Management of Information Systems


The model of our training programs is a development compared to more traditional programs. The purpose is to approach a reality that meets the needs of each client.

This action aims to equip participants with knowledge and skills on the banking sector. Addressing the theme of the Basel Accords for capital regulations;

Analyzing the liquidity issues by adjusting the balance sheets in order to avoid defaults – revisiting the importance of granting credit in its various financing and banking credit modalities;

Applying the procedures of detection of non-compliance – credit risk analysis, in the aspect of profitability.

It is also intended that the participants obtain competences in the behavioral areas, in the quality of care and correct management of complaints. Participants are expected to gain knowledge of negotiation and sales techniques. Provide participants with knowledge about financial markets, auditing and international business operations.


  • Capital:
      Capital regulations
      Objectives and Risks
      Regulatory Capital and Economic Capital
      Basel II and its impact on Financial Institutions
      Definition and Adequacy of Own Funds
      Management of Guarantees
      Basel III – Background
  • Liquidity and Profitability:
      Adequacy of balance sheets in order to avoid defaults – importance of credit granting
      Brief description of the main credit operations
      Credit application analysis / Performance aspects of operations
      Streamlining risk through obtaining guarantees
      The assessment of credit risk to individuals
      General Concepts of Business Credit
      Analysis of the company and the adequacy of the term of the credit operation to its needs

  • Quality:
      Assistance and the image of the Bank
      The construction of an image of quality of service
      Professional attitude in telephone and attendance
      Particularities of telephone service
      Particularities of face-to-face service
      Deal effectively with complaints
  • Organizational Behavior:
      Teamwork, intra and inter-team cooperation and competition
      Balance between the position of the individual, his professional career and the team-work
      The synergy between the department and the group as a whole
      The motivation of work teams
      Contingency leadership
      Conflict management
      Time management for team effectiveness
      Cohesion factors and causes of increase and / or decrease cohesion
  • Negotiations and Sales Techniques:
      The importance of negotiation in the current banking context
      Strategies and tactics and phases of the negotiation
      Sources and means of customer prospecting
      Customer analysis for the offer of the bank’s products and services
      Goals and steps of the sale interview
      How to act on success and how to deal with failure
  • Bank Secrecy:
      Professional secrecy, purpose of banking secrecy
      Matters and subjects subject to banking secrecy
      Exemption from the duty of banking secrecy
      Penalties arising from breach of banking secrecy
  • Financial Markets:
      Regulation and supervision of the financial system – Overview
      The guarantee of the solvency of financial companies
      Consumer protection of financial products and services
      Prevention of money laundering and terrorist financing – MiFID
      Financial Markets and Interest Rates
      Characterization of financial products and investment decisions
  • International Business:
      International trade
      International trade transactions
      Documentary consignments
      Export Financing: Trade Finance
  • Audit:
      Types of audit
      The internal audit control system
      Preparation and conduction of interviews
      Key features of auditor reports

  • Introduction to Marketing:
      TWhat is the provision of a service?
      What is a service and its rating ?
      The Marketing-Mix services
      The importance, dimensions and value chain of quality in services; • Service marketing strategy
      Relational marketing
      Objectives and benefits
      Relationship management – CRM
      Manage customer loyalty
      The positioning of services
      SWOT Analysis
      Differentiation of services
      Fundamental concepts of marketing
      Product life cycle
      Product, price, distribution, communication and customer behavior
      The segmentation of the market

Course Recipients:

This training is intended for all the professionals involved and with responsibilities in Banking Management, Commercial Coordination, Credit Decision, Audit Units, Credit Recovery and Accounting Areas, Commercial Officers, Managers and Assistant Managers, Credit Analysts, Technical Officers and Technicians. Commercial and Litigation Areas, Credit and Guarantee Areas and Institutional Relations and International Departments.

  • 40 Hours

  • 8 Days

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