Lesson 1Creating clear product descriptions and SKU mapping for bundles and add-onsFocuses on creating precise product descriptions and mapping SKUs, especially for bundles and add-ons. Shows how clarity reduces order errors, supports revenue recognition, and helps customers understand what they are buying.
Writing clear, customer-friendly descriptionsMapping SKUs to products and bundlesHandling add-ons, options, and upgradesAvoiding duplicate or obsolete SKUsCoordinating with product and financeLesson 2Pricing models for annual software subscriptions: unit, per-seat, tiered, and bundle pricing with sample realistic figuresIntroduces pricing models for annual software subscriptions. Compares unit, per-seat, tiered, and bundle pricing with realistic examples, and explains how to present them clearly in quotes and avoid common configuration mistakes.
Flat unit and per-seat pricing basicsTiered pricing and volume break logicBundle pricing and packaging strategiesWorked examples with realistic figuresCommon pricing errors and how to avoidLesson 3When to route orders to finance or legal for review (thresholds, special terms, non-standard customers)Defines when orders must be routed to finance or legal for review. Explains monetary thresholds, non-standard terms, risky customers, and how to document escalations so decisions are traceable and turnaround times stay reasonable.
Monetary and risk-based review thresholdsTriggers for legal review of termsHandling non-standard or high-risk customersSubmitting complete review packagesTracking decisions and response timesLesson 4Standard components of a sales quote and simple contract: client identity, products, quantities, pricing, discounts, payment terms, durationBreaks down the standard components of a sales quote and simple contract. Covers client identity, products, quantities, pricing, discounts, payment terms, duration, and how each element supports enforceability and clarity.
Identifying the client and contracting entityDefining products, quantities, and scopePricing, discounts, and tax presentationPayment terms, duration, and renewalsSignatures, dates, and governing lawLesson 5Sample quote structure and templated fields to include for consistencyDescribes the structure of a standard quote template and key fields to include for consistency. Covers mandatory and optional fields, layout best practices, and how templates reduce errors and speed approvals and customer review.
Header details and customer identifiersLine items, SKUs, and pricing fieldsDiscount, tax, and total summary blocksCommercial terms and validity datesInternal notes and version identifiersLesson 6Order checklist: 8–10 verification items to run before sending orders to finance and why each mattersDetails a practical pre-submission checklist for orders. Explains 8–10 key checks, including pricing, terms, approvals, and data accuracy, and clarifies how each item prevents revenue leakage, disputes, delays, and compliance issues.
Customer master data and credit checksProduct, SKU, and quantity validationPrice, discount, and tax calculation reviewTerm dates, renewals, and auto-renew flagsApprovals, signatures, and attachment checksLesson 7How to apply and document discounts, approvals required, and audit trailsExplains how to calculate, apply, and document discounts while maintaining compliance. Covers approval thresholds, exception handling, audit trails, and how to record rationale so finance and auditors can reconstruct decisions.
Standard discount types and limitsApproval workflows and authority levelsRecording discount rationale and notesAttaching approvals and email evidenceReporting on discounts for managementLesson 8Tax, currency and legal identifiers to verify before issuing a quote (tax ID, billing address, legal company name)Explains how to validate tax IDs, legal names, and billing details before issuing quotes. Covers common formats, lookup tools, mismatch risks, and how incorrect data affects taxation, invoicing, collections, and legal enforceability.
Validating tax IDs and registration statusConfirming legal entity name and ownershipChecking billing and registered addressesSelecting correct currency and FX rate dateDocumenting verification evidence in CRMLesson 9Payment terms and invoicing schedules: net terms, upfront payment, prorations for mid-term startsExplores payment terms and invoicing schedules used in B2B sales. Explains net terms, upfront and milestone billing, proration for mid-term starts, and how to reflect these choices correctly in quotes, orders, and invoices.
Common net terms and cash impactUpfront, milestone, and recurring billingProrations for mid-term starts and upgradesAligning billing dates with contract termsCommunicating terms clearly to customersLesson 10Storing and naming contracts and quotes in shared systems for easy retrievalCovers standards for naming, storing, and versioning quotes and contracts in shared drives or CLM tools. Focuses on searchability, access control, retention rules, and how consistent structures speed audits and customer support.
Standard file naming conventionsFolder structures and access rightsVersion control and superseded documentsIndexing metadata and search tagsArchiving, retention, and deletion rules
