The Institute of the Motor Industry · RQF Level 3
IMI Level 3 Diploma in Vehicle Sales Principles (VRQ)
You don’t just earn this. You learn to use it, one-to-one, on your own real work.
- LevelRQF Level 3
- Total credits78
- Guided learning531 hours
- Units in this qualification25
Awarded by The Institute of the Motor Industry · on the Ofqual register
Start here
See how this course maps onto your role
Ten quick questions, one per Future Fluency, asked against this qualification rather than a generic one.
About 5 minutes · No card · Nothing to commit to
What you’ll learn
What each unit actually teaches you to do
The IMI Level 3 Diploma in Vehicle Sales Principles (VRQ) is designed for individuals working in vehicle sales. Learners gain knowledge of sales packages, legal requirements, and job roles within the automotive industry, as well as skills in vehicle valuation and appraisal.
These are the units The Institute of the Motor Industry registers against this qualification. It is a catalogue, not a syllabus. Which of them you take depends on the combination the qualification requires, and that is set by the awarding body rather than by us. Every unit here is regulated, and every one you earn is yours to keep.
Knowledge of Appraising Vehicles For Part ExchangeReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the purpose of used vehicle appraisal for part exchange within a commercial context, including its role in sales and customer satisfaction.
- Understand how to appraise vehicles systematically for part exchange, considering factors such as vehicle condition, mileage, service history, and market demand.
Knowledge of Automotive Retail Negotiation And Sales TechniquesReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand how to present vehicle sales solutions to the customer in a clear and persuasive manner
- Understand how to provide excellent customer service throughout the vehicle sales process
- Understand how to communicate effectively with customers in a vehicle sales environment, both verbally and in writing
- Understand how to deal with customer objections and concerns effectively in a vehicle sales environment
- Close a sale successfully in a vehicle sales environment, whilst maintaining customer satisfaction
Knowledge of Brand, Product and Market Awareness in the Vehicle Sales and Supply BusinessReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the role of dealerships in the retail vehicle industry and their importance in the distribution network
- Understand the factors that influence profitability in the retail vehicle industry, such as sales volume, margin, and operational efficiency
- Understand own contribution to the profitability of the dealership through effective sales techniques and customer service
- Understand the influence of brands in the retail vehicle industry and how brand perception affects customer choices
- Understand the factors that influence customer behaviour in the vehicle purchasing process, including needs, preferences, and budget
- Understand the stages of the vehicle sales process, from initial enquiry to final sale and after-sales support
Knowledge of Complying With The Legal Requirements And Regulations Of Vehicle SalesReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the regulation and legislation relevant to vehicle sales, including consumer rights, trade descriptions and data protection.
- Understand own and organisational responsibilities in relation to regulation and legislation relevant to vehicle sales, ensuring compliance and ethical practice.
Knowledge of Conducting Vehicle Demonstration DrivesReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the purpose and value of a test drive.
- Understand how to prepare for a test drive.
- Understand the legal and regulatory requirements that apply to test drives.
Knowledge of Constructing And Understanding Sales PackagesReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand how to construct sales packages, including identifying customer needs and tailoring packages to meet those needs.
Knowledge of Delivering A Vehicle Sales Static PresentationReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand how to deliver a vehicle sales static presentation.
Knowledge of Handling Vehicle Sales Telephone EnquiriesReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand how to handle vehicle sales telephone enquiries effectively
- Understand the key information to gather during vehicle sales telephone enquiries
- Understand the importance of professional communication skills when handling vehicle sales telephone enquiries
Knowledge of Handover Of The Vehicle To The CustomerReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the impact and importance of the handover process in the vehicle sales process
- Understand the opportunities provided by the vehicle handover process to enhance customer satisfaction and build loyalty
- Know the required documentation involved in a successful vehicle handover
- Know the timescales involved in completing a successful vehicle handover
Knowledge of Health, Safety and Good Housekeeping in the Automotive EnvironmentReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the correct personal and vehicle protective equipment to be used within the automotive environment, and the reasons for their use.
- Understand effective housekeeping practices in the automotive environment, including waste disposal, cleaning procedures, and organisation of the workspace.
- Understand key health and safety requirements relevant to the automotive environment, including COSHH regulations, manual handling procedures, and fire safety.
- Understand about hazards and potential risks relevant to the automotive environment, including electrical hazards, chemical hazards, and mechanical hazards.
- Understand personal responsibilities for maintaining a safe and healthy working environment, and the importance of reporting hazards and incidents.
Knowledge of Managing Customer Relationships In A Vehicle Sales EnvironmentReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand how to manage customer relationships in a vehicle sales environment.
Knowledge of Meeting And Greeting Vehicle Sales CustomersReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the principles of effective customer communication in a vehicle sales environment
- Understand the importance of making a positive initial contact with vehicle sales customers
- Understand different communication methods and their suitability for different customer interactions
Knowledge of Negotiating Fleet And Business Buyer NeedsReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the importance and value of the business market for vehicle sales and its contribution to overall revenue
- Understand how to meet business vehicle buyers’ specific needs, such as fleet requirements, vehicle specifications, and financing options
- Understand how to adapt the sales process to individual business buyers, considering their organisational structure, decision-making processes, and purchasing policies
Knowledge of Promoting Finance And Insurance For Vehicle SalesReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand how to effectively promote finance and insurance products to vehicle sales customers
- Understand relevant legislation, regulation, codes of practice and guidelines relating to the sale of finance and insurance products for vehicle sales, including consumer protection laws and data protection requirements
Knowledge of Self Management And Administration In A Vehicle Sales EnvironmentReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the importance of self-management and administration in a vehicle sales environment, including time management, organisation, and record-keeping.
- Understand how to manage own work and administration in a vehicle sales environment, adhering to company policies and procedures.
Knowledge of Support for Job Roles in the Automotive Work EnvironmentReal unit · The Institute of the Motor Industry
What you'll be able to do
- Explain key organisational structures within the automotive work environment.
- Explain key functions within the automotive work environment.
- Explain key roles within the automotive work environment.
- Explain the importance of obtaining information to support their job role within the automotive work environment.
- Explain the importance of interpreting information to support their job role within the automotive work environment.
- Explain the importance of using information to support their job role within the automotive work environment.
- Explain the importance of different types of communication within the automotive work environment.
- Explain communication requirements when carrying out vehicle repairs in the automotive work environment.
- Explain how to develop good working relationships with colleagues in the automotive workplace.
- Explain how to develop good working relationships with customers in the automotive workplace.
Knowledge of Valuing Vehicles For Part ExchangeReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the purpose of used vehicle valuation for part exchange within a vehicle sales environment.
- Understand how to value vehicles for part exchange, taking into account relevant factors and market conditions.
Knowledge of how to Make Learning Possible through Demonstrations and InstructionReal unit · The Institute of the Motor Industry
What you'll be able to do
- Understand the nature and role of demonstrations and instruction in facilitating learning.
- Understand the principles and concepts underpinning effective demonstration and instruction techniques.
- Understand the external factors, such as organisational culture and learner needs, that influence human resource development.
Skills in Appraising Vehicles For Part ExchangeReal unit · The Institute of the Motor Industry
What you'll be able to do
- Appraise vehicles thoroughly for part exchange, identifying any mechanical or cosmetic issues that may affect their value.
- Present vehicle appraisals clearly and professionally to the customer, explaining the valuation process and any factors that have influenced the final price.
Skills in Automotive Retail Negotiation And Sales TechniquesReal unit · The Institute of the Motor Industry
What you'll be able to do
- Establish an effective relationship with the vehicle customer through active listening, empathy, and building rapport
- Negotiate a vehicle sale with the customer, achieving a mutually agreeable outcome while maximising profitability for the dealership
Skills in Constructing Motor Vehicle Sales PackagesReal unit · The Institute of the Motor Industry
What you'll be able to do
- Construct motor vehicle sales packages that meet customer needs and preferences
- Construct motor vehicle sales packages that are profitable for the organisation
- Construct motor vehicle sales packages that comply with relevant regulations and legislation
Skills in Delivering A Vehicle Sales Static PresentationReal unit · The Institute of the Motor Industry
What you'll be able to do
- Deliver a vehicle sales static presentation.
- Build a relationship with customers when delivering a vehicle sales static presentation.
- Gain customer agreement to a product or service during a vehicle sales static presentation.
Skills in Handling Vehicle Sales Telephone EnquiriesReal unit · The Institute of the Motor Industry
What you'll be able to do
- Demonstrate the ability to handle vehicle sales telephone enquiries effectively.
Skills in Meeting And Greeting Vehicle Sales CustomersReal unit · The Institute of the Motor Industry
What you'll be able to do
- Qualify the selling opportunity.
- Engage the customer in the selling process.
Skills in Valuing Vehicles For Part ExchangeReal unit · The Institute of the Motor Industry
What you'll be able to do
- Valuate vehicles accurately for part exchange, taking into account factors such as condition, mileage, and market value.
The honest bit
You’ve started things before
Most courses were built for a room full of people who aren’t you. A cohort moves on whether or not your week allowed it, and by the third week the thing you’re behind on becomes the reason you stop opening it.
There’s no cohort here, and no timetable to fall behind. Before anything starts, Zavmo asks when you’re sharpest and how long you can realistically sit down for, then builds the sessions around those answers. A bad fortnight changes your pace. It doesn’t put you behind.
And you only pay once you start learning. Searching and planning are free, and you can cancel any time — so the cost of finding out is an afternoon, not a year.
Your passport
Every credit is a stamp you keep
Level 3 credits are regulated. They don’t vanish when a subscription ends or a website closes. They travel to any employer, and Zavmo keeps the map of what you’ve earned and what’s next.
Each stamp is a real unit registered against this qualification.
Who’d teach you this
The Evidence Evaluator
Assessor
Helps you show what you can actually do, gathering the evidence that proves it as you learn.
Meet all twelve tutorsWhere this connects
Where these credits take you
A qualification is never a dead end here. See the jobs its credits open, the national occupational standards its units map to, and the future skills they quietly build.
- Appraising vehicles for part exchange
- Brand, product and market awareness in the vehicle sales and supply business
- Conducting Vehicle Demonstration Drives
- Delivering a vehicle sales static presentation
- Self management and administration in a vehicle sales environment
Skills it covers
What the job actually needs. These are the standards the units are built against, in the words employers and awarding bodies already use for the work itself.
How you’ll actually learn this
One-to-one, on your own real work
A qualification is usually something done to you: sit the class, sit the exam, hope it sticks. Here it’s the opposite. You learn it one-to-one with a companion, on your own real work, and you keep going until you can use it, not just recall it.
Applied to your own work
Learners will gain knowledge of the purpose and process of appraising vehicles for part exchange. The unit covers systematic appraisal methods, considering condition, mileage, and service history to support sales targets and customer trust.
- Remember
- Understand
- Apply
- Analyse
- Evaluate
- Create
Built for IMI Level 3 Diploma in Vehicle Sales Principles (VRQ)
25 units in this credential, in the order it lists them, awarded by The Institute of the Motor Industry.
- Knowledge of Appraising Vehicles For Part Exchange
- Knowledge of Automotive Retail Negotiation And Sales Techniques
- Knowledge of Brand, Product and Market Awareness in the Vehicle Sales and Supply Business
- Knowledge of Complying With The Legal Requirements And Regulations Of Vehicle Sales
- Knowledge of Conducting Vehicle Demonstration Drives
- Knowledge of Constructing And Understanding Sales Packages
and 19 more in the full unit list below.
One to one, not one to many
No two people run this the same way
A course is written once and handed to everyone. This is assembled around you, and keeps changing as it learns you. Five things it reads, and what each one changes.
- Your actual work Every unit is taught against a live piece of your own work, not a worked example from a textbook.
- What you already know The first conversation finds your starting point, so you skip what you can already do and spend the time on what you cannot.
- The conditions you learn under Not a learning-styles quiz. The evidence does not support those. The dimensions the research does back, read once and used to shape the plan.
- How far you got last time It picks up mid-thought. The tutor knows what you said, what you struggled with, and what it asked you to try.
- Which tutor suits the moment Twelve of them, each for a different kind of thinking. The one who walks you through a first idea is not the one who stress-tests it.
See how you learn, free. Eight questions, no sign-up. A directional taster; the diagnostic inside Zavmo goes deeper and keeps adapting.
Why it sticks
Most courses stop at remembering
There’s a well-known ladder of how deeply you learn something, called Bloom’s Taxonomy. Most courses get you up the first two rungs: you remember some facts, you pass a test, you forget it. Real skill lives at the top. Judging, deciding, creating. And this isn’t a generic ladder: every rung has a named Zavmo tutor who walks you up it.
- 6CreateThe Creative Catalyst
- 5EvaluateThe Evidence Evaluator
- 4AnalyseThe Analyst
- 3ApplyThe Coach
- 2UnderstandThe Connector
- 1RememberThe Builder
Where most courses leave you Where Zavmo takes you
The value
Why the companion is worth £70 a month
You’re not paying for the units. They’re regulated, and the same wherever you earn them. You’re paying for the one thing that decides whether you actually get there: a companion that makes them stick, on your real work.
That is one-to-one on this qualification, every day, on the work you already do, for £70 a month. Your first module is free, so you can see the teaching before you pay for any of it. Billed monthly, cancel any time and billing stops.
Earned on your own work, taught to the top.
Everything you just read, learned one-to-one on the job you already do. Your first module is free, so you can see the teaching before you pay for any of it.
Build my plan, freeNo card. See how this qualification maps onto your role and meet the tutors who’d teach it, free. The learning begins when you subscribe. It’s £70 a month, billed monthly. Cancel any time and billing stops.