AIB Small Business Banking Certificate Curriculum

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The AIB Small Business Banking Certificate is primarily for branch-based relationship managers who need the skills to build a relationship-centric sales approach, engage business customers to better understand their needs and appropriate solutions, handle objections, plan and execute the perfect sales call, and manage relationships post-sale.

This curriculum provides an approach to building trusted relationships with business banking customers – as a means to both retain and grow your current book of business. And to attract new accounts from business customers of other institutions who may feel their needs are not being fully met. It focuses on the process needed to identify sales prospects and close the deal, and not on making the credit decision.

All courses must be successfully completed in order to earn the AIB Small Business Banking Certificate.

• Banking Today
• Calling on Small Business Customers
• Credit Products for Small Businesses
• Deposit Products and Services for Small Businesses
• Fundamentals of Small Business Banking
• Introduction to Analyzing Financial Statements
• Personal Tax Return Analysis
• Relationship Selling to Small Business Customers
• Servicing and Growing Small Business Relationships
• Small Business Borrowing

Questions? Please contact training@aba.com for more information.