How you’d get it
How you’d get this certificate
- Zavmo teaches you. You learn the units one-to-one with an AI tutor, on your own work.
- You register with an approved centre. That is a college, training provider or employer Institute of Sales Management has approved to offer this qualification. Zavmo is not an approved centre, so you register with them, not with us.
- The centre assesses, and Institute of Sales Management awards. A qualified assessor at the centre judges your evidence, and the certificate comes from Institute of Sales Management.
01What it is
The NVQ Diploma in Sales is for individuals working in sales roles. Learners will develop skills in areas such as developing sales proposals, time planning, and selling at exhibitions. Knowledge of buyer behaviour and assisting customers with finance is also covered.
These are the units Institute of Sales Management 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, and work done here is recognised as prior learning under the agreements we hold.
Zavmo is not an awarding body, is not an approved centre, and is not affiliated with Institute of Sales Management. It does the teaching and the mapping. Institute of Sales Management sets this qualification and awards it, and a qualified human assessor makes the assessment decision.
Free first step
Try a free Future Fluency lesson first
The free part is a Future Fluency lesson on using AI at work. It is not part of this qualification. Next, a free account. We build your plan for this qualification as you set up. Teaching towards this qualification begins when you subscribe.
No card · Nothing to commit to
02The units
What each unit actually teaches you to do
Assessing customers’ credit status Real unit · Institute of Sales Management
You'll understand the principles of assessing customer credit status. They will apply organisational credit policies to evaluate credit risk, make informed credit decisions, and monitor customers' credit status to manage financial risk.
What you'll be able to do
- Understand the principles of credit risk assessment.
- Understand the organisation's policies and procedures for assessing customer credit status.
- Understand the different sources of information used to assess customer credit status.
- Gather relevant information to assess the credit status of customers.
- Analyse customer credit information to determine their creditworthiness.
- Make recommendations regarding credit limits and payment terms based on the assessment of customer credit status.
- Monitor customer payment behaviour to identify potential credit risks.
- Take appropriate action to manage credit risks, in line with organisational policies and procedures.
Assisting customers in obtaining finance for purchases Real unit · Institute of Sales Management
This unit covers the conditions and criteria for obtaining finance for purchases. You'll learn to propose suitable financial options to customers and complete finance arrangements, including understanding credit history impacts and types of security required.
What you'll be able to do
- Understand the conditions that must be met for customers to obtain finance for purchases
- Propose suitable financial options to customers based on their needs and circumstances
- Complete the necessary arrangements to secure finance for customer purchases, adhering to legal and organisational requirements
Building and retaining sales relationships Real unit · Institute of Sales Management
It teaches you to build and retain strong sales relationships. They will understand the benefits of customer loyalty, develop rapport, communicate effectively, and implement strategies to maintain long-term customer engagement.
What you'll be able to do
- Understand the benefits of building strong sales relationships, including increased customer loyalty and repeat business.
- Understand the risks associated with neglecting sales relationships, including customer churn and negative word-of-mouth.
- Understand the importance of planning and investing in sales relationships to achieve long-term success.
- Build rapport with customers by demonstrating empathy and understanding their needs.
- Communicate effectively with customers to build trust and maintain positive relationships.
- Provide excellent customer service to build customer loyalty.
- Identify and address customer concerns to prevent customer churn.
- Implement strategies to retain existing sales customers, such as loyalty programmes and personalised offers.
Buyer behaviour in sales situations Real unit · Institute of Sales Management
You'll understand different models of buyer behaviour and their impact on the sales cycle. The unit develops skills to respond effectively to buyers at each stage of their decision-making process.
What you'll be able to do
- Understand the impact of different models of buyer behaviour on the sales cycle, including factors such as motivation, perception, and decision-making processes.
- Respond effectively to the buyer at each stage of the decision-making process, adapting sales techniques and communication styles to meet their needs and concerns.
Communicate information and knowledge Real unit · Institute of Sales Management
It teaches you to identify required information and assess its reliability for effective communication. You'll apply various communication techniques and methods, adapting them according to audience feedback to ensure clarity and understanding.
What you'll be able to do
- Identify the information required for effective communication and assess its reliability and validity
- Understand a range of communication techniques and methods, including verbal, non-verbal, and written communication
- Communicate information and knowledge effectively using appropriate techniques and methods
- Adapt communication techniques and methods in response to the target audience's feedback and understanding
Communicating using digital marketing/sales channels Real unit · Institute of Sales Management
It teaches you to plan digital media use for specific messages and audiences. They will develop digital communication plans, ensure message accessibility and delivery, and monitor and evaluate responses to improve effectiveness.
What you'll be able to do
- Understand how to plan the use of digital media to communicate a specific message.
- Understand how to plan the use of digital media to reach a specific audience.
- Understand how to plan the use of digital media to reach specific recipients.
- Plan the use of digital media for a specific message, audience and recipients.
- Check that the digital message can be accessed by the intended audience.
- Check that the digital message can be delivered to the intended recipients.
- Monitor the response to digital activity.
- Evaluate the response to digital activity.
- Take corrective action based on the response to digital activity.
Complying with legal, regulatory and ethical requirements in a sales or marketing role Real unit · Institute of Sales Management
This unit provides learners with an understanding of legal, regulatory, and ethical requirements in sales or marketing roles. You'll identify relevant legislation and regulatory bodies and comply with organisational policies to ensure lawful and ethical practice.
What you'll be able to do
- Understand the legal requirements relevant to a sales or marketing role.
- Understand the regulatory requirements relevant to a sales or marketing role.
- Understand the ethical requirements relevant to a sales or marketing role.
- 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 · Institute of Sales Management
This unit covers the product development process, enabling learners to identify key stages and describe associated activities. You'll understand the importance of market research and be able to contribute effectively to the development and launch of new products and/or services.
What you'll be able to do
- Understand the key stages of the product development process, from initial concept to launch.
- Contribute effectively to the development and launch of new products and/or services within a defined role.
Develop, maintain and review personal networks Real unit · Institute of Sales Management
You'll understand the benefits of networking and the importance of data privacy. They will develop and maintain a personal network of relevant contacts, review networking relationships, and manage risks associated with inappropriate networking behaviour.
What you'll be able to do
- Understand the benefits of developing and maintaining a personal network of contacts, and the importance of adhering to data privacy regulations
- Develop a personal network of contacts by identifying and engaging with relevant individuals and organisations
- Review networking relationships to assess their effectiveness and identify opportunities for improvement
Developing and implementing sales call plans Real unit · Institute of Sales Management
This unit equips learners with the skills to develop and implement sales call plans. They will identify customer needs, prepare key messages and supporting materials, and conduct sales calls using effective communication to achieve objectives.
What you'll be able to do
- Develop a sales call plan that considers customer needs and objectives
- Undertake a sales call, applying effective communication and sales techniques
Developing and implementing sales support and customer service programmes Real unit · Institute of Sales Management
You'll understand the purpose and benefits of sales support and customer service programmes. They will develop and implement these programmes to meet organisational needs and enhance sales and customer service performance.
What you'll be able to do
- Understand the rationale for providing sales support programmes.
- Understand the rationale for providing customer service programmes.
- Develop sales support programmes to meet identified needs.
- Develop customer service programmes to meet identified needs.
- Implement sales support programmes effectively.
- Implement customer service programmes effectively.
Developing sales proposals Real unit · Institute of Sales Management
This unit develops learners' skills in writing, developing, and evaluating sales proposals. It covers persuasive writing techniques, analysing client requirements, and presenting solutions that meet client needs.
What you'll be able to do
- Understand how to write sales proposals that are clear, concise, and persuasive, and that meet the needs of the client.
- Develop sales proposals that address client requirements, outline proposed solutions, and detail pricing and timelines.
- Evaluate the proposal to ensure it meets the client's needs and objectives, and that it is competitive and commercially viable.
Lead and manage meetings Real unit · Institute of Sales Management
It teaches you to prepare for, lead, and manage meetings effectively. You'll develop skills in setting objectives, creating agendas, managing discussions, chairing meetings, 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, creating an agenda, and distributing relevant materials.
- Manage meeting procedures efficiently, ensuring that discussions stay on track and that all participants have an opportunity to contribute.
- Chair a meeting effectively, facilitating discussion, managing conflict, and ensuring that decisions are made and documented.
- Undertake post-meeting tasks, such as distributing minutes, following up on action items, and evaluating the meeting's effectiveness.
Leading a sales or marketing team Real unit · Institute of Sales Management
It teaches you to set SMART targets for sales or marketing teams. They will support team motivation and monitor and evaluate progress to ensure targets are met and team performance is effectively managed.
What you'll be able to do
- Set targets for the sales or marketing team that are specific and measurable.
- Set targets for the sales or marketing team that are achievable and relevant.
- Set targets for the sales or marketing team that are time-bound.
- Support the motivation of individual members of the sales or marketing team.
- Support the motivation of the sales or marketing team as a whole.
- Monitor the progress of the sales or marketing team against agreed targets.
- Evaluate the progress of the sales or marketing team against agreed targets.
Manage own professional development within an organisation Real unit · Institute of Sales Management
You'll assess their career goals and personal development needs within an organisation. They will set specific work objectives, produce a personal development plan, and implement and monitor progress to support their professional growth.
What you'll be able to do
- Assess own career goals and personal development needs
- Set personal work objectives that align with career goals
- Produce a personal development plan with specific and measurable goals
- Implement and monitor own personal development plan, making adjustments as needed
Managing the induction and probation of sales staff Real unit · Institute of Sales Management
You'll understand and manage the induction and probation processes for new sales staff. They will plan and oversee induction activities, provide necessary information, and monitor performance during probation periods.
What you'll be able to do
- Understand the organisation's induction processes for sales staff, including relevant policies and procedures.
- Understand the organisation's probation processes for sales staff, including relevant policies and procedures.
- Plan and prepare for the induction of new sales staff.
- Manage the induction process for new sales staff, ensuring all relevant information is provided.
- Monitor the performance of new sales staff during their probation period.
- Provide feedback and support to new sales staff during their probation period.
- Make recommendations regarding the confirmation of new sales staff following their probation period.
Meeting customers’ after sales needs Real unit · Institute of Sales Management
You'll investigate and address customers' after sales needs by gathering feedback, analysing issues, and providing appropriate support. They will review after sales processes to improve customer satisfaction and resolve complaints professionally.
What you'll be able to do
- Investigate customer after sales needs by gathering information on their experiences and requirements.
- Identify the root causes of customer after sales issues.
- Handle customers' after sales needs by providing appropriate solutions and support.
- Resolve customer complaints effectively and efficiently.
- Communicate clearly and professionally with customers regarding their after sales needs.
- Review the after sales process to identify areas for improvement.
- Make recommendations for improving the after sales process to enhance customer satisfaction.
Monitoring and managing sales team performance Real unit · Institute of Sales Management
This unit provides learners with knowledge of methods to monitor sales team performance using key performance indicators and performance management systems. You'll learn to provide feedback, coaching, and support to enhance individual and team results.
What you'll be able to do
- Understand different methods of monitoring sales team performance, including key performance indicators (KPIs) and performance management systems.
- Manage the performance of the sales team effectively, providing feedback, coaching, and support to improve individual and team results.
Negotiating, handling objections and closing sales Real unit · Institute of Sales Management
This unit provides learners with knowledge and skills to handle objections, negotiate with customers, and close sales. You'll prepare for objections, apply negotiation techniques, and finalise sales agreements effectively.
What you'll be able to do
- Understand common customer objections encountered during the sales process.
- Understand different negotiation techniques used in sales.
- Prepare for potential customer objections by identifying likely concerns and developing appropriate responses.
- Plan a negotiation strategy to achieve a mutually beneficial outcome.
- Handle customer objections effectively by addressing concerns and providing solutions.
- Negotiate with customers to reach agreements that meet their needs and the organisation's objectives.
- Close the sale following negotiation by confirming the agreement and completing the necessary paperwork.
Obtaining and Analysing Competitor Information Real unit · Institute of Sales Management
You'll understand methods for validating competitor information and its importance in sales activities. They will obtain, analyse, and apply competitor data to inform sales strategies while recognising risks associated with inaccurate information.
What you'll be able to do
- Understand methods for validating information about competitors.
- Understand the importance of validating information about competitors.
- Understand how competitor information can be used for sales-related activities.
- Obtain competitor information for sales-related activities.
- Analyse competitor information for sales-related activities.
- Use competitor information to inform sales strategies.
Obtaining and analysing sales-related information Real unit · Institute of Sales Management
You'll understand the uses of sales-related information and develop skills to obtain and analyse data about customers, markets, and competitors. The unit covers tools and methods to interpret sales information to improve performance and identify new business opportunities.
What you'll be able to do
- Understand the various uses of sales-related information in making informed business decisions.
- Understand how to use appropriate tools and methods to analyse sales-related information effectively.
- Obtain relevant sales-related information about customers, markets, and competitors from appropriate sources.
- Use appropriate tools and methods to analyse sales-related information to identify trends, patterns, and opportunities.
Organise the delivery of reliable customer service Real unit · Institute of Sales Management
You'll plan and organise the delivery of reliable customer service by managing resources, defining roles, and establishing procedures for handling inquiries and complaints. They will also review and maintain service quality using recording systems.
What you'll be able to do
- Plan and organise the delivery of reliable customer service, considering resources and customer expectations
- Review and maintain customer service delivery to ensure consistent quality
- Use recording systems to maintain reliable customer service records and track customer interactions
- Understand how to organise the delivery of reliable customer service, including processes and procedures
Preparing and delivering a sales presentation Real unit · Institute of Sales Management
You'll explore the preparation and delivery of sales presentations, focusing on audience analysis, setting SMART objectives, and structuring presentations. They will develop and deliver a coherent sales presentation with a clear introduction, body, and conclusion.
What you'll be able to do
- Understand the key factors to consider when preparing effective sales presentations, including audience analysis and objective setting
- Prepare a comprehensive sales presentation, incorporating relevant information and persuasive techniques
- Understand the principles of delivering engaging and impactful sales presentations, including verbal and non-verbal communication skills
- Deliver a sales presentation effectively, adapting to audience feedback and achieving desired outcomes
Pricing for sales promotions Real unit · Institute of Sales Management
You'll develop an understanding of price-based sales promotions, including their types, impact on sales volume and profitability, and associated risks. They will be able to justify promotional strategies, develop proposals, and evaluate the effectiveness of price-based promotions.
What you'll be able to do
- Understand the different types of price-based promotions and their potential impact on sales and profitability.
- Justify the use of specific price-based promotions as part of a broader promotional strategy, considering factors such as target audience and market conditions.
- Develop clear and persuasive proposals for price-based promotions, outlining objectives, costs, and expected outcomes.
- Understand how to evaluate the effectiveness of price-based promotions using relevant metrics and data.
- Implement approved price-based promotions and evaluate their performance against pre-defined objectives.
Prioritising information for sales planning Real unit · Institute of Sales Management
You'll understand sources and types of information relevant to sales planning, including internal and external data. They will conduct business audits and use sales information to support informed sales planning decisions.
What you'll be able to do
- Understand sources and types of information that support sales planning, including market research and competitor analysis
- Understand internal information that supports sales planning, such as sales data and customer feedback
- Carry out a business audit of the internal and external sales environment to identify opportunities and threats
- Use sales information to support the sales planning function, making informed decisions and setting realistic targets
Recruiting sales team members Real unit · Institute of Sales Management
This unit provides knowledge of the recruitment and selection process for sales team members, including legal requirements and best practices. You'll prepare recruitment materials, define job roles and criteria, and make informed selection decisions.
What you'll be able to do
- Understand the recruitment and selection process for sales team members, including legal requirements and best practices
- Prepare for the recruitment and selection of sales team members, including defining job roles and creating selection criteria
- Make informed selection decisions for sales team members based on evidence gathered during the recruitment process
Selling at exhibitions Real unit · Institute of Sales Management
This unit equips learners with knowledge and skills to sell effectively at exhibitions. It covers assessing exhibition relevance, preparation, engaging customers, and evaluating personal performance at events.
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, and potential return on investment.
- Understand how to prepare for and sell effectively at exhibitions, including booth design, marketing materials, and sales techniques.
- Prepare for an exhibition, including planning logistics, training staff, and developing marketing materials.
- Sell effectively at an exhibition, engaging with potential customers, presenting products or services, and closing deals.
- Evaluate own performance at an exhibition, identifying areas for improvement and measuring success against objectives.
Support learning and development within own area of responsibility Real unit · Institute of Sales Management
It teaches you to support learning and development within their area of responsibility. They will identify colleagues' learning needs, create a supportive environment, provide guidance, and evaluate learning outcomes to inform future development.
What you'll be able to do
- Identify the learning needs of colleagues in own area of responsibility through observation and feedback
- Understand how to develop a learning environment in own area of responsibility that encourages participation and growth
- Support colleagues in learning and its application to their roles, providing guidance and resources
- Evaluate learning outcomes and future learning and development needs of colleagues, providing feedback and recommendations
Time planning in sales Real unit · Institute of Sales Management
You'll understand and apply time management techniques in sales roles. The unit includes planning and prioritising tasks, setting realistic goals, and evaluating time management effectiveness to improve productivity.
What you'll be able to do
- Understand how to manage and prioritise time effectively in a sales role, including setting goals, managing workload, and avoiding distractions.
- Plan own time effectively in a sales role, using time management techniques and tools to maximise productivity.
- Evaluate time planning in a sales role to identify areas for improvement and ensure that time is being used effectively to achieve sales targets.
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.
- Standard
Assess Credit Risk and Means
- Standard
Develop strategic relationships with major customers
- Standard
Leveraging Information for Effective Sales Decisions
- Standard
Manage your own resources and professional development
- Standard
Monitor and evaluate information for sales planning
- Standard
Monitor and evaluate information to support sales planning
- Standard
Negotiate, Handle Objections and Close Sales
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.
- 1 record
- 1 record
- 1 record
- 2 records
- 1 record
- 1 record
Showing 6 roles, drawn from 27 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
Associate Marketing Legal Specialist
This work can lead to senior marketing legal specialist roles, then on to lead counsel or compliance management positions.
See the whole journey05The credits
The credits, and who awards them
Level 3 credits are regulated, and they are awarded by Institute of Sales Management 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.
How you’d practise it
You don’t watch this. You do it.
You are not assessed on remembering this. You are assessed on applying it, analysing it, evaluating it and producing something. So that is what the practice is: projects, role play and your own live cases, with a tutor in the room.
The Coach · your practice partner Illustration The Coach You have to open the conversation in “Negotiating, handling objections and closing sales”. Say the first line to me, exactly as you would say it to them.
You I wanted to have a quick chat about how things have been going recently.
The Coach That is the warning shot, and they will spend it worrying. Try the version that says what this is about in the first sentence.
- Rehearse the conversation Apply
“Negotiating, handling objections and closing sales” is a conversation before it is a document. You have it with Zavmo playing the other person, badly at first, then again once you know what you actually want to say.
- Pitch it Evaluate
“Building and retaining sales relationships” gets practised as a pitch. You make the case out loud, Zavmo asks the question the room would ask, and you make it again.
- Bring your own plan Create
For “Developing and implementing sales call plans” you bring the plan you are actually working on, not a case study. Zavmo pulls on the assumptions in it until the weak one shows.
- Draft the real one Create
You do “Assisting customers in obtaining finance for purchases” on a real document of your own. Zavmo works on the draft you have to send anyway, so the coursework and the job are the same piece of work.
What you leave holding
The standards this credential builds, in the shape the product keeps them
Nothing here is marked learned. There is no learner on a public page, so the map shows what the qualification covers rather than what anybody has done.
ISM Level 3 NVQ Diploma in Sales (RQF)
- Assess Credit Risk and Means
- Develop strategic relationships with major customers
- Leveraging Information for Effective Sales Decisions
- Manage your own resources and professional development
- Monitor and evaluate information for sales planning
- Monitor and evaluate information to support sales planning
- Negotiate, Handle Objections and Close Sales
How you would learn this
One to one, on the work you already do
A tutor sets the task against your own job and marks the reasoning, at your pace. There is no cohort to fall behind.
A lesson from Assessing customers’ credit status, one of this qualification's own units.
Applied to your work in any of these jobs
Which job do you mean?
Learners will understand the principles of assessing customer credit status. They will apply organisational credit policies to evaluate credit risk, make informed credit decisions, and monitor customers' credit status to manage financial risk.
How the thinking builds
- 1 Remember
- 2 Understand
- 3 Apply
- 4 Analyse
- 5 Evaluate
- 6 Create
It is £70 a month, billed monthly. Your free first module is Future Fluency, and you can cancel any time. Teaching towards this qualification begins when you subscribe.
Built for ISM Level 3 NVQ Diploma in Sales (RQF)
29 units in this credential, in the order it lists them, awarded by Institute of Sales Management.
- Assessing customers’ credit status
- Assisting customers in obtaining finance for purchases
- Building and retaining sales relationships
- Buyer behaviour in sales situations
- Communicate information and knowledge
- Communicating using digital marketing/sales channels
and 23 more in the full unit list below.
Free tools
Want a read on where you stand?
Three free tools, no account needed. Each one ends with a role, a level and a way in.
Learned on your own work, taught one-to-one.
Everything you just read, learned one-to-one on the job you already do. Your free first module is Future Fluency, so you can see how the teaching works before you pay for anything.
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.
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.