ISM Level 3 – The Diploma in Sales and Marketing

Providing an overview of the role of sales and the customer relationship, this qualification is ideal for new or aspiring field sales professionals, or students in either secondary or further education with some experience of sales.

All tiers of qualification (Awards, Certificate and Diploma) are in line with other Ofqual recognised qualifications including A-level, BTEC National or NVQ level 3. The qualification is assessed by assignment without examination making it well-suited to busy sales professionals.

Each unit  within the Diploma in Sales and Marketing can be completed as a standalone Award. The Diploma is awarded when a student completes each of the four mandatory units (Totalling 17 Credits) plus any optional units giving a minimum total of 37 credits.

Distance Learning

£2,200+VAT
  • Single Module Distance Learning £395 +VAT

The mandatory units  are:

  • U201 Understanding laws and ethics of selling* (3 Credits)

  • U301 Preparing and delivering a sales presentation (5 Credits)

  • U302 Handling objections, negotiating and closing sales (6 Credits)

  • U303 Understanding influences on buyer behaviour (3 Credits)

*Please note that ‘U201 Understanding laws and ethics of selling’ is taken from the Level 2 qualification, and can be studied as a standalone Level 2 Award

The elective units are:

  • U304 Understanding customer segmentation and profiling (4 Credits)

  • U305 Understanding sales and marketing in organisations (4 Credits)

  • U306 Using market information for sales (5 Credits)

  • U307 Time and territory management for sales people (6 Credits)

  • U308 Planning for professional development (2 Credits)

  • U309 Prospecting for new business (4 Credits)

  • U310 Sales pipeline management (6 Credits)

Course Details

Entry Requirements

The Level 3 courses are designed for sales professionals in their first or second sales role, who want to enhance their knowledge and skills to progress in their field. 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. Some work experience would be advantageous.

What Will You Learn?

We offer the full range of level 3 units which can make up:

  • Award in Sales and Marketing: each unit can be described as a single Award
  • Certificate in Sales and Marketing requires the completion of the four mandatory units (17 credits in total)
  • Diploma in Sales and Marketing requires students to complete the mandatory units plus any optional units giving a minimum total of 37 credits (including the mandatory unit credits)

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

U201 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.
Mandatory for the Certificate and Diploma. Qualifies for Singular Award

U301 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) with consideration for predefined objectives as well as the customer’s needs providing opportunities for questions to be asked.
Mandatory for the Certificate and Diploma. Qualifies for Singular Award

U302 Handling objections, negotiating and closing sales (6 Credits)
This unit aims to provide the skills to handle and overcome sales objections as well as negotiating to close the sale in a way that is mutually beneficial to both the customer and sales organisation.
Mandatory for the Certificate and Diploma. Qualifies for Singular Award

U303 Understanding influences on buyer behaviour (3 Credits)
This unit aims to provide knowledge and understanding that enables 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.
Mandatory for the Certificate and Diploma. Qualifies for Singular Award

U304 Understanding customer segmentation and profiling (4 Credits)
This unit aims to build on the understanding of customer groups through profiling and segmentation activities.
Optional Unit for the Diploma. Qualifies for Singular Award

U305 Understanding sales and marketing in organisations (4 Credits)
This unit aims to provide 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.
Optional Unit for the Diploma. Qualifies for Singular Award

U306 Using market information for sales (5 Credits)
This unit aims to provide the knowledge and skills needed to obtain and analyse information to help understand different markets.
Optional Unit for the Diploma. Qualifies for Singular Award

U307 Time and territory management for salespeople (6 Credits)
This unit aims to provide the knowledge and skills needed to plan use of time and plan sales calls to meet sales targets as well as to develop a plan to manage sales within a sales territory.
Optional Unit for the Diploma. Qualifies for Singular Award

U308 Planning for professional development (2 Credits)
This unit enables learners to develop knowledge and skills for managing their own professional development to enhance career progression.
Optional Unit for the Diploma. Qualifies for Singular Award

U309 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.
Optional Unit for the Diploma. Qualifies for Singular Award

U310 Sales pipeline management  (6 Credits)
This unit aims to enable the learner to pro-actively manage the sales cycle to convert potential customers into actual customers and to close sales. The learner needs to accurately forecast sales, manage time, analyse potential conversions from leads to closed sales and focus time and energy on most likely conversions.
Optional Unit for the Diploma. Qualifies for Singular Award

Study Options

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

You will also be supported throughout the units by a tutor who you can contact and can 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:  U301 Preparing and delivering a sales presentation, 5 Credits = 50 learning hours including assignment

We provide 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: 1.5-2 months
  • Certificate: 6-9 months
  • Diploma: 12-18months

What Is Included In The Fee?

When you sign up for an Award, Certificate or the full Diploma, you will receive the following:

  • Online access to the academic material via our Online Learning System
  • Access to our Support Team via online chat, email and telephone
  • A Personal Assignment Tutor with telephone and email support

Free access to:

  • Our Principles of Marketing  Programme (worth £200), to give you an overview of key marketing theory
  • Core e-Study Guide for each unit , written by the ISM as an essential learning tool for each unit. This will provide an opportunity to complete mini tasks and homework to help with your learning and tailor your ideas for the assignment.

Open Evenings

We are currently not running face to face open evenings, due to Covid restrictions. However, we are running virtual open evenings, please click here for more information. If you would like to book a virtual appointment with one of our team to discuss your study options, please contact enquiries@oxfordpeg.com.

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I recently completed my Diploma in Professional Digital Marketing. Amazing experience studying with the Oxford College of Marketing, great tutors support and customer support staff. It is an excellent education center which I would definitely recommend.
Liliana Tene
Liliana Tene
16:01 16 Sep 21
Really helpful team, both tutors and college. Would recommend!
Eryn Sergeant
Eryn Sergeant
14:58 16 Sep 21
I started studying with Oxford College of Marketing in 2019 to complete my CIM Professional Marketing qualification. The support and advice I've had in that time has been second to none. The online platform is perfect for distance learning or gaining additional support around your face to face classes.During the pandemic it has been a huge relief to have access to the online platform and support whenever I've needed it from the admin team or tutors. Without this, I wouldn't have been able to achieve a distinction in my Strategic Marketing module.It's an excellent education service which I would definitely recommend.
Warren Fiveash
Warren Fiveash
13:59 16 Sep 21
I recently completed a Marketing Leadership Gateway course with the Oxford College of Marketing. The teaching and support was excellent and I would recommend them to any aspiring or experienced marketing professional.
Adam Procter
Adam Procter
09:28 02 Jul 21
Fantastic study centre to get your CIM diploma or qualification. Really helpful tutors and resources.
Nader Naccouzi
Nader Naccouzi
14:50 17 Jun 21
2020 was unprecedented and OXCOM went above and beyond to make sure our learning could continue. I always found the support team very helpful and the teaching staff are very experienced. I would recommend OXCOM to others - Thank you OXCOM for seeing us through 2020!
Pippa Evans (Philippa)
Pippa Evans (Philippa)
19:27 16 Jun 21
I have recently completed the CIM Level 4 Certificate in Digital Marketing with Oxford College of Marketing. My tutor Alicia has been excellent and very supportive and the staff has been super helpful and friendly. I have received a great support from the college and will definitely study the diploma level with them!
Zerin Efe
Zerin Efe
20:35 14 Jun 21
Great course, Ive really enjoyed it and the tutors have been excellent
Megan Dale Hughes
Megan Dale Hughes
09:43 16 Apr 21
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