Relationship Management in Banking
Principles and Practice
Steve Goulding, Richard Abley
- English
- ePUB (mobile friendly)
- Available on iOS & Android
Relationship Management in Banking
Principles and Practice
Steve Goulding, Richard Abley
About This Book
Endorsed by the Chartered Banker Institute as core reading for the Personal & Private Banking and Commercial Lending modules, Relationship Management in Banking supports and develops the need to be able to manage key customer relationships. The text considers the nature of commercial relationships and help the reader synthesise complex factors in order to develop a robust relationship management methodology. It will draw from bona fide case studies and examples that can demonstrate key relationship management concepts as well as bring learning to life and share examples of customers, good and bad, from a range of different sectors.Through case studies and providing online updates to regulations, Relationship Management in Banking considers how to critically analyze approaches to relationship management used for a variety of banking customer types and examine the impact of legislation, regulation, governance and technology on banking relationship management and customer acquisition and retention. Online supporting resources include a glossary and updates to regulation.
Frequently asked questions
Information
10
Case study
- assess the reasons for undertaking detailed research prior to meeting customers/prospects;
- apply good negotiation techniques in interview with prospective customers;
- analyse why excellent questioning techniques and listening skills are essential to relationship management;
- appraise the worth of having an agenda with clear objectives;
- review the skills of a good relationship manager;
- review the competences of a good relationship manager.