Date of Award
Master of Business Administration
College of Business and Public Administration
The purpose of this project is to gain a better understandng of the sales opportunities available to credit unions through business-to-business relationship selling. This cluster-based approach will focus on techniques and tactics to increase sales. The project differentiates the market by companies in Riverside and San Bernardino Counties, referred to as the Inland Empire. The project will reveal the benefits of instituting a territory based sales program similar to Arrowhead Credit Union's that encourages sales professionals to learn about their region's nuances. More importantly, it addresses the advantages of relationship selling over numbers based selling.
Montes, Ana Elsa, "Banking programs for employer clusters the benefits of a territory based sale program" (2003). Theses Digitization Project. 2392.