Practical trade finance sales workshop on international payment and security instruments with special focus on documentary collections, documentary credits, demand guarantees and short term receivable finance from the sales perspective. The seminar has been developed to address the most important aspects of the trade finance in order to better understand needs of bank customers active in the international trade.
In contrast to other seminars on trade finance, the focus on this trade finance sales workshop is to develop knowledge and understanding of the trade finance services in order to sell/offer these services effectively. The scope and the content of the course, consequently, has been tailored to meet this overall goal.
To sell trade finance services to the customers effectively, one must:
This Workshop has been designed to deal with the most relevant aspects of trade finance sales and is, therefore, a must for:
The seminar deals with both the standard and more advanced situations and practical issues in relation to export and import documentary collections, documentary credits and their financing, demand guarantees in accordance with best practices as reflected in ICC rules and publications. A part of the workshop will also relate to short term trade finance, ie. factoring, use of credit insurance and will provide an introduction to supply chain finance.
The main purpose of the seminar is to familiarize the participants with the main trade finance products in order to understand how they operate, what are their main benefits for their users, but also what are the main risks involved, associated costs, the main issues the users face in their practice. The participants, after the course, would be able to speak knowledgeably with their current and potential customers about the trade finance services their banks provide, thus better supporting the bank´s aspiration to increase the volumes and profits from these services, as well as enhancing the customer´s overall experience of dealing with the bank.
The seminar will be provided in the form of case studies, examples and discussions, i.e. active participation will be encouraged.
Material relevant to the course will be distributed and a certificate of attendance will be delivered to all those who completed the course.
Case study – Collection in practice
Case Study – delivery terms v. payment terms
Case study: issuance of the credit
Case study: mistakes in the export credit
Case study: cost of discounting a deferred payment credit
Case study: mistakes in an advance payment guarantee
Training Course Name
|Trade Finance Masterclass||UCP 600, ICC 552, FCC, International trade transactions|
|Letters of Credit||UCP 600, ISBP 2013, trade documentation|
|Risk in Trade Finance and Trade Finance Products||UCP 600, trade finance products, commodity finance regulations, URDG|
|Advance Trade Financing Course||UCP 600, risk in trade finance, letters of credit|