Calling on Small Business Customers

Provides guidelines on how to plan effective calls with small business clients. Explores the steps in the Call Planning Model and focuses on gathering resources and identifying goals for the call, and the steps to strategize the actions to take during the call.

Updated: July 2017
Re-versioned: August 2016

What You'll Learn

After successfully completing this course, you will be able to:

  • Identify the importance of planning calls and setting call priorities
  • Use the Relationship Selling Model and the Call Planning Model as tools for building and maximizing client relationships
  • Develop action strategies to help you successfully close a call and build a strong business relationship


Bank personnel who are responsible for face-to-face small business customer calls.

Course Credits

ABA Certificates​: This course applies to the Small Business Banker Certificate​​​.

​Questions? Please contact for more information.




Purchase for a Team
To license this course to your bank for multiple learners, please contact ABA Training.​


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