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Home Trade News Seminars IFC Trade Finance Applied Sales Course – Washington 2-6 November 2009
IFC Trade Finance Applied Sales Course – Washington 2-6 November 2009 E-mail
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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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  • testnmeumieichievaI looked at traditional learning but with my busy work schedule it didn't suit me. With the eBSI course, I could study when I wanted. Some days I didn't study much, then other times I would sit down and do a lot all together - and there was always guidance and encouragement from the eBSI team... as well as deadlines for assessment submission!!! This helped me to keep a good study rhythm and to get the best out of the course. At the very least, the ITS qualification I have gained will be a very useful compliment to my banking experience on my CV!

    ukraine Natalia Meumeicheva - TAS Com Bank, Ukraine
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    In conclusion I can say that it was a very, very useful experience for me... especially that the ITS Accreditation compliments so well my Academy diploma!
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    “Its been a real pleasure to receive the in International Trade Specialist Accreditation Programme. in the area of International Trade delivered by eBSI. I am extremely grateful to the entire team of eBSI for their constant support / guidance / help to make this possible for me.
    I would also like to extend my special gratitude to Thomas Smith for giving me this opportunity to be a an ITS through your respected institution. His encouragement guidance only allowed me to achieve this milestone. His course on E-Business and E-Commerce was very interesting and useful. It indeed opened my eyes to the lot of things. In addition I like the course materials and the online support structure which allows me to fit my learning in when it is convenient for me.
    The International Trade Specialist Accreditation Programme has 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. It was also very useful for me to communicate with highly experienced tutors and international trade specialists.”

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  • gmakowskitestAfter considerable research, I finally opted for this programme. It really does cover the fundamental aspects of International Trade in an innovative, relevent and above all practical manner. Tutors are highly experienced with excellent communication skills, and the online campus and student interaction is a major benefit. Highly recommended and very worthwhile indeed!

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    flags_of_United-Kingdom Accountant, Forensic Consultant, Fraud Examiner and Counter Fraud Specialist, UK

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  • 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.

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