TBA Brochures & Discussion Memoranda
TBA literature is available for anyone who would like to receive it.
You may obtain the following Discussion Memoranda:
- Improving Business Development in Banking
It explores six primary causes of sub-optimal performance in business development, namely:
-Lack of goals
-Lack of motivation
-Lack of capability
-Failure to monitor performance
-Superficial evaluation of activity and results
- Skill and Capabilities Standards for Face-to-Face Selling
It defines various buyer and seller roles, which have been trending away from "shopping" and "order taking". As implied in the chart below, the customer-seller interaction defines skill sets most relevant in today's market. You can assess frequency distribution for your organizations and draw your own conclusions.