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.

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

01From sale to signed agreement
02Key commercial terms and their impact
03Pricing, payment and delivery clauses
04Warranties, penalties and service levels
05Negotiating terms without eroding value
06Working with legal and finance
07Renewals, variations and disputes
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

Dates	Venue	Days	Fee
24 to 25 Aug 2026	Mauritius	2	US$1,100
31 Aug to 1 Sep 2026	Dubai	2	US$1,100
7 to 8 Sep 2026	Lagos	2	US$1,100
14 to 15 Sep 2026	Harare	2	US$1,100
21 to 22 Sep 2026	Kampala	2	US$1,100
28 to 29 Sep 2026	Dar es Salaam	2	US$1,100
5 to 6 Oct 2026	Pretoria	2	R10,000
12 to 13 Oct 2026	Cape Town	2	R10,000
26 to 27 Oct 2026	Online	2	US$900
2 to 3 Nov 2026	Mozambique	2	US$1,100
9 to 10 Nov 2026	Cairo	2	US$1,100
16 to 17 Nov 2026	Accra	2	US$1,100
23 to 24 Nov 2026	Lusaka	2	US$1,100
30 Nov to 1 Dec 2026	Kigali	2	US$1,100
7 to 8 Dec 2026	Nairobi	2	US$1,100
14 to 15 Dec 2026	Durban	2	R10,000
21 to 22 Dec 2026	Johannesburg	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 Sales Contract and Commercial Terms 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