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The Procurement-for-Sales Course

Understand how procurement people and departments think with this course on the discipline of procurement.

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Procurement Training for Sales


Procurement… even the name, for salespeople, strikes us with feelings of anxiety. Will they be involved? What do they want? How do they think? Why do I have to deal with them? So many B2B salespeople struggle with the procurement department and procurement people because they do not know what they do and do not understand them. But what if you could understand them?

This procurement course is designed to help salespeople learn more about procurement, how they think, how their departments are structured, and how their decisions are made. Salespeople hear about the myths that often plague the relationship between procurement and sales and how to navigate that relationship. You will learn which questions to ask and what procurement thinks of you.

In the complex B2B sales, procurement for sales training becomes essential to learning how to navigate a deal to completion and securing a sale. Without understanding procurement, you open yourself up to the unknown and a potentially complicated and tension-filled relationship.

How Long Is It?

2 Hours per day over 3 days (consecutive)

Group Training Limit

Maximum of 25 people per group

How Much Is It?

$995 USD per person

Technology Requirements

(for Virtual Course Only)

  • Zoom (for virtual presentation)
  • WhatsApp (for collaboration)

What’s included?
  • Procurement-for-Sales seminar delivered by a certified adult educator with 15 years of sales and/or procurement experience
  • Procurement planning templates and checklists

Frequently Asked Questions

What is the Procurement-for-Sales Course?

The Procurement-for-Sales Course is a training program designed to help salespeople in their dealings with the procurement. It assists with broadening your understanding of procurement people and their departments.

What should I expect from the Procurement-for-Sales Course?

We offer the Procurement-for-Sales Course to deliver a comprehensive education for salespeople regarding procurement. In the training, you can expect a deep dive into:

  • Understanding procurement
  • Common procurement myths
  • Procurement structure and process
  • Discovery questions to help understand procurement’s role
  • Preparing for a successful meeting
  • What is category management and profiling?
  • How procurement thinks of you
  • RFx strategy
Why is understanding procurement important for B2B salespeople?

Salespeople must understand Procurement. Why? The development of the sales-procurement relationship will help you manage deals, streamline negotiations, and secure more sales. Failing to understand this dynamic can lead to unnecessary tension in this business relationship. 

What does the Procurement-for-Sales Course teach?

This course teaches salespeople more about Procurement: the way they think, their department structure, and their decision-making process. It informs sales professionals about the myths plaguing the procurement-sales relationship and how to manage it better. Moreover, you’ll learn the right questions to ask and how the procurement department really perceives you.

How does the Procurement-for-Sales Course improve sales performance?

The Procurement-for-Sales Course improves sales performance by teaching you how to understand procurement. Consequently, you’ll learn how to complete more deals, secure more sales, and as a result, directly impact your bottom line. 

How does the Procurement-for-Sales Course improve your negotiations?

This course gives you an in-depth understanding of how to improve the working relationship between yourself and procurement. It dispels procurement myths and misconceptions so you can design effective strategies and maximize your negotiation leverage. 

What does a procurement professional do?

In its simplest form, a procurement professional’s role involves ensuring the business is getting the best value for the goods or services the business is buying. This process can include:

  • Establishing requirements with internal stakeholders
  • Contract negotiations with vendors
  • Market research 
  • Evaluating vendors,
  • Mitigating risk, etc 
How long does the Procurement-for-Sales Course take to complete?

2 hours per day over 3 consecutive days.

What is the cost of the Procurement-for-Sales Course?

$695 USD per person.

Can your Procurement-for-Sales training experts come to our office?

Yes, numerous options are available for ‘in-house’ training. View our available training options to see what works best for you and your team:

  1. In-person private closed-enrollment events: One of our training experts will deliver training at your office (please note that travel expenses apply). 
  2. Private virtual closed-enrollment events: One of our training experts will deliver training to your team via Zoom. 
  3. Public in-person open-enrollment event: You can learn the Procurement-for-Sales Course essentials from our experts downtown at the University of Calgary campus. This training is open to anyone. 
  4. Public virtual open-enrollment training: Delivered over Zoom, this training is available to anyone with a computer and internet connection. 

Course Schedule

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Who Should Take This Procurement Course?

  • Executives, managers, and high-potential leaders from a range of functional areas such as sales, project management, and operations
  • Experienced business owners, entrepreneurs, and franchise owners

Learning Outcomes

Upon completing this program, you will be able to:

  • Describe procurement departments and the roles contained within them;
  • Understand the common myths about procurement and, conversely, the truths;
  • Understand procurement structure and procurement processes;
  • List the questions required to uncover more information about procurement and their potential level of involvement in your deal;
  • Understand category strategy and the key features you may be evaluated on for your RFP submission.


In the procurement for sales training, we focus on teaching salespeople about procurement, so they better understand the structure, politics, and psychology. We will cover:

  • What is procurement?
  • Common myths about procurement
  • Procurement structure and process
  • How procurement thinks of themselves
  • Discovery questions to help understand procurement’s role
  • How to set up a successful meeting
  • What are category management and profiling?
  • How does procurement think of you
  • RFx strategy
Testimonial for Procurement Training

“…he and the content were engaging and tailored to our industry.”

“Mark delivered an amazing full day of negotiations training to our sales team and provided real, actionable systems and tools that we could implement immediately in our sales and negotiations practices. Both he and the content were engaging and tailored to our industry. The care and attention he placed to crafting the training to our needs was very evident.“

— Steve Bromley, VP Industrial Rail at Cando Rail Services