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STRUCTURING & SELLING CASH MANAGEMENT SOLUTIONS
 
     
  Summary Description  
  The goal of this course is to enable a bank officer to present and sell customized cash management solutions. During the course, 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 these, 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. As post-course follow up, participants can be grouped 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
Product Features and Benefits
Receivables Management
Liquidity Management
  Payables Management
Electronic Banking
Customer Service
Tips on Presentation and the Use of Visual Aids
Feedback on Delivery Skills
 
       
 
  Duration  
  3 days  
     
   
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