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Small
Business Banking Sales Skills
Calling on Small Business Customers
Length: 4
hours Member price: $95
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Course Description
Calling on
Small Business Customers
teaches students how to plan effective calls with
small business clients. It begins with an exploration of small business
fundamentals including business legal structures/characteristics, types,
needs/expectations, and operating/life cycles. Students then learn the Call
Planning Model steps, and practice applying them with fictitious clients.
After completing
this course, students will able to plan calls with a high degree of skill and
confidence.
Audience
Bank personnel
responsible for face-to-face small business customer calls.
Learning Objectives
After completing
this course, students will be able to:
-
Describe small
business fundamentals including business legal structures/characteristics,
types, needs/expectations, and operating/life cycles
-
Explain the
importance for planning calls and setting call priority
-
Identify call
situations and associate them with the four call types: Introductory,
Profiling, Presentation, and
Follow-up
-
Summarize and
apply the Call Planning Model steps including:
-
Identify
internal and external resources for planning calls
-
Formulate
first and second goals for calls
-
Strategize
actions for calls including: opening a call, asking questions, responding to
objections, and closing a call.
Relationship Selling
to Small Business Customers
Length: 2 hours
Member Price: $95
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Course Description
Relationship Selling to Small Business Customers covers how to apply
foundational sales skills when selling banking products to small business
owners. Using your skills effectively will help the customer see that, in the
long run, he or she will save money, increase revenues, and run a business more
smoothly. You are making a commitment to your customer to find the best way to
solve his or her problem.
Audience
Bank personnel who are new to the small business market and who are
responsible for selling bank products and services to small business customers.
It is suggested that participants attend the
Fundamentals of Small Business Banking before taking this
course.
Learning Objectives
After completing this course, students will be able to:
-
Identify the six steps in the relationship selling
process
-
Use rapport-building techniques to establish a
professional relationship with the small business customer
-
Interview small business customers by using open-ended
and closed-ended questions to identify needs
-
Identify where a customer is in the business life cycle
and the business operating cycle
Servicing and Growing Small Business Relationships
Length:
4
hours Member price: $95
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Course Description
In Servicing
and Growing Small Business Relationships, students will learn techniques to
nurture a business relationship with a small business once it has been
established. This course 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.
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
Small
Business Banking Fundamentals
Credit Products for Small Businesses
Length: 6
hours
Member price:
$95
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Course Description
This course will
give students the tools needed to recognize factors that drive the need for
small business credit, use profiling questions to better understand individual
customer needs, and match bank credit products to customer needs. The features
and benefits of small business credit products will be reviewed. Techniques will
be discussed to aid in communicating credit decisions, including approval,
counter-offer, and decline. Bank regulations related to small business lending
will be reviewed.
Audience
Bank personnel
responsible for selling credit products to the small business customer and/or
responsible for identifying sales opportunities and referring small business
lending prospects to the appropriate bank contacts.
Learning Objectives
After completing
this course, students will be able to:
-
Describe
characteristics of the small business market that make it desirable for
lenders.
-
Describe how
business cycles drive the need for credit.
-
Ask questions
to determine a business's life cycle and asset conversion cycle.
-
Identify
typical borrowing causes and loan purposes.
-
Identify
features and benefits of small business credit products.
-
Match business
credit products to customer needs.
-
Use techniques
for communicating credit decisions, including approvals, counter-offers, and
declines.
-
Describe bank
regulations related to small business lending, and the actions taken to ensure
compliance.
Deposit Products for Small
Businesses
Length: 2 hours
Member Price: $95
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Course Description
Deposit Products and Services for Small Businesses will provide
students with an understanding of general banking needs. The course will discuss
common deposit and non-credit products by focusing on the benefits to the small
business customer. Special emphasis will be placed on connecting the needs of
different bank products with the life cycle of the business.
Audience
Bank personnel who are new to the small business market and who are
responsible for providing services to small business customers.
Learning Objectives
After completing this course, students will be able to:
-
Define the small business market and identify the
banking needs of small business customers
-
Explain the importance of small business customers to
banks
-
Describe the features and benefits of business products
and services
-
Compare and contrast features and benefits for the
products and services available to small businesses
-
Identify the life stages of a small business and the
products and services that target their needs
Fundamentals of Small Business Banking Length: 6
hours
Member
price:
$95
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Course Description
This course will
provide students with the background required to interact successfully with
small business customers. Core business terminology such as business legal
structures, business types (industry sectors), operating cycles, and business
life cycles will be defined and explored. Business cycles and how they drive the
need for bank products and services will be examined.
Audience
Bank personnel
who have had limited exposure to the small business market but are responsible
for servicing or selling to small business customers.
Learning Objectives
After completing
this course, students will be able to:
-
Identify
common characteristics of the small business market, including business
statistics and owner demographics.
-
Describe the
different types of business legal structures.
-
Describe the
most common small business types (industry sectors), and identify the
operating cycle for each type.
-
Identify the
four general banking needs, and list small business banking products that fall
within the four need areas.
-
Explain how
operating cycles (day-to-day operations) drive the need for bank products and
services within each of the small business types.
-
Identify the
life stages of a small business and describe how they shape a business'
priorities and need for different banking products and services.
Introduction to Analyzing Financial
Statements Length: 6 hours
Member price:
$95
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Course Description
This course
introduces financial statement analysis as a means of determining the viability
of a small business loan request or monitoring the financial solvency of the
business. The course covers analyzing the income statement and balance sheet,
determining key financial ratios and trends, and performing basic cash flow
analysis. Students learn how this information interrelates and is used in making
the credit decision.
Audience
Bank personnel
responsible for reviewing financial statements for the purpose of assisting in
making lending decisions, monitoring the ongoing health of the business, or
conducting the initial financial analysis.
Learning Objectives
After completing
this course, students will be able to:
-
Define
financial statement analysis and explain its importance in the small business
lending process.
-
List the basic
steps of financial statement analysis and the purpose of each.
-
Analyze an
income statement and balance sheet.
-
Calculate and
interpret key ratios.
-
Perform a
simple cash flow analysis.
Overview of Financial Statements
Length:
4
hours
Member price:
$95
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Course Description
This course
provides an overview of small business financial statements, including IRS tax
returns. The course introduces the income statement and balance sheet, as well
as the cash flow cycle and statement, and explains how they are used in making
lending decisions and monitoring the health of a small business.
Audience
Bank personnel
who are involved in any aspect of the small business lending process but who
have little experience with financial statements.
Learning Objectives
After completing
this course, students will be able to:
-
Describe types
of financial statements and explain their purpose in the small business
lending process.
-
Explain
categories of information contained in a balance sheet and income statement,
and the relationships among them.
-
Identify key
business tax return forms used by small businesses, and explain how
information on the forms may be compared to other financial statements.
-
Describe the
significance of business cash flow cycles and the purpose of a cash flow
statement.
Retirement Products for Small Businesses
Length:
4 hours
Member price: $95
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Course Description
Retirement Products for Small Businesses teaches students how to refer
small business clients to retirement product specialists successfully, by
learning about retirement products, small business needs and the referral
process. The course begins with an overview of the small business market and the
opportunities that exist to sell retirement products to small business owners.
Students will learn referral process steps, how to match client needs, and how
to refer them to a retirement specialist using the H.E.L.P. tool.
Audience
Bank
personnel responsible for managing small business relationships with
responsibilities for referring and/or selling retirement services and
products.
Learning Objectives
After
completing this course, students will be able to:
-
Define the benefits associated with retirement planning for the small
business owner
-
Identify various retirement products appropriate for small business
owners
-
Compare characteristics of various retirement products
-
Match characteristics of retirement products to small business owners'
needs
-
Refer small business clients to retirement specialists using the
H.E.L.P tool
Basic
Banking Knowledge
Banking Today
Length: 6 hours
Member price:
$95
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Course Description
This program
will give you an orientation to the essential principles, concepts, and
operations of banking and a firm grounding in the business of
banking.
Audience
Bank personnel
new to the banking industry at all levels, specialists in non-banking functions
such as marketing, information systems and human resources.
Learning Objectives
After completing
this course, students will be able to:
-
Explain the
impact of banking on the economy
-
Describe the
competitive environment of commercial banking
-
Identify key
trends and how they affect the banking business
-
Identify the
key measures and drivers of bank profitability
-
Identify the
key products and services of commercial banks and how they provide them
Fundamental
Business Skills
Business Etiquette Length: 4 hours
Member price:
$95
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Course Description
This course is
designed to promote professional behavior in the workplace. Professional
behavior decisions can be confusing and the consequences for making an
inappropriate decision can have lasting professional and personal consequences.
Business Etiquette covers the most current etiquette guidelines for day to day
situations to help students avoid making inappropriate etiquette decisions.
Students are given guidelines for making the appropriate choices in areas such
as personal appearance, making introductions and shaking hands. A variety of
everyday etiquette issues are addressed such as:
-
What to do if
you forget someone's name
-
Food in the
work area
-
Impact of
certain behaviors in a close environment such as cubicle workspace
-
General
guidelines for interpreting dress codes
Audience
Bank personnel
in the branch and administrative office environments.
Learning Objectives
After completing
this course, students will be able to:
-
Make
appropriate introductions.
-
Shake hands
with confidence.
-
Describe the
impact of personal appearance on the work environment.
-
Demonstrate
how to choose the appropriate behavior in day-to-day activities including
opening a door, arriving late for a meeting and food in the work area.
-
Recognize how
his/her behavior in a close work environment affects co-workers.
-
Discuss the
business consequences of making a choice that is outside the described
etiquette guidelines.
-
Describe how
common behaviors in the United States may be interpreted by different
cultures.
Dealing Effectively with Co-Workers Length: 6
hours
Member
price: $95
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Course Description
This course is
focused on behavior between co-workers. Students will discuss and practice a set
of basic guidelines for interaction with each other. This course will also
introduce information about social styles and how the different social styles
impact communication between co-workers and colleagues. Diversity is presented
as a theme throughout the course. Strategies for dealing with difficult
co-workers and the resulting conflict between colleagues is introduced and
practiced during the course.
Audience
Banking
professionals at all levels.
Learning Objectives
After completing
this course, students will be able to:
-
Demonstrate
appropriate/professional behavior with co-workers.
-
Use basic
guidelines to enhance professional relationships.
-
Understand the
impact of different social behavioral styles on communication.
-
Describe
methods for dealing with difficult co-workers.
-
Identify and
use strategies for dealing with conflict in the work environment.
Ethical Issues for Bankers
Length: 4
hours
Member price:
$95
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Course Description
This course
covers business ethics from a banker's perspective. Students explore the
importance of ethical behavior in banking from a personal and organizational
perspective and focus on ethical considerations in many areas including
confidentiality, conflict of interest, information security, personal
transactions and accepting or giving gifts. In addition to learning about
federal regulations and guidelines for ethical practices, the course introduces
an approach to identifying and responding to situations that present ethical
dilemmas in banking.
Audience
Bank personnel
at any level.
Learning Objectives
After completing
this course, students will be able to:
-
Describe the
importance of ethical practices in banking.
-
Define the
nature and elements of ethical dilemmas.
-
Describe
business practices commonly covered in financial institutions' codes of
conduct.
-
Identify main
regulatory parameters prohibiting unethical practices in banking.
-
Use an
effective approach to determining appropriate action in situations holding
potential for ethics violations.
Managing Time at Work Length:
4 hours
Member price:
$95
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Course Description
Managing Time
at Work
teaches students how to effectively manage their time to be more
productive during the workday. Students will learn to create daily plans, as
well as manage work areas, interruptions, phone calls, and other daily
activities that take valuable time. Through scenario-based examples, students
will be able to customize these techniques into a daily planning system that
works specifically for them.
Audience
Bank personnel
who are not currently using an organized method to plan and manage their time or
who want a refresher. This includes managers, supervisors, sales staff, and
other bank employees who are responsible for completing varied tasks in a
typical day.
Learning Objectives
After
completing this course, students will be able to:
Meetings That Work
Length: 1 hour
Member Price: $95
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Course Description
Meetings That Work focuses on how to effectively lead meetings and
use them as productive methods to communicate, solve problems, and make
decisions. It covers the appropriate reasons for holding meetings; the
characteristics and typical structure of meetings; principles and tools for
planning, leading, and participating in meetings; and how to handle distracting
problem behaviors.
Audience
Anyone who leads or participates in meetings within or outside an
organization.
Learning Objectives
After completing this course, students will be able to:
-
Describe the benefits, risks, and costs of business
meetings
-
List valid purposes for holding meetings
-
Evaluate a group meeting against other methods of
achieving a stated purpose
-
Determine the appropriate type and number of
participants to include in a meeting
-
Complete detailed steps to prepare an effective agenda
-
Evaluate alternative meeting room set-ups
-
Use key principles and specific techniques to
effectively lead and participate in meetings
Presentation Skills
Length: 2 hours
Member Price: $95
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Course Description
Presentation Skills covers the basics of planning an organized,
audience-focused oral presentation. The course covers the physical aspects of
presenting, such as body language, voice and gestures, handling nervousness, and
dealing with disruptive audience members.
Audience
Any bank employee who makes stand-up, verbal presentations to schools,
community groups, business prospects, staff, senior management, and so on.
Learning Objectives
After completing this course, students will be able to:
-
Write a purpose statement for their presentation topics
-
Write an opening statement that catches the audience’s
attention
-
Identify components of a presentation that gain
attention and keep interest
-
Describe effective uses of visual aids (flipcharts and
overheads)
-
Define and demonstrate the benefits of using open-ended
and closed-ended questions
-
Develop a closing statement that calls the audience to
action
-
List methods for dealing with disruptive audience
members
-
Identify ways to control nervousness
-
Demonstrate appropriate body language
-
Deliver a presentation that meets the needs of the
audience
Telephone Etiquette
Length: 2 hours
Member Price: $95
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Course Description
Telephone Etiquette covers fundamental skills and techniques for
using the telephone effectively on the job. It spotlights the importance of the
telephone as a business tool and provides practical tips and techniques for its
effective use.
Audience
Branch and administrative office staff who answer calls or who make calls to
customers and other bank staff. This course is appropriate for call-center staff
as an introduction to telephone skills.
Learning Objectives
After completing this course, students will be able to:
-
Prepare for typical calls
-
Set up work area to support organized telephone
communications
-
Use professional call greetings
-
Use appropriate language and voice inflection during
telephone conversations
-
Use questioning and listening skills that support
effective telephone communication
-
Handle special telephone tasks professionally
-
Use effective skills when working with technology tools
Writing Bank Correspondence
Length: 6
hours
Member price:
$95
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Course Description
This course
prepares students to write effective business correspondence. It introduces a
four-step writing process of planning, drafting, revising, and polishing memos
and letters. The course also considers the format and use of handwritten and fax
correspondence and e-mail messages. Students will apply their new skills in many
brief exercises and in redoing a sample of their own writing, which they bring
to the course.
Audience
Anyone who
writes business correspondence such as letters to customers, memos, faxes, or
e-mail messages.
Learning Objectives
After completing
this course, students will be able to:
-
Identify
common barriers to writing effectively.
-
Describe a
four-step process to write business correspondence.
-
Plan
correspondence by analyzing the purpose and audience; determine the
appropriate tone; and consider effective logistics.
-
Follow
specific techniques to draft effective opening and closing lines and to
organize the body of a written message.
-
Use three
principles of clarity to revise and improve writing drafts.
-
Polish
correspondence by placing it in an appropriate format and proofreading it for
final edits.
-
Describe
special considerations in the format and use of faxes and e-mail messages.
Management and Leadership
Coaching for Success Length:
4 hours
Member price:
$95
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Course Description
This course
provides techniques for ongoing performance feedback and skills for recognizing
a coaching opportunity. It will encourage students to get involved with the
performance growth of other employees to develop and enhance their
skills.
Audience
Any employee
responsible for coaching others with or without a reporting relationship. This
could include managers, supervisors, team leads and mentors.
Learning Objectives
After completing
this course, students will be able to:
-
Recognize the
need to encourage others toward personal growth opportunities.
-
Seek out the
potential of another person and support the person's need to take on
additional responsibilities.
-
Invite others
to stretch their comfort zone of skills and reach new levels of
potential.
Corrective Action Length:
4
hours
Member price:
$95
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Course Description
In Corrective
Action, students will learn how to facilitate their employees' improvement,
instead of merely disciplining them. The course covers when and how to apply corrective action, and provides strategies for motivating
employees to improve. Students will learn to use a range of corrective modes in
a balanced and objective manner, including applying the progressive
disciplinary model, documenting corrective action through a standard
documentation template, and counseling employees towards improvement in a
professional manner.
Audience
Any supervisor
or manager who has responsibility for evaluating and documenting employee
performance.
Learning Objectives
After completing
this course, students will be able to:
-
Define
corrective action and its significance
-
Describe an
employee's performance or behavior gap specifically and objectively
-
Document
corrective action completely by including the standard elements
-
Prepare for a
corrective counseling session with an employee
-
Conduct a
corrective counseling discussion with an employee
-
Take
appropriate corrective action based on an employee performance or behavior
issue.
Hiring the Best Length: 4 hours
Member price:
$95
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Course Description
This course
presents a structured process for hiring the best candidate for a job. The
process is based on a behavioral approach to hiring and reviews compliance
issues associated with each component of the process.
Audience
Any supervisor
or manager who participates in the position analysis and selection and hiring of
employees.
Learning Objectives
After completing
this course, students will be able to:
-
Analyze a job
to identify minimum technical and performance skills.
-
Prepare
applicant selection criteria for the skills identified in the job analysis.
-
Write
interview questions that are legal and focus on behavior relevant to applicant
qualifications.
-
Screen
applicants for interview.
-
Conduct an
employment interview using prepared interview questions.
-
Select a
pre-employment test.
-
Select the
most qualified candidate for a job, based on information obtained during an
employment interview and from references.
-
Make a job
offer that is not an implied employment contract.
Improving Productivity Length: 6 hours
Member price:
$95
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Course Description
Improving
Productivity
teaches students how to evaluate and improve productivity in
the workplace. Students will learn how to consistently and systematically apply
a six-step process to resolving productivity problems in the work environment.
These steps will keep students focused on what needs to be done to resolve the
problem and enhance current productivity levels.
Audience
Any employee
that leads a work team on a full or part-time basis.
Learning Objectives
After completing
this course, students will be able to:
-
Describe the
manager's role in productivity challenges for banks
-
Identify the
three elements of productivity
-
Pinpoint the
production problems in everyday scenarios
-
Identify
obstacles that are keeping their work group from reaching optimal performance
levels
Determine the
best method to identify potential productivity obstacles through the use of
interviewing, fishbone diagrams and flow charts
Use rating,
ranking and matrix screening methods for evaluating productivity
solutions
Describe the
steps for implementing productivity solutions.
-
Define
corrective action and its significance
-
Describe an
employee's performance or behavior gap specifically and objectively
-
Document
corrective action completely by including the standard elements
-
Prepare for a
corrective counseling session with an employee
-
Conduct a
corrective counseling discussion with an employee
-
Take
appropriate corrective action based on an employee performance or behavior
issue.
Managing Change
Length: 4
hours Member price: $95
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Course Description
Managing
Change
covers the typical effects that change events can have on individuals
and organizations. This course will teach strategies for demonstrating change
leadership. Through honing communication skills and applying them to a four-step
change communication process, students will be prepared to manage the effects of
the change. Throughout the course, students will have several opportunities to
observe effective and ineffective change communication techniques. These
examples are set in real-world change scenarios and offer solutions that can be
applied immediately in the workplace.
Audience
Any employee who
is leading a group in a changing environment.
Learning Objectives
After completing
this course, students will be able to:
-
Distinguish
between change and transition
-
Identify seven
typical effects of change
-
Describe the
primary reactions employees have to change events
-
Examine the
three stages of change
-
Identify
possible reactions to each stage of change
-
Identify the
seven strategies to demonstrate change leadership
-
Identify the
influence and action you can take in change situations
-
Describe the
key elements of effective communication
-
Identify the
four steps to communicating change effectively
-
Describe the
impact of the four-step communication approach on a change event.
Managing Employee Relations
Length:
6
hours Member price: $95
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Course Description
Managing
Employee Relations
provides managers and supervisors with a four-step
strategy for managing employee relations compliance with legislation, managing
diversity, handling work and personal issues and fostering open communications.
After an overview of the importance of employee relations and their impact on
the workplace, the course reviews the legislation that protects employees from
discriminatory and unfair practices. Students will learn how to identify
diversity issues in a team, how to respond to personal issues that affect the
work environment, how to promote open communications and how to establish formal
and informal problem resolution processes.
Audience
Any manager or
team leader with one or more reporting relationships..
Learning Objectives
After completing
this course, students will be able to:
-
Describe the
impact of a manager's role in establishing and maintaining sound employee
relations in an organization
-
Identify four
management strategies that support positive employee relations
-
Describe the
purpose and intent of employment legislation governing workplace
supervision
-
Identify
diversity issues in a team and overcome related barriers to productive
employee relations
-
Use effective
guidelines for handling work and personal issues in a team
-
Implement
management activities that facilitate open communications.
Performance Management
Length: 6 hours
Member
price:
$95
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Course Description
This course will
provide students with a proactive approach to performance management. By
focusing on setting clear expectations, specific performance feedback and
objective performance evaluations, this course will help managers avoid many
common performance problems.
Audience
Any supervisor
or manager who has responsibility for directing, documenting and evaluating
employee performance.
Learning Objectives
After completing
this course, students will be able to:
-
Write
performance objectives based on measurable criteria and standards.
-
Communicate
clear performance and behavior expectations.
-
Objectively
observe performance.
-
Provide
feedback to employees and document the conversations.
-
Prepare and
conduct the performance appraisal.
Project Management
Fundamentals, Part One
Length:
2 hours
Member
Price:
$79
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Course Description
Project Management Fundamentals, Part One
examines the phases of the Project Management Life Cycle, and a project
manager's role in each phase. It defines basic project success criteria and
common reasons for project failure. Finally, it describes techniques for setting
up a strong project team and determining the elements of a Risk Management Plan.
Audience
Those with project management responsibilities or who are part of a project
team.
Learning Objectives
After completing this course, students will be able to:
-
Describe the differences
between project management and regular management
-
Identify the major phases
in a project
-
Identify criteria for a
successful project
-
Describe the major elements
that define all projects
-
Construct useful project
goals and objectives
-
Identify the elements to be
included in a statement of work
-
Describe the purpose and
key elements of a project charter
-
List the basic approaches
to handling risk
-
Identify the components of
risk assessment
-
Select appropriate tools
for analyzing risk
Project Management
Fundamentals, Part Two
Length:
2 hours
Member Price: $79
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Course
Description
Project Management Fundamentals, Part Two describes techniques for planning and sequencing
project activities. It describes how to identify the Critical Path for
completing a project on schedule. It identifies the cost elements that should be
included in a project budget and describes techniques for managing deviations
from budgets and schedules. Finally, it describes key elements of project
management communications and reporting tools and the key activities of project
close-out.
Audience
Those with project management responsibilities or who are part of a project
team.
Learning Objectives
After completing this course, students will be able to:
-
Organize a project into
sub-projects
-
Identify dependencies
between work projects and use those dependencies to establish a logical
order for work projects
-
Calculate the Critical
Path, or set of activities which cannot be delayed, in order to accomplish
project work on time
-
Identify the cost elements
to be included in a budget
-
Describe the key tools for
monitoring progress on a project
Identify
variances in the schedule and budget
Rewards and Recognition Length: 4 hours
Member price:
$95
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Rewards and
Recognition provides students with the knowledge and skills necessary to
recognize, reward, and motivate employees toward continued and improved
performance.
Students will
learn the core principles and characteristics of recognition, and understand the
benefits that giving rewards and recognition can bring to individual employees,
departments and the institution. The course covers how to choose and convey
effective rewards and recognition, including selecting an appropriate reward and
the time and place to communicate recognition to employee. Students will get
hands-on practice in planning a reward and recognition program using planning
and recording forms included in the course.
Audience
Any employee
responsible for motivating, staff regardless of the specific reporting
relationships. This could include managers, supervisors, team leaders and
mentors.
Learning Objectives
After completing
this course, students will be able to:
-
Define the
terms reward and recognition
-
Identify the
elements of rewarding and recognizing employees
-
Describe the
consequences of failing to reward and recognize employees
-
Describe how
to link a specific company value to specific employee behaviors
-
Determine a
reward/recognition that is appropriate to the individual
-
Communicate
the reward/recognition effectively
-
Describe the
steps in creating a recognition plan
-
Create a
recognition plan for employees
Retail
Banking Fundamentals
Consumer Credit Products
Length: 6 hours
Member price:
$95
ENROLL NOW
Course Description
This course will
provide students with the skills to identify the features of consumer credit
products. The course will also provide a link between these features and how
they meet the needs of different customers.
Audience
Any branch
personnel who will be discussing or selling consumer credit
products.
Learning Objectives
After completing
this course, students will be able to:
-
Define basic
terminology used when discussing consumer credit products.
-
Identify
features and related benefits of consumer credit products.
-
For secured
credit, determine the maximum dollar amount available based on collateral
value.
-
Match consumer
credit products to customer needs.
-
Identify bank
regulations that impact consumer credit.
-
Identify
appropriate products to cross-sell.
Event Based Selling
Length: 1 hour
Member Price: $95
ENROLL NOW
Course Description
This course will
focus on using group events as a marketing tool to promote sales. Students will
learn how to target their market, plan group events, and use networking
techniques to increase the number of business contacts made at group events.
Audience
Those bankers whose responsibilities include attending, participating in, or
hosting community-based group events. Students should have a working knowledge
of their institution’s products and services.
Learning Objectives
After completing this course, students will be able to:
-
Identify group event
opportunities within their market
-
Identify common
characteristics within groups
-
Identify common financial
needs within groups
-
Identify networking
strategies to increase the number of contacts made at group events
-
Maximize sales
opportunities gained through group events
-
Create an action plan and
timeline for hosting a group event
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