# Sales Management and Negotiation

> Lead sales teams, manage pipelines and negotiate deals that create value for both sides.

- **Provider:** Afriskora Training Solutions
- **Category:** Sales, Marketing & Customer Service
- **Duration:** 5 days
- **Formats:** classroom (cities across Africa), live virtual (Zoom/Teams), in-house for teams
- **Certificate:** Afriskora Certificate of Completion, verifiable online
- **Booking:** request dates and a quote; invoice and EFT payment
- **Web page:** https://afriskora.co.za/courses/sales-marketing-customer-service/sales-management-negotiation
- **Request dates:** https://afriskora.co.za/request-training?course=sales-management-negotiation

## 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

## Learning outcomes

- Set sales strategy and targets
- Manage pipelines and forecasts
- Coach sales people to perform
- Manage key accounts
- Negotiate profitable agreements

## Course outline

### Day 1: Sales strategy

- Market segmentation
- Sales models
- Targets and territories
- Sales process

### Day 2: Pipeline and forecasting

- CRM use
- Pipeline stages
- Forecasting
- Sales metrics

### Day 3: Leading sales teams

- Recruiting and onboarding
- Coaching
- Incentives
- Performance reviews

### Day 4: Key accounts

- Account planning
- Selling to government
- Relationship mapping
- Value propositions

### Day 5: Negotiation

- Preparation
- Strategies and tactics
- Role plays
- Closing