High performance branch banking: a manager's guide to maximizing branch profitability
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Chicago [u.a.]
Irwin
1996
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XVII, 205 S. graph. Darst. |
| ISBN: | 1557387990 |
Internformat
MARC
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Datensatz im Suchindex
| _version_ | 1804125474258944000 |
|---|---|
| adam_text | CONTENTS IN BRIEF Foreword xiii
Preface xv
Acknowledgments xvii
Prologue 1
1 Managing Today s Retail Branch 7
2 Changes in Tokyo Affect Banks in Toledo or Timbuktu 23
3 Selling Strictly Defined 37
4 Identifying the Small Business Customer 47
5 Improving Sales Communications 55
6 How to Ask Questions That Your Customer Wants to Answer 79
7 Building a Sales Model 93
8 Cross Selling in the Branch 109
9 Finding and Building Better Product Knowledge 123
10 Helping Small Businesses Make Money 133
11 Managing Your Sales Efforts and Those of Your Internal Staff 153
12 Using Incentive Compensation for Salespeople 175
13 Improving Managing Skills 183
14 Discussing Case Studies 191
INDEX 203
vii
CONTENTS Foreword xiii
Preface xv
Acknowledgments xvii
Prologue 1
Martha s a Friend of Mine 1
Todd Makes Me Nervous 3
Spinning Tires to Hear Them Squeal 4
Chapter 1
Managing Today s Retail Branch 7
A History of Branch Banking 7
The Path for Profits 9
The Branch Manager 9
What Your Contemporaries Do 12
Measuring Branch Profitability 17
A Preparatory Look at Branches 18
Tiny Branch: Million 18
Small Branch: Million 19
Medium Branch: Million 19
Good Sized Branch: Million 19
Big Branch: + Million 20
Chapter 2
Changes in Tokyo Affect Banks in Toledo and Timbuktu 23
Change 23
Changes in Bank Branches over the Next Decade 30
Change—An Unnatural Phenomenon 31
Chapter 3
Selling Strictly Defined 37
The Sales Process 41
Presales Planning 42
ix
x Contents
Introduction 42
Needs Analysis 42
Needs Fulfillment 43
Close 43
Follow Up 43
Chapter 4
Identifying the Small Business Customer 47
Market Analysis 49
Power Structures—The Enlightened Self interest 51
Chapter 5
Improving Sales Communications 55
Trust and Comfort 57
Win Win Selling 59
So How Do You Do This Trust and Comfort Thing ? 61
Transactional Analysis 61
Personality Styles in Transactional Analysis 61
Chapter 6
How to Ask Questions That Your Customer Wants to Answer 79
Needs Based Selling 80
The Questioning Overview 82
The Process of Questioning 83
Chapter 7
Building a Sales Model 93
The Sales Process 95
The Preapproach Function 96
The Introduction 104
The Sale 104
The Follow Through 107
Contents xi
Chapter 8
Cross Selling in the Branch 109
Convincing Selling 110
Lead Products 111
Realistic Success Ratios for a Realistic Sales Path 115
Qualifying Questions 117
Chapter 9
Finding and Building Better Product Knowledge 123
Business Products and Services 123
Where and How to Find Product Information 124
Banking Products and Services Used by Small Businesses 124
Chapter 10
Helping Small Businesses Make Money 133
How You Know if Someone Is Making Money 137
Knowledgeable Management 138
Neatness 139
Personnel 139
Case Studies 139
King s Kamera Store 139
Lee Advertising 146
Chapter 11
Managing Your Sales Efforts and Those of Your Internal Staff 153
Measuring Sales Performance 154
Measuring and Managing the External Sales Effort 154
Using Dollars to Measure Performance 157
Managing the Internal Sales Effort 157
Measuring Cross Selling Efficiency 159
Measuring and Analyzing Workload 162
Deposit Money Related to Sales 163
xy Contents
Coaching Your Internal Sales Force 165
Conducting Successful Internal Sales Meetings 168
Motivating Your Staff 168
Case Study of Posey County Bank and Trust s Branch Manager 170
Questions Regarding Posey County Bank and Trust 173
Chapter 12
Using Incentive Compensation for Salespeople 175
Commission Systems 177
Situation 1 178
Situation 2 178
Situation 3 179
Situation 4 179
Chapter 13
Improving Managing Skills 183
Management versus Leadership 183
Traits of Good Branch Managers 187
Chapter 14
Discussing Case Studies 191
King s Kamera Discussion 192
Answers to Questions Regarding King s Kamera 193
Lee Advertising Discussion 195
Answers to Questions Regarding Lee Advertising 197
Posey County Bank and Trust Discussion 198
Answers to Questions Regarding Posey County Bank and Trust 198
INDEX 203
|
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| illustrated | Illustrated |
| indexdate | 2024-07-09T18:02:08Z |
| institution | BVB |
| isbn | 1557387990 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-007352052 |
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| physical | XVII, 205 S. graph. Darst. |
| publishDate | 1996 |
| publishDateSearch | 1996 |
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| publisher | Irwin |
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| spelling | Ritter, Dwight S. Verfasser aut High performance branch banking a manager's guide to maximizing branch profitability Dwight Ritter Chicago [u.a.] Irwin 1996 XVII, 205 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Branch banks Management Management (DE-588)4037278-9 gnd rswk-swf Bankfiliale (DE-588)4069133-0 gnd rswk-swf Bankfiliale (DE-588)4069133-0 s Management (DE-588)4037278-9 s DE-604 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=007352052&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Ritter, Dwight S. High performance branch banking a manager's guide to maximizing branch profitability Branch banks Management Management (DE-588)4037278-9 gnd Bankfiliale (DE-588)4069133-0 gnd |
| subject_GND | (DE-588)4037278-9 (DE-588)4069133-0 |
| title | High performance branch banking a manager's guide to maximizing branch profitability |
| title_auth | High performance branch banking a manager's guide to maximizing branch profitability |
| title_exact_search | High performance branch banking a manager's guide to maximizing branch profitability |
| title_full | High performance branch banking a manager's guide to maximizing branch profitability Dwight Ritter |
| title_fullStr | High performance branch banking a manager's guide to maximizing branch profitability Dwight Ritter |
| title_full_unstemmed | High performance branch banking a manager's guide to maximizing branch profitability Dwight Ritter |
| title_short | High performance branch banking |
| title_sort | high performance branch banking a manager s guide to maximizing branch profitability |
| title_sub | a manager's guide to maximizing branch profitability |
| topic | Branch banks Management Management (DE-588)4037278-9 gnd Bankfiliale (DE-588)4069133-0 gnd |
| topic_facet | Branch banks Management Management Bankfiliale |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=007352052&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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