October 2018
Intermediate to advanced
400 pages
9h 20m
English
Content preview from Relationship Management in Banking
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ACTIVITY 1.2
Find out how your bank segments its business customers, then compare this to how a competitor segments theirs.
Why do you think their methods are different?
How banks segment their business customers is left to each individual bank to decide. None of the UK banks adopt the same criteria; they usually segment initially by turnover, but the levels of turnover differ to suit each bank’s individual structure and resources.
To manage the segmentation of customers, banks also segment their people resource. Whilst each business customer will be managed by somebody, the way banks deliver the relationship varies according to each individual bank.
For example, larger corporate customers will have relationship teams to look after them, ...
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