ISM Level 4 – The Diploma in Sales and Marketing Management

The ISM Level 4 is designed for sales professionals who are thinking of moving into operational sales management.  ISM qualifications are written by sales experts and are designed to equip you with knowledge and understanding of theories for sales and account management.  They are all recognised by Ofqual, the UK examinations regulator.

The Level 4 qualifications are Vocationally Related Qualifications designed for sales professionals in an operational sales role, often managing others and allocating resources. They cover the theoretical and practical sales and marketing knowledge and skills required by aspiring sales managers and practicing sales managers to enable them to succeed in the workplace.

Each module within the Diploma in Sales and Marketing Management can be studied as a standalone Award.

Distance Learning

£2,40000+VAT
  • Single Module Distance Learning £425 +VAT
Course Enquiry

The Diploma is achieved when a student completes all eight units, which are:

  • U401 Managing responsible selling (4 Credits)

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

  • 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 ISM Level 4 Sales and Marketing Management course will be suitable for you if you meet any of these criteria:

  • You are an aspiring or practicing sales manager.
  • Your role requires you to manage other people and/or resources.
  • You want to develop knowledge, understanding and skills in sales and account management.
  • You want a qualification at a level equivalent to a Higher National Certificate or first year degree.
  • You want to be assessed on your ability to identify and use relevant understanding, methods and skills to address broadly defined complex problems.
  • You want to take responsibility for planning and developing courses of action and exercising autonomy and judgement within broad parameters.

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 studied  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 plenty of time to complete your ISM qualification.  We recommend the following timings as a guide for completion of each qualification tier.

  • Award: 1.5 to 2 months
  • Certificate: 6 to 9 months
  • Diploma: 12 to 18 months