Fee income performance and bank training: bridging the gap. (Faculty Corner): An article from: Bank Marketing

This digital document is an article from Bank Marketing, published by Bank Marketing Assn. on November 1, 1992. The length of the article is 1300 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

From the supplier: Bank personnel should be educated about the strategic importance of fee income improvement programs. This is necessary since opposition to fee increases is often just as strong among employees as it is among customers. An effective training program that adequately explains to all bank employees the link between fee income increases and profitability is thus crucial to the success of any fee income improvement program. An effective training program to improve employee support for fee increases should accomplish four general goals: to improve employee appreciation of the need to adjust to a rapidly changing banking climate, to enhance employee perceptions of the value of fee increases, to counter employee stereotypes regarding the types of customers who can help a bank generate profits, and to train employees to respond meaningfully to customer objections to fee increases.

Citation Details
Title: Fee income performance and bank training: bridging the gap. (Faculty Corner)
Author: Philip M. White
Publication:Bank Marketing (Magazine/Journal)
Date: November 1, 1992
Publisher: Bank Marketing Assn.
Volume: v24 Issue: n11 Page: p34(2)

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