Managing Trade Sales
Learning Objectives
By the end of this eCourse you will be able to:
Explain how the sales coverage model varies by target customer segment.
Understand the key factors that determine the composition of a trade finance sales team.
Describe industry best practices for revenue attribution that incentivize sales success.
Evaluate the factors for determining the optimal sales process for your team.
Analyze the importance of measuring and providing constructive feedback on sales performance.
Identify the elements that must be considered in establishing sales territories.
Define the most important responsibilities and objectives for each of the roles in your sales team.
Explain an effective approach to sales planning & budgeting and the importance of aligning with bankers.
Analyze the role of customer relationship management (CRM) tools in managing trade sales.
Identify the practices that repeated regularly and consistently will produce a strong sales culture over time and help sustain long term sales success.
Course curriculum
In this lesson, you will have an understanding of the the role of trade finance sales in relation to the bank’s customer relationship management and sales structure.
You will learn the factors that determine the composition of the trade finance sales team and the requirements for the roles and responsibilities of each of the team members.
In this lesson, you will learn about revenue recognition and reporting, including:
- The different ways of analysing trade finance revenues.
- The industry best practices of revenue attribution to incentivize sales success.
- How the recording of revenues for financial reporting purposes does not provide the information necessary to recognize the parties that actually drove the generation of the revenues
In this lesson, you will learn more about the factors that help identify the companies most likely to produce trade finance revenue growth.
In this lesson, you will gain an understanding of the types of sales metrics that can be used and the importance of a defined and consistent sales process.
You will also learn the role of customer relationship management (“CRM”) tools in managing trade sales.
In this lesson, you will learn the key elements in designing an effective learning and development plan for your sales team.
You will also learn to identify the practices that repeated regularly and consistently will produce a strong sales culture over time and help sustain long term sales success.
In this section, we will take a look at three sample case studies that show how simple solutions can remedy problems often seen in this sector.
This section will test your knowledge on what you have learned so far. Please note, this is not an exam.
FAQs
Answers to your most commonly asked questions.
This course forms part of the curriculum for the Certified Trade Finance Professional (CTFP) 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 CTFP qualification. More details can be found here.
If you complete the CTFP then you will earn a Certificate of Achievement, signed by the ICC Secretary General, once you pass the final exam.
All candidates need to be able to read and write in English. For this course, we recommend that you complete ICC Academy’s Introduction to Trade Finance Sales course first, or you have +5 years working in trade finance sales.
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 5-6 hours to complete depending on your level of experience.
Candidates will have 12 months access to the lessons which can be repeated.
- One-year access to the online course and all 7 lessons
- Three case studies and 42 assessment questions – we’ll show you how to apply what you learn to real-world scenarios. Please note this is not an exam.
- 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.
