Calling on Small Business Customers
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.
| Price | $130 Nonmembers / $95 Members |
| Course Credits | AIB: 0.25 ; ICB: 0 |
| 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 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 of 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
Enrollment: To enroll in this course, please click on the link below for the registration form. Print and complete the form and submit it to your supervisor for approval. Then submit the approved form to your human resources department for processing.