Key content on Sales and Account Management :

-Nature of financial services
-The environment and competition
-Professional selling of financial services
-The selling process for financial services
-Understanding account relationships
-Building customer account relationships
-The account management process

Course Reference ANZI016

  • This module is a management programme where the business loan officer learns to manage the relationship with each borrower for credit risk control as well as for account profitability and future business potcustomer ential.
  • Credit and lending is a highly competitive business like many other businesses. Excellent credit customers are always being lured away by competing banks with better offers, while the borrowers themselves seek to exploit the lender for more concessions.Loan account officers and relationship managers should acquire knowledge and skills for managing these customer relationships.
  • Good loan customers should be aggressively retained and nurtured to prevent them from migrating to the competitors while developing them for future business potential. Poor account management often results in good customers leaving, while retaining higher credit risk borrowers, or borrowers with low profit contribution to the bank. All of these require a dynamic and proactive approach to managing customer relationships by the loan account officers or relationship managers.