Government Funded Edexcel Level 3 NVQ Diploma in Sales

LAMMORE CONSULTING - INSPIRE, ENTERTAIN, MAKE A DIFFERENCE

Monthly Interventions

Module 1

Negotiating, handling

objections and closing sales

(3C01)

Complying with legal, regulatory

and ethical requirements

(3C02)

Module 2

Buyer behaviour in sales

situations (3C08)

Obtaining and analysing sales-

related information

(3C06)

Module 3

Developing sales proposals (3C18)

Prioritising information for sales planning

(3C16)

Module 4

Building and retaining sales relationships

(3C19)

Preparing and delivering a sales

presentation

(3C10)

Module 5 Developing and implementing sales call plans

(3C11)

Communicating using digital

marketing/sales channels

(3C14)

Upon successful completion, each participant will receive an internationally recognised Edexcel L3 Diploma in Sales (QCF) and L2 certificates in English, Maths & ICT along with Sector Skills Council Framework Certificate from the CFA.

Cost of programme: £2000pp + expenses Funding partners can provide up to £1,500 per participant

depending on qualification criteria.

Course Content - 18 months: 5 classroom days/40 blended learning sessions + monthly interventions.

Our ISMM Level 3 NVQ Diploma in Sales(QCF) is a competence based NVQ Qualification which forms part of the Level 3 Advanced Apprenticeship framework in Sales and Telesales. Learners are required to be working in a sales role.

Edexcel Level 3 NVQ Diploma in Sales


1. Induction

2. Learning Agreement & Programme Design & Assessor Interventions

Purpose: 1-2-1 meeting with assessor to tailor programme to the individual’s particular needs and begin assessment process

The assessor will help the learner complete a learning agreement and ensure the programme meets their specific requirements.

In addition, the first assignment brief is handed out. Our assessor would meet/interact with the learner once a month over the 18 month programme. Each session typically 1 to 2 hours. The rest

is down to self-study with employer support. Duration: 1 to 2 hrs - Format:Individual

Purpose: brief the student on process & content on the qualification, and conduct the initial functional skills assessment

Who we are - a brief overview of CSM, and LammoreWhy we are here - benefits of training to individual and employer.

Information & Expectations - Description of qualification and what is expected of the student/company/assessor

Paperwork - Learners bring: NI number, Maths and/or English @ GCSE A-C grade dates of achievement (if held).

Initial Assessments - Assessment of listening, reading, writing, maths and ICT. (approx. 90 mins) Learning Styles Questionnaire - Identify how a learner prefers to learn/study

Duration: 2.5 hrs Format: Group/classroom


1. Training Schedule

(3C01) Negotiating, handling objections and closing sales This unit aims to provide the skills to handle and overcome sales objections and to negotiate in order to be able to

close the sale effectively in a way that is mutually beneficial to both the customer and own organisation.

The learner will: Be able to handle objections, negotiate with the customer and close the sale. Format: Group/classroom

(3C02) Complying with legal, regulatory and ethical requirements This unit aims to support learners in understanding the legal and ethical requirements in sales and understand the

consequences of non-compliance for individuals, organisations and customers.

The Learner will: Understand the laws affecting sales Format: Group/classroom

(3C08) Buyer behaviour in sales situations This unit aims to provide the knowledge and understanding necessary to enable the sales person to respond to

different members of the decision-making unit, whether in consumer markets or organisational markets.

Knowledge of buyer behaviour enables the sales person to identify appropriate methods of contact and present appropriate solutions depending on who is involved in the sales decision.

The Learner will: Understand buyer decision making processes and their impact on the sales cycle and understand how to respond to the buyer at each stage of the decision making process

Format: Group/classroom


(3C06) Obtaining and analysing sales-related information This unit concerns providing the knowledge and skills needed to obtain and analyse information that helps to understand the markets for products and/or services and the volume, mix and value of the products or services

sold. The learner will: Understand the uses of sales-related information,Understand how to use tools and methods to analyse sales-related information, Be able to obtain sales related information about customers, markets and competitors Be able

to use tools and methods to analyse sales related information Format: Group/classroom

(3C18) Developing sales proposals This unit aims to provide the knowledge and skills for

preparing sales proposals for customers. The learner will: Understand how to write sales proposals, be able to develop sales proposals and be able to evaluate the

proposal


(3C16) Prioritising information for sales planning This unit aims to provide the knowledge, understanding and skills to ensure an organisation has a clear and up to date picture of its markets and can use appropriate information to support the development of sales strategies and plans

The learner will: Understand sources and types of information that support sales, understand internal information that supports sales, be able to carry out a business audit of the internal and external sales environment and be able to use

sales information to support the sales planning function


(3C19) Building and retaining sales relationships

This unit is designed to enable the building of strong relationships with customers and understand customer’s needs and expectations more clearly by working in partnership with them.

The learner will: Understand the benefits and risks of planning and investing in sales relationships, be able to build sales relationships retain sales customers


(3C10) Preparing and delivering a sales presentation

This unit concerns providing the necessary skills for developing and delivering sales presentations.

The learner will: Understand the factors for consideration in the preparation of sales presentations, be able to prepare a sales presentation Format: Group/classroom

(3C11) Developing and implementing sales call plans

This unit concerns providing the knowledge and skills needed to develop and implement a sales call plan

The learner will: Be able to develop a sales call plan, be able to undertake a sales call


(3C14) Communicating using digital marketing/sales channels

This unit concerns providing the knowledge and skills needed to carry out digital marketing via multiple channels using digital media which are both media and technology independent. These can therefore include,

for example, email, SMS (Short Message Service or text messaging), RSS (Rich Text Syndication/Real Simple Syndication) websites, blogs and user generated content

The learner will: Understand how to plan the use of digital media for a specific message, audience and recipients, be able to plan the use of digital media for a specific message, audience and recipients, be able to check the

digital message can be accessed and/or delivered and be able to monitor and evaluate the response to digital activity and take any corrective action


Dates and locations will be discussed at a meeting prior to the induction. If units are not specific to your business we will provide you with alternatives