ABA releases list of marketing and sales training courses available for 2012.

• Position: ABA RESOURCES - American Bankers Association

ABA'S TRAINING ARM, the American Institute of Banking (AIB), has released its 2012 Course and Product Catalog. Many of the courses are available in different formats, such as self-paced online training or classroom training. This course 1st is also posted online at www.aba.com/training.

Below is a list of courses being offered in the category of Marketing & Sales"

* Building and Retaining Customer Relationships

Audience: Banking professionals who currently sell to customers.

Synopsis: In this two-part course, "Process and Strategy," and "Calling on Clients" students will learn how to start, manage, and execute a sales portfolio and how to organize a portfolio to support and track activity. Throughout the course, students will learn to recognize, classify and prioritize clients according to sales potential profiles and to use proven portfolio planning and management techniques and strategies.

* Cross-Selling Deposit Products

Audience: Personnel who discuss deposit products and services with bank customers.

Synopsis: This course offers logical steps for selling deposit products effectively. This course teaches how to conduct sales interactions with clients, and how to prepare for effective cross-selling lo maximize sales of deposit products and ensure client satisfaction. Course exercises provide opportunities to practice cross-selling concepts through realistic client scenarios.

* Effective Referrals

Audience: Branch or operations personnel who initiate needs assessment but who are not involved in making or closing the sales, especially tellers, safe deposit and operations support staff.

Synopsis: This course provides participants with the skills needed to identify sales and referral opportunities and provide confident and effective referrals. It supports the Relationship Selling model used in the course, "Introduction lo Relationship Selling."

* Event-Based Selling

Audience: Those bankers whose responsibilities include attending, participating in, or hosting community-based group events. Students should have a working knowledge of their institution's products and services.

Synopsis: "Event-Based Selling" will focus on using group events as a marketing tool to promote sales. Students will learn how to target their market, plan group events, and use networking techniques to increase the number of business contacts made a group events.

* Introduction to Relationship Selling

Audience: All branch personnel involved with in-branch sales.

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