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STRUCTURING AND SELLING CASH MANAGEMENT SOLUTIONS
 
     
  Summary Description  
  The goal of this workshop is to enable a bank officer to present and sell customized cash management solutions. The participants are exposed to the portfolio of the bank’s cash management products and services which are then applied in the context of various case studies. In some of them, the participants are given the opportunity to interface with a “customer” to build rapport and probe for additional information in order to design the solution that best meets the customer’s needs.  
     
  Methodology  
  Presentations, classroom discussions, group work, team case studies. As post-course follow up, participants are encouraged to group in teams and challenged to close 2 to 3 deals within a 4-month period, which would then be recognized by the bank’s management.  
     
  Target Audience  
  Corporate relationship managers including selected middle market relationship managers, senior managers, product specialists, risk managers, analysts.  
     
  Main Topics  
 
The Customer: Operations and cash-flow cycles
Components of effective selling: rapport, probing, presenting, and closing
Clearing systems overview: U.S. and /or host country
Tips on presentation and the use of visual aids
Receivables, Liquidity and Payables management
  Electronic banking
Customer service
Feedback on delivery skills
Product features and benefits
 
       
 
  Duration  
  3 days  
     
   
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