Lesson 1Creating clear product descriptions and SKU mapping for bundles and add-onsFocuses on crafting precise product descriptions and mapping SKUs, especially for bundles and add-ons. Shows how clarity cuts order errors, aids revenue recognition, and helps customers grasp what they're 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 real examples, and explains clear quote presentation while dodging common config slip-ups.
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 need finance or legal review. Covers monetary thresholds, unusual terms, dodgy customers, and documenting escalations for traceable decisions and reasonable turnaround.
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 standard components of sales quotes and simple contracts. Covers client identity, products, quantities, pricing, discounts, payment terms, duration, and how each boosts 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 standard quote template structure and key fields for consistency. Covers must-haves and optionals, layout tips, and how templates cut errors, speed approvals, and ease 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 like pricing, terms, approvals, data accuracy, and how each prevents revenue leaks, disputes, delays, and compliance woes.
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 calculating, applying, and documenting discounts compliantly. Covers approval thresholds, exceptions, audit trails, and recording reasons so finance and auditors can trace 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 validating tax IDs, legal names, and billing details before quotes. Covers formats, lookup tools, mismatch risks, and how wrong data hits taxation, invoicing, collections, and legal standing.
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 B2B payment terms and invoicing schedules. Explains net terms, upfront/milestone billing, proration for mid-term starts, and reflecting these 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 naming, storing, and versioning quotes/contracts in shared drives or CLM tools. Focuses on searchability, access control, retention, and consistent structures for quick audits and support.
Standard file naming conventionsFolder structures and access rightsVersion control and superseded documentsIndexing metadata and search tagsArchiving, retention, and deletion rules
