Managing Trade Sales - eCourse

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.