UK
01What it is

This Level 3 NVQ Diploma in Sales (QCF) enables candidates to demonstrate occupational competence in a sales environment. Learners will develop skills in areas such as selling at exhibitions, managing promotions, and supporting learning and development.

These are the units Active IQ 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. Zavmo teaches towards them on your own work.

Zavmo is not an awarding body, is not an approved centre, and is not affiliated with Active IQ. It does the teaching and the mapping. Active IQ sets this qualification and awards it, and a qualified human assessor makes the assessment decision.

02The units

What each unit actually teaches you to do

Assessing customers’ credit status Real unit · Active IQ
You'll learn to assess and monitor customers' credit status. The unit includes understanding assessment methods, applying tools, and ensuring compliance with data protection regulations to manage credit risk effectively.

What you'll be able to do

  • Understand the methods and criteria used to assess customer credit status, including credit scoring, credit history, and affordability checks
  • Assess the credit status of customers using appropriate methods and tools, ensuring compliance with data protection regulations
  • Monitor the credit status of customers on an ongoing basis, identifying potential risks and taking appropriate action to mitigate them
Assisting customers in obtaining finance for purchases Real unit · Active IQ
This unit covers assisting customers in obtaining finance for purchases. You'll understand creditworthiness criteria, propose suitable financial options, and complete finance arrangements in accordance with regulatory requirements.

What you'll be able to do

  • Understand the conditions that customers must meet to obtain finance for purchases, including creditworthiness and affordability
  • Propose suitable financial options to customers based on their individual needs and circumstances
  • Complete the necessary documentation and processes to finalise finance arrangements for purchases, ensuring compliance with legal and regulatory requirements
Building and retaining sales relationships Real unit · Active IQ
This unit covers building and retaining sales relationships. You'll understand the benefits and risks of investing in relationships, develop strategies to build trust, and implement approaches to maintain customer loyalty and repeat business.

What you'll be able to do

  • Understand the benefits of building and maintaining long-term sales relationships, including increased customer loyalty and repeat business.
  • Understand the potential risks associated with investing in sales relationships, such as the time and resources required.
  • Develop and implement strategies to build strong sales relationships with customers, based on trust and mutual benefit.
  • Implement strategies to retain existing sales customers, such as providing excellent customer service and addressing their needs effectively.
Buyer behaviour in sales situations Real unit · Active IQ
It teaches you to understand buyer behaviour models and their impact on the sales cycle. You'll analyse motivation and perception factors and adapt sales strategies to respond effectively at each stage of the buyer's decision-making process.

What you'll be able to do

  • Understand how different models of buyer behaviour, such as the buying decision process and the buyer behaviour matrix, impact the sales cycle.
  • Understand how factors such as motivation, perception, learning, and attitudes influence buyer behaviour in sales situations.
  • Adapt sales strategies and communication styles to effectively respond to the buyer at each stage of the decision-making process.
  • Identify and address potential barriers or objections that buyers may have during the sales process.
Communicate information and knowledge Real unit · Active IQ
This unit focuses on effective communication of information and knowledge. You'll identify information needs, assess source reliability, understand communication methods, and adapt techniques according to audience and context.

What you'll be able to do

  • Identify the information required for communication in a given context
  • Determine the reliability of information sources for communication
  • Understand various communication techniques and methods applicable to different situations
  • Communicate information and knowledge effectively using appropriate techniques and methods
  • Adapt communication techniques and methods based on the response of the target audience
Communicating using digital marketing/sales channels Real unit · Active IQ
This unit provides learners with knowledge and skills to plan and deliver digital marketing and sales communications. You'll select appropriate digital media, ensure message accessibility, and monitor and evaluate responses to digital campaigns.

What you'll be able to do

  • Understand how to plan the use of digital media for a specific message, audience and recipients, considering factors such as platform suitability, content format, and timing.
  • Plan the use of digital media for a specific message, audience and recipients, creating a detailed plan that outlines objectives, target audience, channels, content, and budget.
  • Check the digital message can be accessed and/or delivered, ensuring compatibility with different devices and browsers, and testing deliverability.
  • Monitor and evaluate the response to digital activity and take any corrective action, using analytics tools to track key metrics, identifying areas for improvement, and making adjustments to the campaign.
Complying with legal, regulatory and ethical requirements in a sales or marketing role Real unit · Active IQ
This unit provides knowledge of legal, regulatory, and ethical requirements in sales and marketing roles. You'll identify relevant legislation, industry codes, and organisational policies to ensure compliance in their professional practice.

What you'll be able to do

  • Understand the legal requirements relevant to sales and marketing activities, including data protection, consumer rights, and advertising standards
  • Understand the regulatory requirements impacting sales and marketing, such as industry codes of conduct and trading standards
  • Understand the ethical considerations in sales and marketing, including honesty, transparency, and fair competition
  • Comply with organisational policies and procedures relating to legal requirements in a sales or marketing role
  • Comply with organisational policies and procedures relating to regulatory requirements in a sales or marketing role
  • Comply with organisational policies and procedures relating to ethical requirements in a sales or marketing role
Contributing to the development and launch of new products and/or services Real unit · Active IQ
You'll explore the product development process, including its stages and key considerations. They will develop the ability to contribute to the development and launch of new products or services through effective communication and collabouration.

What you'll be able to do

  • Understand the product development process, including the stages involved and the key considerations
  • Contribute effectively to the product and/or service development and launch process, working collaboratively with others
Develop, maintain and review personal networks Real unit · Active IQ
You'll understand the benefits of networking and data privacy considerations. The unit covers developing and reviewing personal networks to support career progression and business opportunities while adhering to data protection legislation.

What you'll be able to do

  • Understand the benefits of networking for professional development and business opportunities
  • Understand the need for data privacy and compliance with relevant legislation when developing and maintaining personal networks
  • Develop a personal network of contacts relevant to professional goals and industry sector
  • Review networking relationships to ensure they remain beneficial and aligned with professional objectives
Developing and implementing sales call plans Real unit · Active IQ
You'll learn to create and execute structured sales call plans. The unit includes setting call objectives, planning, effective communication, applying sales techniques, and managing interactions during sales calls.

What you'll be able to do

  • Develop a structured sales call plan that outlines objectives and strategies
  • Undertake a sales call, applying effective communication and sales techniques
Developing and implementing sales support and customer service programmes Real unit · Active IQ
This unit covers the development and implementation of sales support and customer service programmes. You'll understand their benefits, identify business requirements, and create tailored programmes to enhance customer satisfaction and loyalty.

What you'll be able to do

  • Understand the importance of providing effective sales support and customer service programmes
  • Develop sales support and/or customer service programmes tailored to specific business requirements
  • Implement sales support and customer service programmes effectively within an organisation
Developing sales proposals Real unit · Active IQ
You'll understand how to develop and evaluate sales proposals tailored to client needs. The unit covers key proposal elements, structure, information gathering, and presenting value propositions to support sales objectives.

What you'll be able to do

  • Understand the key elements and structure required when writing effective sales proposals
  • Develop comprehensive sales proposals that meet specific client needs and objectives
  • Evaluate the effectiveness and potential impact of a sales proposal
Lead and manage meetings Real unit · Active IQ
You'll learn to lead and manage meetings effectively. The unit covers meeting preparation, managing procedures, chairing discussions, and completing post-meeting tasks to ensure productive outcomes.

What you'll be able to do

  • Prepare effectively to lead a meeting, including setting objectives and creating an agenda
  • Manage meeting procedures to ensure meetings are productive and efficient
  • Chair a meeting, facilitating discussion and ensuring all participants have an opportunity to contribute
  • Undertake post-meeting tasks, such as distributing minutes and following up on action items
Leading a sales or marketing team Real unit · Active IQ
You'll learn to lead a sales or marketing team by setting realistic targets aligned with organisational objectives, motivating team members using suitable techniques, and monitoring and evaluating team progress towards goals.

What you'll be able to do

  • Set realistic and achievable targets for the sales or marketing team, aligned with organisational objectives.
  • Support the motivation of individual members within the sales or marketing team, using appropriate motivational techniques.
  • Monitor and evaluate the progress of the sales or marketing team against agreed targets and key performance indicators (KPIs).
Manage own professional development within an organisation Real unit · Active IQ
It teaches you to manage their own professional development by assessing career goals, setting SMART objectives, producing a personal development plan, and monitoring its implementation in alignment with organisational aims.

What you'll be able to do

  • Assess own career goals and personal development, identifying strengths, weaknesses, opportunities, and threats (SWOT analysis) and aligning them with organisational objectives.
  • Set personal work objectives, ensuring they are Specific, Measurable, Achievable, Relevant, and Time-bound (SMART).
  • Produce a personal development plan, outlining specific activities, resources, and timelines for achieving personal work objectives.
  • Implement and monitor own personal development plan, tracking progress, seeking feedback, and making adjustments as needed.
Managing the induction and probation of sales staff Real unit · Active IQ
You'll understand induction and probation processes for new sales staff, including legal and organisational requirements. The unit covers planning, managing induction programmes, monitoring probation, and providing constructive feedback.

What you'll be able to do

  • Understand the purpose and importance of induction processes for new sales staff, including legal and organisational requirements.
  • Understand the purpose and importance of probation periods for new sales staff, including setting objectives and providing feedback.
  • Plan and manage the induction programme for new sales staff, ensuring all necessary information and training is provided.
  • Monitor and manage the performance of new sales staff during their probation period, providing constructive feedback and support.
Meeting customers’ after sales needs Real unit · Active IQ
You'll learn to investigate and handle customers' after sales needs. The unit covers analysing customer requirements, professional communication, managing after sales requests, and reviewing processes to improve customer satisfaction.

What you'll be able to do

  • Investigate and determine customer after sales needs effectively
  • Handle customers’ after sales needs in a professional and timely manner
  • Review the after sales process to identify areas for improvement
Monitoring and managing sales team performance Real unit · Active IQ
You'll explore methods for monitoring and managing sales team performance. The unit covers the use of KPIs, sales targets, providing feedback, coaching, and addressing performance issues to support team effectiveness.

What you'll be able to do

  • Understand various methods of monitoring sales team performance, including key performance indicators (KPIs) and sales targets.
  • Understand the importance of providing regular feedback and coaching to sales team members to improve their performance.
  • Monitor the performance of the sales team against agreed targets and objectives.
  • Manage the performance of individual sales team members, addressing any performance issues and providing support for improvement.
Negotiating, handling objections and closing sales Real unit · Active IQ
You'll develop skills in handling objections, negotiating with customers, and closing sales. The unit includes preparing for objections, applying negotiation techniques, and achieving mutually beneficial agreements to finalise sales.

What you'll be able to do

  • Understand how to handle objections and negotiate effectively with customers to reach mutually beneficial agreements.
  • Prepare thoroughly for potential objections and negotiation points when interacting with customers.
  • Handle customer objections professionally and constructively, addressing concerns and providing solutions.
  • Negotiate with customers to achieve a successful outcome, balancing customer needs with organisational goals.
  • Close the sale effectively following negotiation, confirming the agreement and securing the customer's commitment.
Obtaining and Analysing Competitor Information Real unit · Active IQ
This unit provides learners with knowledge of how to obtain, validate, and analyse competitor information. You'll understand methods for verifying data accuracy and using competitor insights to identify sales opportunities and improve strategies.

What you'll be able to do

  • Understand how to validate information about competitors to ensure its accuracy and reliability
  • Understand the uses of competitor information for sales-related activities, such as identifying opportunities and developing strategies
  • Use competitor information effectively for sales-related activities to improve performance
Obtaining and analysing sales-related information Real unit · Active IQ
You'll explore the uses of sales-related information for market analysis and customer profiling. The unit covers methods and tools for obtaining and analysing data about customers, markets, and competitors to support informed sales strategies.

What you'll be able to do

  • Understand the various uses of sales-related information within an organisation, including market analysis and customer profiling.
  • Understand how to use a range of tools and methods to analyse sales-related information effectively, such as statistical analysis and data visualisation.
  • Obtain relevant sales-related information about customers, markets, and competitors, using appropriate research techniques.
  • Use appropriate tools and methods to analyse sales-related information, drawing meaningful conclusions and identifying trends.
Organise the delivery of reliable customer service Real unit · Active IQ
This unit covers the planning and organisation of reliable customer service delivery. You'll learn to identify customer needs, create service plans, use recording systems, and review service quality to maintain consistent and dependable customer experiences.

What you'll be able to do

  • Plan and organise the delivery of reliable customer service, considering customer needs and expectations.
  • Review and maintain customer service delivery to ensure consistent quality and identify areas for improvement.
  • Use recording systems effectively to maintain accurate and reliable customer service records.
  • Understand how to organise the delivery of reliable customer service, including resource allocation and staff training.
Preparing and delivering a sales presentation Real unit · Active IQ
It teaches you to prepare and deliver effective sales presentations. It covers audience analysis, objective setting, presentation structuring, and delivery techniques to engage audiences and communicate sales messages clearly.

What you'll be able to do

  • Understand the key factors for consideration in the preparation of effective sales presentations, including audience analysis and objective setting.
  • Prepare a well-structured and engaging sales presentation, incorporating relevant information and visual aids.
  • Understand how to deliver sales presentations confidently and persuasively, using effective communication techniques.
  • Deliver a sales presentation to a target audience, adapting the delivery style to suit the audience and context.
Pricing for sales promotions Real unit · Active IQ
You'll develop understanding and skills related to price-based promotions, including defining types, justifying their use, developing proposals, and evaluating their impact on profitability. The unit also covers implementation and competitive analysis.

What you'll be able to do

  • Understand price-based promotions, including different types of price promotions (e.g., discounts, coupons, rebates), their advantages and disadvantages, and their impact on profitability.
  • Justify price-based promotions as part of a promotional strategy, considering factors such as target market, competitive landscape, and marketing objectives.
  • Develop and present proposals for price-based promotions, including details of the promotion, target audience, budget, and expected results.
  • Understand how to evaluate price-based promotions, including metrics such as sales volume, revenue, market share, and customer satisfaction.
  • Implement and evaluate price-based promotions, monitoring performance, making adjustments as needed, and reporting on results.
Prioritising information for sales planning Real unit · Active IQ
This unit covers the identification and prioritisation of various internal and external information sources to support sales planning. You'll develop skills in conducting business audits and using sales information to inform effective sales strategies.

What you'll be able to do

  • Understand the various sources of information that can support sales activities, including market research, competitor analysis, and customer feedback
  • Understand the different types of information that can support sales activities, such as sales data, customer profiles, and market trends
  • Understand internal information sources that support sales, including sales reports, customer relationship management (CRM) systems, and marketing materials
  • Carry out a business audit of the internal sales environment, assessing strengths, weaknesses, opportunities, and threats (SWOT analysis)
  • Carry out a business audit of the external sales environment, assessing market conditions, competitor activities, and customer needs
  • Use sales information to support the sales planning function, including setting sales targets, developing sales strategies, and allocating resources
Recruiting sales team members Real unit · Active IQ
This unit provides knowledge of recruitment and selection processes for sales team members. You'll prepare for recruitment, conduct interviews, assess candidates, and make informed selection decisions within legal and organisational frameworks.

What you'll be able to do

  • Understand the legal and organisational requirements relating to the recruitment and selection of sales staff.
  • Understand the importance of developing a clear job description and person specification for sales roles.
  • Prepare for the recruitment and selection process by identifying suitable recruitment channels and developing interview questions.
  • Conduct interviews and assess candidates against the job description and person specification.
  • Make informed selection decisions based on the evidence gathered during the recruitment process, ensuring fairness and objectivity.
Selling at exhibitions Real unit · Active IQ
This unit equips learners with the skills to assess the relevance of exhibitions, prepare for participation, execute sales activities, and evaluate their own performance. You'll consider cost-effectiveness and return on investment in exhibition marketing.

What you'll be able to do

  • Understand how to assess the relevance of exhibitions for the organisation, considering factors such as target audience, cost-effectiveness, and potential return on investment.
  • Understand how to prepare for and sell at exhibitions, including pre-exhibition planning, stand design, sales techniques, and post-exhibition follow-up.
  • Prepare for an exhibition, including tasks such as booking space, designing the stand, preparing marketing materials, and training staff.
  • Sell at an exhibition, demonstrating effective communication skills, product knowledge, and the ability to close sales.
  • Evaluate own performance at an exhibition, identifying areas for improvement and learning from experience.
Support learning and development within own area of responsibility Real unit · Active IQ
You'll gain skills to support learning and development within their area of responsibility. The unit covers identifying colleagues’ learning needs, fostering a supportive learning environment, providing guidance, and evaluating learning outcomes.

What you'll be able to do

  • Identify the learning needs of colleagues in own area of responsibility, using methods such as observation, feedback, performance reviews, and skills gap analysis.
  • Understand how to develop a learning environment in own area of responsibility, including factors such as creating a supportive culture, providing access to resources, and encouraging collaboration.
  • Support colleagues in learning and its application, providing guidance, mentoring, coaching, and opportunities for practise.
  • Evaluate learning outcomes and future learning and development of colleagues, assessing the impact of learning on performance, identifying areas for further development, and providing feedback.
Time planning in sales Real unit · Active IQ
This unit focuses on time management and prioritisation in a sales role. You'll understand time planning principles, create schedules, prioritise tasks, and evaluate their time management to improve productivity.

What you'll be able to do

  • Understand the principles of effective time management and prioritisation in a sales role
  • Plan own time effectively to maximise productivity in a sales role
  • Evaluate the effectiveness of time planning strategies in a sales role
03The standards

The national standards these units are built against

What the job actually needs, in the words employers and awarding bodies already use for the work itself.

  • Comply with ethical, legal, regulatory requirements and codes of practice in digital marketing

    Standard

  • Manage your own resources and professional development

    Standard
04Where it leads

The jobs these credits are mapped to

A qualification is never a dead end here. Each of these is a job record this qualification is a mapped route into.

Showing 6 roles, drawn from 41 job records mapped to this qualification. Near-identical records are folded together, and each row says how many it stands for.

Where this can lead

Exhibition Coordinator

This work can lead to running exhibitions and events, or managing budgets and teams across a wider events programme.

See the whole journey
05The credits

The credits, and who awards them

Level 3 credits are regulated, and they are awarded by Active IQ rather than by Zavmo. 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 have covered and what is next.

What you would be collecting

Assessing customers’ credit statusAssisting customers in obtaining finance for purchasesBuilding and retaining sales relationshipsBuyer behaviour in sales situationsCommunicate information and knowledgeCommunicating using digital marketing/sales channelsComplying with legal, regulatory and ethical requirements in a sales or marketing roleContributing to the development and launch of new products and/or services

Each one is a real unit registered against this qualification.

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This qualification is no longer awarded.

Ofqual lists it as no longer awarded, so it cannot be started today. The last day to be awarded it was 31 October 2018. It is here because people still hold it.

These are open to new learners in the same subject.

Current sales and marketing qualifications

The title, level, credits, guided learning hours and unit learning outcomes on this page are taken from the Ofqual Register of Regulated Qualifications. Contains public sector information licensed under the Open Government Licence v3.0. Where this data comes from.