DESCRIPTION:

Focusing on the "Habits of Highly Effective ISOs," this course includes information on the rules and regulations for setting up a sales organization. It covers the guidelines for sponsorship of Independent Sales Organizations (ISOs) and examines the requirements of an acquirer as well as the ISO, with an emphasis on risk and liability mitigation. The course also covers the guidelines for setting up merchants, covering suggested contractual language and risk management practices. This course provides a complement to the Introduction to Electronic Processing course with an emphasis on sales and marketing practices.

LEARNING OBJECTIVES:

At the end of the course, participants should be able to:

• Understand the different types of selling organizations, their roles and responsibilities undertaken by each type
• Understand the basics of establishing your sales office
• Identify vertical markets to sell to
• Understand the fundamentals of marketing as well as the available resources utilized by the ISO community currently
• Understand how to read a merchant statement and the fundamentals of pricing a merchant account
• Understand the fundamentals of relationship management to increase sales and reduce attrition
• Define action items and set goals

AUDIENCE:

This course is appropriate for individuals considering entering the electronic payments industry or payments professionals who gained their experience and information on-the-job and want to expand their knowledge-base and advance their careers through more formalized education about the payments industry. Introduction to Electronic Processing is the recommended prerequisite for all other ETAU courses.

LENGTH:

2.5 hours plus final course exam

FEES:

ETA Member: $195
Non-member: $250

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