Servicing and Growing Small Business Relationships
Course Catalog | Registration
Servicing and Growing Small Business Relationships introduces proactive ways to follow-up with small business clients to extend the business relationship beyond the initial sale. This course explores the different types of information to monitor with a small business - financial information, client records, and other resources. This course also explains why site visits are important and how to uncover client information. REVISED: 2009
| Price |
$130 Nonmembers / $95 Members |
| Course Credits |
AIB: 0.0 ; ICB: 1 CBT, CCSR, CPB |
| 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:
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Explain the benefits of following up after a sale
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Act on opportunities to service and grow small business client relationships
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Monitor client relationships by analyzing financials, client records, and resources
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Explain the benefits of conducting site visits
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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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