Upload
brianwilson085
View
220
Download
0
Embed Size (px)
Citation preview
7/27/2019 Advance Diploma in: Sales & Account Management through ISMM
http://slidepdf.com/reader/full/advance-diploma-in-sales-account-management-through-ismm 1/3
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
http://slidepdf.com/reader/full/advance-diploma-in-sales-account-management-through-ismm 2/3
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.
7/27/2019 Advance Diploma in: Sales & Account Management through ISMM
http://slidepdf.com/reader/full/advance-diploma-in-sales-account-management-through-ismm 3/3
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: [email protected]
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