P E N N S Y L V A N I A   B A N K E R S   A S S O C I A T I O N A Provider of AIB Products Servicing and Growing Small Business Relationships
Course Description: 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 explais why site visits are important and how to uncover client information. Audience: Bank personnel responsible for managing and growing a portfolio of small business customers. Learning Objectives: After successfully completing this program, you will be able to:   • 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 Course Credits: AIB: 0.25 ICB: 1 CBT, CCSR, CPB Prerequisites: None Required Software: 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. Optional Software: Adobe Acrobat Reader and RealPlayer Cost: Members $95   •   NonMembers $130       Forms Page ... Registration ... Requests ... Withdrawal PBA Contact: Jackie Catalano • (717) 255-6939 • jCatalano@paBanker.com
This educational opportunity is brought to you by Pennsylvania Bankers Association