Level 4 Diploma Course in Credit Management - Online or In-house

5 Days – presented one day a week for 5 weeks:

No one can doubt the vital importance of a well trained, motivated, Credit Management team, totally focused on getting results.  Our five day Diploma Course is geared to achieving precisely that.

With expert, enthusiastic, passionate presenters, high quality course notes, and the stimulus of a challenging, but rewarding exam, this course gives a thorough insight into all the practical issues relating to Commercial Credit Management.

Cost: £3,497.00 per delegate, including course notes and certification.

If you have 3 or more delegates, we can present the course in-house, to suit your specific needs.


Course Content

Overview

  • Candidates will become fully aware of all aspects of Commercial Credit Management
  • Practical tips and techniques you can put into effective use immediately
  • Subjects will be fully studied for the exam at the end of the course
  • Successful candidates will receive a Diploma – Pass, Merit or Distinction
  • Candidates who pass qualify to use designated letters, CMT Dip after their name

Understanding Credit Management

Do you know how a business works and why businesses fail?  Are you aware of the aims and importance of good credit management? Do you communicate effectively at all levels internally and externally? How well equipped are you to exceed targets?

  • Cost of credit
  • Impact of bad debts
  • Stimulating cash flow
  • Measuring and improving performance
  • Setting targets
  • Cash planning
  • Query management
  • Improving communication
  • Developing a rapport with sales and others
  • Credit management health-check
  • Creating a winning environment

Managing Commercial Credit Risk

Can you maximise sales and effectively manage risk with your credit decisions?  Do you consider whether you are one of many suppliers or one of the major suppliers to your customer when granting credit?
Do you have effective ongoing risk assessment?

  • The credit policy
  • Being commercially minded
  • Gathering the right information
  • Understanding company accounts
  • Working with a balance sheet
  • The profit and loss account
  • Scoring key ratios
  • Setting credit limits
  • Grading customers
  • Determining low, medium and high risk
  • On-going risk assessment
  • Making credit decisions on new businesses
  • Assessing different industries
  • Why and how businesses fail
  • Spotting warning signs
  • Customer visits

Powerful Collection Techniques

In the same way that sales people are in competition for orders, you are in competition for cash.  Can you influence customers to pay you sooner?

  • Strategies for successful collection
  • Getting through and speaking to the right person
  • Switching on to the person you are dealing with
  • Different approaches for different customer types
  • Influencing customers in different situations
  • Asking questions differently to others telephoning for payment
  • Using phrases and statements that get you on side
  • Use of letters and emails
  • Developing negotiation and persuasive skills
  • Overcoming excuses, objections and reasons for non-payment
  • Breaking negotiation deadlocks
  • Taking away the reasons not to pay
  • Using the consequences of non-payment to your advantage
  • Making payment happen
  • Following up effectively

In-Depth Financial Analysis and Credit Scoring

Knowing how to go deeper into financial statements to verify and justify higher credit ratings or to mitigate risk and any losses is vital for effective credit mangement.  Do you understand Measures of Performance, Measures of Financial Status, Working Capital Use and Key Items in the notes to the Accounts?  

  • In-depth study of small, medium and large companies
  • Key ratios to apply when there is no profit & loss account
  • Key ratios for measuring performance
  • Key ratios for measuring financial status
  • Key ratios for measuring working capital use
  • Days cash cycle
  • Other key measures
  • Getting behind the figures
  • Understanding important notes to the accounts
  • Scoring the kay ratios
  • Making commercailly minded credit decisions
  • Knowing what additional information you need
  • Negotiating for additional information
  • Supprting sales growth and mitigating risk

Export Credit Overview

Are you aware of the basic differences between home trade and export credit?

  • Considerations for export credit
  • Country and political risk
  • Understanding key documents
  • Letters of credit
  • Forward exchange
  • Incoterms

Developing Management Skills

Managing people effectively is an essential part of Credit Management.

  • Creating a winning environment
  • Management styles
  • Management personality
  • Leadership styles
  • Leadership strengths
  • Essential ingredients
  • The art of communication
  • Steps to success
  • Principles to follow
  • Principles to action
  • Foundations for total success
  • Understanding strengths and weaknesses
  • Building and maintaining the team
  • Developing individuals
  • Developing the skill of time management
  • Making delegation work for you
  • Persuasive elements
  • Motivating others

Course Designed for

Anyone who wants to become more confident and knowledgeable in all aspects of Commercial Credit Management.

Course Duration

5 days – 1 Day a week for 5 weeks

CMT Dip - Designated Letters for Successful Candidates

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