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Language Functions
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Themes/Situations
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Unit 1
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My Bank
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KP 1
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- Presenting your bank/mission statement
- Discussing key markets and key product groups/services
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The bank and you
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KP 2
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- Explaining ownership and shareholder structure
- Walking your customer through the organization chart and helping him solve complex problems involving different branches and partners
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Bank organization
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KP 3
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- Presenting the services
- Explaining synergies you see in these services
- Expanding a basic relationship and developing a solution for your customer that takes account of his risk profile and future needs (e.g. pension)
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Cross-selling products
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Unit 2
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Financial Services
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KP 4
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- Managing an initial customer interview
- Describing the process of opening an account
- Assessing the customer's additional needs (for cross-selling)
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Opening an account
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KP 5
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- Explaining overdrafts, personal loans, mortgages and commercial loans
- Discussing how to deal with loan inquiries from existing and new customers
- Solving problems with customers
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Lending money
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KP 6
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- Describing the mortgage application processes
- Assessing and evaluating different mortgages
- Reporting the mortgage business to your superiors
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Selling mortgages
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Unit 3
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Private Banking
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KP 7
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- Describing techniques for client acquisition (and retention)
- Developing your client / "product literacy"
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Client value management
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KP 8
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- Understanding the role of relationship managers
- Performing client advisory (asset allocation)
- Discussing the challenge of increasing the time in front of clients
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The advisory process
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KP 9
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- Understanding art investment
- Discussing philanthropic solutions and family offices
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Combining wealth management solutions and philanthropic activities
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Unit 4
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Corporate Clients
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KP 10
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- Explaining borrowing requirements and asking for covenants
- Presenting different loan models to corporate clients
- Negotiating the process from loans to bonds with partner banks
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Negotiating syndicated loans
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KP 11
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- Reading and analyzing annual statements
- Describing and using company rating as risk management tools
- Discussing internal/external ratings and the role of rating agencies
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The rating process
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KP 12
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- Preparing a pitch presentation for the advisory mandate
- Advising your client throughout an IPO
- Managing challenging negotiation situations
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Initial public offering
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Unit 5
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Interaction with Bank Management
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KP 13
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- Preparing a memo with key financial figures for your superiors (e.g. current credit risk positions, VaR, payments system processes)
- Addressing the board and reporting your bank's exposure to markets
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Risk management and control
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KP 14
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- Describing money markets
- Proposing improved treasury concepts to the management
- Discussing alternative instruments for refinancing with your team
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The strategic role of treasury management in a bank
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KP 15
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- Dealing with workouts: bankruptcy or restructuring
- Guiding negotiation processes throughout a restructuring case
- Describing the links of successful workout to risk assessment
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Restructuring/Workout
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Unit 6
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Challenges in Risk Management
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KP 16
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- Understanding credit risk as crucial impact factor for banks
- Managing credit risk on the balance sheet
- Managing credit risk off balance sheet
- Discussing regulatory requirements (Basel II)
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Credit risk
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KP 17
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- Understanding bank's exposure to stock markets
- Describing the links of market risk to credit risk
- Discussing the impact of economic environment on bank profitability and risk
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Market risk
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KP 18
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- Identifying operational risks
- Preparing scenarios and stress tests
- Implementing value at risk measures
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Operational risk
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