Selling, Sales Management and Marketing are therefore essential functions without which economic growth cannot take place.
The Sales and Sales Management functions are two of the most important activities of Marketing and Selling is a professional discipline in its own right. It offers not only outstanding career and income opportunities but also provides a route to eventual senior management.
Course Structure
The Certificate in Sales & Marketing - Part 1
- Business Management & Administration
- Economics for Business
- International Business Communications
- Marketing
- Principles & Practice of Selling
(The ICM Certificate in Sales & Marketing is awarded on completion of all Part 1 subjects)
The Diploma in Sales Management & Marketing - Part 2
- Advertising
- Marketing Management
- Public Relations
- Quantitative Methods for Managers
- Sales & Sales Management
(The ICM Diploma in Sales Management & Marketing is awarded on completion of Part 1 & 2 subjects)
Programme Objectives
To provide students with:
a)an understanding of the environment within which all businesses operate and the ways in which different organisations are structured
b) a working knowledge of the principles and practice of selling and an understanding of its importance as part of the marketing mix
c) an understanding of the marketing concept and an appreciation of how the marketing function is organised
d) the programme also provides students with the knowledge and skills necessary to enable them to perform adequately in any single functional area of marketing
Recommended Course Duration
One year of full-time study or two years of part-time study at an ICM Approved Centre.
Examination Grades
| Grade A - Distinction |
70% and above |
| Grade B - Credit |
60% to 69% |
| Grade C - Pass |
50% to 59% |
| Grade D - Marginal Pass |
40% to 49% |
| Grade F - Fail |
39% and under |
Status of Qualification
Professional Vocational Diploma. Students obtaining A & B grades will have reached Higher National Diploma level.
Examinations
Externally set and marked by the Institute. Examinations are held in March, June, September andDecember each year. Candidates must be registered and paid-up Student Members of the Institute at the time they undertake the examinations.
Examination Closing Dates
Candidates entering for examinations must ensure that their completed examination entry forms and fees reach the Institute at least eight weeks before the date of the examinations. Examination timetables indicate the closing date for receipt of entries for each sitting.
Examination Results
These are normally distributed twelve weeks after each examination date.
Subject Exemptions
Students holding relevant recognised qualifications from other professional bodies may apply for exemptions on a subject-for-subject basis.
Entry Requirements
The minimum age for registration is 17.
Those wishing to undertake this programme should hold one or more of the following:
- The ICM Business Studies Group Diploma
- Two GCE A-level passes
- Five GCSEs/GCEs at grades A, B or C
- Any qualification equivalent to one of the above.
Applicants over the age of 18 who do not hold one of the recommended entrance qualifications may also register for the programme providing they have had a minimum of one year’s practical work experience.
Certification
On successful completion of Part 1 students are awarded the ICM Certificate in Sales & Marketing. On completion of Parts 1 & 2 students are awarded the ICM Diploma in Sales Management & Marketing and may apply for Associate Membership of the Institute.
Continuing Education
The Diploma in Sales Management & Marketing may be offered as an entrance requirement (subject to examination grades achieved) for entry on to relevant degree programmes and for registration for the ICM Graduate Diploma in Marketing Management.
Study Methods
Your Teaching Centre has been provided with a detailed syllabus and reading list for each subject area. Each subject syllabus clearly defines the areas that you will be required to cover for each subject and your examination questions will be based on the areas and topics detailed for each subject. It is important to ensure that you obtain a copy of each subject syllabus from your Teaching Centre.
Each subject syllabus is linked to one main textbook and the examiners base their questions on the contents of the nominated text. The subject syllabuses also give details of ‘Alternative Texts’ and texts recommended for further reading. Where possible you should read one or more of the ‘Alternative Texts’ in order to broaden your knowledge of the subject area.
