ABA updates sales and marketing books, courses.

• Position: MARKETING edge

ABA has updated eight of its instruction books (intended for either classroom or in-bank instruction) that might be of interest to marketing or sales personnel. Relevant material is also available as an online self-paced course. Below is a list of titles and brief description of each:

"Calling on Small-Business Customers." Focuses on preparing for and executing the perfect sales call. Participants discuss different types of calls, including introductory, profiling, presentation, and follow-up, which serve different purposes.

"Coaching for Success." Techniques for ongoing performance feedback and skills for recognizing a coaching opportunity.

"Cross-Selling Deposit Products." Provides the skills needed to cross-sell retail bank deposit products and services.

"Effective Referrals." Provides participants with the skills needed to make confident and effective referrals.

"Introduction to Relationship Selling."...