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 Professionals 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 Professionals awards. A qualified assessor at the centre judges your evidence, and the certificate comes from Institute of Sales Professionals.
ISP Level 4 Qualific...ation - FINAL (v1.0).pdf Open Share Previewing ISP Level 4 Qualification Specification - FINAL (v1.0).pdf ISP Level 4 Qualification Specification - FINAL (v1.0).pdf
These are the units Institute of Sales Professionals 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 Professionals. It does the teaching and the mapping. Institute of Sales Professionals 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.
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What each unit actually teaches you to do
Build and Maintain Sales Relationships Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand how to establish, develop and maintain effective sales relationships
- Understand internal organisational dynamics and external influences and their impacts on sales relationships
- Deliver a positive customer experience throughout the sales process
Competitive Bidding Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the procedures involved in responding to requests for competitive bids, including analysing requirements and preparing a comprehensive proposal
- Submit a competitive bid that clearly outlines the value proposition and meets the client's specified requirements
Continuing Professional Development (CPD) Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the purpose and benefits of continuing professional development (CPD).
- Understand different approaches to continuing professional development (CPD).
- Assess own development needs and learning styles.
- Plan own continuing professional development (CPD) activities to meet identified needs.
- Document and reflect on own continuing professional development (CPD) activities.
Contributing to Organisational Innovation Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the concept of innovation within organisations.
- Understand how to support and encourage organisational innovation.
- Contribute to the process of exploiting emerging opportunities for organisational growth and development.
Contributing to Sales Talent Selection and Growth Real unit · Institute of Sales Professionals
What you'll be able to do
- Identify the skills, knowledge, and behaviours required for different sales roles within an organisation
- Outline the stages and methods used in the talent selection process for sales positions
- Contribute to the talent selection process by participating in activities such as shortlisting, interviewing, or assessing candidates
- Support the growth of a sales professional through activities such as providing feedback, guidance, or access to development opportunities
Contributing to an Inclusive Culture Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand how to demonstrate inclusive behaviours in the workplace.
- Contribute to the development and maintenance of an inclusive organisational culture.
Customer Focus Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the importance of customer focus in building strong relationships and achieving business objectives.
- Prepare and conduct a business review to provide value add to a customer, demonstrating a commitment to their needs and goals.
Develop Value Propositions Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the various factors that contribute to creating a compelling value proposition for a product or service
- Prepare and agree on value propositions with clients, ensuring alignment with their specific needs and objectives
Developing Commercial and Financial Acumen Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the relationship between sales activities and overall commercial performance
- Understand the key principles of financial acumen in a business context
- Assess the financial viability of an organisation using relevant financial data and metrics
Developing Personal Resilience Real unit · Institute of Sales Professionals
What you'll be able to do
- Explain the relationship between a growth mindset and the development of personal resilience
- Apply methods to measure and evaluate personal resilience levels
- Develop a plan to improve and maintain personal resilience in various situations
Differentiate in a Competitive Market Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the importance of differentiation in a competitive market
- Understand the strengths, weaknesses, strategies, tactics and market presence of key competitors
- Differentiate products and/or services effectively against competitors
Finding and Qualifying New Prospects Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the processes involved in identifying new prospects within a given market or industry
- Conduct a thorough discovery process to gather relevant information about a prospect's needs and challenges
- Qualify a prospect based on pre-defined criteria, such as budget, authority, need, and timeline (BANT)
Managing Change Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand different change management approaches and their application in various organisational contexts.
- Understand the factors that contribute to successful change management.
- Initiate a change process within an organisation.
- Plan and implement an organisational change initiative.
- Monitor and evaluate the effectiveness of an organisational change initiative.
- Manage resistance to change effectively.
Meet Commitments and Prove Value Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the importance of meeting customer commitments in a sales environment.
- Demonstrate to the client that the promised value has been delivered through effective communication and evidence.
Negotiate and Close Sales Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand effective negotiation techniques and strategies for handling objections during the sales process
- Close sales deals by achieving a mutually beneficial (win-win) outcome for both the organisation and the client
Participating in Coaching and Mentoring Real unit · Institute of Sales Professionals
What you'll be able to do
- Explain the purpose and benefits of sales coaching and mentoring within organisations
- Describe the processes and key individuals involved in successful sales coaching and mentoring programmes
- Engage in personal coaching or mentoring activities to improve individual performance and skills
- Apply coaching and mentoring techniques to support the development of others
Partnering and Collaborative Selling Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand how partnering relationships contribute to sales success
- Understand how to collaborate effectively with colleagues to achieve sales targets
- Collaborate with colleagues to respond effectively to sales opportunities
Personal Motivation and Sales Performance Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the relationship between personal motivation and sales performance.
- Understand the factors that influence personal motivation in a sales environment.
- Identify strategies for improving personal motivation.
- Implement strategies to improve personal motivation and sales performance.
- Monitor and evaluate the impact of motivation on sales performance.
Pipeline Management and Forecasting Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand how to manage a sales pipeline effectively, including the different stages and key performance indicators.
- Use a sales pipeline to accurately forecast future sales performance and identify potential opportunities or risks.
Prepare and Present Sales Solutions Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the key elements required to prepare effectively for sales presentations and/or demonstrations
- Deliver engaging and persuasive sales presentations and/or demonstrations to potential clients
- Evaluate the effectiveness of sales presentations and/or demonstrations, identifying areas for improvement
Principles of Account Management Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the principles of account management, including relationship building, customer retention, and value creation.
- Work with customers to deepen and extend relationships, and expand sales volumes or relevance through effective communication and problem-solving.
Sales Strategy and Planning Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand how to research and analyse market data to inform sales planning
- Understand the process of creating a territory or portfolio sales plan
- Develop a sales plan based on thorough research and analysis of market opportunities
Segmentation in Consumer and Business Markets Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the principles and techniques of market segmentation
- Understand the different approaches to segmenting consumer and business markets
- Target specific market segments for a given territory based on segmentation analysis
Self-Management Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the impact of effective self-management on individual and organisational performance.
- Understand the principles of prioritisation and goal setting.
- Understand various time management techniques and their benefits.
- Select and implement a suitable time management technique to improve personal effectiveness.
- Evaluate the effectiveness of chosen time management techniques.
- Manage own workload and deadlines effectively.
Understand Continuous Improvement Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the processes related to continuous improvement in sales performance, including data analysis, feedback mechanisms, and action planning.
- Understand how to implement continuous improvements in sales performance through the application of relevant tools and techniques.
Understand Sales Communication Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the principles of effective communication in a sales environment.
- Understand the components of a communication cycle and identify potential barriers to effective communication.
- Plan communication strategies tailored to a specific target audience in a sales context.
Understanding Compensation Plans Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand different types of compensation plans and remuneration models used in sales.
- Understand how to select appropriate sales incentives and plan their implementation.
Understanding Leadership Styles and Motivation Real unit · Institute of Sales Professionals
What you'll be able to do
- Analyse how different leadership styles can impact organisational performance and employee engagement
- Apply motivational techniques to encourage and support individuals to perform at their best
Understanding and Building Agility Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the principles of organisational agility and its importance in a dynamic environment.
- Understand the principles of personal agility and its importance in a dynamic environment.
- Understand the importance of flexibility in responding to changing circumstances.
- Understand the importance of adapting to change to maintain effectiveness.
- Develop and implement strategies to build personal agility.
- Adapt to change effectively in a professional context.
Use Digital Technologies Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand how digital technology supports and enhances the sales process
- Understand how technology in general supports the sales process
- Use digital technology effectively to interact with customers and colleagues
- Review the effectiveness of digital technologies used in the sales process
Using Data to Gain Insights Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand how to use data effectively for informed decision making in sales
- Use data to gain insights and support sales decisions
Using Legal, Regulatory and Ethical Frameworks Real unit · Institute of Sales Professionals
What you'll be able to do
- Describe the key aspects of legal, regulatory, and ethical frameworks relevant to the sales function
- Demonstrate compliance with organisational legal, regulatory, and ethical policies and procedures in sales activities
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
Build and maintain sales relationships
- Standard
Create propositions that connect market opportunity, investor goals and available capabilities
- Standard
Develop Responsible Sales Strategies and Plans
- Standard
Develop sales strategies and plans
- Standard
Identify and resource your continuing professional development
- Standard
Plan the bid
- Standard
Research, identify and resource your continuing professional development
- Standard
Undertake Post-Submission Activities
- Standard
Use Sales Technology Systems for Sales Activities
- Standard
Use Sales Tools and Technology Systems
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.
- 2 records
- 1 record
- 1 record
- 2 records
- 1 record
- 1 record
Showing 6 roles, drawn from 79 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
Sales Enablement Coordinator
This role can lead to Senior Sales Enablement Specialist, Sales Enablement Manager, or Sales Operations Analyst roles with a focus on enablement.
See the whole journeyThe credits, and who awards them
Level 4 credits are regulated, and they are awarded by Institute of Sales Professionals 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
Build and Maintain Sales RelationshipsCompetitive BiddingContinuing Professional Development (CPD)Contributing to Organisational InnovationContributing to Sales Talent Selection and GrowthContributing to an Inclusive CultureCustomer FocusDevelop Value Propositions
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 - Rehearse the conversation Apply
“Negotiate and Close 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
“Build and Maintain 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 “Sales Strategy and Planning” 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 “Developing Commercial and Financial Acumen” 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.
- Build and maintain sales relationships
- Create propositions that connect market opportunity, investor goals and available capabilities
- Develop Responsible Sales Strategies and Plans
- Develop sales strategies and plans
- Identify and resource your continuing professional development
- Plan the bid
- Research, identify and resource your continuing professional development
- Undertake Post-Submission Activities
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 Build and Maintain Sales Relationships, one of this qualification's own units.
Applied to your work in any of these jobs
This unit examines how to establish, develop, and maintain effective sales relationships, considering internal organisational dynamics and external influences. Learners will apply techniques to deliver a positive customer experience throughout the sales process.
- 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 ISP Level 4 Diploma in Professional Sales
32 units in this credential, in the order it lists them, awarded by Institute of Sales Professionals.
- Build and Maintain Sales Relationships
- Competitive Bidding
- Continuing Professional Development (CPD)
- Contributing to Organisational Innovation
- Contributing to Sales Talent Selection and Growth
- Contributing to an Inclusive Culture
and 26 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.