISM courses are based on a credit system, with each credit being recommended 10 learning hours. For example: U401 Managing Responsible Selling, 4 credits = 40 learning hours including assignment.

The College provides three years of support for each student from the date they enrol.  This will give you plent