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 03 Profile of Ethos Academy s head tutor 06 Course Details Level 1 Award in Sales and Marketing 07 Level 2 Certificate in Sales and Marketing 08 Level 3 Certificate in Sales and Marketing 09 Level 3 Diploma in Sales and Marketing 10 Level 4 Certificate in Operational Sales and Marketing Management 11 Level 4 Diploma in Sales and Marketing 12 Level 5 Diploma in Operational Sales and Marketing Management 13 Level 5 Certificate in Sales and Key Account Management 14 Level 6 Certificate in Strategic Sales Management 15 Level 6 Diploma in Strategic Sales Management 16 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. All students receive an extensive booklet of supporting course notes. Many individuals and businesses are eligible to have the training partly or even completely grant funded we can advise you on how to access this funding. Our aim isn t just for our candidates to gain a certificate. We strive to raise their professional skills for future business success.

5 5 academy About Ethos Academy The Ethos Academy was established by Anne Derbyshire, the highest professionally qualified sales tutor in Wales. Our exclusive focus on accredited 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 tuition. Sales and marketing training is what we do and we do it well. The Ethos Academy is part of Ethos Creative, an award-winning design and marketing agency based in Llantrisant.

6 Profile Head Tutor Anne Derbyshire MA Sales, Cert Ed, MIBC, F Inst.SMM Anne is the founder and Head Tutor of Ethos Academy. As Wales highest professionally qualified sales tutor, Anne offers an unprecedented combination of experience as a sales and marketing practitioner, consultant and tutor. Anne has held senior sales and marketing managerial positions in global organisations, such as Reed Elsevier and Thomson Corporation, and has developed and conducted training and consultancy programmes on an international level. In addition to running Ethos Academy, Anne is part of the senior management team at Ethos RH Ltd, a multi-award winning design and marketing agency that includes Ethos Creative, Ethos Digital Technology and Ethos Academy. Anne s approach to training Anne is passionate about sales and marketing and is dedicated to helping others succeed. She takes a highly tailored and individualistic approach, working with students and businesses so they can apply each course to the strengths and weaknesses, opportunities and threats they face. Her approach ensures students find the courses relevant, fun and informative. Anne is available for students to contact her with any questions they have throughout and after their course. Anne s qualifications Anne is a qualified teacher and holds an MA in Sales Management and a Diploma in Sales and Marketing Management. She is a Fellow of the Institute of Sales and Marketing Management and a member of the Institute of Business Consultants. Anne s experience Anne has specialised in sales and marketing training, coaching individuals as well as running professional workshops since In addition to holding senior sales and marketing positions for global companies, Anne has worked on a consultancy basis with more than a hundred businesses across many different sectors ranging from manufacturing companies and service providers to social enterprises. Contact Anne To get in touch with Anne, please call or

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 or junior sales 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. QCF Unit Subject U101 Selling ethically 1 U102 Steps to a successful sale: 3 Prospecting, making appointments, finding needs, presenting the benefits, handling objections, closing U103 The 7 Ps of the Marketing Mix 2 U104 Communication in sales: 1 Questioning, listening, body language developing a rapport. This Award will be assessed through answering a series of multiple choice questions on line. Enrol by contacting co.uk to arrange date for commencement of the course, and for ISMM registration VAT plus ISMM registration fee of 100. Model House Llantrisant, or other venue more suitable/nearer to student. 2 days 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. QCF Mandatory Unit U201 The ethics and the law in selling 3 U202 Marketing: the marketing mix, marketing 4 planning, segmentation, market research U203 Understanding buyer behaviour: the decision 3 making process, reasons why people buy U204 Sales Targets: their importance and how to 2 meet sales targets. Optional Units. Choose one of the following U205 Steps to a successful sale (either phone, 5 in writing or face to face) through direct contact with the customer U206 Steps to a successful sale (face to face) 5 U207 Steps to a successful sale on the telephone 5 (telesales) 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 1,100 + VAT for individual. Fees are negotiable depending on size of group plus ISMM registration fee of 100. Model House Llantrisant, or other venue more suitable/nearer to student. 8/10 days. Includes a combination of workshops and guided learning, backed by tutor support via and phone. 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 assignments. Enrol by contacting co.uk to arrange date for commencement of the course, and for ISMM registration 1,100 + VAT plus ISMM registration fee of 110. Fees are negotiable depending on size of group. Model House Llantrisant, or other venue more suitable/nearer to student. 8/10 days includes a combination of workshops and guided learning, including tutor support via e mail and phone. Level 3 qualifications on the Qualifications and Credit Framework (QCF)

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 Individual fee 2,100 + VAT. Fees are negotiable depending on size of group Plus ISMM registration fee of 150. Model House Llantrisant, or other venue more suitable/nearer to student. 18/20 days consisting of a combination of workshops and guided learning, including tutor support via and phone. Level 3 qualifications on the Qualifications and Credit Framework (QCF)

11 Level 4 Certificate in Operational 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 Individual fee 1,200 + VAT. But fees are negotiable depending on size of group ISMM registration fee is 170. There is a reading list of suitable text books which the learner may like to purchase. Model House Llantrisant, or other venue more suitable/nearer to student. Approximately days. These will include a combination of workshops, guided learning via workbook material provided and research. Tutor support through and phone. (ISMM) Level 4 qualifications on the Qualifications and Credit Framework (QCF)

12 Level 4 Diploma in Sales and Marketing - 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 Individual fee 2,300 + VAT. Fees are negotiable depending on size of group. ISMM registration fee is 210. There is a reading list of suitable text books which the learner may like to purchase. Workshops can be held at Model House Llantrisant, or other venue more suitable / nearer to student. Approximately days over an agreed period of time. These will include a combination of workshops, guided learning via workbook material provided and research. Tutor support through e mail and phone. (ISMM) Level 4 qualifications on the Qualifications and Credit Framework (QCF)

13 Level 5 Certificate in Sales and Key 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 Individual fees 1,300 + VAT but fees are negotiable depending on size of group. ISMM registration fee is 210. There is a reading list of suitable text books which the learner may like to purchase. Model House Llantrisant, or other venue more suitable/nearer to student. Approximately days over an agreed period of time, consisting of workshops, guided learning via workbook material provided and research. Tutor support through and phone. (ISMM) Level 5 qualifications on the Qualifications and Credit Framework (QCF)

14 Level 5 Diploma in Operational Sales and Marketing 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 Using financial tools to assess and prioritise accounts 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 Individual fees are 2,500 + VAT but fees are negotiable depending on size of group. ISMM registration fee is 260. There is a reading list of suitable text books which the learner may like to purchase. Model House Llantrisant, or other venue more suitable/ nearer to student. Approximately days over an agreed period of time. Consisting of a combination of workshops, guided learning and research via workbook material provided. Tutor support through e mail and phone. (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 Individual fees 1,400 + VAT. But fees are negotiable depending on size of group. ISMM registration fee is 235. There is a reading list of suitable text books which the learner may like to purchase. Model House Llantrisant, or other venue more suitable/nearer to student. Approximately days over an agreed period of time, consisting of a combination of workshops, guided learning at home via workbook material provided and research. Tutor support through and phone. (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 Individual fees 2,700 + VAT. But fees are negotiable depending on size of group. ISMM registration fee is 330. There is a reading list of suitable text books which the learner may like to purchase. Model House Llantrisant, or other venue more suitable/nearer to student. Approximately days over an agreed period of time, consisting of a combination of workshops, guided learning via workbook material provided and research. Tutor support through e mail and phone. (ISMM) Level 6 qualifications on the Qualifications and Credit Framework (QCF)

17 17 academy 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.

Accredited Training in Sales and Marketing

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