Module 1: Sales management

In principle, the smallest determinable contribution to a bank’s sales result is the individual transaction. As part of a contribution-margin calculation, the individual decision-relevant earnings components of a banking transaction are derived and analyzed. The main focus is on the market-interest-rate method with all its facets, in periodic and present value terms, as a prerequisite for determining the interest contribution of individual transactions.
The allocation of credit-risk costs, proportionate operating costs and return-on-equity claims round off the sales result. In addition to the decision-oriented derivation of the sales result, the participants gain a deeper understanding of the management implications in daily practice, over a total of three seminar days.

Contents at a glance:

• Introduction to the market-interest-rate method and interest-rate products
• Liquidity costs and structural contribution balance sheet
• Cash-value concept and containment mechanisms
• Calculation: credit-risk costs, litigation costs, equity capital costs (customer business and capital market products)
• Market result management and reporting
• Sustainability components in the management system
• Case studies

Seminar leader: Klaus Leusmann (zeb)

Costs & dates:

11 February–13 February 2020
Location: zeb Office Münster, Hammer Straße 165, 48153 Münster
Participation fee: €1,950.00, plus VAT

4 August–6 August 2020
Location: zeb Office Frankfurt am Main, Taunusanlage 19, 60325 Frankfurt am Main
Participation fee: €1,950.00, plus VAT

→ Download seminar program PDF