Building & Retaining Customer Relationships

Building & Retaining Customer Relationships


Price: $95 members; $130 non-members

Member Online Enrollment | Non-Member Online Enrollment
This course is also available at discounted prices under an annual license. A Learning Extension is available for this course.  Call or email for details.
Course Description: Part I – Process and Strategy
Building and Retaining Customer Relationships—Process and Strategy
 provides tools on how to start, manage, and execute a sales portfolio. This course explains how to conduct the process and learn the strategies behind the sales portfolio process, from prioritizing clients to making sales calls. It presents sales portfolio techniques and strategies that have been proven effective. Throughout the course, it explains how to recognize, classify, and prioritize clients according to sales potential profiles.  
Part II – Calling on Clients
Building and Retaining Customer Relationships—Calling on Clients
 explains how to use forms in the sales portfolio and apply other organizational principles. This course also teaches how to plan sales calls or contacts with portfolio clients. The strategic sales initiative in this course allows institutions to increase client satisfaction, promote client retention, and boost sales. 
Audience:  This course is most appropriate for banking professionals who currently sell bank products to customers. Participants attending this class should have a working knowledge of their institution’s products and services, basic sales techniques, daily planner scheduling and basic tele-consulting skills.
Learning Objectives:
After completing Part I: Process and Strategy, students will be able to:
  • Describe the benefits of building and retaining client relationships through a well-managed portfolio
  • Identify the steps of the portfolio process
  • Set criteria that support sales and client retention
  • Assess sales potential of clients
After completing Part II: Calling on Clients, students will be able to:
  • Organize a portfolio to support and track activity
  • Plan for starting a portfolio at work
  • Prepare for the initial contact with clients
The Nebraska Bankers Association is a Local ABA Training Provider.
For More Information Contact:

Joanne Smith
Education and Member Information Coordinator

Nebraska Bankers Association / 233 South 13th Street, Suite 700 / PO Box 80008 / Lincoln, NE 68501-0008