The course will enable to gain insights into the interpretation of macroeconomic data and implications on banking businesses.
Understanding the Key Circulars of RBI on Account Operations, fundamentals of AML and KYC in account operations, Trade Operations etc.
The Key Account Management Principles for improving successful selling, up selling and cross selling strategies
Techniques to generate adequate Fee Income for the Bank / Branch and improving the yield from existing portfolio
Understanding of critical parameters in the Appraisal of MSMEs
Target audience
Branch Managers of Banks and NBFCs.
Course Structure
Day 1: (Duration 4 hours)
Session 1
Indian Economic Position –Post Pandemic Scenario, RBI Compliance issues
Retail / Corporate Liability Accounts and AML /KYC in a nutshell
Sessions 2
Sales & Marketing of Retail Liabilities
Key Account Management Skills
Customer Acquisition Strategies
Session 3
Lead Generation
Pre-Sale /Marketing Process
Overcoming Objections
Types of Selling, Upselling and Cross Selling Opportunities
Session 4
Case Study focusing on marketing plan, marketing process, wallet sizing and overcoming objections
Day 2 ( Duration 4 hours )
Sessions 1
Retail Assets and Appraisal Process in brief for Personal Loans-Unsecured
Source of income
Session 2
Appraisal process for Secured Loans
Borrower Appraisal and Vendor / Builder Evaluation in case of Retail Asset backed loans
Sessions 3
Financial Statements in brief
Session 4
Case Study Based Approach-Case Study on P&L and B/S Analysis of MSMEs
Trainer Profile
He is a senior banker with more than 3 decades of experience in Public sector, private, foreign bank & NBFC. During his career he has set up the Retail Banking Division & was the Country Head of Retail Liabilities & Preferred Banking. He also set up the first metro branch of a leading foreign bank at Chennai, headed the New Products Division & the Internet Banking Division. During his association with these organisations he has managed large corporates, SMEs & MSME’s right from, the marketing, relationship management, credit appraisal & monitoring. Has also held positions at CXO level in a Pharmaceutical Company, Consumer Durable Manufacturer & an Affordable Housing Finance Company.
He has been regularly conducting training programmes for large corporates, SME & MSMEs for banks & NBFCs in India. He has also conducted training programmes for the Sri Lankan banks. During his consultancy experience he was instrumental in setting up an export division and restructuring of facilities with the banking system for his MSME & Consumer Durable Company in India.
