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A Provider of AIB Products Building and Retaining Customer Relationships |
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Course Description: Part I - Process and Strategy Building and Retaining Customer Relationships—Process and Strategy provides tools on how to start, manage, and execute a sales portfolio. This course explains how to conduct the process and learn the strategies behind the sales portfolio process, from prioritizing clients to making sales calls. It presents sales portfolio techniques and strategies that have been proven effective. Throughout the course, it explains how to recognize, classify, and prioritize clients according to sales potential profiles. Part II - Calling on Clients Building and Retaining Customer Relationships—Calling on Clients explains how to use forms in the sales portfolio and apply other organizational principles. This course also teaches how to plan sales calls or contacts with portfolio clients. The strategic sales initiative in this course allows institutions to increase client satisfaction, promote client retention, and boost sales. Audience: Banking professionals who currently sell bank products to customers. Students attending this class should have a working knowledge of their institution's products and services, basic sales techniques, daily planner scheduling and tele-consulting skills. Learning Objectives: After successfully completing this program, you will be able to: Part I - Process and Strategy • Describe the benefits of building and retaining client relationships through a well-managed portfolio • Identify the steps of the portfolio process • Set criteria that support sales and client retention • Assess sales potential of clients • Group clients in a portfolio • Establish portfolio criteria that supports your institution's business goals Part II - Calling on Clients • Organize portfolio to support and track activity • Plan for starting a portfolio at work • Prepare for initial contact with clients Course Credits: AIB: 0.25 ICB: 2.25 Prerequisites: No specific prerequisites, although proficiencies in the following areas will help maximize learning: your institution's products and services; basic sales techniques; and tele-consulting skills Required Software: None Optional Software: Adobe Acrobat Reader and RealPlayer Cost: Members $95 • NonMembers $130  Forms Page ... Registration ... Requests ... WithdrawalPBA Contact: Jackie Catalano • (717) 255-6939 • jCatalano@paBanker.com |
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