October 2018
Intermediate to advanced
400 pages
9h 20m
English
Content preview from Relationship Management in Banking
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Question
Think about how the scenario described above is different from relationship management. Write down your thoughts before reading on.
A relationship manager is concerned primarily with developing a long-term relationship in order to meet the customer’s (or prospective customer’s) immediate and future needs for the duration of the relationship. This is a different sales cycle than just executing a transaction.
A relationship manager also differs from a typical salesperson due to the difference in power structure. With a salesperson/customer relationship almost all of the power is with the buyer. A relationship manager, on the other hand, provides a valuable service because of their familiarity with the customer’s historical needs and ...
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