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 3 Qualific...ation - FINAL (v1.0).pdf Open Share Previewing ISP Level 3 Qualification Specification - FINAL (v1.0).pdf ISP Level 3 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.
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What each unit actually teaches you to do
Access and Analyse Sales Information Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand how to access and store sales information in accordance with organisational procedures and data protection regulations
- Identify and gather relevant sales information about customers, markets, and competitors from appropriate sources
- Use a range of methods and tools to analyse sales information and communicate findings effectively to relevant stakeholders
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 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.
Negotiate and Close Sales Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the range of sales negotiation strategies available, including their advantages and disadvantages.
- Plan and conduct sales negotiations with customers, using appropriate strategies and techniques to achieve mutually beneficial outcomes.
- Close sales with customers effectively, confirming agreements and ensuring customer satisfaction.
Overcome Sales Objections Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the common barriers and objections that arise during the sales process.
- Plan appropriate responses to a range of sales objections, considering different customer types and situations.
- Handle customer objections effectively and professionally during sales meetings, using appropriate techniques and communication skills.
Plan Professional Development Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the opportunities available for professional development in the sales role
- Create a personal professional development plan
Plan Sales Activities Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand how to organise sales activities effectively to meet specified sales targets
- Plan sales activities to manage personal sales targets, considering available resources and timeframes
- Monitor, control and evaluate sales activity plans, making adjustments as necessary to achieve targets
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
Prospect for New Business Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the different methods and techniques used to prospect for new business opportunities
- Agree on the objectives of meetings with prospects and prepare appropriately, including gathering relevant information and materials
Sales Pipeline Management Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the principles and processes involved in effective sales pipeline management
- Prioritise time spent on prospects by analysing sales conversion ratios and potential value
- Use sales tools and techniques to move prospects through the sales pipeline efficiently
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.
Solving Problems Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand how to define a problem, including identifying its scope and impact
- Use data and information from various sources to analyse and solve a problem
- Use a recognised decision-making tool to assess different options for solving a problem
- Implement a chosen solution to address a problem, and evaluate its effectiveness
Stress Management Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand stressors and the impacts of stress in the working environment
- Use a practical technique to manage personal stress
Understand Change in the Workplace Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the rationale and impact of organisational change
- Understand how to support change in the workplace
Understand Customer Behaviours Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand customer decision-making processes in relation to the sales cycle
- Understand how to respond to customers at each stage of the decision-making process
Understand Customer Groups and Profiling Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand different customer groups and their motivations
- Develop profiles for different customer groups
Understand Customer Service Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the organisational systems for delivering customer service
- Understand how to provide consistent customer service
- Understand how to monitor the effectiveness of customer service delivery
Understand Legal, Regulatory and Ethical Frameworks Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the laws and regulatory frameworks that affect selling activities, including consumer protection laws and data protection regulations.
- Understand ethical selling practices and the importance of maintaining professional standards and integrity in all sales interactions.
Understand Organisations Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the UK legal forms for organisations and operational functions
- Understand the context in which an organisation operates
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.
Understand the Sales and Marketing Relationship Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the roles of sales and marketing teams
- Understand sales and marketing team collaboration
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
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
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
Plan Sales Activities
- Standard
Research, identify and resource your continuing professional development
- Standard
Use Sales Technology Systems for Sales Activities
- Standard
Use Sales Tools and Technology Systems
- Standard
Working with Other Business Functions
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
- 3 records
- 1 record
- 1 record
Showing 6 roles, drawn from 14 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
Chief Digital Sales Officer
This work can lead to a director-level role shaping digital sales strategy, or into sales enablement, training and equipping other sales staff.
See the whole journeyThe credits, and who awards them
Level 3 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
Access and Analyse Sales InformationContinuing Professional Development (CPD)Contributing to an Inclusive CultureNegotiate and Close SalesOvercome Sales ObjectionsPlan Professional DevelopmentPlan Sales ActivitiesPrepare and Present Sales Solutions
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
“Access and Analyse Sales Information” 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 “Plan Professional Development” 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.
- Lead it Apply
“Sales Pipeline Management” is practised on the team you actually have. You talk through the call you are about to make, and Zavmo makes you say it the way you would say it to them.
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.
- Plan Sales Activities
- Research, identify and resource your continuing professional development
- Use Sales Technology Systems for Sales Activities
- Use Sales Tools and Technology Systems
- Working with Other Business Functions
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 Access and Analyse Sales Information, one of this qualification's own units.
Applied to your work in any of these jobs
This unit provides knowledge on accessing and securely storing sales information in compliance with organisational procedures and data protection regulations. Learners will identify and gather sales data about customers, markets, and competitors, and use various methods to analyse and communicate this information.
- 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 3 Certificate in Professional Sales
23 units in this credential, in the order it lists them, awarded by Institute of Sales Professionals.
- Access and Analyse Sales Information
- Continuing Professional Development (CPD)
- Contributing to an Inclusive Culture
- Negotiate and Close Sales
- Overcome Sales Objections
- Plan Professional Development
and 17 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.