ISM Level 5 – The Diploma in Sales and Account Management

Are you a sales manager or account manager and are you looking for ways to perform even better in your role? ISM qualifications are written by sales experts and are designed to equip you with knowledge and skills to develop your sales or account management career. They are all recognised by Ofqual, the UK examinations regulator.

Distance Learning

£2,40000+VAT
  • Single Module Distance Learning £450 +VAT
Course Enquiry

Each module within the Diploma in Sales and Account Management can be studied as a standalone Award. The Diploma is achieved when a student achieves 44 credits through the completion of a combination of mandatory units plus at least four of the elective units, as shown below.

The mandatory units are:

  • U401 Managing responsible selling (4 credits) – assessed via work-based evidence or assignment

  • U501 Understanding and developing customer accounts (8 credits) – assessed via work-based evidence or assignment

  • U502 Understanding the integrated functions of sales and marketing (8 credits) – assessed via work-based evidence or assignment

The elective units are:

  • U503 Sales forecasts and target setting (6 credits) – assessed via work-based evidence or assignment

  • U504 Leading a team (6 credits) – assessed via work-based evidence or assignment

  • U505 Motivation and compensation for sales teams (6 credits) – assessed via work-based evidence or assignment

  • U506 Coaching and mentoring (6 credits)- assessed via work-based evidence or assignment

  • U507: Designing, planning and managing sales territories (6 credits) – assessed via work-based evidence or assignment

  • U508: Analysing the financial potential and performance of customer accounts – – assessed via work-based evidence or assignment

  • U509: Relationship management for account managers (6 credits) – assessed via work-based evidence or assignment

  • U510: Bid and tender management for account managers (6 credits) – assessed via work-based evidence or assignment

  • U511: Developing a product portfolio (6 credits) ­- assessed via work-based evidence or assignment

*Please note that ‘Managing responsible selling’ is taken from the Level 4 qualification, and can be studied as a standalone Level 4 Award, and is a mandatory unit for the Certificate, but an elective unit for the Diploma.

Course Details

Entry Requirements

The Level 5 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 19 years old and have your entry level approved by a member of the Oxford College of Marketing team.

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 Account Management : each unit can be described as a single Award
  • The Certificate in Sales and Account Management is awarded on the completion of the mandatory units, giving a minimum total of 26 credits.
  • Diploma in Sales and Account Management is awarded on the completion of all the mandatory units plus at least  four of the optional units. This will give a total of 44 credits.

We recommend Sales Managers select from elective units: U503, U504, U505, U506, U507

We recommend Account Managers select from elective units: U503, U508, U509, U510

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

The units are:

U401 Managing responsible selling (4 credits)

This unit aims to develop understanding in how an organisation’s operations can be managed in ways that are consistent with its social and ethical principles as well as fulfilling legal and regulatory requirements.
Mandatory for the Certificate and Diploma. Qualifies for Singular Award.

U501 Understanding and developing customer accounts (8 credits)

The aim of this unit is to support knowledge and skills necessary to establish how customers select suppliers as part of their supply chain and use this information to develop a customer account plan.
Mandatory for the Certificate and Diploma. Qualifies for Singular Award.

U502 Understanding the integrated functions of sales and marketing (8 credits)

This unit aims to develop knowledge in the commercial important of marketing to the success of an organisation as well as how marketing and sales can work together to achieve wider business goals.
Mandatory for the Certificate and Diploma. Qualifies for Singular Award.

U503 Sales forecasts and target setting (6 credits)

This unit aims to develop understanding in how to forecast sales as well as setting sales target for areas of responsibility.
Mandatory for the Certificate and Diploma. Qualifies for Singular Award.

U504 Leading a team (6 credits)

This unit aims to provide knowledge and understanding of transactional leadership as well as key leadership skills required for a Sales Manager.
Elective for the Diploma. Qualifies for Singular Award.

U505 Motivation and compensation for sales teams (6 credits)

This unit aims to build knowledge and understanding as to how team leaders and managers can achieve results through motivation and compensation of sales teams.
Elective for the Diploma. Qualifies for Singular Award.

U506 Coaching and mentoring (6 credits)

This unit aims to provide an understanding of the principles of coaching and mentoring as well as the skills for delivering a coaching or mentoring programme within the workplace.
Elective for the Diploma. Qualifies for Singular Award.

Unit U507: Designing, planning and managing sales territories (6 credits)

This unit aims to develop understanding and knowledge in the design, planning and management of sales territories as well as the work of the sales team within those territories.
Elective for the Diploma. Qualifies for Singular Award.

Unit U508: Analysing the financial potential and performance of customer accounts (6 credits)

This unit aims to provide the skills that sales and account managers need to analyse and manage the final performance of customer accounts.
Elective for the Diploma. Qualifies for Singular Award.

Unit U509: Relationship management for account managers (6 credits)

This unit aims to develop the knowledge and skills needed to support relationship management in sales.
Elective for the Diploma. Qualifies for Singular Award.

Unit U510: Bid and tender management for account managers (6 credits)

This unit aims to develop the knowledge and skills for bid tender and management needed by sales account managers.
Elective for the Diploma. Qualifies for Singular Award.

Unit U511: Developing a product portfolio (6 credits)

This unit aims to build the knowledge and skills necessary to determining the selling priorities across a product/service portfolio based on current and potential profitability.
Elective for the Diploma. Qualifies for Singular Award.

Study Options

This course is offered at Oxfor