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SERVICING AND GROWING SMALL BUSINESS RELATIONSHIPS
Self-paced
online course - ABA
eLearning (length: 1 hour)
Price: $95 members; $130 non-members
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Online
This course is also
available at discounted prices under an annual license. A Learning
Extension is available for this course. Call or email for
details.
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:
·
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.
The New York Bankers
Association is a Local ABA Training Provider.
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