Skills You Will Learn
Risk AssessmentFinancial DisciplineCollections ManagementCustomer Relationship ManagementCredit Management
What You Will Learn
- Work constructively with finance teams on credit-related decisions
- Recognize early warning signs of a customer in financial difficulty
- Use communication and relationship to recover overdue amounts without confrontation
- Build collection discipline into the sales team's routine — not as an afterthought
- Set credit limits that reflect the customer's capacity and the company's risk appetite
- Understand how credit risk works in distribution and dealer-based businesses
Course Curriculum
1. How Credit Works in Commercial Sales
- The link between sales growth and credit discipline
- Who owns credit in the organization — and why it cannot just be finance’s job
- The cost of bad debt to the business
- Why credit exists and what role it plays in the distribution model
2. Setting and Managing Credit Limits
- When to tighten credit and how to communicate it
- Reviewing and adjusting limits as relationships evolve
- Setting limits that are fair, consistent, and business-appropriate
- How to assess a customer’s creditworthiness?
3. Building a Collection Routine
- Keeping field sales teams accountable for credit recovery
- Who should be making the collection call — and how
- The collection calendar: statement cycles, due dates, and follow-up schedules
- Why collections should be a weekly activity, not a month-end scramble
4. Having Difficult Credit Conversations
- Escalation: when to involve senior management or legal
- Negotiating payment plans when a customer is genuinely struggling
- Dealing with customers who avoid, delay, or dispute
- How to talk about overdue balances without damaging the relationship
5. Recognizing and Responding to Risk
- Post-crisis review: what can we learn from this account?
- Protecting the business when a key customer is in trouble
- What to do when a customer suddenly orders a lot more than usual
- Early warning signs of financial stress in a customer
About This Course
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.
Why Choose This Course?
Career Advancement
Develop essential financial and commercial management skills.
Financial Risk Control
Reduce bad debt through effective credit practices.
Improved Cash Flow
Strengthen collections and maintain healthy business finances.
Practical Credit Management
Learn proven techniques for managing commercial credit.
Frequently Asked Questions
Who should enroll in this course?
Sales managers, commercial managers, and finance staff who interact with customers on credit and collections
Does the course include practical exercises?
Yes. Participants work through case studies, collection scenarios, and credit management exercises.
Will I learn practical credit and collection techniques?
Yes. The course covers real-world credit assessment, collection strategies, risk management, and customer communication.
Is this course suitable for beginners?
Yes. It is suitable for sales professionals, finance teams, and business managers involved in customer credit and collections.
