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.
Open Share Previewing ISP Level 2 Qualification Specification - FINAL (v1.0).pdf ISP Level 2 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
Generating and Qualifying Sales Leads Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the processes involved in generating sales leads.
- Understand the methods used to qualify sales leads.
- Understand how to prospect for potential customers using defined criteria.
- Understand how to identify and prioritise potential customers based on their needs and potential value.
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.
Selling to Customers Face-to-Face Real unit · Institute of Sales Professionals
What you'll be able to do
- Prepare for face-to-face sales meetings with customers, including researching customer needs and preparing sales materials.
- Conduct face-to-face sales meetings in a professional and effective manner.
- Deal with objections raised by customers during face-to-face sales meetings.
- Progress sales opportunities and close sales during face-to-face meetings, using appropriate techniques.
Selling to Customers Remotely Real unit · Institute of Sales Professionals
What you'll be able to do
- Prepare for remote sales meetings and demonstrations with customers, including selecting appropriate technology and preparing engaging content.
- Conduct remote sales meetings and demonstrations effectively, using communication skills and technology to engage customers.
- Deal with objections raised by customers during remote sales meetings and demonstrations.
- Progress sales opportunities and close sales during remote meetings and demonstrations, using appropriate techniques.
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
Team Working Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the characteristics of effective teams and the principles of teamworking.
- Understand the importance of clear and effective communication within a team.
- Review own performance and contribution as a team member, identifying areas for improvement.
Time Management in Sales Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the direct relationship between effective time management and the successful achievement of sales targets.
- Plan and manage own time effectively in a sales role to maximise productivity and achieve targets.
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 Behaviour Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the concept of decision-making units within organisations and their roles in the purchasing process.
- Understand the needs and wants of different members of a decision-making unit.
- Understand the various motivations that drive customer behaviour.
- Understand the different stages and factors involved in customer decision-making processes.
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 Individual Performance Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand how to develop personal objectives that align with broader goals and contribute to overall achievement.
- Understand techniques for managing personal stress and maintaining well-being in a professional environment.
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 Market Segmentation Real unit · Institute of Sales Professionals
What you'll be able to do
- Explain how customers can be segmented for marketing purposes
- Describe different market research methods 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.
Understand Sales Digital Technology Systems Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand the range of digital technology systems used to support the sales process.
- Understand the purpose and function of different digital technology systems in sales.
- Understand how to use a Customer Relationship Management (CRM) system to record and manage customer interactions.
- Understand how to use a CRM system to support sales activities and improve customer relationships.
Understand Sales Professional Learning and Development Real unit · Institute of Sales Professionals
What you'll be able to do
- Understand how continuous learning and development activities contribute to improved sales performance and career progression.
- Understand the diverse range of learning and development opportunities available to sales professionals, including formal training, mentoring, and self-directed learning.
Understand Sales Targets Real unit · Institute of Sales Professionals
What you'll be able to do
- Explain the purpose of sales targets in an organisation
- Explain how sales targets are monitored and managed
Understand the Sales Process Real unit · Institute of Sales Professionals
What you'll be able to do
- Explain the principles of professional selling
- Describe the stages of the sales process
- Explain how the sales function contributes to organisational success
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
Identify Market Segments
- Standard
Identify Market Segments
- Standard
Manage sales technology systems
- Standard
Manage sales tools and technology systems
- Standard
Research customer behaviours to identify market segments
- Standard
Sell products and services remotely
- 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
- 2 records
- 1 record
- 1 record
- 1 record
- 1 record
Showing 6 roles, drawn from 10 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
Digital Sales Associate
This role can lead to Senior Digital Sales Strategist, planning sales campaigns and guiding newer reps, or Lead, Digital Sales Operations, managing the systems and processes sales teams rely on.
See the whole journeyThe credits, and who awards them
Level 2 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
Generating and Qualifying Sales LeadsPersonal Motivation and Sales PerformanceSelling to Customers Face-to-FaceSelling to Customers RemotelySolving ProblemsTeam WorkingTime Management in SalesUnderstand Change in the Workplace
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 - Pitch it Evaluate
“Generating and Qualifying Sales Leads” gets practised as a pitch. You make the case out loud, Zavmo asks the question the room would ask, and you make it again.
- Map a live decision Analyse
“Understand Sales Digital Technology Systems” runs on a decision you are facing now. Zavmo maps it with you and shows what the second-order effect looks like before you find out the slow way.
- Lead it Apply
“Personal Motivation and Sales Performance” 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.
- Identify Market Segments
- Manage sales technology systems
- Manage sales tools and technology systems
- Research customer behaviours to identify market segments
- Sell products and services remotely
- Use Sales Technology Systems for Sales Activities
- Use Sales Tools and Technology Systems
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 Generating and Qualifying Sales Leads, one of this qualification's own units.
Applied to your work in any of these jobs
Learners will gain knowledge of processes for generating and qualifying sales leads. The unit covers various lead generation methods, the importance of sufficient leads, marketing's role, and criteria for qualifying leads to prospect potential customers effectively.
- 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 2 Certificate in Professional Sales
18 units in this credential, in the order it lists them, awarded by Institute of Sales Professionals.
- Generating and Qualifying Sales Leads
- Personal Motivation and Sales Performance
- Selling to Customers Face-to-Face
- Selling to Customers Remotely
- Solving Problems
- Team Working
and 12 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.