Commercial & Business Banking Sales Training

Responding to Customer Needs through Expanding Solutions with banking sales training Training

Research conducted by PwC indicates that more than two-thirds business leaders working in the field of financial services “believe they are at risk of losing business to standalone FinTech companies.” This danger is further exacerbated by competitors from:

  • The rise of national banking charters from non-depository corporations
  • The growth of the market of $25 billion platform for lending
  • The growth of financial services provided by large firms like Apple, Google, and Amazon

To meet these challenges, retail banks need to tap into the full capacity of their service experts. This team is uniquely placed to provide a detailed picture of the customer’s requirements. This ability is superior to the flat analysis of the customer’s needs using financial technology which can be described as “context-blind.” Retail banking experts are aware of the needs, concerns and desires. They are able to discern the tone of voice and mood. Retail banking professionals who are successful utilize this data to uncover the value of their customers’ purchases.

Richardson Sales Performance’s enhanced Service to retail bank sales training program will prepare professionals to deliver the capabilities required through:

  • Customer service that is executed to the point of being a competitive advantage
  • Change their perspective to see sales as a way to add benefits to customers
  • Offering additional products and services in the context of the overall solution

Richardson Sales Performance’s customized process allows us to address the real-world problems that are encountered in retail banking today.

A Customised Bank Sales Training Solution

In Richardson Sales Performance we tailor training programmes according to the unique needs of each company. We make use of the information gained through extensive interviews with executives to guide the development of the training materials. The principles and practices learned can be immediately applied to the next purchase coming up.

This kind of personalization will equip participants with valuable abilities that help them achieve their revenues goals. In addition, the learning experience becomes more enjoyable due to the fact that it is tailored to the needs of the individual learner. Additionally, leaders implement an individualized framework that can be applied at a large scale across the company.

Retail Banking Training Programmes

Enhanced Service for Retail Banking

Participants develop an entirely new approach to customer service. excellent customer service means introducing further options. Service professionals from banks and retail contribute to the expansion of the company by personalizing the customer experience and increasing the interest of customers in more products and services.

Consultative Selling

The training program for consultative sales offers service professionals from retail banks an efficient, consistent process to adapt their offerings to the client’s specific set of requirements in banking. Participants are taught how to develop the Six Critical Skills which support the framework of Consultative Selling that helps service providers in retail banking to understand and address the customer’s fundamental demands and unaddressed risk.

Consultative Inside Sales

Retail bank service professionals are taught to distinguish themselves from other competitors with an enduring focus on meeting the requirements of the customer. The leaders benefit by having a common selling style in which every retail bank service expert adheres to a list of best practices for interacting with customers via the phone.

What is Retail Banking II?

Retail Banking II focuses on the competencies needed to create and lead efficient, cross-functional and agile teams to support the shift within retail banking.
Candidates are given the tools needed to improve the bank’s culture of service and improve processes, and implement management information systems with important performance indicators to boost efficiency, and to grow and retain the best people for a long-term competitive advantage.
At the time of completion, students are able to effectively manage their roles within silo operations that creates an environment that is customer-centric and creates an efficient and sustainable bank retail business.

What will you learn when attending this course?

  • Create a digital marketing strategy to comprehend how a data-driven strategy can be used to identify and satisfy customer needs
  • Determine, analyze and apply relevant market-related information to understand the requirements of various segments of the customer and design suitable products that satisfy the needs of those segments
  • Compare and comprehend different kinds of new consumer loan products like marketplace lending
  • Examine how effective management of people can impact the bank’s financial performance by promoting the engagement of employees as well as knowledge management and relational capital
  • Connect the appropriate Key Performance Indicators to the bank’s mission of providing excellent customer service
  • Create dashboards and scorecards that are balanced which can be used to measure the performance of branches
  • Learn about and explain the the typical risks of retail banking as described by Basel fundamental principles
  • Define the significance and meaning of the principal entries in the bank’s income statements the balance sheets, loans books.

In Moody’s Analytics’ eLearning:

  • You select an accessible, flexible and adaptable learning system and make it aligned with your company’s strategic business goals and learning goals
  • Training is never boring by using our interactive videos and presentations. content
  • You will increase your professional currency through completing an education course offered by a acknowledged market leader in the world of retail banking
  • You learn skills that you can apply immediately on work, immediately increasing your skills

Do you have a way to get there?

Continue to learn and grow your career by advancing to the next stage in the CRB (Certified Retail Banker (CRB) curriculum.
Retail Banking III is the third grade of the CRB program that is focused on the development and enhancement of the abilities required to run strategic business units for retail banking (SBUs) to get the most effective outcomes, from a leader viewpoint.

What is the format of the test?

Retail Banking I and II

  • The test of Retail Banking I comprises two sections, each of which lasts approximately two hours. There is a break of eight minutes between each section. Every part of the test is conducted in a separate manner.
  • The first section (hereafter Part A) includes 80 multiple-choice question. Each question only has the one right answer. The answer to each question earns 1 mark and totals 80 marks.
  • Part A of the questions test the ability to master key concepts and theories covered throughout the course.
  • The second portion (hereafter Part B) includes six scenarios or mini-cases. Each of these mini-cases, or scenarios needs responses to 8 multiple choices. Each mini-case or scenario is worth eight marks and a 48 marks.
  • Questions in Part B test the ability to master fundamental concepts and principles covered in each section. Each question describes a retail banking scenario or a real banking case.

Retail Banking III

  • The test to pass the exam for Retail Banking III comprises two sections, each lasting 2 hours. There is a break of eight minutes between each section. Every part of the test is conducted separately.
  • The first portion (hereafter Part A) includes 60 multiple-choice questions covering the six modules. It runs for two hours. The value of each question will be 1 mark, which is worth 60 marks.
  • Part A questions test the ability to master key concepts and concepts that are covered in each section.
  • The second portion (hereafter Part B) contains six mini-cases, or scenarios. Each mini-case or scenario includes eight multiple-choice questions worth one point for 48 marks.
  • Exam questions from Part B test the ability to master advanced principles and concepts covered throughout each course. Students will be assessed for their ability to show how the different aspects of retail banking that are that are covered in the various sections of this course are interconnected.

Criteria for Passing the Retail Banker (CRB) Examinations

When calculating the final score it is important to give equal weighting to each section of the exam.

A candidate is said successful in passing the exam when he/she achieves an total mark of 55%, and an average percentage of 50% for every section of the exam.

In order to pass the exam for Retail Banking I, there is a requirement to be able to pass the Ethics part of the test with a minimum score of 55%..

Evaluations will be conducted against an assessment scheme that was approved with at minimum three people.

Go to the Universal Banking Examination page to find out more regarding exam times, exam terms and conditions for re-sits appeals and the issuance of certificate.

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