AIB offers five marketing and sales classes.

The following is a list of classes that appear under the category of "Marketing and Sales" in the 2005 catalog of the American Institute of Banking (AIB). AIB courses have two main delivery channels:

* AIB Online Courses, which are available on a national level. They are an instructor-facilitated, Internet-delivered version of AIB's traditional curriculum.

* ABA eLearning, which are self-paced, Internet-delivered courses.

AIB courses are also available on a local level through 50 local ABA training providers (These are a network of 37 state banker associations, Centers for Financial Training and other organizations that resell AIB Online Courses and ABA eLearning in their markets and offer local, classroom delivery of the same curriculum).

Event-Based Selling

Intended audience: Personnel who have responsibility for attending, participating in or hosting community-based group events.

Course description: Provides tips and techniques for hosting seminars, as well as how to optimize sales opportunities at other events such as association meetings and business fairs. The focus is on using group events as a marketing tool to promote sales.

Financial and Business Planning for Bank Marketers

Intended audience: For marketing professionals and other with marketing responsibilities who want to better understand the dynamics of their bank's financial structure, the mechanics of revenue generation, and how these integrate with marketing initiatives and strategies.

Course description: Designed to educate bank marketers and others with marketing responsibilities about the integration of the marketing discipline with the financial and business functions of the bank. Marketing in banking has evolved from a promotion-centered function to an analytically focused discipline. Marketing is both an art and a science, and marketing professionals must demonstrate both creative and critical thinking skills to excel in today's demanding environment. The primary objective of this course is to help bank marketers communicate and collaborate with other bank managers through a planning and budgeting process designed for their individual bank.

Marketing Financial Services

Intended audience: Entry-to-mid-level bank marketers, and all bank personnel responsible for conceiving or carrying out any phase of a bank's marketing efforts, including bank personnel in customer-contact and operations positions, management trainees, and persons entering banking at the midmanagement level.

Course description: Examines what motivates customers to purchase financial services and demonstrates how to develop a successful marketing plan. Developing a marketing plan, promotion, delivery channels, sales and sales management, product development, research techniques, communications and public relations, and future trends are covered. There is a special focus on customer satisfaction and service quality, and on advancements in technology for new products, new delivery systems and new advertising forms.

Profitable Accounts

Intended audience: Middle and senior marketing, branch and operations managers.

Course description: Focuses on how banks identify their most profitable accounts and maximize the profitability of these accounts. It includes real case studies using profitability information.

Sales Coaching in the Bank

Intended audience: Any person responsible for leading a bank sales team or sales campaign.

Course description: Prepares the sales coach to provide ongoing coaching motivation to support the sales team including sales coaching opportunities, how to set goals and the use of motivational techniques.

Successful Sales Campaigns

Intended audience: Personnel who manage, lead or are involved in a branch sales campaign to enhance the sales of a bank product.

Course description: Helps participants plan and execute a successful sales campaign focused on one product or a small group of products. It includes a step-by-step worksheet to create a successful sales campaign, and helpful tips for advertising, including an explanation of federal regulations and definitions.

For more information about these courses, visit www.aba.com/training or call toll-free (800) BANKERS or contact your local ABA training provider.