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Calling on Small Business Customers

Course List | ABA Member Registration | Non-Member Registration

Calling on Small Business Customers provides instructions on how to plan effective calls with small business clients. This course teaches the steps in the Call Planning Model. For practice, students will walk through calls involving fictitious and actual clients. This course also offers the opportunity to practice planning calls with a high degree of skill and confidence.     

Price $130 Nonmembers / $95 Members
License Option Courses are also available at discounted prices under an annual license.  Learn More
Course Credits AIB: 0; ICB: 2.0 CPB
Prerequisites 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.
Required Software None
Optional Software Adobe Acrobat Reader and RealPlayer

Audience

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

Learning Objectives

After completing this course, students will be able to:

  • Explain the importance of planning calls and setting call priorities
  • Identify call situations and associate them with the four call types
  • Summarize and apply the steps in the Call Planning Model


Questions? Please contact training@aba.com for more information.