GLOBAL MANAGEMENT ACADEMY

ILM Level 3 Cert. in Leadership & Management (Managing Sales & Marketing)

PROGRAM OVERVIEW

Comprising 7 courses and 120+ hours of online learning, the ILM LEVEL 3 CERTIFICATE IN LEADERSHIP AND MANAGEMENT (MANAGING SALES AND MARKETING) is designed to enable newly appointed or aspiring sales and marketing managers, to develop the skills and knowledge to lead a successful sales and marketing team in the organization.

The program provides training in a wide range of key management and leadership skills, essential for success in a sales and marketing first line role in commercial and public-sector organizations.

WHO ARE THE ILM?

Global Management Academy is an Approved Center for the delivery of programs from the Institute of Leadership and Management.

The ILM is part of the City and Guilds Group, and is the largest Management Training Certification Body in Europe. 90,000 managers receive ILM certification annually. The ILM provides clients with an assurance of quality in the design and delivery of all Endorsed Programs.

PROGRAM CONTENT

The content of this ILM LEVEL 3 CERTIFICATE PROGRAM has been carefully chosen to provide a concise, but intensive learning experience which balances development of knowledge of quality and business improvement techniques, with practical improvement team leadership skills. Candidates for the Certificate are required to complete units to the value of 13 credits.

COURSE 1: ESSENTIAL SALES SKILLS (2 credits)

  • Unit 1: Getting Started
  • Unit 2: Understanding Sales
  • Unit 3: The Skills you Need
  • Unit 4: The Sales Process
  • Unit 5: Preparing to Sell
  • Unit 6: Understanding Customer Motivation
  • Unit 7: Making the Offer
  • Unit 8: Handling Objections
  • Unit 9: Closing the Sale
  • Unit 10: Understanding Cross Selling and Up Selling
  • Unit 11: Identifying Opportunities to sell more to customers
  • Unit 12: Following-up
  • Unit 13: Wrapping-up

COURSE 2: MEETING CUSTOMER NEEDS (2 credits)

  • Unit 1: Getting Started
  • Unit 2: Understanding Customer Service
  • Unit 3: Knowing your Customers
  • Unit 4: Knowing Customer Needs
  • Unit 5: Meeting Customer Needs
  • Unit 6: Exceeding Customer Expectations
  • Unit 7: Knowing Customer Legal Rights
  • Unit 8: Using Customer Feedback
  • Unit 9: Handling Complaints
  • Unit 10: Wrapping-up

COURSE 3: MAKING EFFECTIVE SALES PRESENTATIONS (2 credits)

  • Unit 1: Getting Started
  • Unit 2: Effective Sales Presentations
  • Unit 3: Knowing your Audience
  • Unit 4: Developing the Content
  • Unit 5: Structuring the Presentation
  • Unit 6: Delivering the Presentation
  • Unit 7: Using Flip Charts
  • Unit 8: Compelling PowerPoint Presentations
  • Unit 9: Managing the Logistics
  • Unit 10: Overcoming Nervousness
  • Unit 11: Wrapping-up

 COURSE 4: FOUNDATIONS IN MARKETING  (1 credit)

  • Unit 1: Getting Started
  • Unit 2: Understanding Marketing
  • Unit 3: Marketing Consumer Goods
  • Unit 4: Marketing Industrial Goods
  • Unit 5: Marketing Services
  • Unit 6: Knowing your Products and Services
  • Unit 7: Knowing your Customers
  • Unit 8: The Marketing Mix
  • Unit 9: The Marketing Plan
  • Unit 10: The Marketing Budget
  • Unit 11: Wrapping-up

COURSE 5: LEADING AND MOTIVATING A SALES TEAM (2 credits)

  • Unit 1: Getting Started
  • Unit 2: Defining Team Effectiveness
  • Unit 3: Creating the Sales Vision and Purpose
  • Unit 4: Creating Sales Focus
  • Unit 5: Building a Cohesive Sales Team
  • Unit 6: Motivating your Team
  • Unit 7: Goal Setting and Motivation
  • Unit 8: Setting High Expectations
  • Unit 9: The Team Performance Plan
  • Unit 10: Effective Team Communication
  • Unit 11: Developing the Team
  • Unit 12: Wrapping up

COURSE 6: BUSINESS NEGOTIATION SKILLS (2 credits)

  • Unit 1: Getting Started
  • Unit 2: Understanding Negotiations
  • Unit 3: The Negotiating Process
  • Unit 4: Communication Skills for Successful Negotiating
  • Unit 5: Setting the Negotiation Objectives
  • Unit 6: Preparing for Negotiations
  • Unit 7: Opening Positions
  • Unit 8: Bargaining
  • Unit 9: Dealing with Challenges
  • Unit 10: Closing the Negotiations
  • Unit 11: Dealing with Difficult People
  • Unit 12: Beyond Negotiations
  • Unit 13: Wrapping-up

COURSE 7: PLANNING AND MONITORING THE WORK OF THE SALES TEAM (2 credits)

  • Unit 1: Getting Started
  • Unit 2: Understanding Management
  • Unit 3: The Functions of Management
  • Unit 4: Setting Team Sales Goals and Targets
  • Unit 5: Organizing Work
  • Unit 6: Assigning Sales Tasks
  • Unit 7: Delegating Effectively
  • Unit 8: Management Controls
  • Unit 9: Giving Feedback
  • Unit 10: Managing with Authority
  • Unit 11: Wrapping-up

ADMISSION REQUIREMENTS

There are no formal entry requirements but participants will normally be practising supervisors or managers with the opportunity to analyse their business environment and their personal leadership experiences.

PROGRAM DURATION

Learners are free to complete the program at their own pace. Each course in the program will take approximately 20 hours to complete. Learners will have 12 months from the date of enrolment to complete the program.

LEARNING FORMAT

The program is delivered through:

  • Online Learning through the Global E-Learning Portal (participants have access to the portal for 12 months from the date of registration).
  • Each course takes approximately 20 hours to complete.
  • Tutor Support is available through email, web conferencing and phone, throughout your program.

LEARNING RESOURCES

When you enrol in a Global course, you get immediate access to our E-Learning Portal. Online courses contain:

  • Online presentations
  • Online quizzes
  • Online self-assessments
  • Online Case Studies
  • Online videos
  • Downloadable learning manual (80 pages +) / workbooks / additional articles and Excel worksheets

ASSESSMENT

Candidates are required to complete written assignments of approximately 1200 words for each course. Assignments are practical and require candidates to apply the theory in the course to their work context. The pass mark for each assignment is 50%. Comprehensive assessment guides are provided for each course, and your Global tutor provides continuous guidance and feedback on your assignment drafts to help you meet the pass criteria.

ILM CERTIFICATION

On successful completion of the program, participants receive the LEVEL 3 CERTIFICATE IN LEADERSHIP AND MANAGEMENT from the City and Guilds ILM (OFQUAL accredited).

INCLUDED
In addition, enrollment in the ILM is included in your course fee (at a cost of £112), which gives you access to an extensive online library of learning resources.