ISMM Institute of Sales and Marketing Management Level 5

What you will study

The ISMM Level 5 in Account Management or Sales Management, or both together, comprises five units:

Unit 1: Account Management Principles and Practice (account management award, certificate, diploma and combined diploma)

This unit defines account management and will show you how to design and implement an effective account plan. You’ll also explore how to identify and manage critical success factors for change, the use of benchmarking and standards as management tools, coaching for CPD, and facilitating and controlling meetings.

Unit 2: Sales Management and Leadership (sales management award, certificate, diploma and combined diploma)

You’ll look at different leadership and management styles, explore motivation techniques and skills, and learn how to develop quality teams during this unit. You’ll also learn how to organise teams to sell products at trade fairs and other events, as well as develop, audit and renew networks of existing and prospective customers.

Unit 3: Account Management and Sales Management (certificates and diplomas)

This unit will be assessed by a 3,000-word, work-based report. You’ll focus on the ethical and legal issues that affect individuals, the salesforce and the wider organisation. This unit also covers such areas as change management, how to handle complex problems, statistics, credit control, communication skills and applying different sales models.

Unit 4: Marketing for Key Account Managers and Sales Managers (diplomas)

This unit will be assessed by a 3,000-word, work-based report. In this unit, you’ll look at the strategic, marketing and market research processes and how marketing objectives link with corporate and sales goals. You’ll also examine the challenges facing non-marketing organisations and sales approaches that can improve sales performance and profit.

Unit 5: Investigative Project (combined diploma)

Drawing on your experiences of the four units, you’ll prepare a 5,000-word investigative report on an approved topic of your choice.

Study routes

You can gain different qualifications, depending on the number and combination of units you complete:

• Unit 1: Level 5 Award in Account Management. Around 60 hours plus assignment research and preparation
• Unit 2: Level 5 Award in Sales Management. Around 60 hours plus assignment research and preparation
• Units 1 and 3: Level 5 Certificate in Account Management. Around 130 hours plus assignment research and preparation
• Units 2 and 3: Level 5 Certificate in Sales Management. Around 130 hours plus assignment research and preparation
• Units 1, 3, 4 and 5: Level 5 Diploma in Account Management. Around 205 hours plus assignment research and preparation
• Units 2, 3, 4 and 5: Level 5 Diploma in Sales Management. Around 205 hours plus assignment research and preparation All units: Level 5 Diploma in Sales and Account Management. Around 265 hours plus assignment research and preparation

The courses are distance learning with individual tutorial support. There are one-to-one or group tutorials at the beginning of the course, with further tutorials arranged about half way and at the end of each unit. You can also contact your tutors by phone and email.

Why choose this course?

Why study this course?

• Gain a professional, internationally recognised qualification
• Ideal for sales and account managers
• Learn the theoretical knowledge and practical skills needed to advance your management career

Salespeople are the largest professional group in the UK, and critical to the success of any company. It is they who generate revenue, boost profits and grow businesses. Good management, therefore, is incredibly important.

The Institute of Sales and Marketing Management offers courses for people at all levels of the profession. These courses are approved by the Qualifications and Curriculum Authority and are designed to meet the needs of employees and employers.

These Level 5 courses have five units to choose from, depending on the qualification you want (see study routes below). These include:

• Unit 1: Account Management Principles and Practice
• Unit 2: Sales Management and Leadership
• Unit 3: Account Management and Sales Management
• Unit 4: Marketing for Key Account Managers and Sales Managers
• Unit 5: Investigative Project

Course fees

Fees

Each unit costs £550, however if you book all five modules at once you will receive a 10% discount.

And if you are a member of the University of Hertfordshire Alumni Association or a Business School Corporate Partner, you will receive a 15% discount.

Professional and Career Development Loans

Study routes

• Part Time