Course Description

The trading, sales, and marketing of crude oil and refined petroleum products form the backbone of global energy commerce. As one of the most strategically important commodities, crude oil is traded through complex supply chains involving upstream producers, national oil companies, international oil companies, trading houses, refiners, marketers, and end-users. The pricing is influenced by multiple market benchmarks (Brent, WTI, Dubai), geopolitical events, OPEC+ policies, shipping logistics, and derivatives trading.
With increasing market volatility, decarbonization pressures, regulatory requirements, and digital transformation in trading, professionals involved in petroleum sales and marketing must possess deep technical knowledge of market structures, trading instruments, logistics, contractual frameworks, risk management, and price mechanisms.
This intensive five-day course is designed to provide high-level insight and hands-on knowledge to professionals seeking to master the technical, legal, and commercial aspects of selling and marketing crude oil and petroleum products in today’s complex market.

Course Goal

To provide participants with the essential knowledge and practical skills required to manage the commercial, technical, and regulatory aspects of crude oil and petroleum product sales and marketing in today’s global energy market.

Course Objectives

By the end of this course, participants will be able to:

• Gain a deep understanding of the global crude oil and refined products markets.
• Analyze key pricing benchmarks and mechanisms (e.g., Platts, Argus, Brent, WTI, OSP).
• Understand petroleum product specifications, quality standards, and marketability.
• Explore sales contract structures, INCOTERMS, and trade documentation.
• Learn technical aspects of shipping, logistics, and storage strategies.
• Develop proficiency in hedging, price risk management, and derivatives use (futures, swaps).
• Examine the legal and regulatory framework governing sales and marketing operations.
• Apply strategic marketing, market intelligence, and negotiation tactics.
• Troubleshoot key operational and commercial challenges in petroleum trading.

Who Can Benefit

This course is designed for mid- to senior-level professionals involved in:

• Crude oil and product marketing and sales
• Oil trading and risk management
• Supply and distribution operations
• Refinery economics and scheduling
• Commercial, legal, and contract management
• Market analysis and business development
• It is highly relevant for professionals from:
• NOCs (National Oil Companies)
• IOCs (International Oil Companies)
• Trading companies
• Refineries and marketers
• Regulatory and policy institutions