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Executive and professional training
305 Glenwood Road, Faerie Glen, Pretoria, South Africa
069 221 6943
info@isptrainings.co.za
Practical Key Account Management
Customer Experience and Sales|3 days|Classroom or live online
This is a hands-on programme. Delegates spend most of the time working through negotiation in sales and sales forecasting on live scenarios rather than listening to theory about them. The practical emphasis is deliberate: sales teams are frequently trained on the product and never on the conversation, and reading about the method has repeatedly proved insufficient. Delegates leave able to work confidently with service level design, objection handling and consultative selling in their own organisation.
What delegates leave able to do
- Take ownership of service level design rather than escalating it, measured against the Consumer Protection Act
- Put objection handling on a footing they can defend to a reviewer
- Improve consultative selling within their own organisation
- Explain customer journey mapping to someone who does not do the work
What the course covers
- Negotiation in sales
- Sales forecasting
- Service level design
- Objection handling
- Consultative selling
- Customer journey mapping
- Proposal writing
Who should attend
- key account managers
- sales representatives
- sales managers
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
| 16 to 18 Nov 2026 | Cape Town | R13 000 |
| 8 to 10 Feb 2027 | Harare | USD 1 500 |
| 8 to 10 Mar 2027 | Cape Town | R13 000 |
| 26 to 28 Apr 2027 | Kampala | USD 1 500 |
| 24 to 26 May 2027 | Johannesburg | R13 000 |
| 5 to 7 Jul 2027 | Pretoria | R13 000 |
| 9 to 11 Aug 2027 | Pretoria | R13 000 |
| 13 to 15 Sep 2027 | Durban | R13 000 |
| 11 to 13 Oct 2027 | Durban | 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)