Calling on Small Business Customers
Course
Description:

Callling on Small Business Customers focuses on preparing for and executing the perfect sales call.  Participants discuss different types of calls, including introductory, profiling, presentation, and follow-up, which serve different purposes.  Students will use their knowledge of business types, business life stages, adn their own local markets to plan a sale and relationship-building strategy for conducting face-to-face calls.  They will also prepare for actual small business customers calls using a call planning form.

Audience: Bank personnel who have minimal or no experience with conducting face-to-face small business calls.
Objectives: At the conclusion of this course, participants will be able to:
  • Explain the importance of pre-call planning in relation to successful sales calls.
  • Describe the essential elements of call planning that make an effective sales call.
  • Identify the features of the four types of calls:  introductory, profiling, presentation and follow-up.
  • Implement a strategy for profitable initial contacts with small business customers.  
Delivery Options: This course can be delivered in the classroom and is also a self-paced online course.

Note: Calling on Small Business Customers is printed on demand as ordered.   The Participant's Handbook(s) and Trainer's Guide may not be returned to ABA.

Participant's Handbook (c) 2006
Catalog #3003779
$57.75 List Price
$36.75 Member Discount

Trainer's Guide
Catalog #3003807
$135 List Price
$  95 Member Discount


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