7/27/2019 Advance Diploma in: Sales & Account Management through ISMM

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WELCOMEIn recent years lots o new training opportunities or

Sales Executives have been introduced into the market,

delivered by companies who specialise in the generic

requirements o a particular industry.

In a bid to move away rom the generic and towards

developing truly unique solutions ocussed on business

development or individual organisations, Advance, an

established sales management training and consultingcompany, have developed an interactive and engaging

multimedia Diploma in Sales and Account Management,

which is accredited by the ISMM and entirely ocused

on individuals and organisations operating in a sales

environment. The course is unique in bringing the positive

eatures o interaction and inspiration rom the classroom and

increasing their eect by exploiting the powerul advantages

which arise rom the transer o learning to a mobile world.

 The delivery method is more than just training provision it

oers sustainable learning acilitation.

 The Diploma is designed to deliver eective training in anonline environment integrated into mobile technology.

 The combined eciency o aster delivery, exibility and the

convenience o mobile learning delivers maximum impact at

minimum cost with a swit and positive eect on competitive

edge and business perormance.

Proessor Claudio Vignali PhDVice President CIRCLE(College for International Retailing, Consumerism, Leisure and Entrepreneurship)

Head of the Virtual University College at the University of Vitez

Level 5 DiplomaIN SALES & ACCOUNT MANAGEMENT

LEVEL 5

L E 

VE L  5 

Recognised by

7/27/2019 Advance Diploma in: Sales & Account Management through ISMM

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LEVEL 5

L E 

VE L  5 

ADVANCE SELLING SKILLS:OUR BACKGROUNDAdvance has over 30 years o experience in developing

and rening the content on which our current sales

training courses are based. We have combined

this experience with business theory and proven

market research to develop our programmes. Our

courses have been delivered to over 20,000 people

and our customers include many o today’s leading

organisations.

More recently we have taken the positive eatures o

the classroom experience and transormed them into

an engaging, immersive, online learning experience.

Our content populates our business-ocussed learning

management system which is built on a powerul

sotware platorm –together these create the Advance

online Sales Academy. The ull content o our courses

has been mapped with learning outcomes at diferent

competency levels to allow us to tailor our approach

at the individual level to enhance and accelerate skills

training.

We provide core proessional selling skills needed in

all circumstances. Skills needed to create the sale, win

the sale and develop a customer account.

The Advance Academy contains individual modules

each o which are standalone courses in their own

right. These modules are combined and themed to

create programmes and sub-programmes.

HOW OUR COURSE IS UNIQUEThe ISMM accredited Level 5 Diploma in Sales and

Account Management rom Advance is oered to

individuals and organisations (through an Advance

Branded Academy). The Level 5 Diploma is delivered

to virtual environments online and oine through our

Learning Management System which connects ormal,

inormal and collaborative learning.

By enrolling with Advance or an ISMM Diploma you gain

a signicant and unique advantage: it includes one year’s

subscription to the online Advance Sales Academy.

You gain ull access to a com prehensive choice o world

class sales training assets. You will be able to explore many

interactive, multimedia courses and e-books; all struc tured in

online and ofine ‘bite-size’units or max imum exibility. The

Academy also contains a wealth o supportive documentation

and orms to help you develop in your sales role.

All o our e-training is constructed in HTML5, which allows

content to be experienced on multiple platorms including

iOS and Android via mobile and desktop devices.

WHO SHOULD ENROL• Established or aspiring sales managers, account

managers, regional sales managers or regional/

key account managers.

• People working at this level have responsibility

or planning and developing courses o action

and have a large degree o autonomy. They are

also responsible or the work o other people.

• Ideally, candidates should have a good

understanding o sales at an operational level

and have the desire to sell or manage the sale o 

larger projects at a strategic level.

ADVANTAGES OFTHE VIRTUAL CLASSROOMThe virtual classroom oers many advantages over traditional

classroom-based learning. 

Flexibility and convenience - The Advance Virtual Classroom

is accessible 24 hours a day, seven days a week.

 Time eciency is another strength brought by the online

learning ormat. Participants can access the Diploma

modules at any time o the day or night. Our e-training is

exible with respect to where and when study takes place.Progress Faster - An individualised approach allows

learners to progress through the course at their own speed

– more quickly through material they already know and

understand to move onto areas where they need more

training. E-training is completed signicantly aster than

conventional classroom methods where courses operate at

the speed o the slowest learner.

Increased Retention - Our multimedia units combine many

elements to reinorce the message and to build memory

which results in better retention. Unlike the classroom,

learners can replay sections o the training that might not

have been clear rst time. This is an especially useul eature

or salespeople in the eld, who can reresh newly-learned

key skills via their mobile devices in the moments beore

scheduled customer meetings.

Reduced cost – For organisations e-training ofers many cost

savings when compared to ace-to-ace training. No classrooms

to pay or, participant travel and accommodation expenses

saved, no manuals or notes to print, store and distribute. It

allows large numbers o people to participate in a high quality

learning situation when distance and schedule would make

traditional training methods dicult-to-impossible.

This what our customers say about the quality o our training:

“Our challenge was to turn to a services sales orce into

one capable o selling global services to multinational 

companies. They provided innovative sales training which

 proved brilliantly eective. It gave the sales team the

techniques and the confdence to tackle their new market 

and proved really successul or the business.” 

General Electric Inormation Services - (GEISCO)

LEVEL 5 DIPLOMA IN SALES ANDACCOUNT MANAGEMENTThis Qualifcation aims to provide individuals

with the knowledge and skills to b e eective in a

sales management role. Learners will develop an

understanding o, and be able to pro-actively develop

a customer accounts plan and maximise opportunities,

by achieving preerred supplier status, including

defning and planning work or appropriate territories,

understanding the links between sales and marketing

and exploring the bid/tender management process.

COURSE CONTENT The course consists o seven key units:

401: Managing responsible selling - enables the

development o the knowledge and skills involved in

managing operations consistent with social and ethical

principles and legal and regulatory requirements.

501: Understanding and developing customer accounts

- explores the required knowledge, understanding

and skills necessary to establish how organisations

select suppliers and to use that inormation to achieve

protable business relationships.

502: Understanding the integrated unctions o sales and

marketing - teaches about the commercial importance

o short, medium and long-term marketing, the value o 

market analysis in developing strategies that ocus on

appropriate customer.

507: Designing, planning and managing sales territories

- teaches how to establish and implement territory plans

that optimise the sales efort, how to plan and resource

the work o the sales teams.

508: Analysing the nancial potential and perormance

o customer accounts - enables participants to identiy

how to maximise prot by monitoring accounts

and directing the development o your customer

relationships to achieve the most positive impact on

the business.

509: Relationship management or account managers –

helps develop understanding o how to build and control

relationships within accounts, through networking,

deployment o consultative selling, engagement o 

stakeholders and measurement.

510: Bid and tender management or account managers

- enables the development o the knowledge and skills

needed to work to strict timetables, produce appropriate

documentation to support the bid and tender the

bid itsel.

 

ASSESSMENT METHODOLOGY

Advance online learning supports development through

knowledge transer, skills reinorcement and practical

application with three levels o assessment:

1. Automated knowledge assessments to check 

understanding within the multimedia units and to check 

an holistic understanding o broader areas.

2. Practice assignments utilising Case Studies, Scenarios

and branching activities to practice new and developed

skills in a supported environment.

3. Work-based evidence-gathering to demonstrate the

practical application o new and developed skills in a real

sales environment.

All assessment is completed and submitted online.

All units will be internally assessed by the moderator and

externally veried by the ISMM. No units are assessed by

examination in these qualications. Learners will need

to show that they meet each o the assessment criteriadetailed within each unit, to the required standard or the

level o the unit.

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LEARNING OUTCOMESBy the end o the diploma you should:

• Know about legal, regulatory, ethical & socialrequirement o the sales process and how to dealwith noncompliance

• Know when and how to undertake stakeholder analysis

• Understand how to comply with legislation when selling

•

Understand customer buying practices / support issuesand your own organisation’s business value

• Understand marketing research & how it is used in

sales and how a marketing strategy supports thesales process

• Understand sales territory design, planningand management and the actors that afectterritory management

• Understand how to build relationships with accounts,use networking & consultative selling and monitor /control customer relationships

• Understand the principles o bid & tender management

and how to ollow up the tendering o the bid• Be able to prepare or customer procurement and gather

inormation to develop customer accounts

• Be able to use market analysis in sales, and alignmentwith marketing strategies to progress sales

• Be able to review & revise territory plans and resourcesales territories

• Be able to use nancial tools to assess & prioritisenew accounts & measure potential value; ollow yourorganisation’s management accounting procedures andevaluate nancial risks

• Be able to prepare or & write a bid and tender a bid to

the customer.

BENEFITS TO BUSINESSESCourse sponsors see a swit return on investment becausethe Diploma is structured into exible bite-sized units,enabling limited development time to be used moreefectively and delivering immediate business value.On-going benets to organisations include:

Improved sales processes which lead to:

• Ability to identiy more sales opportunities

• Greater productivity

• Increased efectiveness.

LEVEL 5

CONTACT DETAILSFor urther inormation about this course,please contact:Advance ISMM Course AdministratorTel: 0845 125 9098Email: customerservices@advancetm.com

www.as-sa.co.uk 

Increased sales and profts, through:

• Improved competitive edge

Ability to attract, retain and grow proessional salesmanagers and account managers leading to:

• Improved motivation and retention rates o sales staf 

through proessional development (and lower attrition)

• Improved customer retention rates via improved

account and relationship management

• Improved customer perception through

increased proessionalism.

Ultimately increased win rates via better individual and

 Team perormance improving your competitive edge and

with improved operational eciency.

BENEFITS TO INDIVIDUALSThe Level 5 Diploma

• gives practising or potential Sales Manager and /orAccount Managers the oundation or their ormaldevelopment in either role

• allows individuals to develop real skills in astructured manner,

• allows individuals to gain the knowledge needed

to succeed as a sales manager or account managergiving you competitive edge in today’s dynamicbusiness world

•

An ISMM qualifcation will enable you to:

• ully demonstrate your commitment to yourchosen career

• enhance your CV

• improve your sales credentials with ormalacknowledgement o sales management and account

management expertise

•

ProgressIt is possible to progress rom an ISMM Level 5qualication to an MA, in Sales Management, an MSc, inSales Management or an MBA.

Recognised by