Sales Management and Negotiation
Lead sales teams, manage pipelines and negotiate deals that create value for both sides.
- 5 days
- Classroom · Live virtual · In-house
- Afriskora Certificate of Completion
Course overview
This course covers sales strategy, territory and pipeline management, sales forecasting, coaching sales teams, key account management and negotiation techniques, with role plays based on African B2B and B2G selling.
Who should attend
- Sales managers and team leaders
- Key account managers
- Business development staff
- Senior sales professionals
What you will be able to do
- Set sales strategy and targets
- Manage pipelines and forecasts
- Coach sales people to perform
- Manage key accounts
- Negotiate profitable agreements
Course outline
Day 1Sales strategy
- • Market segmentation
- • Sales models
- • Targets and territories
- • Sales process
Day 2Pipeline and forecasting
- • CRM use
- • Pipeline stages
- • Forecasting
- • Sales metrics
Day 3Leading sales teams
- • Recruiting and onboarding
- • Coaching
- • Incentives
- • Performance reviews
Day 4Key accounts
- • Account planning
- • Selling to government
- • Relationship mapping
- • Value propositions
Day 5Negotiation
- • Preparation
- • Strategies and tactics
- • Role plays
- • Closing
Frequently asked questions
How long is the Sales Management and Negotiation course?
The course runs for 5 days. Daily start and finish times are confirmed in your joining instructions. Live virtual sessions cover the same programme.
Do I receive a certificate?
Yes. Every participant who completes the course receives an Afriskora Certificate of Completion with a unique code that employers can verify online.
Can this course be delivered in-house for our team?
Yes. We can run it at your premises or online for your team, on dates that suit you, and adapt examples and case studies to your sector.
How do I book and pay?
Request dates and we'll send available sessions and a quote. Bookings are confirmed by invoice and paid by EFT. South African clients can include the course in their Workplace Skills Plan.
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