| Chapter |
Topic |
Learning Hrs |
| General Concepts of Lending |
- Basics of Banking – Role and functions of a bank, NBFCs, Captive Finance Companies. Differentiation between a bank and NBFC.
- Basics of Housing Finance, Automobile; Cars, Commercial vehicle & Two wheelers, Tractors & Farm equipment Industry, Credit Cards, Personal Loans Consumer goods loans.
- Secured and Unsecured Lending, Time Value of Money, Concept of EMI.
- Delivery Channels, Channel Management, Role of DSA, Dealer, Direct Team.
- Incentives, Payouts, Special schemes on low IRR and High LTV.
- Financier – Manufacturer- Dealer relation.
- The role of Sales, Credit, Operation, Collections and Customer service.
- NPA and Recovery Management – PDD collection, Nonstarter resolution, 1st EMI collection, Soft collection, Hard Collection, customer follow up and CRM Process including collateral (PDD) collection mechanism & securitization.
- Cross –Selling – Third Party Products, LI, GI, Mutual funds, Credit Shield and bundling with IRR / LTV.
|
12 hours |
| Introduction to Personal Loans |
- Overview: An overview of personal loans, its features, and benefits.
- Product Types & Variants: Discussion into types of personal loans to meet various needs of the customer.
- Eligibility & Documentation: The eligibility requirements to grant a loan, as well as the documentation needed.
- Credit Evaluation Process: Discussion on general credit policy of banks for approval of PLs.
- PL Terminology: Discussion on key terminologies related to personal loans such as CPV, TVR etc.
- Challenges: You will learn about the key challenges that banks face in this product, such as overleveraging by a customer.
|
3 hours |
| Credit Cards |
- An overview of credit cards industry, players, market shares etc.
- Credit Card Transaction System: Various parties involved in the credit card payment system, such as ‘Cardholder’, Merchandiser, VISA, MasterCard, Acquiring Bank etc.
- Process Flow of a Credit Card Transaction: A detailed discussion on the various events that occur from the purchase, till the transaction is posted to cardholder’s account.
- Features of Credit Card: How the credit card is issued as a loan product. Pre-approved cards, Co-branded cards, Stakes of various parties to the transaction, interest rate, credit rotation.
- Critical Factors for Growth of Cards, and Credit Card Benefits: What makes the business grow; the product benefits to the customer.
- Business Processes of Credit Card: Discussion on various business processes related to a credit card, such as Product Management, Sales, Sales Operations, etc.
- How to make effective use of credit cards and service window to avoid any debt traps.
|
4 Hours |
| Vehicle Loans |
- Overview of Automobile industry in India, Types of Automobiles, Trends and Market share of various manufacturers, Distribution network, Changing Customer behaviors wrt purchase and ownership.
- Types of Vehicle loans : Auto Loans, Commercial Vehicle loans, Two Wheeler Loans
- Understanding various sub categories ; Cars, MUVs , SUVs, HCVs, MCVs, LCVs, SCVs
- Understanding Usage-based categories – Personal Usage, Commercial Usage, FTUs, Fleets, Retail and Strategic Customer, Load Carriers , Passenger carriers.
- Market, Sourcing, Dealers, DSAs and Direct markets.
- Vehicle loan process : Risk profiling – Asset and Customer profiles, LTV, Tenure, EMI
- Lending to Individuals and Firms – KYCs and Financials.
- Lending Process from Application to KYC to credit appraisal to disbursement.
- CIBIL and other rating checks and balances in sanctioning a loan.
- Post-sanction process and modalities, Importance of RC/ Insurance, Invoicing and asset verification, Monitoring of a loan contract.
- Understanding refinances & Used vehicle finance including assessment and blue book based pricing, risk and return.
|
12 Hours |
| Housing Finance |
- Introduction: An overview of home loans, its features and various players in it.
- Business Model: A discussion on the general business model of home loans and various elements constituting it.
- Key Terms: Key terminologies related to home loans, such as Loan amortization, Capitalization of interest, Loan To Value ratio, Debt Burden Ratio (DBR), etc.
- Home Loan Products: Classification of home loan products based on repayment methods, interest rates, and purpose/borrower’s need.
- Other home loan products: Discussion on other home loan products, like ‘Refinanced Mortgages’, ‘Reverse Mortgages’, etc.
- Eligibility & Documentation: The eligibility requirements to grant a loan, as well as the documentation needed.
- Associated Products: Discussion on products associated with home loans, such as ‘Default/Repayment Insurance’ and ‘Content Insurance’ etc.
|
12 Hours |
| Cross Selling |
- Understanding Insurance ; General & Life ( LIGI) , Concept of Risk, Sum assured Premium calculation, liability covers, underwriting process, claim settlement and cashless facilities, Tax exemptions, and rebates.
- Mutual Funds – Concept of MF, Types of MFs, Equity & Debt instruments, SIP, Magic of compounding, PV, FV, ROI, and MIP.
- Understanding CASA, FDs, RDs, Gold and Direct equities, Derivatives, D-mat & Trading accounts.
|
6 hours |
| Business Etiquettes |
- Business Dressing
- Grooming
- Meeting and Greeting customer
- Listening skills
- Mobile phone etiquettes
- Product Knowledge and winning customer trust.
|
3 Hours |
