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Mastering Merchant Payments Sales (P102-007)


Description

This course equips bank and fintech sales professionals with the knowledge and practical skills needed to successfully sell payment acceptance solutions to merchants. Learners gain a clear understanding of POS devices, digital payment methods, merchant needs, pricing models, and value-based selling. The course enables sales teams to confidently position payment solutions that support merchant growth in an increasingly digital economy.


The Mastering Merchant Payments Sales course is designed for professionals responsible for selling, advising on, or enabling merchant payment acceptance solutions. This course is aimed at Merchant Sales teams in Banks, fintechs, Retail, PSPs and Payments Processors amongst others. 

Contact Us:: training@transacttraining.online Average Course Durat...: 48 Hours Time for Course Comp...: 30 Days

Content
  • Course Introduction
  • Welcome Letter
  • Use of Multimedia
  • Module 1: Understanding the Merchant Economy in South Africa
  • Learning Objectives
  • Key Terms
  • Structure of the South African merchant landscape
  • Formal vs Informal Economy
  • Key Merchant Segments
  • Payment Behaviour in South Africa
  • Cash vs Digital Payments
  • Summary - Module 1
  • Assessment - Module 1
  • Module 2: How Payment Acceptance Works
  • Learning Objectives
  • Key Terms
  • Introduction to Merchant Payment Acceptance
  • Merchant Acquiring Explained
  • The Card Payment Transaction Flow
  • Key Participants in the Payments Ecosystem
  • Settlement Cycles and Fund Flow
  • Merchant Accounts and Payment Infrastructure
  • Summary - Module 2
  • Assessment - Module 2
  • Module 3: Payment Acceptance Solutions
  • Learning Objectives
  • Key Terms
  • Countertop PoS
  • Mobile PoS (MPoS)
  • Smart PoS Devices
  • SoftPoS / Tap to Phone
  • QR Payments
  • Payment Gateways
  • Payment Links
  • Recurring Payments
  • Summary - Module 3
  • Assessment - Module 3
  • Module 4: Merchant Economics and Cost of Acceptance
  • Learning Objectives
  • Key Terms
  • Understanding the Merchant Service Fee (MSF)
  • Interchange and Card Scheme Fees
  • Acquirers, Processors, and Transaction Processing Costs
  • Merchant Pricing Models
  • Payment Devices and Acceptance Infrastructure
  • Device Pricing Models: Rental vs Purchase
  • Merchant Profitability and Cost of Acceptance
  • Summary - Module 4
  • Assessment - Module 4
  • Module 5: Merchant Segmentation and Opportunity Identification
  • Learning Objectives
  • Key Terms
  • Understanding Merchant Segmentation
  • Segmenting Merchants by Business Size
  • Segmenting Merchants by Industry
  • Understanding Merchant Payment Behaviour
  • Identifying Merchants with High Digital Payment Potential
  • Understanding Merchant Workflows
  • Summary - Module 5
  • Assessment - Module 5
  • Module 6: Building the Merchant Value Proposition
  • Learning Objectives
  • Key Terms
  • From Product Selling to Solution Selling
  • Understanding Merchant Pain Points
  • Key Value Drivers of Digital Payment Acceptance
  • Communicating the Merchant Value Proposition
  • Summary - Module 6
  • Assessment - Module 6
  • Module 7: Conducting Effective Merchant Sales Conversations
  • Learning Objectives
  • Key Terms
  • Understanding the Merchant’s Business
  • Conducting Effective Discovery Conversations
  • Asking the Right Questions
  • Demonstrating Payment Solutions
  • Handling Merchant Objections
  • Positioning Yourself as a Trusted Payments Advisor
  • Summary - Module 7
  • Assessment - Module 7
  • Module 8: Merchant Onboarding and Risk Considerations
  • Learning Objectives
  • Key Terms
  • Understanding Merchant Onboarding
  • Know Your Customer (KYC) Requirements
  • Merchant Onboarding Documentation
  • Fraud Risks in Merchant Acquiring
  • High-Risk Merchant Categories
  • Understanding Chargebacks
  • Responsible Merchant Sales
  • Summary - Module 8
  • Assessment - Module 8
  • Module 9: Payments in the Informal and Township Economy
  • Learning Objectives
  • Key Terms
  • Understanding the Informal and Township Economy
  • Infrastructure and Market Challenges
  • Low-Cost Payment Acceptance Models
  • QR and Mobile Payment Ecosystems
  • Building Community Merchant Ecosystems
  • Merchant Engagement and Sales Strategies
  • Summary - Module 9
  • Assessment - Module 9
  • Module 10: Digital Payments Trends in South Africa
  • Learning Objectives
  • Key Terms
  • The Evolution of Merchant Payment Acceptance
  • SoftPOS and Mobile-Based Payment Acceptance
  • Real-Time Payments and PayShap
  • QR Code Payment Ecosystems
  • Embedded Payments and Platform Commerce
  • The Rise of Super Apps
  • Strategic Implications for Merchant Payments Sales
  • Summary - Module 10
  • Assessment - Module 10
  • Module 11: Sales Strategy and Pipeline Development
  • Learning Objectives
  • Key Terms
  • Understanding Merchant Markets and Target Segments
  • Merchant Prospecting and Lead Identification
  • Territory Management and Sales Planning
  • Lead Generation Strategies
  • Channel Partnerships in Merchant Acquisition
  • Merchant Referral Networks
  • Building and Managing the Merchant Sales Pipeline
  • Sales Performance and Pipeline Optimization
  • Summary - Module 11
  • Assessment - Module 11
  • Module 12: Merchant Relationship Management
  • Learning Objectives
  • Key Terms
  • Merchant Retention in the Payments Industry
  • Upselling Payment Services
  • Cross-Selling Financial and Value-Added Services
  • Merchant Success Strategies
  • Summary - Module 12
  • Assessment - Module 12
  • Course Evaluation
  • Course Evaluation
Completion rules
  • All units must be completed
  • Leads to a certificate with a duration: Forever
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