← Erudite Africa Center of ExcellenceBank and MFISchool of Banking FundamentalsFoundational
Sales and Negotiation Skills
Sell by advising, win the next meeting and negotiate deals both sides keep
Follow a needs-based sales process from prospecting to closing, handle objections honestly and negotiate a simple deal on interests, using a coffee exporter and an NGO payroll deal as running cases.
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0 of 5 modules completed
What you will be able to do
- Follow a structured, needs-based sales process from prospecting to closing
- Present bank products persuasively and handle common objections
- Prepare for and conduct a simple negotiation using interest-based techniques
- Sell within consumer protection rules: fair treatment, full disclosure and suitability
- For
- Relationship managers, customer service officers and branch staff with sales targets in Ethiopian banks and microfinance institutions. No prerequisites.
- Study time
- About 5 hours online, in 5 modules (16 hours in the classroom version)
- Each module
- Short lessons, animated visuals, Ethiopian examples, decisions to make, NBE rules and worked calculations, then a quiz
- Assessment
- A 20-question final exam; pass mark 70%
- Certificate
- Erudite Africa Center of Excellence certificate of completion
- Access
- Module 1 free for registered users; the full course, exam and certificate for subscribers
The 5 modules
- Module 01Free previewSelling in a bankUnderstand why a bank sells by advising, where consumer protection draws the line, and how the sales cycle runs from first contact to follow-up.6 lessons · 50 min · quiz
- Module 02Prospecting and preparationBuild and rank a target list, use referrals and community networks respectfully, research a prospect and plan a call that earns the next meeting.6 lessons · 60 min · quiz
- Module 03Needs discoveryUse SPIN questions and active listening to uncover and size the customer's real pain points before presenting anything.6 lessons · 55 min · quiz
- Module 04Presenting, objections and closingPresent a tailored proposal in benefits, handle price objections with total cost and fair comparisons, close without pressure and follow up so the relationship grows.6 lessons · 65 min · quiz
- Module 05Negotiation basics and the capstoneNegotiate on interests rather than positions, know your BATNA and walk-away point, trade concessions, respect Ethiopian business norms and run the capstone role-plays.7 lessons · 65 min · quiz
- Officer simulationA month as relationship manager at Bank A, Bahir Dar branchWork as relationship manager: 11 real-life items, decisions with consequences and a hand-over note. Pass with 70% to qualify for the certificate.
- Final examFinal exam and certificate20 applied questions across all 5 modules. Pass with 70% to download your certificate.
Built on
- Erudite Africa course specification: 1.j Sales and Negotiation Skills, Level 1 Beginner (October 2026)
- Erudite Africa: Training Module, Ethiopian Context, programme overview and regulatory register (October 2026)
- NBE directives as listed in the lessons: NBE/INT/13/2026, FXD/01/2024, FXD/04/2026, SBB/88/2024; financial consumer protection directive reported as FCP/01/2020
- National Bank of Ethiopia Proclamation No. 1359/2025
Examples and companies are fictional. Bank practices are shown as typical Ethiopian practice, not as any one bank's policy. Always apply your own institution's approved policy and the current NBE directives.