Skip to content

Agency and Sales Representative Agreement Management

Companies expanding across African markets often rely on agents and sales representatives, yet poorly managed agency arrangements create commission disputes, liability and anti bribery exposure. This course covers the drafting and management of agency and sales representative agreements. Delegates examine authority limits, commission structures, termination rights and the corruption risks that come with third party intermediaries.

Ready to book? Secure your place on this programme.

Register for this course

What you will be able to do

  • Distinguish agents, distributors and employees and the legal duties each creates.
  • Draft authority, territory and exclusivity clauses that protect the principal.
  • Structure commission, retainer and performance based payment terms.
  • Manage anti bribery and third party integrity risk in intermediary relationships.
  • Handle termination, run off commission and post termination obligations.
  • Monitor agent performance and compliance throughout the relationship.

Course outline

  1. 01Agency Relationships and Legal Duties
  2. 02Authority, Territory and Exclusivity Clauses
  3. 03Commission and Payment Structures
  4. 04Anti Bribery Risk in Third Party Intermediaries
  5. 05Performance Standards and Monitoring
  6. 06Termination and Run Off Commission
  7. 07Dispute Prevention and Resolution
  8. 08Case Study: Managing a Difficult Agent Relationship

Who should attend

This course suits sales and channel managers, commercial and legal officers, compliance practitioners and business development teams who appoint, manage or terminate agents and sales representatives.

Dates, venues and fees

DatesVenueDaysFeeCalendarRegister
14 to 15 Oct 2026Johannesburg2R10,000Register
15 to 16 Oct 2026Cape Town2R10,000Register
19 to 20 Oct 2026Durban2R10,000Register
20 to 21 Oct 2026Pretoria2R10,000Register
21 to 22 Oct 2026Windhoek2US$1,100Register
22 to 23 Oct 2026Gaborone2US$1,100Register
26 to 27 Oct 2026Maseru2US$1,100Register
27 to 28 Oct 2026Mbabane2US$1,100Register
28 to 29 Oct 2026Lusaka2US$1,100Register
29 to 30 Oct 2026Harare2US$1,100Register
2 to 3 Nov 2026Lilongwe2US$1,100Register
3 to 4 Nov 2026Blantyre2US$1,100Register
4 to 5 Nov 2026Mozambique2US$1,100Register
5 to 6 Nov 2026Nairobi2US$1,100Register
9 to 10 Nov 2026Dar es Salaam2US$1,100Register
10 to 11 Nov 2026Kigali2US$1,100Register
11 to 12 Nov 2026Kampala2US$1,100Register
12 to 13 Nov 2026Accra2US$1,100Register
16 to 17 Nov 2026Lagos2US$1,100Register
17 to 18 Nov 2026Cairo2US$1,100Register
18 to 19 Nov 2026Mauritius2US$1,100Register
19 to 20 Nov 2026Dubai2US$1,100Register
23 to 24 Nov 2026Online2US$900Register

Fees are per delegate. South African venues are priced in rand; other locations and online in US dollars. Fees exclude 15% VAT where applicable. Group bookings of three or more delegates from the same organisation qualify for a reduced rate; contact us for a quotation.

Related courses in Legal, Contracts and Fraud

Legal, Contracts and Fraud

Contract Law Essentials for Commercial Managers

Commercial managers sign, vary and enforce agreements long before a lawyer sees them. Formation, breach, penalty clauses...

Next session
5 to 7 Oct 2026
Venue
Johannesburg
3 day programme
FromR13,000
Legal, Contracts and Fraud

Procurement Fraud and Conflict of Interest

Bid rigging, shell suppliers and undeclared family interests tend to leave the same traces in a procurement file.

Next session
5 to 9 Oct 2026
Venue
Accra
5 day programme
FromR18,000
Legal, Contracts and Fraud

Fraud Investigation and Evidence Handling

An internal investigation that ignores the rules of evidence can cost an employer the disciplinary case and the criminal one.

Next session
5 to 9 Oct 2026
Venue
Harare
5 day programme
FromR18,000
See all Legal, Contracts and Fraud courses