PROFESSIONAL DIPLOMA IN BANK'S BRANCH BUSINESS MANAGEMENT
Objective:
This training is specially designed for the branch and province managers with a motive to impart 360-degree knowledge to help them understand various strategy, approach a branch must take to successfully establish it as a prominent player in that area ultimately aiming to improve the business of the branch.
Background:
Most of the banks with a strategy to reduce the gap between their service and the customer have opened their branch to many rural and urban parts of Nepal. In this competitive banking environment, where all the banks are working towards getting a big share from the fixed piece of the pie, the success of any branch is highly influenced by how it is positioned in that area or in other words what kind of dominance it has been able to establish in that given territory. To develop such dominance and positive perception the branch manager of the bank has to play the role of CEO for that branch and must establish effective marketing, sales, branding, and promotion strategies. The implementation of such relevant strategies would be a great help to establish an impactful branch supporting profitability, sustainability, and stability of the entire bank. Realizing that the performance of the branch managers determines the long-run growth and stability of the branch and the entire bank, KFA is proud to present the course “Professional Diploma in Branch Business Management".
Workshop Coverage:
Identifying the potentiality of banking business in a particular territory
- Demographic Characteristics of customer
- Volume of customer
- Product matching with customer
- Competitive analysis
- Micro/Macroeconomic indicator
Building your Branch Brand to give a corporate feel but the local appeal
- Developing a brand canvas of branch
- Building Positioning through ATL/BTL Campaign
- Leveraging employee
- Establishing and Maintaining Logistic, infrastructural, behavioral and others for brand standardization.
Understanding and setting scientific way of banks branch target management
- Resource vs. target allocation
- Setting priority for achieving the target
- Developing input activities to reach the target (New/current client)
- Setting target monitoring system
- Making people accountable towards the target
Using structured sales approach for effective selling
- Developing FAB for banking products and services
- Organizing first professional visit (Creating good impression while taking appointment)
- Pre-call/visit planning in the below areas:
- Consumer behavior
- The volume of potential business state
- Current and Past Relationship with the bank
- Fears, concern, and interest
- Personality and relationship management
- Use SPIN selling techniques for higher conversion
- Handling Objections like
- Your interest rate does not meet my expectation.
- The fee you have charged is very high.
- I am comfortable with the existing bank
- I want flexible process
- others
- Developing skills to close the sales to all kinds of client
BM's roles in providing exceptional customer service from branches
- Motivating and Instilling a positive attitude towards employee
- Developing and setting system to recognize and appreciate the customer-friendly employee
- Handling difficult and angry client
- Establishing professional monitoring system in branch for excelling customer experience
- Handling clients whose intention is to leave the bank
Cross-selling and UP selling
- Consultative selling approach
- Problem Solving Skills
Banking Business Case Studies
- 1 class per month
Target Audience:
- Branch Managers
- Province Managers
- Students specializing in Banking &Finance and Sales & Marketing