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ISMM Level 3 – Unit U301: Preparing and Delivering a Sales Presentation
Welcome to Unit 301, ‘Preparing and delivering a sales presentation’. Are your sales presentations as dynamic, involving and effective as you would like them to be? How many of your sales presentations...
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ISMM U303: Understanding influences on buyer behaviour
Welcome to unit 303, ‘Understanding influences on buyer behaviour’. How do customers decide which product or service they want to purchase? Why do they make this decision? What goes through their mind...
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ISMM Unit 302: Handling objections, negotiating and closing sales
Welcome to unit 302, ‘Handling objections, negotiating and closing sales’. Picture the situation: you have just delivered a dynamic and engaging presentation to a big account. A significant sum of...
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ISMM U304: Understanding customer segmentation and profiling
Welcome to Unit 304, ‘Understanding customer segmentation and profiling’. Now more than ever, the ability to identify, understand and target valued customers is an essential factor in creating sales...
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ISMM Unit 305: Understanding sales and marketing in organisations
Welcome to unit 305, ‘Understanding sales and marketing in organisations’. In an ideal world, Sales and Marketing activities would go together hand-in-hand. Yet in many organisations, that is often not...
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ISMM Unit 306: Using market information for sales
Welcome to Unit 306, ‘Using market information for sales’. Without up-to-date information, it’s almost impossible to meet your customers’ needs and expectations. In order to succeed in highly...
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ISMM Unit 307: Time and territory management for sales people
Welcome to unit 307, ‘Time and territory management for sales people’. Are you utilising your time and talents sensibly? Misplaced hours mean lost sales and fewer career prospects. Poor territory...
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ISMM Unit 308: Planning for professional development
Welcome to Unit 308, ‘Planning for professional development’. Given the time and energy that you pour into your work, it makes sense that you should seek to ensure that it provides you with as much...
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ISMM Unit 309: Prospecting for new business
Welcome to Unit 309, ‘Prospecting for new business’. Whilst prospecting is equally important to the sales process as closing the deal, it very rarely gets the same level of consideration from sales...
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ISMM Unit 310: Sales pipeline management
Welcome to unit 310, ‘Sales pipeline management’. Effective sales pipeline management allows you to clearly identify all sales opportunities and deduce what stage of the sales cycle your clients and...
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