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ICM ADVANCED DIPLOMA IN PROFESSIONAL SELLING

Overview

Some of the best salespeople we have met used to be engineers, and you might ask why engineers? The reason being that they tend to have an aptitude for process, and structure, and display a disciplined approach to learning the skills of selling. These are the things that make a great salesperson. This programme follows on from the Diploma in Professional Selling, and is based on reality not myth. It presents a unique slant on what makes salespeople successful. By building on the focus explored in the Diploma in Professional Selling (how people in sports and the performing arts gain and maintain high levels of performance), the Advanced Diploma in Professional Selling builds on the platform created by the DPS to ensure continued professional development for the experienced and educated salesperson.

Benefits of this programme

This programme adds to the learning outcomes of the Diploma in Professional Selling by exploring in detail empirical research into the psychology of selling. It also prepares professional salespeople for a career move into sales management and sales coaching. By using a blend of workshops and distance learning material, time away from work and encroachment on personal time, is kept to a minimum.

This is a higher level 7 qualification. The Advanced Diploma in Professional Selling has twenty-two learning units divided into six modules, over a two year period. The first three modules, delivered in Year 1 of this 2-year programme, represents the Diploma in Professional Selling. The structure of the three modules in Year 2 of the programme is:

  • Module ADPS1 – Personal Awareness in Sales - a programme briefing; one end of module workshop; delivery of four learning units; a number of work-based exercises; an exam; and production of a professional development in the workplace portfolio.
  • Module ADPS2 – Focus on Customers - one workshop; delivery of four learning units; a number of work-based exercises; an exam; and production of a professional development in the workplace portfolio.
  • Module ADPS3 – Sales Management & Coaching – one workshop; delivery of two learning units; a number of work-based exercises; an end of programme project; production of a professional development in the workplace portfolio.

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Qualifications are accredited and awarded by the Institute of Commercial Management. ICM is a worldwide recognised awarding body of business qualifications, operating in 130 countries. The Institute is regulated in the UK by Ofqual. Every year, ICM graduates gain entry into universities in North America, the UK, the Republic of Ireland, Western Europe, the Far East, South East Asia and Australasia. For those wishing to study in the UK there are more than 100 different institutions to which they can apply. For the student, the choice of institution and the preferred country of study is wide and varied.