Question You Would be expected to answer

• How is the sales coverage model implemented in your bank for trade sales? i.e. are trade sales a pooled resource for the RM and/or there is a dedicated trade sale for one RM; and are they different model for different clients?
• What is the logic of mapping customers to RM and trade sales? How many active customers with trade-finance product does one trade sale usually support? How many RM does one trade sales usually support?
• How is the account planning exercise done across corporate and commercial banking clients? In what time frame is the account planning exercised? Who contributes in the proposal of account planning?
• Who owns the target in the account planning? Are these targets deployed on a top-down approach or bottom-up approach? How frequent is the performance review against these targets?
• What is the organization structure of Trade Finance team in your bank? Is Trade Operation centralized or de-centralized (for all trade products or not)?
• What is the SLA and cut-off time for LC and BG application in your bank. What are the targets of these SLA? What is the overall process of LC issuance in your bank?
• What are the different channels for trade finance application? How important is online application for your customer for trade finance product application?
• What is the % of straight through process for trade finance application? How can customer know the progress of their trade finance application?
• What is the best practice for setting customer credit limit?
• What is the difference of the criteria as compared to typical working capital loan and why?