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Executive and professional training
305 Glenwood Road, Faerie Glen, Pretoria, South Africa
069 221 6943
info@isptrainings.co.za
Channel and Distributor Management Masterclass
Customer Experience and Sales|5 days|Classroom or live online
This advanced programme assumes delegates already work in the field. It goes past the basics into pipeline management, service standards and the judgement calls that sit outside recognised service design practice. At this level the constraint is rarely knowledge. It is judgement under pressure, which matters because sales teams are frequently trained on the product and never on the conversation. Delegates leave able to work confidently with upselling and cross selling, service recovery and objection handling in their own organisation.
What delegates leave able to do
- Explain upselling and cross selling to someone who does not do the work, measured against recognised service design practice
- Put service recovery on a footing they can defend to a reviewer
- Improve objection handling within their own organisation
- Take ownership of customer journey mapping rather than escalating it
What the course covers
- Pipeline management
- Service standards
- Upselling and cross selling
- Service recovery
- Objection handling
- Customer journey mapping
- Consultative selling
Who should attend
- key account managers
- sales managers
- sales representatives
- branch managers
- contact centre team leaders
Fees
| South Africa | R18 000 |
| Elsewhere in Africa and the Gulf | USD 1 800 |
| Live online | USD 900 |
Per delegate, for the full 5 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
| 2 to 6 Nov 2026 | Lagos | USD 1 800 |
| 25 to 29 Jan 2027 | Pretoria | R18 000 |
| 1 to 5 Mar 2027 | Johannesburg | R18 000 |
| 12 to 16 Apr 2027 | Windhoek | USD 1 800 |
| 31 May to 4 Jun 2027 | Pretoria | R18 000 |
| 28 Jun to 2 Jul 2027 | Harare | USD 1 800 |
| 2 to 6 Aug 2027 | Accra | USD 1 800 |
| 30 Aug to 3 Sep 2027 | Port Louis | USD 1 800 |
| 4 to 8 Oct 2027 | Johannesburg | R18 000 |
| 1 to 5 Nov 2027 | Johannesburg | R18 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)