ISMM eLearning Qualifications
What do the ISMM courses cover?
The course content is specified by the ISMM within the Learning Outcomes and Assessment Criteria these are laid down by the ISMM, and published within there Level 3 and 4 specifications.
What is the duration of the ISMM eLearning courses?
The duration of each of the eLearning units will vary depending on their credits. The duration will be approximately 15 minutes per credit, so if a unit has 3 credits, the duration will be 3 x 15 = 45 minutes.
The duration of some of the units, according to the above formula, are given below:
| Unit | Credits | Duration |
| Unit U302: Handling objections, negotiating and closing sales | 6 | 90 |
| Unit U305: Understanding sales and marketing in organisations | 4 | 60 |
| Unit U402: Understanding segmentation, targeting and positioning | 5 | 75 |
| Unit 407: Finance for sales managers | 7 | 105 |
What Language are the courses in?
The courses follow UK English for spelling and grammar. So the spelling convention will be ‘organisation’ not ‘organization’, et al. The language used will be formal business style although some informal usages such as contractions will be used to make the language sound/read natural and easy for the learner.
Who are the courses aimed at?
The audience for the eLearning will be mainly sales professionals working in various industries. The experience and the background knowledge of the audience may vary. The audience are mainly from the UK and can be from multi-ethnic background. The age of the learner can be anywhere from 21 to 60.
What is the Instructional or teaching approach within the eLearning courses?
Although the overall coverage of the course is guided and controlled by the ISMM specification, the actual learning strategy will be unique and as designed creatively by Growth Engineering.
The Discovery Method of Instructional Design (DMID) is the innovative method that lets the learner use their own real-life examples to understand key concepts. The following paragraphs define how the DMID works:
Traditional eLearning concentrates on knowledge delivery. Usually the learner’s involvement is sought through click-and-reveal activities and some quiz thrown in for knowledge-check. It is often more of e-telling than eLearning.
In Discovery Method the learner can draw examples from their own work life and apply it to the concepts discussed in the course. Each new concept is related to their real-life situation for which the learner can identify the solution during the course. These explorations are captured in the course which they can download or print in the end.
Aside from the Discovery Method the course will employ feature-rich activities and animations to make the learning as enchanting and engaging as possible.
The prescribed structure[1] of the course is, therefore, as follows:
- Welcoming the learner
- Scenario Introduction
- Introduction to the unit
- Pre-quiz
- Topic 1
- Input Data
- Scenario — Problem
- Tutorial
- Scenario – Solution
- Input Data – Record Learning
- Summary
- Check your understanding
- Topic 2
- Input Data
- Scenario — Problem
- Tutorial
- Scenario – Solution
- Input Data – Record Learning
- Summary
- Check your understanding
- Overall summary
- Post-quiz
- Unit Assessment Debrief
- Print Unit Notes
The course will introduce the Learning Outcomes to the learner at the beginning of the course. Also, each page will be tightly connected with the learning outcomes so the learner can easily identify which learning outcome they are being taught. To enable this, each page will have a button called ‘Learning Objective’ which, upon clicking, will open a popup that will display the learning outcome & assessment criteria relevant to the page. The learner can also check the complete learning journey by clicking another button ‘More Info’ from this pop-up.
[1] This is only an indicative structure. For a detailed course structure, refer to the Course Structure document.









