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      銀行業金融機構客戶經理營銷技能與業績雙升拓展營銷輔導方案

      一、項目宗旨

      將培訓結果真正落地,切實轉化成為生產力是方案設計的核心宗旨。東方斯丹認為,只有學員親身參與課堂演練,按照課堂要求將知識技能運用到實際工作當中,并得到老師的后續輔導,使知識技能得到固化,產生業績,才是真正意義上實現將培訓成果轉化成為生產力。所以,在整體課程設計中,我們將這一核心宗旨貫穿始終。為客戶培養出一支高專、高效、高能的客戶經理人才隊伍。

      二、方法論介紹

      1、關于行動學習

      東方斯丹認為“上大課、課堂培訓”的方式難以有效解決現存問題,課堂上老師所講內容和學員的業務現狀難以對接,最終使培訓效果難以落地,浪費大量的人力、財力和物力,這是貴行所不愿看到的。

      通過面談的信息反饋,東方斯丹認為通過行動學習的方式非常適用于國內各銀行客戶經理目前的現狀,也是最有效的問題解決辦法。行動學習是英國教授瑞文斯(Reg Revans)創立的一種高效的培訓方式,1945年擔任英國煤炭委員會教育培訓主任期間,改變傳統講授方法,把煤礦經理組織起來,分成4—5人的小組、互相學習解決各自的難題,使生產效率大為提升。后來在1955——1982年又在其他部門成功運用了這一方式。此后在他的推動下,行動學習在海外MBA項目和銀行中得到廣泛運用。

      行動學習克服了傳統培訓方式知識技能的傳授與實踐相脫離的缺點,強調解決問題,強調在解決問題的實踐中學習,把知識技能與解決問題的實踐相結合,既有效地提高了培訓效果,又能對銀行存在的問題有所改進。

      2、國內成功案例

      行動學習在國內商業銀行中已經有了非常成功的實踐案例:

      成功案例:某股份制銀行“金鷹計劃”

      2009年在濟南、長沙兩地,該行的招銀大學四級效果評估,為兩個銀行的貢獻率加分別為1.3%1.4%。金鷹計劃被評為國資委管理創新金獎,哈佛評論的最佳實踐獎。

      Ø 子行動1---如何提高高新支行加快中小企業資產業務發展的執行力

      8月末,支行已提前完成中小企業開戶數和貸款額全年任務。

      Ø 子行動2---如何提高大坪支行加快中小企業資產業務發展的執行力

      支行已累計上報中小企業新戶10戶,超額完成新增6戶的行動計劃預定目標。

      Ø 子行動3---如何提高涪陵支行加快中小企業資產業務發展的執行力

      8月末,支行中小企業戶數距離目標戶數還差5戶、金額還差11150萬元,力爭9月完成任務。

      Ø 子行動4——提升魯能支行高端客戶個人消費貸款銷售執行力

      零售部實現了全員轉介紹,支行非按揭類貸款完成率進入分行前三,并持續保持。

      Ø 子行動5——提升支行國際業務兼職產品經理在外匯資本金營銷中的執行力

      6-8月產品經理營銷的資本金賬戶占本階段資本金賬戶開戶總戶數的71%,原定目標已提前1個月全面完成。

      Ø 子行動6——提高支行對信用卡指標的執行力

       6-8月月均新增信用卡3983戶,月均開戶數比行動前增長了58%,超額完成預定的月均開戶增長20%的目標。

      Ø 子行動7——提高會計柜臺對網銀新開戶政策的執行力

      6-8月月均開戶78戶,比行動前增長了44%,超額完成預定的月均開戶增長30%的目標。

      Ø 子行動8——如何構建高效的中小企業信貸審批體系

      中小企業審批體系建設基本完成,完成所有量化目標,業務品種由傳統抵押、擔保公司擔保,向流程性業務發展。我們正在走出一條具有招行特色的中小企業發展之路。

      另外,行動學習在國內多家銀行開始實施,并取得豐碩成果。

      三、目標規劃

      心態、能力和行為的改變,最終形成言行合一,是一個漸進的學習過程。根據貴行零售業務客戶經理人員的團隊狀態、知識技能和年齡分布,我們講輔導目標分為以下兩方面:

      1、知識目標

      課程設計的知識目標有六個:

      1)記憶一些基本概念的含義,如市場營銷、4P、行動學習等;

      2)舉例客戶挖掘的工具與方法;

      3)舉例營銷準備與接觸階段的方法與技巧;

      4)列舉客戶信息收集階段的基本方法與技巧,如收集信息中的提問技巧;

      5)記憶營銷呈現方法與技巧,如企業和產品呈現方法與技巧、客戶異議處理方法與技巧;

      6)列舉營銷決定方法與技巧,如營銷決定技巧、營銷決定后的跟蹤技巧。

      2、能力目標

      1)讓學員充分了解社區外拓營銷的起源于發展歷史

      2)清楚社區外拓營銷的主要特征、主要作用以及主要形式

      3)掌握銀行社區外拓營銷策劃的方法與技巧

      4)規范社區外拓營銷活動管理流程

      5)靈活掌握運作社區外拓營銷的方法與技巧

      6)能夠運用營銷準備與接觸客戶的方法與技巧,做好營銷準備,并成功接觸客戶;

      7)能夠運用行動學習的工作模式,解決業務開展中的各種瓶頸;

      8)能夠運用營銷決定方法和技巧,促使客戶做出購買決定;

      9)能夠運用本行的產品,充分挖掘客戶金融需求,并成功與客戶需求對接;

      3、情感、態度和價值觀

      通過培訓,使客戶經理樹立平等誠信的工作意識,形成自信執著和刻苦耐挫的工作態度。

      四、內容實施

      近幾年,銀行間的競爭幾近白熱化,純靠大廳或老客深挖和轉介紹等營銷模式,已很難取得顯著成效,而社區為主的外拓營銷模式則大顯神威,成了諸多銀行快速提升業績的最主流營銷模式。

      本課程總結了老師多年帶領團隊外拓營銷的實戰經驗,以演練模擬及實戰成果分析為主要授課模式,使學員能做到知行合一,在實戰中快速提升自己的外拓能力和水平。

      第一階段(第一個月):6+4

      第一天

      內容模塊

      學習內容

       

      “行動學習”工作模式在業務開展與團隊協作中的應用

      1、目標:頭腦風暴:群策群力的行動學習,如何迅速統一思想,確保全行的營銷目標聚焦;

      2、知識:掌握行動學習方法的實施要素,輔導知識技能的講授;

      1、行動學習在支行團隊管理中的具體應用

      2、區分真問題和偽問題,對學員選擇的問題進行識別真偽性,去偽存真;

      3、確定階段推進業績目標;

      第二天

      白天內容

      上午:

      學員分組,選定社區

      設計社區調研訪問表

      下午:

      在老師的帶領下,針對社區進行實地調研

      晚課內容

      一、各小組匯報社區調研情況

      二、設計社區開拓營銷活動方案

      三、外拓基本知識講作及外拓動員

      第三天

      白天內容

      全天:

      選擇外拓模式:社區擺攤宣傳及重點客戶回訪。

      1、在老師的帶領下分組拜訪重要的老客戶,探尋重點客戶需求,宣傳銀行產品。

      2、回訪數據庫中的老客戶,爭取新的簽單機會。

      晚課內容

      總結白天外拓實際,點評具體實例,對各組業績進行獎懲。

      一、目標客戶信息收集與整理方法

      1、多向溝通法;      2、外部導入法;     3、類比法

      4、 推演法;          5、歸納法

      二、目標客戶客群分析方法

      1、客群臉譜識別與分類; 2、客群金融消費特征分析;3、客群社交行為特征分析;

      三、外拓客群產品策略

      1、不同客群的產品適應要求; 2、外拓客群的產品定價策略;

      四、社區營銷活動舉辦流程

      1、地點尋找;2、溝通渠道;3、場租協議 4、日期確定 5、現場觀察;

      6、人員分;7、訪問表制作;8、輔助資料;9、紀念品訂購;10、行前演練

      11、工作備忘錄

      課堂練習:產品策略設計演練

      第四天

      白天內容

      全天:社區擺攤營銷,同時舉行“心愿樹”抽獎活動

      1、老師與助教帶領學員一起走進社區進行擺攤外拓營銷,舉辦“心愿樹”抽獎活動,并用移動終端現場辦理。

      2、老師選擇重點小組,實地實景告訴客戶經理增量陌生客戶該怎么拜訪、如何寒暄、溝通、談判、客戶拒絕后該如何介紹替代產品、存量老客戶怎么維護與轉介紹客戶等。

      晚課內容

      分享:針對外拓中存在的問題及時總結,針對外拓中的經驗進行分享,對各組業績進行獎懲。

      一、陌生拜訪技巧

      1、投石問路;           2、心理障礙克服方法;     3、陌生拜訪開場白;

      4、溝通的語言技巧;     5、電話溝通技巧;         6、拒絕的處理方法;

      二、客戶跟進與營銷技巧

      1、營銷的誤區;        2、客戶信息梳理與維護;    3、營銷常用方法與話術;

      三、典型案例分析

       

       

      第五天

      白天內容

      上午:進社區店鋪進行營銷

      老師帶領客戶經理和客戶營銷溝通,老師邊觀察邊參與,按外拓營銷“六歩流程”標準考核所有參與者,并現場幫助客戶經理促成客戶。

      下午:走訪社區老年活動中心

      1、老師與助教一起走進社區老年活動中心進行外拓營銷,

      2、由客戶經理列出難應對客戶,講師白天跟訪客戶經理,實地實景告訴客戶經理具體有效的應對辦法。

      晚課內容

      分享:針對外拓中存在的問題及時總結,針對外拓中的經驗進行分享,對各組業績進行獎懲。

      一、總結區域外拓營銷流程與要點

      二、總結客戶信息的收集與篩選方法

      三、外拓營銷方法與技巧總結

      四、客戶信息庫的建立方法與技巧總結

      五、常用營銷工具設計與使用方法總結

      六、布置下一階段外拓任務及規劃

      第六天

      白天內容

      上午:社區親子沙龍

      選擇外拓模式:社區親子沙龍

      老師帶領客戶經理在社區舉辦親子沙龍,并現場幫助客戶經理促成客戶。

      下午:

      總結:各小組把四天的情況做成ppt或寫出匯報材料,以備在晚課的時候進行分享總結。

      晚課內容

      一、外拓陪訪點評與總結環節:

      二、學員總匯報五天戰果

      三、評獎:

      根據客戶經理三天表現與業績達成情況,當場評選當日“外拓之星”一到二名與“團隊外拓之星”一組給予表彰。

      四、布置下一階段外拓任務及規劃

       

       

      第二階段(第二個月):1

      內容模塊

      學習內容

       

      行動學習輔導

      學習回顧和學員收獲:整個學習過程的回顧總結,將實踐過程中的優秀經驗和失敗教訓進行提煉和總結,從而使卓越的基因得以復制、延綿和持續,輔導成果匯報和現場呈現。

      繼續展開滾動式的行動學習;

      1、前一階段方案執行中哪些對策有效?為什么有效?

      2、哪些對策無效?可以怎么改進?

      3、接下來大家要做什么?

      4、自己還需要學習什么?怎么學習?

      第三階段(第三個月):1

      內容模塊

      學習內容

      成果展示

      行動學習驗收

      1、全程回顧,對本輪的行動學習進行成果匯報和展示

      2、是否完成了最初的業績目標,哪個業務小組超額完成了?為什么?哪個支行沒有完成,原因又是什么?

      業績成果匯報及展示

      五、合格檢測

      培訓結束后,進行全面考試、考核檢測,合格后,發放客戶經理資格證書。證書可作為貴行客戶經理晉升、人才儲備和績效管理的參考依據。

       

       
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