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SELLING TRADE FINANCE SOLUTIONS
 
     
  Summary Description  
  This workshop focuses on analyzing the trade environment of importers’ and exporters’ businesses to identify appropriate trade services/trade finance solutions for customers taking into account pricing, identifying and dealing with risk and compliance issues related to trade transactions, and recognizing and acting upon cross-selling opportunities. The knowledge and skills gained in the workshop can subsequently be reinforced and deepened through on-the-job applications and coaching by supervisors plus trade services/finance subject matter experts.  
     
  Methodology  
  Presentations, case studies, group work and classroom discussion  
     
  Target Audience  
  Middle market and corporate banking relationship managers, credit analysts, product specialists  
     
  Main Topics  
 
Customer business activities and related needs
Risk and compliance issues
Standby letters of credit/letters of guarantee
Documentary collections
Trade finance and risk mitigation
Project finance, securitization, structured finance and derivatives
Trade agreements and export credit agency financing (ECAs)
  Customer service
Profit dynamics and pricing
Cross-selling
Payment technique
Letters of credit
Trade strategy
Bankers acceptances
 
       
 
  Duration  
  2 to 3 days  
     
   
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Retail and Consumer Banking
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Treasury and Transaction Banking
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