УПРАВЛЕНИЕ ПРОДАЖАМИ БАНКОВСКИХ УСЛУГ
О программе
Содержание
Преподаватели
Продолжительность обучения: 16 уч. ч.
Семинар ориентирован на руководителей отделов продаж банковских услуг корпоративным клиентам.
Цель семинара: дать представление о маркетинговой стратегии и ее взаимосвязи с процессом управления продажами. Сформировать умения и навыки планирования, организации и контроля продаж банковских услуг корпоративным клиентам.
I. Маркетинговая стратегия и управление продажами банковских услуг.
- Маркетинговая концепция и ее реализация.
- Сегментация рынка банковских услуг.
- Управление продуктовым портфелем.
- Управление клиентской базой.
- Продвижение банковских продуктов.
- Первичные, дополнительные, перекрестные продажи банковских продуктов.
II. Планирование продаж.
- Прогнозирование объема продаж банковских услуг. Методы прогнозирования. Привлечение к прогнозированию специалистов по работе с корпоративными клиентами.
- Определение целевых показателей отдела продаж на основе прогнозного объема продаж. Постановка стратегических, тактических и операционных целей.
- Разработка плана продаж. Стратегическое, тактическое и операционное планирование.
III. Организация продаж.
- Оптимизация организационной структуры отдела продаж банковских услуг корпоративным клиентам. Виды организационных структур. Преимущества и недостатки организационных структур. Управление структурными недостатками.
- Разработка стандарта работы специалиста отдела продаж. Определение количественных и качественных показателей стандарта.
- Определение численности специалистов отдела продаж.
- Распределение нагрузки (клиентов).
IV. Контроль продаж.
- Технология контроля.
- Методы контроля.
- Периодичность контроля.
- Контроль количественных и качественных показателей продаж.
Ирина ЛысковичДиректор БИЗНЕС-ШКОЛЫ XXI ВЕК-КОНСАЛТ, академический директор программы EXECUTIVE MBA.
Консультант по организационному развитию и управлению изменениями, преподаватель программ по стратегическому менеджменту, лидерству и организационному развитию.
Опыт
Читать далееИрина ТолкачАкадемический директор и преподаватель программ школы продаж и клиентских отношений БИЗНЕС-ШКОЛЫ XXI ВЕК-КОНСАЛТ, член AMS ASSOCIATION.
Участник лидерских программ по методике BARRON ADVENTURES. Судья международной программы номинирования в индустрии кон
Читать далееТатьяна ЧердынцеваПервый заместитель директора БИЗНЕС-ШКОЛЫ XXI ВЕК-КОНСАЛТ, академический директор программы MBA General, бизнес-консультант, преподаватель программ по бизнес-стратегии, процессному управлению, HR-менеджменту.
Член рабочей группы по реализации «Конц
Читать далееЗаявка на обучение
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NULL
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["_urlDelimiter":protected]=>
string(1) "/"
["_regexDelimiter":protected]=>
string(1) "#"
["_defaultRegex":protected]=>
NULL
["_variables":protected]=>
array(0) {
}
["_parts":protected]=>
array(3) {
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string(7) "catalog"
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string(4) "item"
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string(7) "preview"
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["_defaults":protected]=>
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["_requirements":protected]=>
array(0) {
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["_values":protected]=>
array(0) {
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["_wildcardData":protected]=>
array(0) {
}
["_staticCount":protected]=>
int(3)
["_isAbstract":protected]=>
bool(false)
["_matchedPath":protected]=>
NULL
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}
["_currentRoute":protected]=>
string(5) "pages"
["_globalParams":protected]=>
array(0) {
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["_chainNameSeparator":protected]=>
string(1) "-"
["_useCurrentParamsAsGlobal":protected]=>
bool(false)
["_frontController":protected]=>
*RECURSION*
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array(1) {
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*RECURSION*
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}
["_throwExceptions":protected]=>
bool(false)
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["layout"]=>
object(Zend_Layout)#59 (16) {
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object(Zend_View_Helper_Placeholder_Container)#57 (8) {
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string(0) ""
["_separator":protected]=>
string(0) ""
["_indent":protected]=>
string(0) ""
["_captureLock":protected]=>
bool(false)
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NULL
["_captureKey":protected]=>
NULL
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array(0) {
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string(7) "content"
["_enabled":protected]=>
bool(true)
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string(43) "Zend_Layout_Controller_Action_Helper_Layout"
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NULL
["_inflectorEnabled":protected]=>
bool(true)
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string(6) "layout"
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string(50) "/mnt/vdb1/www/21vk.biz/application/layouts/scripts"
["_viewBasePath":protected]=>
NULL
["_viewBasePrefix":protected]=>
string(11) "Layout_View"
["_mvcEnabled":protected]=>
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string(36) "Zend_Layout_Controller_Plugin_Layout"
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NULL
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string(5) "phtml"
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int(2)
["_profiler":protected]=>
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array(0) {
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["_enabled":protected]=>
bool(false)
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NULL
["_filterTypes":protected]=>
NULL
}
["_defaultProfilerClass":protected]=>
string(16) "Zend_Db_Profiler"
["_connection":protected]=>
NULL
["_caseFolding":protected]=>
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bool(true)
["_autoReconnectOnUnserialize":protected]=>
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["_environment":protected]=>
NULL
["_optionKeys":protected]=>
array(5) {
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string(11) "phpsettings"
[1]=>
string(12) "includepaths"
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string(9) "bootstrap"
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string(12) "appnamespace"
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string(9) "resources"
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["_options":protected]=>
array(5) {
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string(4) "UTF8"
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}
}
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["_pluginLoader":protected]=>
object(Zend_Loader_PluginLoader)#7 (4) {
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array(0) {
}
["_loadedPlugins":protected]=>
array(3) {
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string(41) "Zend_Application_Resource_Frontcontroller"
["Layout"]=>
string(32) "Zend_Application_Resource_Layout"
["Db"]=>
string(28) "Zend_Application_Resource_Db"
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["_prefixToPaths":protected]=>
array(1) {
["Zend_Application_Resource_"]=>
array(1) {
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string(26) "Zend/Application/Resource/"
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}
["_useStaticRegistry":protected]=>
NULL
}
["_pluginResources":protected]=>
array(3) {
["frontcontroller"]=>
object(Zend_Application_Resource_Frontcontroller)#12 (4) {
["_front":protected]=>
NULL
["_bootstrap":protected]=>
*RECURSION*
["_options":protected]=>
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array(1) {
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string(1) "0"
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string(7) "options"
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string(0) ""
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string(0) ""
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string(0) ""
["_captureLock":protected]=>
bool(false)
["_captureType":protected]=>
NULL
["_captureKey":protected]=>
NULL
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array(0) {
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string(7) "content"
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bool(true)
["_helperClass":protected]=>
string(43) "Zend_Layout_Controller_Action_Helper_Layout"
["_inflector":protected]=>
NULL
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bool(true)
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string(6) "layout"
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["_viewBasePath":protected]=>
NULL
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string(11) "Layout_View"
["_mvcEnabled":protected]=>
bool(true)
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bool(true)
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string(36) "Zend_Layout_Controller_Plugin_Layout"
["_view":protected]=>
NULL
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string(5) "phtml"
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*RECURSION*
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string(7) "options"
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["_filterTypes":protected]=>
NULL
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NULL
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string(7) "zfdebug"
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string(2) "db"
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["_started":protected]=>
array(0) {
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NULL
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string(5) "_POST"
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["_baseUrl":protected]=>
string(0) ""
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NULL
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string(9) "programma"
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string(5) "pages"
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["_rawBody":protected]=>
NULL
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["_headersRaw":protected]=>
array(0) {
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["_httpResponseCode":protected]=>
int(200)
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bool(false)
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bool(false)
["headersSentThrowsException"]=>
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bool(true)
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object(Zend_Loader_PluginLoader)#39 (4) {
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array(0) {
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["_loadedPlugins":protected]=>
array(0) {
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["helper"]=>
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["_loadedPlugins":protected]=>
array(0) {
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["Pages_View_Helper_"]=>
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["_useStaticRegistry":protected]=>
NULL
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["_loaderTypes":"Zend_View_Abstract":private]=>
array(2) {
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string(6) "filter"
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string(6) "helper"
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["request"]=>
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string(4) "_GET"
[1]=>
string(5) "_POST"
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["_requestUri":protected]=>
string(24) "/pages/programma?pid=150"
["_baseUrl":protected]=>
string(0) ""
["_basePath":protected]=>
NULL
["_pathInfo":protected]=>
string(16) "/pages/programma"
["_params":protected]=>
array(4) {
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string(9) "programma"
["module"]=>
string(5) "pages"
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string(4) "show"
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["_rawBody":protected]=>
NULL
["_aliases":protected]=>
array(0) {
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["_dispatched":protected]=>
bool(true)
["_module":protected]=>
string(5) "pages"
["_moduleKey":protected]=>
string(6) "module"
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string(5) "index"
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string(10) "controller"
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string(4) "show"
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string(6) "action"
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["_helper":protected]=>
object(Zend_Controller_Action_HelperBroker)#47 (1) {
["_actionController":protected]=>
*RECURSION*
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