Introduction to Trade Finance Sales

Course code : TF 101-3

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.

Number of teaching lessons : 11 Modules Duration : 3 hours
Level : 1 Language: English
Credit category : 3

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 eLearning course is part of the Global Trade Certificate (GTC) and includes a self-assessment tool to help you prepare for the final examination of the GTC.

However, please note you will only be able to take the final exam and recieve the certificate if you purchase the full Global Trade Certficate course. You will not be able to take the exam if you make multiple, separate purchases of individual courses that together make up the GTC.

The pass grade for the GTC exam is set at 70%.

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

Senior Partner, ansrsource

Michael McKenzie has over 30 years of experience in international banking and financial services sales. He retired from JP Morgan in 2014 after 18 years with the firm. He recently joined ansrsource, a learning design company, as a senior partner. In the course of his career, Mr. McKenzie has held positions that included:

Global Head of Network Trade
Regional Head of Latin America for Treasury & Securities Services
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.