Print this page or save it as a PDF to circulate internally.
Back to the course
Executive and professional training
305 Glenwood Road, Faerie Glen, Pretoria, South Africa
069 221 6943
info@isptrainings.co.za
Business Development for Small and Medium Enterprises
Customer Experience and Sales|3 days|Classroom or live online
Business Development for Small and Medium Enterprises takes the discipline and works it through the constraints of this operating context, including negotiation in sales, complaint handling and the compliance obligations that come with it. The sector framing is necessary because sales teams are frequently trained on the product and never on the conversation, and generic training rarely survives contact with the local rules. Delegates leave able to work confidently with objection handling, customer journey mapping and sales forecasting in their own organisation.
What delegates leave able to do
- Spot where objection handling is failing before it becomes a finding, measured against consultative selling methodology
- Improve customer journey mapping within their own organisation
- Put sales forecasting on a footing they can defend to a reviewer
- Make a decision about consultative selling without waiting for a specialist
What the course covers
- Negotiation in sales
- Complaint handling
- Objection handling
- Customer journey mapping
- Sales forecasting
- Consultative selling
- Service recovery
Who should attend
- key account managers
- sales managers
- branch managers
- service desk staff
Fees
| South Africa | R13 000 |
| Elsewhere in Africa and the Gulf | USD 1 500 |
| Live online | USD 900 |
Per delegate, for the full 3 days. Covers tuition, course materials and refreshments. Excludes travel and accommodation. South African courses carry VAT at 15%; on deliveries outside South Africa the VAT position is confirmed on the quotation, because it depends on where your organisation is registered.
Scheduled dates
| 23 to 25 Nov 2026 | Kigali | USD 1 500 |
| 15 to 17 Feb 2027 | Durban | R13 000 |
| 22 to 24 Mar 2027 | Online | USD 900 |
| 3 to 5 May 2027 | Pretoria | R13 000 |
| 14 to 16 Jun 2027 | Accra | USD 1 500 |
| 12 to 14 Jul 2027 | Pretoria | R13 000 |
| 23 to 25 Aug 2027 | Online | USD 900 |
| 4 to 6 Oct 2027 | Johannesburg | R13 000 |
| 15 to 17 Nov 2027 | Cape Town | R13 000 |
Dates are the published schedule at the time this page was printed. We also run this programme on request, and in-house for a full team.
How to book
Call 069 221 6943 or email info@isptrainings.co.za with the date and the number of delegates. We reply with a written quotation and an invoice. A registration is not a confirmed booking until we confirm it in writing.
Innovative Special Projects|Monday to Friday, 08:00 to 18:00 (SAST)