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

£2,20000+VAT
  • Single Module Distance Learning £395 +VAT
Course Enquiry

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.