CERTIFICATE IN SALES AND MARKETING LEVEL 4 MQF

Transcription

1 CERTIFICATE IN SALES AND MARKETING LEVEL 4 MQF Increasing the professionalism and ethical standards of the sales profession Malta Qualifications Framework Level 4

2 What is ISMM? The Institute of Sales and Marketing Management (ISMM) is the professional membership body for salespeople. Their mission is to promote standards of excellence in sales and enhance the status of sales as a profession. Why ISMM? ISMM members are drawn from every sector of industry and commerce. From those just embarking upon a sales career through to senior and experienced sales managers and directors, they share a commitment to upholding the standards of professionalism and integrity that are all hallmarks of sales success.

3 The Academy of Business Leaders Malta is a joint venture between Business Leaders (Malta) and Mdina Partnership. Business Leaders Malta is a company founded by training and development consultancy Mdina Partnership, event manager Jugs Malta, and recruitment specialist Konnekt. Our business is providing solutions and services tailored to meet the most advanced requirements of ambitious organisations of all sizes. BLM s deeply rooted connections across entire business communities allow us to identify emerging organisational trends early. We have the capability to respond and adapt quickly with products, services and events designed to support organisations understand the new ways of the business world. Hundreds of chairmen, chief executives, principal officers, consultants, and managers operating in diverse industries and countless sectors have come together at BLM events since Mdina Partnership is a management and training consultancy that guarantees results. With a portfolio of training and development programmes tailored to suit specific organisational requirements, Mdina Partnership uses straightforward and tested processes to bring out the best in companies and their people. Established in 1980, Mdina Partnership has delivered countless programmes to thousands of people within organisations of all sizes in more than 30 countries. Programmes are designed on its Research, Deliver and Measure programme formula. Mdina Partnership has offices in Malta, the UK, and Germany. By building on its successful concept, BLM has evolved into a fully-fledged company with a distinct brand that represents a mission to reach ever-higher standards and exceed expectations by delivering consistently greater value.

4 Why study an ISMM Certificate in Sales and Marketing Management? You get the professional recognition you deserve. It demonstrates your commitment to a career in sales and identifies you as a business person who can be relied upon to adhere to the very highest standards of professionalism. Certificate in Sales and Marketing Level 4 MQF The certification is made up of a range of modules covering skills in a number of core areas understanding laws and ethics of selling, preparing and delivering a sales presentation, handling objections, negotiations and closing sales, understanding influences on buyer behaviour, and using market information for sales. Benefits for individuals Develop your abilities in Sales and Marketing. Raise your profile in your organisation. Benefits for employers Above average performance and increased sales Employers validate skills.

5 The ISMM Programme allows the possibility to collaborate with peers and colleagues whilst managing yourself and your personal skills. Additionally, ISMM courses are a proven business solution in empowering you to facilitate innovation and change within your organisation as well as achieve concrete results with the help of the Institute s training and resources. What about my CV? In a world of increased job mobility, properly regulated qualifications are becoming increasingly important. We are keen on supplying you with the tools required in order for you to transform yourself into a key factor of your organisation s future. All ISMM qualifications are accredited by relevant qualifications frameworks, meaning that they have the government s stamp of approval and have been certified as being fit for purpose and of a high standard. We understand the value of your time and are therefore aware of the need to support you. To this end, ISMM has a number of support mechanisms in place such as notes and handouts, assignments and online resources in order to further support your progress.

6 Course Modules Module 1 Preparing and delivering a sales presentation This unit aims to provide the necessary skills for preparing, developing and delivering sales presentations (or pitches) including considering the customer s needs and preparing a presentation to meet those needs. Candidates should be able to give a sales presentation to suit the customer and meet pre-defined objectives. Dates: 17/6, 1/7 Module 2 Understanding influences on buyer behaviour This unit aims to provide the knowledge and understanding necessary to enable 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. Dates: 15/7, 29/7 Module 3 Handling objections, negotiating and closing sale Module 4 Understanding laws and ethics of selling 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. Dates: 18/9 Module 5 Using market information for sales This unit aims to provide the knowledge and skills needed to obtain and analyse information that helps to understand the markets that are sold into. Dates: 30/9, 14/10 Assessments All units will be internally assessed by the centre and externally verified by the ISMM. No units are assessed by examination. Learners will need to show that they meet each of the assessment criteria detailed within each unit, to the required standard for the level of the unit. Work-based evidence or a model assignment needs to be presented. This unit aims to provide the skills to handle and overcome sales objections and to negotiate in order to be able to close the sale effectively in a way that is mutually beneficial to both the customer and own organisation. Dates: 2/9, 16/9 This programme has a total of 26 hours, starting 29 th September Every lecture will last 3 hours and will take place every fortnight. All lectures will be held from 17:00 till 20:00. PRICE 750+VAT

7 Accredited Centre of: T E. W. academy.businessleadersmalta.com Mdina Partnership is licensed as a Further/Higher Education Institution with the National Commission for Further and Education Malta - Licence Number: 2013-FHI-020 & Institute of Leadership and Management - Centre No: