Servicing & Growing Small Business Relationships

Course
Description:

This course teaches students techniques to extend the business relationship beyond the initial sale. It begins with an overview of small business fundamentals, including the different legal structures of small businesses, types of small businesses, and the needs and expectations of small businesses. From there, students will learn different types of information to monitor a relationship with a small business: financial information, client records, and other resources. Finally, students will learn why site visits are important and how to uncover different kinds of information on a site visit.

Audience:

Bank personnel responsible for managing and growing a portfolio of small business customers.

Objectives:

After completing this course, students will be able to:

  • Describe small business fundamentals
  • Explain the benefits of following up after a sale
  • Act on opportunities to service and grow small business client relationships
  • Monitor client relationships by analyzing financials, client records, and resources
  • Explain the benefits of conducting site visits
  • Probe to uncover facts on the people and business components during a site visit.

Delivery Options:

 This course can be delivered in the classroom and is also a self-paced online course


Note:  Servicing & Growing Small Business Relationships is printed on demand as ordered.  The Participant's Handbook(s) and Trainers Guide may not be returned to ABA.

Participant's Handbook (c) 2006
Catalog #3003785
$57.75  List Price
$36.75  Member Discount


Trainer's Guide 
Catalog #3003811
$135  List Price
$  95  Member Discount

For more information about this product, please contact Customer Service .