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.
There are 8 ISM qualifications available at this level: 7 single-unit Awards and 1 composite-unit Certificate. There is no Diploma at this level. Units can be built up over time to contribute to the Certificate. The qualification titles given below are the titles as they will appear on the certificate when awarded to the learner. The qualification reference number is the number allocated to the qualification by Ofqual. Each unit also has a unique Ofqual unit reference number which can be found within the content of each unit in this syllabus.
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.
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What each unit actually teaches you to do
Sales targets Real unit · Institute of Sales Management
What you'll be able to do
- Understand sales targets
Selling to customers Real unit · Institute of Sales Management
What you'll be able to do
- Prepare for the sale
- Establish a rapport with the customer
- Identify customer requirements
- Present own products and/or services to the customer
- Deal with sales objections from the customer
- Progress the sale
- Close the sale
Telesales Real unit · Institute of Sales Management
What you'll be able to do
- Prepare for the sales call
- Establish a rapport with the customer
- Identify customer requirements
- Present products to the customer
- Deal with sales objections over the phone
- Progress the sale
- Close the sale
Understanding buyer behaviour Real unit · Institute of Sales Management
What you'll be able to do
- Understand consumer and organisational decision- making units
- Understand how to interpret buyer needs and wants
- Understand consumer and business-to-business decision– making processes
- Understand the influences motivating the buyer
Understanding laws and ethics of selling Real unit · Institute of Sales Management
What you'll be able to do
- Understanding the laws affecting selling
- Understand the ethics of selling
Understanding marketing Real unit · Institute of Sales Management
What you'll be able to do
- Understand how marketing is planned in an organisation
- Understand how customers can be segmented
- Understand how to carry out market research
- Understand the marketing mix
Understanding selling to customers Real unit · Institute of Sales Management
What you'll be able to do
- Understand how to prepare for the sale
- Understand how to establish a rapport with the customer
- Understand how to identify customer requirements
- Understand how to present own products and/or services to the customer
- Understand how to deal with sales objections from the customer
- Understand how to progress the sale
- Understand how to close the sale
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
Telesales of Music Licences
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 9 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
Telesales Associate
This work builds the skills behind most sales careers: resilience, clear communication and product knowledge. It can lead to a senior telesales role, a full sales cycle role as an account executive, or managing a telesales team.
See the whole journeyThe credits, and who awards them
Level 2 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
Sales targetsSelling to customersTelesalesUnderstanding buyer behaviourUnderstanding laws and ethics of sellingUnderstanding marketingUnderstanding selling to customers
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
“Sales targets” gets practised as a pitch. You make the case out loud, Zavmo asks the question the room would ask, and you make it again.
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 Sales targets, one of this qualification's own units.
Applied to your work in any of these jobs
Learners will gain a comprehensive understanding of sales targets within organisations. The unit covers the purpose of sales targets, how they are set and monitored, factors causing variances, and actions to address shortfalls in sales performance.
- 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 2 Certificate in Sales and Marketing
7 units in this credential, in the order it lists them, awarded by Institute of Sales Management.
- Sales targets
- Selling to customers
- Telesales
- Understanding buyer behaviour
- Understanding laws and ethics of selling
- Understanding marketing
and 1 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.