ISMM Level 5 Award in Understanding and Developing Customer Accounts


Vocationally Related Qualifications designed for established or aspiring sales managers, account managers, regional sales managers or regional/key account managers.

Who are these qualifications for?

Level 5 qualifications are Vocationally Related Qualifications designed for established or aspiring sales managers, account managers, regional sales managers or regional/key account managers. We do not specify entry requirements for these qualifications, but centres are required to ensure that learners admitted to the programme have sufficient experience, aptitude and ability at the right level to undertake the learning and assessment.
Achievement at Level 5 reflects the ability to identify and use relevant understanding, methods and skills to address problems that are broadly-defined but complex and non-routine. It includes taking responsibility for planning and developing courses of action as well exercising autonomy and judgment within broad parameters. It also reflects understanding of different perspectives, approaches or schools of thought and the reasoning behind them.


The aim of this unit is to support knowledge, understanding and skills necessary to establish how customer organisations select suppliers as part of their supply chain and to use information gathered on how organisations select suppliers to develop a customer accounts plan. When involved in winning customer business we must know how organisations select their suppliers and be able to maximise opportunities for becoming members of the supplier chain by achieving preferred supplier status.

All with your free membership

The Affiliate grade is assigned to those currently registered with the ISMM when studying for an ISMM sales or marketing qualification .

A whopping 98% of members say they would recommend membership to colleagues. The finding comes from recent research among ISMM members, which reinforces the value of ISMM membership to sales professionals. Hundreds of ISMM members provided feedback on the value of belonging to professional associations. Typical reasons included keeping in touch with the latest developments in their field, networking, and professional credibility and recognition.

ISMM membership – the mark of a professional

“Professional recognition” is cited as a key reason for joining a professional association by eight out of 10 of them (82%). Other benefits perceived by many as important include best practice (cited by 56%), specialised information (55%) networking (47%), and education (43%).

Their words, not ours…

What members say about ISMM membership:

ISMM is a thoroughly professional organisation dedicated to furthering the pursuit of sales best practice.

Belonging to the ISMM has allowed me to gain professional recognition for my skills and experience. This has helped me gain new employment opportunities over the past few years.

It’s a vital tool for guidelines in business and personal behaviour in all transactions. A key source of business and professional information for decision-making to manage challenges and grow business.

A winning professional body of people, ideas and publications with vision and understanding of what a true sales professional needs to aid career development through successful selling.

I’ve been very pleased with the benefits of membership over many years – great insight and quality advice from respected sales specialists.

I genuinely believe that ISMM membership gives you credibility with potential clients. Additionally, the plethora of information available through the ISMM magazine articles is an invaluable aid to all salespeople – use it to your advantage to confirm that credibility! The Institute is the body for sales professionals and a must for those in or aspiring to sales/sales and marketing management.

The ISMM facilitates ongoing, professional training. The magazine [Winning Edge] always has articles that challenge, update and renew sales thinking. Every sales professional should consider being part of this specialist group for our industry.