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Servicing and Growing Small Business Relationships

Course List | ABA Member Registration | Non-Member Registration

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 explains why site visits are important and how to uncover client information.  

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: 1.0 CBT, CCSR, 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 responsible for managing and growing a portfolio of small business customers.

Learning Objectives

After completing this course, students 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. 
         

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