City: Brussels, Belgium Date: From 29/11/2010 to 30/11/2010          Registration:    From 15/10/2009 to 16/04/2010

	AIM This module is designed to teach students how to find suitable clients. TOPICS Factorability •o                                                                         Suitable industries •o                                                                         Concentration vs. Spread Lead Generation Direct Parent banks Internal marketing Accountants Brokers Sales Process Pricing aspects Product advantages Choosing the appropriate product Prospect assessment Field audit (Financial Statements; Quality of debt, Quality of Debtor, Management) Working with the credit committee Closing the deal Contractual aspects (guarantees, comfort letters) Negotiations / Competitive offers Hand-over Promises vs. Reality                                 AGENDA & ATTENDANCE: Agenda  Attendance list - Module 2

Registration:    From 15/10/2009 to 16/04/2010 Invitation Event booking form