Skills
Negotiating and closing a deal
Uncovering the real need, building a defensible proposal, handling an objection, closing: negotiation is a method before it is a talent. It is learned, rehearsed and measured, and it serves buying as much as selling.
A method, not a temperament
The best salesperson on a team is nearly always the one who asks the most questions before talking about their offer. The method starts there: understanding the intended use, the real budget, the decision and its timing. It continues with a proposal built on those elements, preparation for the expected objections, and an explicit request to close. The programme teaches it through recorded role-plays on West African deals, procurement and subcontracting included.
- Run a discovery meeting and qualify a genuine need
- Build a costed proposal and defend the value behind it
- Handle an objection on price, lead time or competition
- Close a deal and organise its follow-up through to renewal
Where it is trained
Each row is a block from the official catalogue. The taught volume and the year of study are those of the filed programme, reproduced as they stand.
| Teaching block | Programme | Taught hours | Year |
|---|---|---|---|
| Marketing and sales | Business Management programme — Bac+3 level | 260 h | Year 2 |
| Foreign trade techniques | International Trade | 240 h | Year 1 |
| Prototype and first offer | Entrepreneurship | 100 h | Year 1 |
| Procurement, contracts and supplier management | Management and Project Management programme — Bac+5 level | 120 h | Year 2 |
What this skill opens
Levels run from 4, skilled employee, to 7, expert and executive. They state the responsibility held in role.
| Professional qualification | Target occupation | Level | Taught volume |
|---|---|---|---|
| Business Development Manager | account manager, senior salesperson | 5 · Senior technician and supervisor | 700 h |
| Sales Manager | sales manager, head of sales | 6 · Manager and professional | 800 h |
| Chief Sales and Marketing Officer | sales director, marketing director | 7 · Expert and executive | 700 h |
| Banking and Microfinance Client Adviser | client adviser | 4 · Skilled employee and operative | 400 h |
The exact measure
You own a full sales cycle single-handed, from prospecting to signature, and you stand behind your sales forecast. Volumes, credits and certified outlets, recomputed from the official catalogue.
- teaching blocks
- 4
- of taught instruction
- 720 h
- credits in total
- 72
- professional qualifications concerned
- 4
Catalogue rule: one credit is twenty-five hours of work, ten of them taught.
- Business Management programme — Bac+3 level
- 260 (36 %)
- International Trade
- 240 (33 %)
- Entrepreneurship
- 100 (14 %)
- Management and Project Management programme — Bac+5 level
- 120 (17 %)
The available entry points
The level shown indicates the award targeted; the duration, the real commitment in months of taught work.
| Programme | Level | Duration | Fees |
|---|---|---|---|
| Business Management programme — Bac+3 level | Bachelor's degree | 3 years | 4 800 000 GNF per year |
| International Trade | Bachelor's degree | 2 years | 5 000 000 GNF per year |
| Entrepreneurship | Bachelor's degree | 18 months | 4 400 000 GNF per year |
| Management and Project Management programme — Bac+5 level | Master's degree | 2 years | 6 500 000 GNF per year |
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