Author: Jeri J. LeachPublisher:
ISBN:
Category :
Languages : en
Pages :
Book Description
Developing a sales-oriented personal banker program at a retail bank which must use relationship banking to survive in an increasingly competitive environment is a complex task. Personal bankers with sales aptitude, which includes characteristics such as empathy and ego drive, must be recruited, trained in the fundamental skills of listening, asking the right questions, making recommendations based on client needs, and controlling the relationship through ongoing personal contact, and given precise role definitions. Personal bankers can be motivated to perform through incentives (both monetary and nonmonetary) based on evaluation of a personal banker's total customer relationships and through a sales manager who maintains ongoing training programs, sets goals, provides feedback, and serves as a role model.
