Managing Trade Sales - eCourse

Learn how to align the organisation of your sales team and staffing model to your bank’s business strategy, target customer markets and sales coverage process.

Accredited by



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.


Access period

12 months


5 hours


Parent Certificate





Case studies

Learning is easier with practical examples and we've included a whole lesson dedicated to three case studies

Assessment questions

We've included 42 self-assessment questions so you can test what you have learned.



Michael McKenzie

Senior Partner, anrsource & ex Managing Director, JP Morgan

Michael McKenzie has over 30 years of experience in international banking and financial services sales. He retired from JP Morgan in 2014 but has held positions including Global Head of Network Trade, Regional Head of Latin America for Treasury & Securities Services and Global Head of Trade Sales. Mr. McKenzie has served numerous terms on the board of the Banker’s Association for Finance and Trade (BAFT) and he was the organization’s President and Board Chair in 2000-2001.

Managing Trade Sales - eCourse

Only USD $200
  • 12-months access to all 7 lessons. Repeat them as many times as you want.
  • Online and interactive - learn at your own pace
  • Three case studies and 42 assessment questions to test your knowledge
  • Downloadable and printable glossary for offline reference
  • Certificate of completion


Answers to your most commonly asked questions.

Have more questions? Get in touch.

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