Accredited Training in Sales and Marketing

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1 Accredited Training in Sales and Marketing...invest in a Brighter Future academy

2 2 academy s Introduction What Ethos Academy can offer Course Details Level 1 Award in Sales and Marketing Level 3 Diploma in Sales and Marketing 10 Level 4 Certificate in Sales and Mrketing Management 11 Level 4 Diploma in Sales and Marketing Management 12 Level 5 Certificate in Sales and Account Management 13 Level 5 Diploma in Sales and Account Management 14 Level 6 Diploma in Strategic Sales Management Contact Information 17

3 3 academy accredited training Without sales, business wouldn t be business and you wouldn t be where you are today. Sales and marketing are not only crucial to business, but to your career development. William Clement Stone once said, Sales are contingent upon the attitude of the salesman, not the attitude of the prospect. By understanding this, we will help you discover your potential with training courses accredited by the Institute of Sales and Marketing Management (ISMM). Accredited training for bottom line impact ISMM training courses from the Ethos Academy will develop your sales and marketing skills to help you succeed in a competitive market and ultimately, improve the bottom line. Our qualified tutors are sales and marketing specialists with proven expertise, and they ll tailor your qualification to your industry to make sure you know how to put the theory into practice. What could you achieve? Whether you want to further your own personal development or boost the effectiveness of your workforce, an ISMM training course will provide lifelong sales and marketing skills. From improving customer satisfaction to winning more customers, increasing return on investment to securing your dream job, an ISMM training course will provide you with the vital foundations to succeed.

4 4 academy A fantastic way to further your own career development or support the professional development of your employees. Courses can be uniquely tailored to each business and are designed for employees at all levels (levels 1-6) from telesales to sales managers, account managers and directors. Hands-on learning techniques whereby you practise the theory and skills you learn, in a safe and fun environment. Restricted class sizes to ensure individual attention and high-quality tuition. We can offer two routes to learning: Route one A distance learning option. We will provide you with your course materials, and will support your learning with Skype tutorials and tutor support and guidance throughout your course. Route two A blended learning option. This option will ensure that your skills and knowledge are developed to their maximum. For each unit of work, you will benefit from face to face workshops and tutor support delivered at our centres in Cardiff and Wimbledon. The workshops will be combined with flexible distance learning to ensure that you and the business benefit fully as a result of the course. Our aim isn t just for our candidates to professional skills for future business success.

5 5 academy About Ethos Academy Our exclusive focus on sales and marketing training ensures we have specialist expertise to create the best possible courses, recruit the most qualified tutors and give our students the individual attention they deserve. We take a quality, not quantity approach to training, providing an exceptional standard of highly tailored tution. Sales and marketing training is what we do and we do it well. The Ethos Academy is part of Ethos Group, an award-winning digital, design and marketing services agency based in Cardiff, South Wales.

6 6 academy What we offer: Flexibility Having been there ourselves, we understand how difficult it is as a sales person, to be able to be able to keep schedule. With our courses, you will be able to fit your learning around your work commitments and your home life through the flexible packages we offer. Tutor Support You will be assigned a highly qualified and experienced tutor to support you throughout each module of learning. Your tutor will be available to help you and advise you throughout your studies. Distance Learning Option We are now offering a distance learning option which gives even greater flexibility - and a reduced price! Workshops and Tutorials For those who prefer the full support package rather than the distance learning option, we hold regular workshops and individualised tutorials in Cardiff and London (Wimbledon) where students can meet, interact, learn new skills, and thoroughly discuss each new module with their tutor. Course Materials We provide a full set of course notes plus a range of study materials to support each module. We also encourage our students to undertake research online, especially at the higher levels, to develop their knowledge and understanding and we give full guidance on this. Guaranteed Pass! We have a 100% pass rate. We pride ourselves in our high standards, and as long as our students work with their tutor to complete each assignment, they will pass.

7 Level 1 Award in Sales and Marketing - Qualifications & Credit Framework (QCF) A practical course, suitable for anyone wanting to gain a job/career in retail, sales, call centre work, customer service. Aims To develop personal selling skills required for a trainee / junior sales role, or customer service role. Satisfying the customer Retaining customers The positive qualities of a salesperson How to communicate effectively with the customer The marketing mix. The steps to a successful sale. Customer service skills. QCF Unit Subject A101 Award in Selling lawfully and ethically 1 A102 Award in Understanding the sales cycle 3 A103 Award in Understanding marketing 2 A104 Award in Communication skills in sales 1 A105 Award in Understanding consumer 1 buyer behaviour A106 Award in Developing customer 3 service skills A107 Award in Market you business 1 A108 Award in Make successful deals 1 in business A109 Award in Sales and Marketing 7 C101 Certificate in Sales and Marketing 13 Each unit at level 1 is assessed through answering a series of multiple choice question online. Enrol by contacting co.uk to arrange date for commencement of the course, and for ISMM registration. Timetable: The Award in Sales and Marketing (A109) consists of units A101, A102, A103, A VAT plus ISMM examination fee of 100. Each of these 8 units can also be taken as a stand alone and can be priced individually. At our Ethos centre near Cardiff, or other venue more suitable/nearer to student. The A109 Award will take three days of tuition over an agreed period of time consisting of practical workshops and guided learning including tutor support via and phone. Level 1 qualifications on the Qualifications and Credit Framework (QCF)

8 Level 2 Certificate in Sales and Marketing - Qualifications & Credit Framework (QCF) A practical course, suitable for anyone wanting to gain a job/career in sales, retail, call centre work, customer service. Aims To develop personal selling skills both face to face and on the telephone. The steps to a successful sale either face to face or on the telephone Establishing a rapport with the customer. Identifying customer s needs The art of communication- questioning and listening. Body language Dealing with objections Closing To achieve the certificate learners must complete each of the Units U201, U202, U203, and U204 plus any one of the Units U205, U206 or U207 totalling 17 credits. Enrol by contacting co.uk to arrange date for commencement of the course, and for ISMM registration Start date/timetable: The Full Tuition Package: Includes a combination of workshops and guided learning, backed by tutor support via and phone. Full tuition package is 1,000 + VAT. Distance learning option is VAT. ISMM registration fee of 100. Each of these units can also be taken as a stand alone award and can be priced individually. QCF Mandatory Unit U201 Understanding laws and ethics of selling 3 U202 Understanding marketing 4 U203 Understanding buyer behaviour 3 U204 Sales Targets 2 Optional Units. Choose one of the following U205 Selling to customers 5 U206 Understanding selling to customers 5 U207 Telesales 5 All units will be assessed through either work based evidence or assignment. Our Ethos centre near Cardiff, or other venue more suitable/nearer to student. The full certificate will usually take about 6-9 months to complete although you can choose to study at a faster or slower rate. Level 2 qualifications on the Qualifications and Credit Framework (QCF)

9 Level 3 Certificate in Sales and Marketing - Qualifications & Credit Framework (QCF) The Certificate is suitable for anyone wanting to understand how to gain and retain customers and/or develop their career in sales and marketing. Aims Gives practising sales or telesales/ call centre people the theory and practical selling skills required for their development in a professional sales role. The ten stage sales structure for an effective sale. Communication skills- questioning, listening, body language Consumer law and ethics Delivering a successful sales presentation. The reasons why people buy. QCF Unit Title U201 The laws and 3 ethics of selling U301 Preparing and delivering 5 a sales presentation U302 Handling objections, 6 negotiating and closing U303 Understanding influences 3 on buyer behaviour All units will be assessed through either work based evidence or assignment. Enrol by contacting co.uk to arrange date for commencement of the course, and for ISMM registration or phone The Full Tuition Package: Includes a combination of workshops and guided learning, backed by tutor support via and phone. Full tuition package is 1,100 + VAT. Distance learning option is VAT. ISMM examination fee of 110. Our Ethos centre near Cardiff, or other venue more suitable/nearer to student. The full certificate will usually take about 6-9 months to complete although you can choose to study at a faster or slower rate. Level 3 qualifications on the Qualifications and Credit Framework (QCF) Each of these units can also be taken as a stand alone award and can be priced individually.

10 Level 3 Diploma in Sales and Marketing - Qualifications & Credit Framework (QCF) The Diploma is for the more experienced sales and marketing professionals perhaps aspiring to management or team leadership. The diploma will be gained through completion of the mandatory units listed below, plus further optional units to gain at least 37 credits. Aim To give practising sales or telesales people the theory and practical application required for their development in a professional sales role. The ten stage sales structure for an effective sale. Communication skills- questioning, listening, body language Consumer law and ethics Delivering a successful sales presentation. The reasons why people buy. QCF Mandatory Unit U201 The laws and ethics of selling 3 U301 Preparing and delivering a sales presentation 5 U302 Handling objections, negotiating and closing 6 U303 Buyer behaviour: the psychological buying 3 decision-making process Optional Units U304 Understanding customer segmentation 4 and profiling U305 Understanding sales and marketing in 4 organisations U306 Using market information for sales 5 U307 Time and territory management for sales people 6 U308 Planning for professional development 2 U309 Prospecting for new business 4 U310 Sales pipeline management 6 Assessment can be either through work based evidence or assignment. Enrol by contacting to arrange date for commencement of the course, and for ISMM registration The Full Tuition Package: Includes a combination of workshops and guided learning, backed by tutor support via and phone. Full tuition package is 2,100 + VAT. Distance learning option is 1,600 + VAT. ISMM examination fee of 150. Each of these units can also be taken as a stand alone award and can be priced individually. Our Ethos centre near Cardiff, or other venue more suitable/nearer to student. The full diploma will usually take about 12 months to complete although you can choose to study at a faster or slower rate. Level 3 qualifications on the Qualifications and Credit Framework (QCF)

11 Level 4 Certificate in Sales and Marketing Management - Qualifications & Credit Framework (QCF) For established or aspiring operational sales and account managers. People working at this level will often be managing others and allocating resources. Aim To gain the theoretical knowledge and practical skills needed by sales managers to succeed in the workplace, through managing a sales team, understanding the marketing environment, conducting operational sales planning and developing practical selling skills. To achieve the certificate, learners must complete units U401 and U402 worth 9 credits, and any two optional units worth a minimum of another 9 credits, totalling at least 18 credits. QCF Mandatory Units U401 Managing responsible selling 4 U402 Understanding segmentation, targeting 5 and Positioning Optional Units U403 Managing a sales team 6 U404 Operational sales planning 5 U405 Sales negotiations 5 U406 Analysing the marketing environment 5 U407 Finance for sales managers 7 U408 Writing and delivering a sales proposal 4 Assessment can be either through work based evidence or assignment. Enrol by contacting co.uk to arrange date for commencement of the course, and for ISMM registration The Full Tuition Package: Includes a combination of workshops and guided learning, backed by tutor support via and phone. Full tuition package is 1,200 + VAT. Distance learning option is 850. ISMM examination fee of 170 Our Ethos centre near Cardiff, or other venue more suitable/nearer to student. The full certificate will usually take about 6 to 9 months to complete although you can choose to study at a faster or slower rate. (ISMM) Level 4 qualifications on the Qualifications and Credit Framework (QCF)

12 Level 4 Diploma in Sales and Marketing Management - Qualifications & Credit Framework (QCF) For established or aspiring operational sales and account managers. People working at this level will often be managing others and allocating resources. Aims To gain the theoretical knowledge and practical skills needed by sales managers to succeed in the workplace, through managing a sales team, understanding the marketing environment, conducting operational sales planning and developing practical selling skills. To achieve the diploma, learners must complete all the following eight units totalling 41 credits. QCF Mandatory Units U401 Managing responsible selling 4 U402 Understanding segmentation, 5 targeting and positioning U403 Managing a sales team 6 U404 Operational sales planning 5 U405 Sales negotiations 5 U406 Analysing the marketing 5 environment U407 Finance for sales managers 7 U408 Writing and delivering a 4 sales proposal Assessment can be either through work based evidence or assignment. Enrol by contacting co.uk to arrange date for commencement of the course, and for ISMM registration Timetable: Includes a combination of workshops and guided learning, backed by tutor support via and phone. Full tuition package is 2,300 + VAT. Distance learning option is 1,700 + VAT. ISMM examination fee of 210. Our Ethos centre near Cardiff, or other venue more suitable/nearer to student. The full diploma will usually take months to complete although you can choose to study at a faster or slower rate. (ISMM) Level 4 qualifications on the Qualifications and Credit Framework (QCF)

13 Level 5 Certificate in Sales and Account Management - Qualifications & Credit Framework (QCF) For established or aspiring sales managers, account managers, regional sales managers or regional/key account managers. Aims To achieve the Certificate in Sales and Account Management the learner needs to complete each of the following units, totalling 26 credits. The content will cover: Developing and managing customer accounts Ethical sales practices and the law relating to sales Marketing strategy and how this supports the sales function The use of marketing research and analysis Forecasting in relation to sales targets QCF Mandatory Units U401 Managing responsible selling 4 U501 Understanding and developing 8 customer accounts U502 Understanding the integrated 8 functions of sales & marketing U503 Sales forecasts and 8 target setting Assessment can be either through work based evidence or assignment. Enrol by contacting co.uk to arrange date for commencement of the course, and for ISMM registration The Full Tuition Package: Includes a combination of workshops and guided learning, backed by tutor support via and phone. Full tuition package is 1,300 +VAT. Distance learning option is 800 +VAT. ISMM examination fee of 210. Our Ethos centre near Cardiff, or other venue more suitable/nearer to student. The full certificate will usually take between 7-9 months to complete although you can choose to study at a faster or a slower rate. (ISMM) Level 5 qualifications on the Qualifications and Credit Framework (QCF)

14 Level 5 Diploma in Sales and Account Management - Qualifications & Credit Framework (QCF) For established or aspiring sales managers, account managers, regional sales managers or regional/key account managers. The learner can pursue either the sales management / leadership route or the account management route depending on their career aspirations. This can be achieved through selecting the appropriate units. to select from The relationship between leadership and management How to build trust between self and team Motivating a team to achieve objectives and targets Reward and recognition Performance management Coaching and mentoring for top performance Territory management and planning How to build and develop relationships with accounts How to build networking in sales Understand how to use consultative selling How to monitor and control customer relationships Understand the principles of bid and tender management How to prepare for a bid- procedures and understanding customers perspective and needs Establish a bid plan Competitor analysis Developing a product portfolio and portfolio management. All units will be assessed through either work based evidence or assignment. QCF Mandatory Unit U401 Managing responsible selling 4 U501 Understanding and developing 8 customer accounts U502 Understanding the integrated 8 functions of sales and marketing Optional Units U503 Sales forecasts and target setting 6 U504 Leading a team 6 U505 Motivation and Compensation 6 for sales teams U506 Coaching and mentoring 6 U507 Designing, managing and 6 planning sales territories U508 Analysing the financial potential and 6 performance of customer accounts U509 Relationship management for 6 account managers U510 Bid and tender management 6 for account managers U511 Developing a product portfolio 6 Enrol by contacting to arrange date for commencement of the course, and for ISMM registration The Full Tuition Package: Includes a combination of workshops and guided learning, backed by tutor support via and phone. Full tuition package is 2,500 +VAT. Distance learning option is 1,600 +VAT. ISMM examination fee of 260. Our Ethos centre near Cardiff, or other venue more suitable/ nearer to student. The full diploma will usually take between months to complete although you can choose to study at a faster or a slower rate. (ISMM) Level 5 qualifications on the Qualifications and Credit Framework (QCF)

15 Level 6 Certificate in Strategic Sales Management - Qualifications & Credit Framework (QCF) For established or aspiring senior sales managers, senior account managers, sales directors and leaders- individuals who deliver, or aspire to deliver, strategic sales solutions at a national and international level. To achieve the Certificate in Strategic Sales Management the learner must complete unit U601 and any three optional units, giving 28 credits. The content will cover a selection of the following, depending on the optional units chosen: The skills to lead and manage the sales-force Developing sales and marketing strategies and plans. Organisation of the sales-force. Managing resources to meet sales targets. Forecasting techniques and methods for preparing a budget. Managing and developing business relationships at a strategic level with major customers Leading sales-related change Managing customer insight to assist the achievement of sales objectives QCF Mandatory Unit U601 Leading a culture for responsible selling 7 Optional Units U602 Leadership and management in sales 7 U603 Planning and implementing sales 7 and marketing strategy U604 Sales-force organisation 7 U605 Sales forecasting and planning 7 U606 Developing strategic relationships 7 with major customers U607 Managing sales related change 7 U608 Developing and using customer insight 7 All units will be assessed through either work based evidence or assignment. Enrol by contacting co.uk to arrange date for commencement of the course, and for ISMM registration The Full Tuition Package: Includes a combination of workshops and guided learning, backed by tutor support via and phone. Full tuition package is 1,400 +VAT. Distance learning option is 950 +VAT. ISMM examination fee of 235. Our Ethos centre near Cardiff, or other venue more suitable/nearer to student. The full certificate will usually take between 6-9 months to complete although you can choose to study at a faster or a slower rate. (ISMM) Level 6 qualifications on the Qualifications and Credit Framework (QCF)

16 Level 6 Diploma in Strategic Sales Management - Qualifications & Credit Framework (QCF) For established or aspiring senior sales managers, senior account managers, sales directors and leaders- individuals who deliver, or aspire to deliver, strategic sales solutions at a national and international level. To achieve the Diploma in Strategic Sales Management the learner must complete each of the units U601 U608 giving 56 credits. The content will cover all of the following: The skills to lead and manage the sales-force Developing sales and marketing strategies and plans. Organisation of the sales-force. Managing resources to meet sales targets. Forecasting techniques and methods for preparing a budget. Managing and developing business relationships at a strategic level with major customers Leading sales-related change Managing customer insight to assist the achievement of sales objectives QCF Mandatory Unit U601 Leading a culture for responsible selling 7 U602 Leadership and management in sales 7 U603 Planning and implementing sales 7 and marketing strategy U604 Sales-force organisation 7 U605 Sales forecasting and planning 7 U606 Developing strategic relationships 7 with major customers U607 Managing sales related change 7 U608 Developing and using customer insight 7 All units will be assessed through either work based evidence or assignment. Enrol by contacting co.uk to arrange date for commencement of the course, and for ISMM registration The Full Tuition Package: Includes a combination of workshops and guided learning, backed by tutor support via and phone. Full tuition package is 2,700 +VAT. Distance learning option is 1,900 +VAT. ISMM examination fee of 330. Our Ethos centre near Cardiff, or other venue more suitable/nearer to student. The full diploma will usually take between months to complete although you can choose to study at faster or a slower rate. (ISMM) Level 6 qualifications on the Qualifications and Credit Framework (QCF)

17 17 Contact Ethos Academy Ty Carreg Cowbridge Road Pontyclun Rhondda Cynon Taff CF72 9ED Ethos Academy is part of Ethos that includes Ethos Creative and Ethos Digital Technology. v150423

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