Introduction to Trade Finance Sales
Learning Objectives
By the end of this letter of credit course you will be able to:
Identify key factors that determine a bank’s trade finance strategy and sales approach.
Identify the elements that increase the probability that a company will purchase trade finance products.
Understand how to prioritise companies within your sales territory.
Describe the importance of market and customer segmentation.
Describe the factors that identify a client or prospect’s need for trade finance solutions.
Learn to prepare for a sales call with potential clients and offer tailored solutions.
Course curriculum
Lessons
In this lesson, we will cover the role of the trade finance sales person within the banking organisation, how it is defined by the institution’s strategy and sales approach, and why companies buy trade finance and banking services.
In this lesson, you will learn how to identify opportunities and prioritise sales activities across the companies within the sales person’s assigned territory or portfolio.
In this lesson, we will begin by examining what goes into preparing and conducting an effective sales call and the activities to help retain and expand customer relationships.
In this section, we will take a look at a sample case study that demonstrates how to tackle an important trade finance sales call – and what to avoid.
This section will test your knowledge on what you have learned so far and aims to equip you with the skills and context you will need in the field. Please note this is not an exam.
FAQs
Answers to your most commonly asked questions.
This course forms part of the curriculum for the Global Trade Certificate (GTC) but can also be purchased on its own.
If you just complete this course then you will earn a Letter of Completion once you finish (please note there is no exam for this individual course).
However, this course can also be put towards achieving the GTC qualification. More details can be found here.
If you complete the GTC then you will earn a Certificate of Achievement, signed by the ICC Secretary General, once you pass the final exam.
A strong interest in trade and trade finance is recommended and all candidates need to be able to read and write in English.
Your purchase includes 12 months to access all the lessons. You can access the lessons as many times as you like within the 12-month access period.
This course is accredited by the London Institute of Banking and Finance (LIBF), The Bankers Association for Finance and Trade (BAFT) and the Global Trade Professionals Alliance (GTPA).
Due to the immediate availability of our course content upon registration, ICC Academy has a strict no-refund policy for our courses and certifications. For more details, please refer to our Terms and Conditions.
This online course will take approximately 3-4 hours to complete depending on your level of experience.
Candidates will have 12 months to complete the lessons.
- One-year access to the online course and all 5 lessons
- A case study and 12 assessment questions – we’ll show you how to apply what you learn to real-world scenarios. Please note this is not an exam.
- Animated explainer videos and 1 video lecture
- A printable glossary containing all the key terms for you to refer to throughout the course
- Dedicated, full-time IT support
- Certificate of completion
Yes, all our courses are taken online. This means they are accessible at any time, from anywhere in the world. Learn when and where you want.
This course has been designed for general practitioners working in banks, corporates, or financial institutions in functions such as relationship management, credit and compliance, but with an interest in trade finance.
