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SERVICING AND GROWING SMALL BUSINESS RELATIONSHIPS
Delivery Options: This course can be delivered in the classroom and
is also a self-paced online course:
·
ABA eLearning Self-paced online course
Price: $95 members; $130 non-members ENROLL NOW
·
Participant's
Handbook and Trainer's Guide -
Tools for in-house training
Handbook: Catalog #3003785
$47.25 member; $73.50 non-member
Trainer's Guide: Catalog #3003811
$95 member; $135 non-member
Publication
Order Form
Please note: Servicing and Growing Small Business
Relationships is printed on
demand as ordered. The Handbook and Trainer's Guide may not be
returned.
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. Note: 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 be useful.
Learning Objectives:
After completing this course,
students will be able to:
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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.
For further information, please call NYBA Professional Development at
212-297-1679 or elegg@nyba.com.
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