3 learning hours
Meeting Client Needs
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.
This course provides a general overview of the practices and processes necessary to be an effective and productive trade finance sales person.
Upon completion, you will have a basic understanding of the key steps to identify, select and prioritize customers and sales opportunities within an assigned sales territory and how to prepare for and conduct a successful sales call.
Additionally, you will learn to deal with the particular complexities of selling and delivering trade finance and the importance of aligning internal sales partners and stakeholders to the customer opportunity and managing a deal team.
Most importantly, a case study will go over how a disciplined and structured sales process leads to optimal results.
Module 1 Relationship Between Trade and Trade Finance
Module 2 Organizational Framework for Trade Sales
Module 3 Target markets
Module 4 Sales structure
Module 5 Sales territory or playing field
Module 6 Trade Products offered by Institution
Module 7 Trade Product Knowledge and Trade Sales
Module 8 Territory management & Opportunity Identification
Module 9 Deal Management
Module 10 Retaining and growing the customer relationship
Module 11 Assessment
This eLearning course will include a self-assessment tool to help you prepare for the Global Trade Certificate (GTC) final examination if you choose to obtain this certificate. The passing grade for the final examination is set at 70%
What is an ICC Academy online course?
ICC Academy courses are delivered via our Learning Management System (LMS) using innovative tools for combining digital learning with industry-centric community discussions.
Our courses are available for purchase individually or as pre-designed packages (ie: Certificates) and are delivered exclusively online. They include videos, animations, case studies, and a self-assessment section and are available to take at any time – anywhere in the world.