Course Detail

The ICM single-subject Diploma in Principles and Practice of Sales has been designed for people who want to make their career in sales. It is also suitable for those already in employment who seek to develop their selling and sales skills. The subject topics for the Diploma in Principlesand Practice of Selling are: Development & Role of Selling in Marketing Consumer & Organisational Buyer Behaviour Sales Strategies Sales Responsibilities & Preparation Personal Selling Skills Sales Setting International Selling Law & Ethical Issues Course Aims, Length and Entry The course is run on one evening per week for three hour for 5 weeks. Entry: ICM operates an ‘Open Entry’ policy but prospective students should note that the following entrance qualifications are recommended for those wishing to undertake the Certificate programme: 1 Five GCSEs at grades A, B or C (or equivalents) 2 A suitable BTEC National Award 3 Any qualification equivalent to the above Applicants over the age of 19 who do not hold one of the recommended entrance qualifications may also register for the programme providing they have been in full-time employment for a minimum of two years. Examinations: Externally set and marked by the ICM examinations are held in March, June, September and December each year. Candidates must be registered and paid-up Student Members of the Institute at the time they undertake the examinations.