Credit Management and Collections for Commercial Teams

Credit is the fuel of commercial sales — and poor credit management is one of the fastest ways to damage a business. This course addresses the practical side of extending credit, managing outstanding balances, and recovering overdue amounts — all while keeping customer relationships intact. This course is built around the approach that made that possible.

Mode

Online & On-site

Course Fees

Duration

8 hours (One Month)

Certificate Of Completion

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Skills You'll Gain

Credit Management

Collections Management

Risk Assessment

Customer Relationship Management

Financial Discipline

Course Content

08 Learning Hours

1. How Credit Works in Commercial Sales

Why credit exists and what role it plays in the distribution model
The cost of bad debt to the business
Who owns credit in the organization — and why it cannot just be finance’s job
The link between sales growth and credit discipline

2. Setting and Managing Credit Limits

How to assess a customer’s creditworthiness?
Setting limits that are fair, consistent, and business-appropriate
Reviewing and adjusting limits as relationships evolve
When to tighten credit and how to communicate it

3. Building a Collection Routine

Why collections should be a weekly activity, not a month-end scramble
The collection calendar: statement cycles, due dates, and follow-up schedules
Who should be making the collection call — and how
Keeping field sales teams accountable for credit recovery

4. Having Difficult Credit Conversations

How to talk about overdue balances without damaging the relationship
Dealing with customers who avoid, delay, or dispute
Negotiating payment plans when a customer is genuinely struggling
Escalation: when to involve senior management or legal

5. Recognizing and Responding to Risk

Early warning signs of financial stress in a customer
What to do when a customer suddenly orders a lot more than usual
Protecting the business when a key customer is in trouble
Post-crisis review: what can we learn from this account?

What You'll Learn

Why take this course ?

Practical Credit Management

Learn proven techniques for managing commercial credit.

Improved Cash Flow

Strengthen collections and maintain healthy business finances.

Financial Risk Control

Reduce bad debt through effective credit practices.

Career Advancement

Develop essential financial and commercial management skills.

Frequently Asked Questions

Is this course suitable for beginners?

Yes. It is suitable for sales professionals, finance teams, and business managers involved in customer credit and collections.

Will I learn practical credit and collection techniques?

Yes. The course covers real-world credit assessment, collection strategies, risk management, and customer communication.

Does the course include practical exercises?

Yes. Participants work through case studies, collection scenarios, and credit management exercises.

Who should enroll in this course?

Sales managers, commercial managers, and finance staff who interact with customers on credit and collections

This Course Includes

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