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Sales Contract and Commercial Terms Management

Deals are won in the sales conversation but protected in the contract. This programme helps commercial and sales professionals understand the terms that sit behind a sale, negotiate them sensibly and avoid clauses that erode margin or create risk. Without offering legal advice, it builds the commercial literacy needed to work confidently with legal teams on African B2B agreements.

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What you will be able to do

  • Identify the key commercial terms that shape a sales agreement.
  • Explain how pricing, payment and delivery terms affect margin and cash.
  • Negotiate common terms such as warranties, penalties and renewals.
  • Spot risky clauses that need legal review before signature.
  • Coordinate effectively with legal and finance during deal approval.
  • Manage contract renewals, variations and disputes commercially.

Course outline

  1. 01From sale to signed agreement
  2. 02Key commercial terms and their impact
  3. 03Pricing, payment and delivery clauses
  4. 04Warranties, penalties and service levels
  5. 05Negotiating terms without eroding value
  6. 06Working with legal and finance
  7. 07Renewals, variations and disputes
  8. 08Contract handover to delivery teams

Who should attend

Account managers, sales managers, business development professionals and commercial staff who negotiate or approve customer agreements.

Dates, venues and fees

DatesVenueDaysFeeCalendarRegister
22 to 23 Oct 2026Johannesburg2R10,000Register
26 to 27 Oct 2026Cape Town2R10,000Register
27 to 28 Oct 2026Durban2R10,000Register
28 to 29 Oct 2026Pretoria2R10,000Register
29 to 30 Oct 2026Windhoek2US$1,100Register
2 to 3 Nov 2026Gaborone2US$1,100Register
3 to 4 Nov 2026Maseru2US$1,100Register
4 to 5 Nov 2026Mbabane2US$1,100Register
5 to 6 Nov 2026Lusaka2US$1,100Register
9 to 10 Nov 2026Harare2US$1,100Register
10 to 11 Nov 2026Lilongwe2US$1,100Register
11 to 12 Nov 2026Blantyre2US$1,100Register
12 to 13 Nov 2026Mozambique2US$1,100Register
16 to 17 Nov 2026Nairobi2US$1,100Register
17 to 18 Nov 2026Dar es Salaam2US$1,100Register
18 to 19 Nov 2026Kigali2US$1,100Register
19 to 20 Nov 2026Kampala2US$1,100Register
23 to 24 Nov 2026Accra2US$1,100Register
24 to 25 Nov 2026Lagos2US$1,100Register
25 to 26 Nov 2026Cairo2US$1,100Register
26 to 27 Nov 2026Mauritius2US$1,100Register
30 Nov to 1 Dec 2026Dubai2US$1,100Register
1 to 2 Dec 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.

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