Treasury Sales Masterclass: FX, Rates & Corporate Solutions
Corporate clients do not buy products; they buy the resolution of an exposure they may not yet have named. The salespeople who grow wallet share are those who understand the client’s balance sheet better than the client’s last banker did — this masterclass builds that salesperson.
Format
Classroom · Virtual
Upcoming sessions
Pick a session to applyADMISSIONS OPENThe programme
This four-day flagship is the treasury sales training for bank front-office teams who want to sell as sophisticated clients buy. It begins where every good trade begins — inside the client’s business: mapping commercial flows, funding structures and contract terms that create FX and interest-rate exposure before any product is mentioned. It then works the suite — spot, forwards, swaps, options and deposits — not a catalogue but raw material for structuring solutions fitting exposure, risk appetite and accounting reality. Participants rehearse the conversations that decide revenue: presenting price with confidence, handling the comparison shopper, defending margin without aggression. It closes with the disciplines sustaining a desk — credit and suitability, sales conduct and ethics, working well with the trading desk, and a wallet-share plan for each participant’s portfolio. As an FX sales course for banks it is a natural in-house booking for entire treasury sales desks. Delivered in English and French across the Middle East, Africa and Asia — Dubai, Nairobi, Lagos, Singapore, London — and live online.
What you will do
Who attends
Treasury sales dealers and marketers; FX and rates salespeople moving from execution to advisory; corporate dealing-room staff; product specialists supporting coverage teams; and relationship managers stepping into markets roles. Banks regularly book this masterclass in-house for an entire treasury sales desk, so the whole team leaves speaking the same language of exposure, structure and price. A working familiarity with financial markets is assumed; deep quantitative background is not.
Programme agenda
Built for the decisions no textbook prepares you for
I.The client’s world: finding the exposure
- Mapping commercial flows, funding structures and contract terms that create FX and rate risk
- Transaction, translation and economic exposure — and which one the client actually feels
- The discovery conversation: questions that surface exposures the client has not named
II.The product suite as raw material
- Spot, forwards and FX swaps: mechanics, pricing logic and where each fits
- Interest-rate swaps and deposits: the rates side of the corporate conversation
- Options and structured alternatives: what optionality buys, what it costs, when it is honest to propose it
III.Structuring the solution
- From exposure profile to instrument choice: tenor, amount, layering and flexibility
- Fitting the structure to risk appetite, cash-flow certainty and hedge-accounting awareness
- Structuring workshop: real exposure cases worked from client brief to term sheet
IV.The pricing conversation
- Where the price comes from: interbank levels, credit charges and the margin you are defending
- Presenting price with confidence — and handling the client who quotes a competitor
- Negotiation rehearsals: recorded role-plays with structured debrief
V.Credit, suitability & conduct
- Pre-settlement risk, credit lines and documentation: what sales must check before the trade
- Suitability and appropriateness: matching product complexity to client sophistication
- Ethics in treasury sales: the transactions a healthy franchise walks away from
VI.Growing the franchise
- Wallet-share analysis and the deliberate account plan
- Working with the trading desk: pricing requests, market colour and the internal handshake
- From transaction to relationship: post-trade service that earns the next conversation
Frequently asked
Who should attend the Treasury Sales Masterclass?
It is built for bank front-office professionals: treasury sales dealers and marketers, FX and rates salespeople moving from execution to advisory, corporate dealing-room staff, product specialists supporting coverage teams, and relationship managers stepping into markets roles. A working familiarity with financial markets is assumed; a deep quantitative background is not required.
Which products does the masterclass cover?
The full corporate treasury suite — spot, forwards, FX swaps, interest-rate swaps, deposits and options — treated not as a catalogue but as raw material for structuring solutions that fit a client’s exposure, risk appetite and accounting reality. Participants also rehearse the pricing conversation: presenting price, handling the comparison shopper and defending margin without aggression.
Can we run this programme in-house for our treasury sales desk?
Yes. Like every BIZENIUS programme, it is available in-house and tailored to your institution. Banks regularly book the masterclass for an entire treasury sales desk, so the whole team leaves speaking the same language of exposure, structure and price, with cases adapted to your client base and product set.
How long is the programme, and in which languages is it delivered?
It runs over four days and is delivered in English and French, in person across the Middle East, Africa and Asia — Dubai, Nairobi, Lagos, Singapore and London — and live online. Dates follow a rolling calendar and are confirmed on request; fees are quoted on enquiry.
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In their words
Knowledge transfer, emphasised throughout
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