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IFC Trade Finance Applied Sales Course – Washington 2-6 November 2009
Thursday, 04 March 2010 15:22
Washington DC, USA
A new Trade Finance Course co-developed with Investeq Capital of Kenya was delivered for a multinational audience of issuing banks and trade finance consultants by eBSI’s team of consultants in Washington DC in early November 2009. The Applied Trade Sales Course focuses on techniques and interventions which will allow trade finance marketing personnel and trade operations staff to better structure trade finance offerings and cross-sell related products.
Washington DC-1 Washington DC-2
Vincent O’Brien was the lead trainer during theweek long seminar Pavel Andrle takes participants through a
case study on pre-export finance.

Lead Tutor for the event Vincent O’Brien and program author Mr. Dan Awendo of Investeq were supported by contributions from Mr. Pavel Andrle from Czech Republic, Mrs Monique Philippe of France and Carlos Bacigalupe (Spain). IFC’s Staff provided a series of focused interventions on various products and services provided through the IFC to the banking and private sector. Over 40 participants attended the training from IFC’s African and Asian Countries of Operation.

Applied Trade Sales
Program

The Applied Trade Sales seminar focused on the following areas in order to ensure first of all a proper understanding of the spectrum of trade finance products a bank can offer and how to structure them, and then explored the ways these structured offerings could be presented to banks clients. Below is a summary of topics covered:
* Why is Trade attractive to Banks?
* Profitability, low risk, growing market
* capital efficiency, easy to monitor, can cross-sell
* Distinguishing between Operations and Sales
* Financing the trade cycle and associated products
* Warehouse Financing and collateral management
* Payment and Risk Categories in International Trade
* Foreign exchange and managing exchange risk
* Understanding the customers contracting
* Risk analysis of Trade Products
* Trade Sales in Action
* Trade Finance Fraud
* Global Trends in Trade Finance Products
* KYC Toolkit
* How to put yourself in your customers shoes?
* Case studies and role play sessions.


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Testimonials

  • review11The online sessions proved very useful in communicating online with course lecturers and fellow students. I could cover the course material at my own pace and in my own time. I found the comprehensive materials contained in the CD ROMs of the ITS programme to contain a wealth of information for the would be exporter.

    Combilift Ltd - DHL Export Award Winner



    ireland Karina McAree, Marketing Specialist, Combilift, Co. Monaghan, Ireland
    ITS Graduate 2003

  • testmelvinbamuhI wanted to thank you for your time and effort in teaching a course with such an extensive array of topics! The International Trade Specialist Accreditation Programme has at last given me the chance to learn and implement new skills in the area of International Trade and Finance as well as interesting components on Marketing and eBusiness. You have indeed opened my eyes to a world of new possibilities for my career, for which I thank you.


    cameroon Melvin Bamuh, Consumer Banking Manager, Union Bank – Douala, Cameroon.
    ITS Graduate 2006

  • review10The ITS Accreditation Programme is a golden opportunity to learn about International Trade. Communicating with eBSI tutors and the possibility to share opinions and views with fellow students meant that I really enjoyed and benefited from the learning process.

    kyrgyzstan Olga Abikh, Trade Finance Officer, Kyrgyzstan
    ITS Graduate 2003

  • review12International Trade can be a difficult subject to teach especially to someone like myself, not having had exams since my leaving cert 16 years ago but because of the expert panel, the fully interactive media and the fact I could work in a time that suited me - that made studying so much easier.


    ireland Tony Sheehan, Goods Controller, Inform Nutrition, Cork, Ireland
    ITS Graduate 2002

  • test_nmelnicovaI just returned today from vacations and was very very pleased to receive so high assessment of my results. Thank you very much for your support during the learning process and your kind words. I was happy to participate in the program and I learned a lot from it. It was a big pleasure to cooperate with you and your colleagues, and we will stay in touch!



    russia2 Natalia Melnikova, WestLB Bank, Moscow, Russia
    ITS Graduate 2004