13 modules

Spanning all aspects of leadership and management

12 months

Typical timeframe to complete the course

Suitable for

Senior managers, or Directors of SMEs

Equivalent to

Level 5 QQI (UK – BTEC Level 3)
ILM Leadership training online


This qualification – ILM Certificate in Sales Planning and Management – is specifically designed for sales managers, sales representatives or senior sales personnel responsible for delivering sales and margin targets, as well as account management and account growth.

This is a highly interactive qualification, delivered using blended learning methodologies, which can include; virtual classroom, face to face workshops, self-directed distance learning, case studies, role-plays, video presentations, and group discussions. Practical workplace examples are used throughout the delivery to provide a fuller understanding for the application of the learner’s new knowledge and skills.

Blended learning

Delivered via classroom, both physical and virtual

Highly rated

Our business customers come back to us time and again

Accredited course

Globally recognised qualifications and travel

Learning support

Access to tutors and other experts through your learning

Quality of learning

Full-time tutors who have attended world-class universities
athe Online Qualifications

Course delivery

Each Unit of learning is completed by the learner over four to six consecutive weeks. Learners have 24-7-365 access to learning resources (books, handouts, case studies, models, etc.) for the duration of their study, from our state-of-the-art LMS (Moodle), providing for flexible and convenient learning. Learners are required to complete several learning activities along with ILM Assignments. Learners have one-to-one tutor support to complete the assignments.

Course activities

  • Classroom tuition (face-to-face or virtual)
  • Learner materials, textbooks, handouts, tools, aids, etc
  • One-to-one Tutor support to complete the Assignment
  • Grading of Assignment and certification from ILM

Course content


Unit Content

  • Writing Communication
  • Effective Writing Skills


Unit Objectives

By the end of this Unit, students will be able to:

  • Produce a piece of business writing for a defined purpose
  • Produce a piece of business writing that satisfies an organisation’s business writing conventions
  • Use effective and appropriate tone, language and level of formality to meet specified standards when writing for a business purpose
  • Incorporate basic statistics and visual material in the content or in an appendix


Unit Content

  • The Sales Person
  • Sales Planning
  • The Sales Models
  • The Sales Process
  • Understanding & Meeting the Customers’ Needs and Requirements


Unit Objectives

By the end of this Unit, students will be able to:

  • Identify why previous sales were successful
  • Identify customer requirements by using a recognised question-based structure
  • Record and prioritise customer responses
  • Outline how to match a customers requirements with their organisation’s relevant business solution(s)
  • Gain commitment from the customer by closing the sale


Unit Content

  • Planning a Briefing or Presentation
  • Conducting a Briefing or Presentation
  • Evaluating a Briefing or Presentation


Unit Objectives

By the end of this Unit, students will be able to:

  • Identify appropriate information in line with the objectives of the briefing or presentation
  • Prepare a plan for the content of the briefing or presentation
  • Use appropriate presentation techniques and aids to enhance understanding of the topic of briefing or presentation
  • Present information clearly and logically
  • Present information within agreed time limits
  • Respond to questions raised accurately and clearly
  • Design a simple evaluation form to gather feedback on briefing or presentation
  • Use feedback to identify areas for improvement in presentation skills


Unit Content

  • Preparing and Planning a Meeting
  • Managing a Meeting


Unit Objectives

By the end of this Unit, students will be able to:

  • Explain the purpose of a meeting
  • Explain the purpose and structure of an agenda
  • Explain how to select and invite the right people to attend the meeting
  • Describe how to prepare prior to a meeting
  • Explain the roles and responsibilities of the chairperson, the secretary and individuals at a meeting
  • Explain basic meeting protocol and procedures
  • Explain positive and negative actions that can affect meetings
  • Explain the purposes of minutes and action plans


Unit Content

  • Customer Care
  • Meeting Customer Needs
  • Customer Feedback


Unit Objectives

By the end of this Unit, students will be able to:

  • List basic principles associated with good customer care
  • Outline a company’s customer care policy
  • Explain the benefits of an organisation having customer service standards
  • Outline common barriers to good customer care
  • Describe examples of good practice in customer care
  • Describe the difference between internal and external customers
  • Identify the needs and expectations of a customer
  • Explain why it is important to meet or exceed customer expectations
  • Explain how to effectively deal with complaints in own area of responsibility
  • Describe how to deal with difficult customer(s) behaviour
  • Explain the importance of customer feedback
  • Describe different methods of collecting formal and informal feedback from customers
  • Explain how to interpret feedback from customers
  • Describe how to improve customer satisfaction
  • Outline implications of the Data Protection Act for collecting, storing and using customer feedback


Unit Content

  • Behaving Assertively
  • Effective Personal Time Management
  • Objective & Goal Setting
  • Managing Own Stress


Unit Objectives

By the end of this Unit, students will be able to:

  • Explain the importance of effective time management
  • Identify your strengths and weaknesses in time management
  • Set and prioritise personal SMART objectives to achieve team goals
  • Describe a simple time management technique for achieving objectives
  • Identify causes of stress and state their impact on the workplace
  • List symptoms of stress in the workplace
  • Describe a simple stress management technique that could help to reduce stress or its effects
  • Identify sources of support available in the workplace or elsewhere for stress management


Unit Content

  • Influencing and Negotiating with Others to Achieve Objectives
  • The Value of Networking


Unit Objectives

By the end of this Unit, students will be able to:

  • Explain the general principles of negotiation
  • Explain a relevant technique for influencing others to achieve workplace objectives
  • Describe how to reduce resistance and minimise conflict to achieve a win-win situation in the workplace during negotiations
  • Explain the value of networking
  • Identify an appropriate network for a manager in the workplace
  • Describe methods to establish and maintain effective professional relationships with the identified network


Unit Content

  • Procurement in Own Organisation
  • Identifying and Managing Specialists and Suppliers in Own Organisation


Unit Objectives

By the end of this Unit, students will be able to:

  • Explain procurement procedures in own organisation
  • Describe how procurement requirements can be identified and validated
  • Identify typical purchases in own area of responsibility
  • Describe supply chain in own organisation
  • Describe types of specifications used in the organisation
  • List specialists and suppliers used by own organisation and explain how these specialists and suppliers are selected
  • Explain how the performance of specialists and suppliers is monitored and how

About ILM

ilm online qualification


ILM is a leading provider of leadership, coaching and management qualifications and training. ILM have been part of the City & Guilds Group since November 2001. ILM operate across ten global regions; Europe, UK, Africa, ASEAN (South East Asia), Caribbean and the Americas, East Asia, India, the Middle East, the Pacific and South Asia.

The ILM suite of qualifications are designed to develop managers and leaders, enabling them to improve staff productivity and drive business performance.

city and guilds online


There are 5 levels of ILM qualifications. These start from Level 2 (ideal for team leaders) up to Level 7 (more suited to senior management professionals such as Senior Managers and CEOs). ILM qualifications are available in 3 formats:

                  • Awards: the shortest and most concise qualifications
                  • Certificates: providing a broader base of knowledge and skills
                  • Diplomas: more comprehensive qualifications
gold globe

Why ILM is Different

The ILM leadership, management and coaching qualifications stand out from competition for several reasons:

                  • Wide choice
                  • Highly flexible
                  • Focus on work-based learning
                  • Quality assured

How to get certified

  • Complete the Diploma in Leadership and Management Units

    Individual Units range from 7 to 14 hours of face-to-face or virtual classroom (virtual classroom sessions are recorded for learners to access at a later date or in different time zones or where unable to attend)

  • Complete Self-Directed Learning and Unit Assignments

    One-to-one tutor support is provided

  • Submit your Assignment(s)

    Learners have six weeks to successfully complete each Assignment

  • Achieve Your Qualification

    Learners will receive their ILM Qualification approximately 3 to 4 months after having submitted their final Assignment

Read what our clients say

Why South East College?

98% of students agree “Training was relevant to my need” with 66% strongly agreeing
97% of students agree “Training was delivered to a high standard” with 82% strongly agreeing
100% of students agree “Participation/interaction was encouraged” with 77% strongly agreeing
94% of students agree “I can apply the skills/knowledge that i learned” with 68% strongly agreeing
97% of students agree “I would recommend this training to others” with 71% strongly agreeing