Zhang Muzhi, Instructor

Expert Introduction:

Zhang Muzhi Retail Banking Personal Banking Business Marketing Practical Coach

National Registered Senior Consultant, Certified Financial Planner

Personal Banking Business Advisor for China Construction Bank Head Office

“国际工作场所学习大会”银行理财经理岗位培养特约分享嘉宾

Formerly: Industrial Bank Marketing Design Manager, Corporate Trainer

独创任务导向的情景式演练教学法，课程内容实现“学—练—用”Training闭环，TrainingEffect直指学员工作意识的有效突破与工作行For的切实改变。

Instructor Zhang Muzhi's Financial Industry Training Summary:

Focus on于训练零售银行个金业务营销Team8Years，小班受训客户经理超过30000人；

One-on-one on-site coaching for over 2,000 relationship managers, led implementation of relationship manager scenario exercise competitions for over 100 sessions, served as checkpoint master implementing relationship manager marketing capability checkpoints for over 1,000 people;

在银行体系实施一系列大型客户经理销售能力与客户维护能力训练项目，“培—训—跟”项目化Service银行区域涵盖12省3市；

Trained trainees' behavior change rate as high as 95%, with average trainee satisfaction of 100%.

Core Courses:

"Marketing Capital+", "Key Account Heart-Winning Marketing and Customer Relationship Implementation", "Dormant Customer Activation and Secondary Development Practical Training", "Customer Psychology Analysis and Objection Handling Training", "Personal Loan Product Proactive Marketing Training", "Ten Invited Six Arrived—Phone Invitation Practical Training", etc.

Instructor Zhang Muzhi's Teaching Style:

1. Focuses on empowering personal banking business marketing positions, training content that can be understood upon hearing, can be used once understood, and works once used. No secondary conversion needed, ready to use.

2. Training content is customized for retail bank relationship managers, 100% aligned with relationship managers' actual work, combining typical work scenarios, focusing on typical difficulties and confusions in relationship managers' daily marketing work, providing solution points and scripts;

3. Teaching style is vivid and humorous, emphasizes experiential learning methods, emphasizes trainee classroom participation, trainees easily absorb the essence of the course through interaction and sharing;

4. Course design structure is scientific, content is focused, highly targeted. Organically combines training with coaching techniques to find solutions for trainees' actual problems.

Instructor Zhang Muzhi's Financial Industry Large-Scale Project Service Introduction (Partial):

◆May 2013—June 2013, engaged by CCB Hangzhou Branch, led implementation of personal relationship manager sales capability improvement project, delivered on-site "Investment and Wealth Management Product Marketing Full Process Practical Training" and implemented 5 sessions of case study workshops

◆November 2012—December 2012, engaged by Postal Savings Bank of China Nanning Branch, led implementation of personal banking business marketing team marketing capability improvement project.

◆2012Years10月—2012Years11月受聘于中国建设银行金华分行，主导实施个人客户经理销售能力Improve项目——“掘金计划”，现场讲授《VIP客户Phone约见专题训练》、《VIP客户面谈专题训练》、并实施6期案例研讨工作坊。

◆2012Years7月—2012Years10月，受聘于中国银行安徽省分行，担任“网点负责人”行动学习教练。指导学员研究和行动的营销主题包含《如何Improve营业Institution的公司金融产品覆盖率》、《营业Institution公司存款业务的拓展》、《公司有效户拓展途径与方法》、《如何加强基础客户建设》、《供应链融资产品的拓展及其在基层网点的落地》等。

◆2012Years6月—2012Years10月，受聘于中国建设银行浙江省分行，担任“私人银行客户经理”实战工作坊授课导师，讲授与研讨课题包括《私人银行陌生客户约见》、《私人银行高端客户异议处理》、《重点投资理财产品销售训练》、《高端客户的终生维护与营销》等。

◆2012Years9月，受聘于中国建设银行金华分行，结合省行“百千万”客户走访计划，担任主讲讲师讲授《“百千万”客户走访专题训练》并持续交流。

◆August 2012, engaged by Postal Savings Bank of China Zhejiang Branch, exchanged relationship manager marketing capability checkpoint model and led relationship manager capability checkpoints and training of Postal Savings Bank internal checkpoint masters.

◆July 2012, led Agricultural Bank of China Shunde Branch "Reserve Single-Point Branch President Three-Year Development Plan", exchanged reserve single-point branch president development ideas with Shunde Agricultural Bank, and led first-phase capability improvement one-to-many teaching and one-on-one guidance.

◆September 2011—January 2012, engaged by China Construction Bank Jinan Management Department, conducted marketing capability improvement training for 147 relationship managers and 124 outlet managers across the bank, led implementation of one-to-many teaching and on-site one-on-one marketing guidance, stationed guidance for a total of 48 outlets. Course topics included "Customer Appointment Specialized Training", "Customer Face-to-Face Meeting Specialized Training", "Customer Intelligence Collection Specialized Training", "Typical Work Scenario Response Exercises", etc.

◆2011Years6月—2012Years10月，受聘于中国建设银行温州分行，实施“客户经理特训营”，主导实施一对多仿真情景演练、网点驻点辅导以及客户经理能力通关，驻点指导共计27个网点，通关一对一考评客户经理40名。

◆2011Years3月—2012Years8月，受聘于中国建设银行潍坊分行，实施“客户经理关系型营销能力Improve项目”，主导实施一对多仿真情景演练、网点驻点辅导驻点指导共计18个网点。

Instructor Zhang Muzhi's Proprietary Knowledge Compilation Introduction:

"Relationship Manager Marketing Difficulties Q&A", "Relationship Manager Customer Invitation Portable Guide"

"Relationship Manager Customer Face-to-Face Meeting Portable Guide", "Customer Lifecycle Investment and Wealth Management Product Allocation Guide"

"Personal High-End Customer Communication Portable Guide", "Customer Relationship Building Map", "Customer Relationship Depth Assessment System".

Partial Banks Served:

Four Major State-Owned Banks: Sichuan CCB, Anhui Bank of China, Anhui CCB, Shandong CCB (66 branches and outlets), Zhejiang CCB (27 branches and outlets), Shanxi CCB, Shunde Agricultural Bank, Hunan Industrial and Commercial Bank, Shenzhen Industrial and Commercial Bank and subordinate branches, Jinhua CCB, Hubei Agricultural Bank, Hangzhou CCB (4 sessions), Maoming Industrial and Commercial Bank, Danyang Bank of China, Fujian Industrial and Commercial Bank, Gansu CCB, Fujian Agricultural Bank, Shanghai CCB, Guangzhou CCB, Guangdong Industrial and Commercial Bank (3 sessions), Beijing Agricultural Bank, Xiaoshan CCB, Hubei CCB, Chongqing Agricultural Bank, Hunan Bank of China, Yongzhou Bank of China, Wuhan CCB (3 sessions), Liaoning CCB, Xiamen Agricultural Bank, etc.

Commercial Banks: Shenzhen Development Bank, Shenzhen SPDB, Shanghai Ping An Bank, Foshan China Merchants Bank, Shenzhen Ping An Bank (3 sessions), Dongguan CITIC Bank, Shandong Industrial Bank, Hangzhou Bank (5 sessions), Wenzhou Bank, Hankou Bank (3 sessions), Nanyang Bank, Beijing China Minsheng Bank, Handan Hua Xia Bank, etc.

Postal Savings Series: Hubei Rural Commercial Bank (2 sessions), Lianyungang Rural Commercial Bank (4 sessions), Inner Mongolia Rural Commercial Bank (3 sessions), Shandong Postal Savings Bank, Nanning Postal Savings Bank, Suining Postal, Hunan Rural Commercial Bank (5 sessions), Danyang Rural Commercial Bank, Xuzhou Rural Commercial Bank, Harbin Rural Credit Cooperative, etc.