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.

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

01Agency Relationships and Legal Duties
02Authority, Territory and Exclusivity Clauses
03Commission and Payment Structures
04Anti Bribery Risk in Third Party Intermediaries
05Performance Standards and Monitoring
06Termination and Run Off Commission
07Dispute Prevention and Resolution
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

Dates	Venue	Days	Fee
17 to 18 Aug 2026	Johannesburg	2	R10,000
31 Aug to 1 Sep 2026	Mauritius	2	US$1,100
7 to 8 Sep 2026	Dubai	2	US$1,100
14 to 15 Sep 2026	Lagos	2	US$1,100
21 to 22 Sep 2026	Harare	2	US$1,100
28 to 29 Sep 2026	Kampala	2	US$1,100
5 to 6 Oct 2026	Dar es Salaam	2	US$1,100
12 to 13 Oct 2026	Pretoria	2	R10,000
19 to 20 Oct 2026	Cape Town	2	R10,000
2 to 3 Nov 2026	Online	2	US$900
9 to 10 Nov 2026	Mozambique	2	US$1,100
16 to 17 Nov 2026	Cairo	2	US$1,100
23 to 24 Nov 2026	Accra	2	US$1,100
30 Nov to 1 Dec 2026	Lusaka	2	US$1,100
7 to 8 Dec 2026	Kigali	2	US$1,100
14 to 15 Dec 2026	Nairobi	2	US$1,100
21 to 22 Dec 2026	Durban	2	R10,000

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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Training a whole team?

We can run Agency and Sales Representative Agreement Management privately for your team, on your dates and built around your own systems. Group delivery is usually more cost effective from about six delegates.

Run this in-house