5 learning hours
CTFP Elective Course
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 will help you gain an understanding of how to align your sales organization and staffing model to your bank’s business strategy, target customer markets and sales coverage process. You will also cover best practices in trade finance revenue attribution and the complexities of measuring sales performance
and customer revenue contribution with special attention to key considerations and strategies for customer selection, growth and retention. Additionally, this course will explain how to establish a sales process and develop metrics and objectives consistent with your desired business results and the necessary elements of developing and training a successful sales team.
Module 1 Organising and Staffing Trade Sales
Module 2 Revenue Recognition & Reporting
Module 3 Customer selection, acquisition, growth and retention
Module 4 Sales Process and Metrics
Module 5 Building a successful sales team
Module 6 Case Study
This eLearning course will include a self-assessment tool to help you prepare for the Certified Trade Finance Practitioner (CTFP) 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.