Servicing and Growing Small Business Relationships
Course Catalog | Registration
In Servicing and Growing Small Business Relationships, students will learn techniques to extend the business relationship beyond the initial sale. This course 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.
| Price |
$130 Nonmembers / $95 Members |
| Course Credits |
AIB: 0.25 |
| Prerequisites |
None. This course builds on the student's experience and skills in using a needs-based selling cycle. A basic knowledge of business/consumer products and services would also be useful. |
| Required Software |
None |
| Optional Software |
Adobe Acrobat Reader and RealPlayer |
Audience
Bank personnel responsible for managing and growing a portfolio of small business customers.
Learning 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
Questions? Please contact training@aba.com for more information.
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