Program for Branch Heads: Acquiring and sustaining customer relationships

 

Summary

 

Program Objectives

 

  • Retail Sales & Marketing Strategies at the Branch Level 
  • The Key Account Management Principles
  • Selling, Upselling and Cross Selling (of own and third party) Products.
  • How to generate adequate Fee Income for the Bank / Branch.
  • Understanding of critical parameters in the Appraisal of MSMEs

Target audience 

 

  • All current and future group of Branch Managers of Banks and NBFCs

Course Structure

 

Session 1

Indian Economic Position –Post Pandemic Scenario

RBI Compliance issues

 

Sessions 2

Sales & Marketing of Retail Liabilities

Pre-Sale /Marketing Process

 

Session 3

Overcoming Objections

Types of Selling, Upselling and Cross Selling Opportunities

 

Session 4

Case Studies 

 

Session 5

Retail Assets Appraisal Process in brief for Personal Loans-Unsecured

Source of income

 

Session 6

Appraisal process for Secured Loans

 

Sessions 7

Financial Statements in brief

 

Trainer Profile

 

Trainer is a seasoned banker with rich and versatile experience in a leading public sector bank. She has worked across different banking functions like General banking, Trade Finance, Operations, Wealth Management, Retail, Rural, SME, MSME & Corporate Credit. She also has an excellent understanding of regulations and processes of cross-border transactions.

 

Training dates - August 03-04, 2021

Training fees - ₹ 25,000 + applicable taxes