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      課程系列五:零售業務崗位從業人員職業化標準課程
       

      隨著國內金融市場改革開放步伐的加快和現代商業銀行經營管理機制的推進,個人金融業務進行戰略轉型和結構調整的任務和需求日益迫切,個人金融業務在全行經營中的重要地位日益突出,改革和創新的步伐日益加快。

      在新形勢下,個人金融業務要轉變經營管理機制、提高市場競爭能力和綜合服務水平,迫切需要各商業銀行從上至下建立優質客戶服務體系,健全“以市場為導向、以客戶為中心”的個人客戶經理制度,個人客戶經理在商業銀行個人金融業務的市場發展和客戶服務中,將扮演“主力軍”的重要角色,并發揮維護優質客戶、營銷理財產品、提供增值服務以及開拓業務市場的重要職能。因此,全面提高個人客戶經理素質,有效發揮個人客戶經理工作機制和崗位職能,將對商業銀行個人金融業務的經營與拓展起著舉足輕重的關鍵作用。

      為此,依托東方銀行業高級管理人員研究院位戰略合作伙伴關系,東方斯丹推出了《銀行從業人員職業化系列課程——零售業務崗位人員職業化課程體系》, 本課程體系介紹了個人客戶經理應掌握的基本知識技能,客戶經理應該以此為基礎,進一步擴大學習的廣度和深度,并在實踐中加以運用和體會。同時,個人金融業務正處于不斷創新的過程中,本課程體系的內容也會不斷更新完善,特別是隨著市場和客戶需求的變化,客戶經理還要不斷掌握新的知識和技能。為各商業銀行初步建立起了一支優秀的個人客戶經理隊伍提供全方位的培訓服務和人力資源管理診斷支持。

      一、培訓目標

      本課程體系從個人客戶經理的工作需求出發,打破部門分工界限,突出綜合業務指導。整體內容分為八個模塊進行講解,分別為職業素養篇、基礎知識篇、產品知識篇、市場營銷篇、優質服務篇、私人銀行篇、風險控制篇和陽光心態與團隊建設篇,初步涵蓋了商業銀行個人客戶經理勝任本職工作應該具備的基本知識、基本技能和基本態度,,旨在全面提升個人金融業務助理客戶經理、初、中級客戶經理、高級客戶經理和網點相關人員在零售信貸業務、中間業務開展中的市場拓展、客戶服務與風險識別能力,逐步成長為銀行業的客戶個金業務領域的頂尖人才。

      二、培訓對象

      Ø 助理客戶經理

      參考標準:工作1年以內的新入職員工。

      以樹立良好的職業道德觀和企業歸屬感為切入點,進而將公司信貸業務知識、產品知識、信貸流程、客戶分析和客戶拓展的方式方法進行全面普及,使新入職員工在樹立良好職業道德的同時,對信貸業務有初步的了解和直觀認識,達到“應知應會”,逐步具備獨立客戶開發和客戶分析的能力,為成為一個優秀經理打下堅實的基礎。

      Ø 初、中客戶經理

      參考標準:工作1-5年的客戶經理。

      以培養客戶經理獨立的客戶服務能力為學習目標,通過對營銷技巧、產品組合營銷、服務方案設計、財務分析基礎、客戶風險分析和識別系統學習,使之能夠對零售業務本質有清晰的了解和認識,獨立形成盡職調查報告撰寫,并形成客戶金融解決方案觀念意識,滿足業務發展的基本要求。

      在學員掌握了個人客戶的金融需求和一般解決方案后,如何進行客戶需求深度挖掘以及展開方案營銷,使金融服務方案與客戶的金融需求能夠有效對接,是中級客戶經理的培養目標。總體計劃是希望通過更進一步的課程內容學習,使客戶經理更深入地掌握客戶財務分析、市場分析以及法律合規等系列風險因素分析方法,使中級客戶經理在初步具備全方位客戶需求挖掘和客戶服務能力的同時,做好風險控制的首道關口。

      Ø 高級客戶經理

      參考標準:工作5年以上的客戶經理。

      培養一支符合高度專業的客戶服務能力、高效率的客戶金融方案解決和高度客戶精細化管理的“高專、高效和高能”個金精英客戶經理團隊是計劃的終極目標,真正成為私人銀行客戶顧問式專業人才,這時,其在業務上除了具備“三高”的能力外,還具有團隊領導能力、協調能力和談判能力。

      Ø 大堂經理、網點主任等相關人員

      一、大堂、柜面人員從商務工作禮儀到個人心態情緒塑造,從銀行核心業務的營銷到其所涉及的制度和風險,為入崗工作的順利開展提供必要支持;

      二、大堂人員培訓,考慮到實際崗位的工作性質,我們著重從禮儀服務、與人溝通及特殊事件處理等入手,塑造專業優秀的首映效應,通過大堂人員專業、細致、職業化的服務提升客戶忠誠度;

      三、網點主任培訓,作為營業網點中間支柱的網點主任一職,對內要做好員工基礎管理工作,對外要協助客戶經理落實大客戶的營銷與關系維護,因此,課程從實際需要入手,在拓展工作技能的同時引入香港業界新的理念,助其個人工作及網點工作績效最大化。


      三、課程內容

      銀行從業人員職業化系列課程——零售業務崗位人員職業化標準課程

      課程模塊、內容主題、課程單元

      課程適用對象

      助理客戶經理

      初、中客戶經理

      高級客戶經理

      大堂及網點管理人員

      職業素養篇

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      14.0天,84課時

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      產品知識篇

      12.0天,72課時

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      市場營銷篇

      24.0天,144課時

      營銷理念

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      優質服務篇

      22.0天,132課時

      職業化提升

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      投訴處理與關系維護

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           說明:1)本課程是我司針對商業銀行公司業務條線人員職業化標準課程,如貴行有個性化需求,我司將在標準化課程基礎上,制定出符合貴行需求的個性化課程;2)詳細的課程大綱請另行來電索取。


       
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