All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.

SOUTH AFRICAN QUALIFICATIONS AUTHORITY

REGISTERED QUALIFICATION THAT HAS PASSED THE END DATE:

Certificate: Personal Selling

SAQA QUAL ID	QUALIFICATION TITLE
36059	Certificate: Personal Selling
ORIGINATOR
IMM Graduate School of Marketing (Pty) Ltd
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY			NQF SUB-FRAMEWORK
CHE - Council on Higher Education			HEQSF - Higher Education Qualifications Sub-framework
QUALIFICATION TYPE	FIELD		SUBFIELD
National Certificate	Field 03 - Business, Commerce and Management Studies		Marketing
ABET BAND	MINIMUM CREDITS	PRE-2009 NQF LEVEL	NQF LEVEL	QUAL CLASS
Undefined	130	Level 5	Level N/A: Pre-2009 was L5	Regular-Provider-ELOAC
REGISTRATION STATUS		SAQA DECISION NUMBER	REGISTRATION START DATE	REGISTRATION END DATE
Passed the End Date - Status was "Reregistered"		SAQA 06120/18	2018-07-01	2018-12-31
LAST DATE FOR ENROLMENT		LAST DATE FOR ACHIEVEMENT
2019-12-31		2022-12-31

In all of the tables in this document, both the pre-2009 NQF Level and the NQF Level is shown. In the text (purpose statements, qualification rules, etc), any references to NQF Levels are to the pre-2009 levels unless specifically stated otherwise.

This qualification does not replace any other qualification and is not replaced by any other qualification.

PURPOSE AND RATIONALE OF THE QUALIFICATION

Any individuals who are or wish to be involved in Personal Selling, will access this certificate. The Learner is able to apply basic marketing and sales principles under supervision in organizations in a range of sales or marketing positions. The purpose of this certificate is to equip a learner with a marketable skill within a relatively short time period, which can also be utilized to build credits toward other certificates, diplomas, degrees in Marketing, both within the IMM and on the NQF. Learners can follow a career in Marketing focusing on the sales sector. Rationale for the qualification The Education Board of the Institute of Marketing Management has identified the need for a stand alone certificate course in the area of Personal Selling. Any individual who wishes to enter into a career in Selling or marketing or who is already in a selling or marketing environment can access this certificate course, which is on an NQF level 5. While this certificate is a stand alone certificate, credits obtained on this certificate can be utilized in obtaining credits towards other IMM certificate, diploma and degree programmes in the sub-field of Marketing. This certificate will equip the Learners with the basic theories, principles and a working knowledge of selling skills. Selling and in particular the whole marketing field per se is a key business function necessary for the success of any organization, both strategically and operationally.

LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING

It is assumed that Learners accessing this certificate are competent in communicating verbally and in writing and computer technology at Level 4 on the NQF or equivalent. Recognition of prior learning (RPL) Applicants who hold a prior tertiary qualification are eligible for Recognition of Prior Learning in those subjects that meet with the IMM`s criteria in this regard.

RECOGNISE PREVIOUS LEARNING?

Y

QUALIFICATION RULES

N/A

EXIT LEVEL OUTCOMES

On achieving this qualification, the learner will be able to: Define marketing terminology Understand and apply the fundamental principles of marketing including developing a marketing mix Develop and analyse appropriate strategies and marketing plans Apply the principles of business communication techniques in a relevant business situation Identifying, describing and applying the concepts of Marketing Communications within an organization Understand and apply the principles of Consumer and Buyer Behaviour Understand the basic concepts, theories and principles of salesmanship Apply the concepts to the practice and task of salesmanship Achieve a level of professionalism in the skills and ethics of salesmanship

ASSOCIATED ASSESSMENT CRITERIA

Learners must demonstrate an ability to consider a range of options and make decisions about: Identifying and describing the marketing orientation and place of marketing in a given context The importance of external environments and how to use marketing research when taking a closer look at customers Identifying and developing a marketing mix for a given context Controlling marketing plans and understanding ethical marketing How marketing fits into other functional areas The importance of communicating effectively in a business environment Showing the effective use of communicating verbally, in a group, written and graphic communication as techniques Addressing business correspondence requirements to a particular circumstance Utilising inter-cultural communication effectively The appropriate use of language under different business situations Understanding the role of advertising, personal selling and sales promotion as a form of marketing communications Understand other forms of marketing communications Processing, controlling and maintaining an inter-departmental traffic system between all stakeholders Defining and explaining the concepts of marketing communications and integrated marketing communications Discussing individual, group, social and cultural influences affecting consumers Presenting the consumers` decision making model and discussing the output stage Explaining the marketing mix and the role of selling Understand and explain the managerial and ethical aspects of selling Communicating effectively in order to persuade customers, handle objections, negotiate and close a sale Content and form of presentations made to clients including the use of technology Understanding why people buy and selling in different environments Integrated assessment Because assessment practices must be open, transparent, fair, valid and reliable and ensure that no learner is disadvantaged in any way whatsoever, an integrated assessment approach is incorporated into the qualification. Various forms of assessment are used, such as learning, assignments, case studies, projects, tests and examinations. The IMM`s role, with regard to its education programmes, is that of an examining body. The Examiners are university academics and marketing specialists, who undertake the setting and marking of the various examination papers to required standards. The structure gives considerable attention to workplace application.

INTERNATIONAL COMPARABILITY

The IMM has always had a very focused strategy in establishing contact on a broad international basis, including into Africa. It has achieved this by becoming a member of the European Marketing Confederation (EMC), the Asia Pacific Marketing Federation (APMF), and by strengthening its ties with the Chartered Institute of Marketing (CIM) in the United Kingdom and with the American Marketing Association (AMA) to name a few. The networking opportunities these affiliations offer members, will increase dramatically with the formation of the World Marketing Association.

ARTICULATION OPTIONS

Articulation possibilities include progression to the IMM diploma in Marketing or any other IMM certificate, diploma and/or degree. Also learners can progress to other NQF registered unit standards and qualifications in the sub-field of marketing.

MODERATION OPTIONS

Anyone examining a learner against this qualification must be a member of the IMM Examining Board Any institution offering learning that will enable achievement of this certificate must be on the IMM list of approved centers for that purpose Moderation of the examining process is overseen by the IMM Moderation Board according to the moderation guidelines as set by the IMM Graduate School of Marketing Assessors would require an NQF level 6 qualification and relevant experience

CRITERIA FOR THE REGISTRATION OF ASSESSORS

N/A

REREGISTRATION HISTORY

As per the SAQA Board decision/s at that time, this qualification was Reregistered in 2006; 2009; 2012; 2015.

NOTES

N/A

LEARNING PROGRAMMES RECORDED AGAINST THIS QUALIFICATION:

NONE

PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS QUALIFICATION:

This information shows the current accreditations (i.e. those not past their accreditation end dates), and is the most complete record available to SAQA as of today. Some Primary or Delegated Quality Assurance Functionaries have a lag in their recording systems for provider accreditation, in turn leading to a lag in notifying SAQA of all the providers that they have accredited to offer qualifications and unit standards, as well as any extensions to accreditation end dates. The relevant Primary or Delegated Quality Assurance Functionary should be notified if a record appears to be missing from here.

NONE

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All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.