This one-day workshop will provide useful tools and skill sets to help Sales Managers and Credit Professionals manage the increasingly complex credit environment


Companies recognize the usefulness and importance of credit to maintain or gain a competitive edge. Yet, at the same time, they recognize the increased risks of late and/or non-payment that this entails.

What is the “right” credit term? How much credit can/should a Company grant to its customers? What are the costs of credit? What type and what level of securities should we require of our customers? How do we detect early signs of financial distress? What do we/can we do to address signs of financial distress? Is immediate withdrawal of credit facilities always the right thing to do under such circumstances? How do we work with difficult payers?

These are questions and challenges that each Sales Manager and Credit Professional/Practitioner needs to address. This one-day workshop will address these and many other questions and provide useful tools and skill sets to help the Sales Manager and Credit Professional/Practitioner manage the increasingly complex credit environment.

Course Details:



• To better appreciate the role of credit in an organization and the importance of credit as a competitive tool to enhance profitable sales

• To more adequately comprehend the benefits, risks and pitfalls of granting credit to customers

• To acquire useful tools to evaluate the credit need as well as the credit capacity of customers

• To learn and be aware of the various strategies, methods and approaches for mitigating credit risks

• To grasp the importance of monitoring credit exposure against limits set for each customer and know what performance indicators to use for an effective debt collection

• To understand what the early distress signals are and to give the company a head-start in addressing potential bankruptcy and other financial problems of customers


1. The Role of Credit in a Modern Organization

  • Relationship of Credit with Other Functions of the Organization
  • Credit Philosophy and Tolerance for Risk


2. Financial Effects of Customer Credit

  • Value Adding Activities of Credit
  • Costs, Risks & Pitfalls of Granting Credit


3. Credit Terms & Conditions of Sale

  • Use of Credit to Gain Competitive Edge
  • Dangers of Excessive Use of Credit


4. Assessing Credit Needs

  • Elements Influencing Credit Needs


5. Evaluating Credit Quality

  • Key Financial Ratios
  • Quality of Management
  • Other Qualitative Factors


6. Setting Credit Limits

  • What Credit Limit to Set
  • Secured vs Unsecured
  • Setting Limits to Credit Analysts’ Authorities Authority Levels for Credit Limit Setting


7. Credit Risk Mitigation

  • Types of Securities
  • Effectiveness of Various Security Instruments


8. Monitoring Credit Exposure

  • Importance of Credit Exposure Monitoring
  • Assess Need for Credit Limit Adjustments



9. Receivables Collections

  • Receivables Collection Discipline
  • Maintaining Strong Cash Flows through Efficient Collections
  • Collection Performance Indicators
  • Enforcing Suspension of Supplies of Goods & Services
  • Dunning Process


10. Understanding Early Distress Signals

  • Recognizing Early Signs of Financial Distress
  • Taking Early Actions to protect the Company


11. Doubtful & Bad Debt Management

  • Provisioning for Doubtful Debts
  • Call on Securities
  • Payment Restructuring
  • Pursuing Legal Remedies
  • Bad Debt Write-Offs


Who should attend

• Senior Sales Managers, Sales Executives, Sales Analysts, Sales Administrators, Senior Credit Managers, Credit Executives, Credit Analysts and Credit Administrators Sales Managers & Sales Executives will also find the Workshop useful.



• Self-Evaluation Presentation
• Presentation Case Studies
• Illustration
• Group Discussion
• Group Practice
• Role Play Leverage Group Learning to expand own learning


Derrick Lee has more than 35 years’ work experience, of which more than 20 years are in the areas of Accounting and Finance. He has held several senior leadership positions in a multinational company and was its Regional Treasurer, with responsibilities encompassing corporate restructurings, development of capital and financing structures, mergers and acquisitions, investments and divestments, contracts management and controls.

Derrick also has had extensive overseas experiences in Hong Kong, leading the Accounting Department of an oil major, and in Thailand, where he led and managed customer and supplier credit for all Asia-Pacific affiliates of the oil major.

Besides Accounting, Treasury and Finance, he also has rich work experiences in Sales & Marketing, Corporate Planning, New Business Development, Supply & Trading and Human Resource. Having undertaken many varied assignments, Derrick has developed a good appreciation and management of the diverse and sometimes conflicting needs, challenges and operations of the various functions.

Derrick holds an Honours Degree in Business Administration from the National University of Singapore.

Administrative Details:

Scheduled Date

• 16 August 2024  (1st Run)


• S$ 450 per participant

• S$ 400 per participant for 2 participants from the same organisation

Duration / Venue

• 9 am - 5 pm

• Hotel seminar room


• Coffee & tea with snacks during the morning and afternoon breaks

• Buffet lunch with vegetarian & halal options



A Certificate of Attendance will be awarded at the end of the workshop.


Please use this form to register for our HRM SKILLS Workshops.

    Name* (Contact Person)

    Work Email Address*

    Contact Number*

    Job Title*

    Company Name*

    Course Title*

    Course Date*

    1. Participant's Full Name*

    Participant's Designation*

    Participant's Nationality*

    Participant's NRIC/FIN/PASSPORT*

    Participant's Date of Birth* (DD/MM/YYYY)

    Participant's Email Address*

    Participant's Mobile Number*

    2. Participant's Full Name

    Participant's Designation

    Participant's Nationality

    Participant's NRIC/FIN/PASSPORT

    Participant's Date of Birth (DD/MM/YYYY)

    Participant's Email Address

    Participant's Mobile Number

    3. Participant's Full Name

    Participant's Designation

    Participant's Nationality

    Participant's NRIC/FIN/PASSPORT

    Participant's Date of Birth (DD/MM/YYYY)

    Participant's Email Address

    Participant's Mobile Number

    Course Payment:

    Company UEN (for Company-Sponsored)

    Invoicing Details: (Address)


    (65) 6337-7516 or 6338-8487, 9 am to 5 pm, Mondays to Fridays

    Registration Admin

    You can register online for any of HRM SKILLS Workshops using the Registration Form or send an email to or

    The information we require for email registration is as follows:

    1. Course Title & Date
    2. Participant's Full Name
    3. Organisation, Company Name or Self-Sponsored
    4. Contact Person (If different from Participant)
    5. Contact Number

    Past Participants:

    Past Participants' Comments

    Past Participant Organisations