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Erudite AfricaCenter of Excellence
← Sales and Negotiation Skills

Prospecting and preparation

Module 02 / 5 · 60 min

Build and rank a target list, use referrals and community networks respectfully, research a prospect and plan a call that earns the next meeting.

In this module you will learn to

  • Build a target list from existing customers, value chains and local business activity, and score it
  • Use referrals and community networks such as iddir, equb, faith and business associations ethically
  • Research a prospect's business cycle before the first call
  • Write a call plan with an objective, questions, likely objections and a next step

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.