Managing Trade Sales

Course code : TF 201-8

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.


Number of teaching lessons : 6 Modules Duration : 5 hours
Level : 2 Language: English
Credit category : 5

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 Certified Trade Finance Professional (CTFP) certificate and includes a self-assessment tool to help you prepare for the final examination of the CTFP.

However, please note you will only be able to take the final exam and receive the certificate, if you purchase the full Certified Trade Finance Professional course. You will not be able to take the exam if you make multiple, separate purchases of individual courses that together make up the CTFP.

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

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

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 and Securities Services
  • Global Head of Trade Sale

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.


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