Textbooks and Training Materials Analyzing Financial Statements

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					Textbooks and Training Materials

Analyzing Financial Statements
7th Edition, 2007

Analyzing Financial Statements provides the skills needed to conduct a comprehensive and effective financial
analysis of a business borrower. Analyzing Financial Statements clearly illustrates each step required in
reviewing the financial statements provided by loan applicants to determine whether a borrower can repay
debt to your institution. It explains essential concepts between the different types of businesses, legal
structures of businesses, sizes of business, and other major influences that affect cash flow cycles. Realistic
case studies and practical application exercises provide hands-on experience in analyzing income statements,
balance sheets, and tax forms.

Master Case Book

The textbook is accompanied by a Master Case Book. Referring to material in the Master Case Book, the
textbook explains how analysts create and interpret income statement analysis, balance sheet analysis, ratios,
cash flow, cash budgets, pro formas, and personal financial statements. Students will learn to calculate and
interpret financial statements submitted for various small business and commercial loans.

Audience: Analyzing Financial Statements is an ideal course for commercial loan officers, credit analysts,
and trainees who have a basic knowledge of accounting principles and practices, and a familiarity with the
commercial lending process.

Delivery: Analyzing Financial Statements may be taught in a classroom setting. It also supports the AIB
Analyzing Financial Statements Instructor-led online course.

Analyzing Financial Statements is a part of the American Institute of Banking (AIB) curriculum and is a
required course for the AIB Commercial Lending Diploma, the AIB Consumer Lending Diploma and the AIB
Mortgage Lending Diploma.

Recommended Instructional Hours: 45-30
Recommended AIB Credit: 3-2
ICB Credit: 45-30 (CLBB)

Text and Master Case Book are sold as a set

 Catalog Number           Member Price         Non-Member Price
 3003848                  $75.00               $110.00

Instructor's Manual - Adobe Acrobat PDF files on a CD only

 Catalog Number           Member Price         Non-Member Price
 3003849                  $44.00               $66.00
Banking Today
2007

Banking Today is a straightforward introduction to the way banks operate. It helps participants understand
how banks function as a business and the important role they play in the U.S. economy. Banking Today
explains the role of banks in today's economy, describes bank competitors, and identifies banking
developments and trends. It does not assume prior familiarity with banks or banking terminology.

Divided into six units, topics include:

    Financial Services Market
    Bank Customers and Earnings
    Bank Products and Services
    Financial Statements and Performance Measurements
    Bank Organization
    Banking Laws and Regulations

Special Features:

    A glossary of terms and acronyms
    Diagrams and charts to clarify important banking concepts
    Application exercises
    Self-check questions and answers
    List of additional resources
    Appendices on banking laws and acronyms

Audience: Banking Today is a course for bank personnel new to the banking industry at all levels, specialists
in non-banking functions such as marketing, information systems and human resources.

Delivery: Banking Today may be taught in a classroom setting. It is also available as a self-paced online
course. It also supports the AIB Banking Today Instructor-led online course.

Banking Today is a part of the American Institute of Banking (AIB) curriculum and is a required course for the
AIB Bank Teller Certificate, Call Center Representative Certificate, Customer Service Representative
Certificate, Supervisor Certificate and Team Leader Certificate.

Recommended Instructional Hours: 6
Recommended AIB Credit: 0.5
Recommended ICB Credit: 7.25 (CBT, CPB, CCST)

Textbook

 Catalog Number            Member Price       Non-Member Price
 3003685                   $49.00             $79.00


Instructor's Manual

 Catalog Number            Member Price       Non-Member Price
 3003686                   $34.00             $55.00
Building & Retaining Customer Relationships
2008

Building and Retaining Customer Relationships teaches participants how to start, manage, and execute a
sales portfolio. The course covers all phases of the sales portfolio process, from prioritizing customers to
making sales calls. It teaches portfolio techniques and strategies that have been proven effective in sales.
Participants learn to recognize, classify, and prioritize customers according to sales potential.

After completing this course, participants will be able to:

    Establish portfolio criteria that support your institution's business goals
    Segment customers based on sales potential and financial needs
    Organize customer portfolios to support and track portfolio activities
    Prepare for an initial contact with portfolio customers
    Prepare an action plan for establishing a customer portfolio

Audience: Building and Retaining Customer Relationships is most appropriate for banking professionals who
currently sell bank products to customers. Participants attending this class should have a working knowledge
of their institution's products and services, basic sales techniques, daily planner scheduling and tele-
consulting skills or have attended Tele-consulting.

Delivery: Building and Retaining Customer Relationships may be taught in a classroom setting. It is also
available as a self-paced online course.

Please Note: Building and Retaining Customer Relationships is printed on demand as ordered. The
Participant's Handbook(s) and Trainer's Guide may not be returned.

Recommended Instructional Hours: 45
Recommended AIB Credit: 3

Student Set (includes textbook, Working Papers with Study Guide, and Your Guide to an A Passkey)

 Catalog Number            Member Price         Non-Member Price
 3004625                   $36.75               $57.75

Instructor Set (includes Instructor's Resource Manual with Solutions print edition, Test Bank print edition,
and CD ROM version of the Test Bank)

 Catalog Number            Member Price         Non-Member Price
 3004626                   $95.00               $135.00
Business Etiquette
2006

Business Etiquette is designed to promote professional behavior in the workplace. Professional behavior
decisions can be confusing and the consequences for making an inappropriate decision can have lasting
professional and personal consequences. Business Etiquette covers the most current etiquette guidelines for
day to day situations to help participants avoid making inappropriate etiquette decisions. Participants are
given guidelines for making the appropriate choices in areas such as personal appearance, making
introductions and shaking hands. A variety of everyday etiquette issues are addressed such as:

    What to do if you forget someone's name
    Food in the work area
    Impact of certain behaviors in a close environment such as cubicle workspace
    General guidelines for interpreting dress codes.

After successfully completing this course, participants will be able to:

    Make appropriate introductions
    Shake hands with confidence
    Describe the impact of personal appearance on the work environment
    Demonstrate how to choose the appropriate behavior in day-to-day activities including opening a door,
    arriving late for a meeting and food in the work area
    Recognize how his/her behavior in a close work environment affects co-workers
    Discuss the business consequences of making a choice that is outside the described etiquette guidelines
    Describe how common behaviors in the United States may be interpreted by different cultures

Audience: Business Etiquette is an ideal course for bank personnel in branch and administrative office
environments.

Delivery: Business Etiquette may be taught in a classroom setting. It is also available as a self-paced online
course.

Please Note: Business Etiquette is printed on demand as ordered. The Participant's Handbook(s) and
Trainer's Guide may not be returned.


Participant’s Handbook

 Catalog Number            Member Price         Non-Member Price
 3003715                   $36.75               $57.75


Trainer’s Guide

 Catalog Number            Member Price         Non-Member Price
 3003716                   $95.00               $135.00
Calling on Small Business Customers
2006

Calling on Small Business Customers focuses on preparing for and executing the perfect sales call.
Participants discuss different types of calls, including introductory, profiling, presentation, and follow-up,
which serve different purposes. Students will use their knowledge of business types, business life stages, and
their own local markets to plan a sale and relationship-building strategy for conducting face-to-face calls.
They will also prepare for actual small business customers calls using a call planning form.

At the conclusion of this course, participants will be able to:

    Explain the importance of pre-call planning in relation to successful sales calls.
    Describe the essential elements of call planning that make an effective sales call.
    Identify the features of the four types of calls: introductory, profiling, presentation and follow-up.
    Implement a strategy for profitable initial contacts with small business customers

Audience: Calling on Small Business Customers is ideal for bank personnel who have minimal or no
experience with conducting face-to-face small business calls.

Delivery: Calling on Small Business Customers may be taught in a classroom setting. It is also available as a
self-paced online course.

Please Note: Calling on Small Business Customers is printed on demand as ordered. The Participant's
Handbook(s) and Trainer's Guide may not be returned.


Participant’s Handbook

 Catalog Number            Member Price         Non-Member Price
 3003779                   $36.75               $57.75


Trainer’s Guide

 Catalog Number            Member Price         Non-Member Price
 3003807                   $95.00               $135.00
Coaching for Success
2006

Coaching for Success provides techniques for ongoing performance feedback and skills for recognizing a
coaching opportunity. It will encourage participants to get involved with the performance growth of other
employees to develop and enhance their skills.

At the conclusion of the program participants will be able to:

    Recognize the need to encourage others toward personal growth opportunities
    Seek out the potential of another person and support the person's need to take on additional
    responsibilities
    Invite others to stretch their comfort zone of skills and reach new levels of potential.

Audience: Coaching for Success is ideal for employees responsible for coaching others with or without a
reporting relationship. This could include managers, supervisors, team leads and mentors.

Delivery: Coaching for Success may be taught in a classroom setting. It is also available as a self-paced
online course.

Please Note: Coaching for Success is printed on demand as ordered. The Participant's Handbook(s) and
Trainer's Guide may not be returned.

Participant’s Handbook

 Catalog Number           Member Price        Non-Member Price
 3003780                  $36.75              $57.75


Trainer’s Guide

 Catalog Number           Member Price        Non-Member Price
 3003806                  $95.00              $135.00
College Accounting
9th Edition, 2008

College Accounting provides a foundation in accounting procedures and presents accounting in a practical,
easy-to-comprehend manner. Emphasis is placed on developing a firm foundation of fundamental procedures
with appropriate repetition of content through the use of examples, exercises, and color-coded illustrations.
Each chapter is limited to the presentation of one major concept, amply illustrated with illustrations, term
definitions, documentation, and report forms.

Features of College Accounting that are helpful to readers include:

    Annotations that summarize key concepts and present pieces of information about current business
    practice.
    End of chapter review questions, exercises, cases, and problems.
    Web assignments that provide opportunities for readers to do hands-on web browsing with involvement
    that will sharpen critical thinking, and improve both oral and written communication skills.

Audience: College Accounting is an ideal course for bank personnel with little or no accounting background
at any level.

Delivery: College Accounting may be taught in a classroom setting. It also supports the AIB General
Accounting Instructor-led online course.

Recommended Instructional Hours: 45
Recommended AIB Credit: 3

Student Set (includes textbook, Working Papers with Study Guide, and Your Guide to an A Passkey)

 Catalog Number           Member Price        Non-Member Price
 3004290                  $129.00             $159.00

Instructor Set (includes Instructor's Resource Manual with Solutions print edition, Test Bank print edition,
and CD ROM version of the Test Bank)

 Catalog Number           Member Price        Non-Member Price
 3004291                  $50.00              $70.00
Commercial Lending
6th Edition, 2007

Commercial Lending presents the fundamentals of commercial loan origination. It is designed to teach
students the skills they need to evaluate business loan applications and to document loans correctly when
they have been approved. The course is intended to give students a foundation of important concepts and
processes of the commercial lending relationship. The complete commercial lending process is explained with
case studies, examples and illustrations, including over 90 exhibits.

Commercial Lending covers the following technical, personal and professional qualities and skills and topics:

    Business clients, their industry areas and organizational structures
    Building and maintaining client relationships
    Business banking organizational structures, administrative processes, documentation and risk
    management
    Economic factors important to commercial lending markets
    Regulators and regulations
    Important communication skills in loan interviewing and negotiation
    Elements and basic analytical steps of income and balance sheet statements
    Understanding and applying ratios and cash flow analysis
    Loan structuring, documentation, closing and support
    Identifying and handling problem loans.

Audience: Commercial Lending is an ideal course for new hires and internal candidates for a lending
position.

Delivery: Commercial Lending may be taught in a classroom setting. It also supports the AIB Commercial
Lending Instructor-led online course.

Commercial Lending is a part of the American Institute of Banking (AIB) curriculum and a required course for
the AIB Commercial Lending Diploma.

Recommended Instructional Hours: 15-30-45
Recommended AIB Credit: 1-2-3
ICB Credit: 15-30-45 (CLBB)


Textbook

 Catalog Number           Member Price        Non-Member Price
 3003846                  $90.00              $125.00

Instructor's Manual - Adobe Acrobat PDF files on CD-Rom only

 Catalog Number           Member Price        Non-Member Price
 3003847                  $55.00              $70.00
Consumer Lending
5th Edition, 2006

Consumer Lending provides a comprehensive overview of the consumer lending business. It covers the
essentials of closed-end loans, direct and indirect lending, and open-end credit products. Participants will
trace the consumer lending process from developing and taking loan applications to collection and recovery.
Consumer Lending reviews the credit investigation process and how loan decisions are made. Students will
develop a greater understanding for client relationship building and the importance of consumer regulations.
Other topics include:

    The loan application generating process
    How effective marketing increases loan out standings and application volume
    Consumer loan information sources and the credit verification process
    How the five C's of credit are used in credit evaluation and decision making
    Factors affecting loan pricing and loan structuring
    Loan documentation
    Laws and regulations important to the lending process

Special features

    Real-life situations faced by bankers assisting consumer loan clients
    "Did You Know" boxes throughout the textbook on banking facts
    Lists of additional resources, including websites
    A comprehensive end-of-chapter summary that highlights the major concepts
    Term definitions in chapter sidebars and a glossary of terms and the end of the textbook
    A sample bank compliance policy and a sample bank consumer lending policy
    An extended case study of a bank's lending function, including balance sheets, income statements,
    portfolio reports, profit and loss reports, and interest rate analysis.
    One hundred exhibits
    A detailed index

Audience: Consumer Lending is ideal for entry-level consumer lenders, consumer credit personnel, and bank
employees who need to understand consumer credit.

Delivery: Consumer Lending may be taught in a classroom setting. It also supports the AIB Consumer
Lending Instructor-led online course.


Recommended Instructional Hours: 15-30-45
Recommended AIB Credit: 1-2-3
ICB Credit: 15-30-45 (CLBB)

Textbook

 Catalog Number          Member Price        Non-Member Price
 3003268                 $75.00              $105.00

Instructor's Manual - CD-Rom only

 Catalog Number          Member Price        Non-Member Price
 3003269                 $45.00              $65.00
Corrective Action
2006

Corrective Action provides participants with a proactive approach to managing employees who demonstrate
performance or behavior problems.

At the conclusion of the program participants will be able to:

    Understand the need to take corrective action
    Describe the performance or behavior gap, clearly and specifically
    Document performance discrepancies and take appropriate corrective action
    Prepare for a performance discussion with an employee
    Conduct a corrective counseling discussion with the employee.

Audience: Corrective Action is an ideal course for any supervisor or manager who has responsibility for
evaluating and documenting employee performance.

Delivery: Corrective Action may be taught in a classroom setting and is also available as a self-paced online
course.

Please Note: Corrective Action is printed on demand as ordered. The Participant's Handbook(s) and
Trainer's Guide may not be returned.


Participant’s Handbook

 Catalog Number           Member Price        Non-Member Price
 3003600                  $35.00              $55.00


Trainer’s Guide

 Catalog Number           Member Price        Non-Member Price
 3003601                  $95.00              $135.00
Cross-Selling Deposit Products
2006

Cross-Selling Deposits provides the skills needed to cross-sell retail bank deposit products and services. The
course explores the importance of cross-selling and focuses on steps in the cross-selling process: interpreting
clues to customer needs, cross-selling solutions to match needs, responding to objections, and closing the
sale or referring the customer to a specialist. Features and benefits of deposit products are compared to
match solutions to customer needs. Participants receive tools for on-the-job use.

At the conclusion of the program participants will be able to:

    Explain the importance of cross-selling
    Describe typical bank products and their features and benefits
    Interpret clues and identify customer needs
    Cross-sell deposit product solutions that match customer needs
    Respond to questions and objections from customers
    Close the sale or refer the customer.

Audience: Cross-Selling Deposits is an ideal course for any bank personnel in a position to discuss deposit
products and services with customers. Participants should have a basic knowledge of their institution's
products and services.

Delivery: Cross-Selling Deposits may be taught in a classroom setting and is also available as a self-paced
online course.

Please Note: Cross-Selling Deposit Products is printed on demand as ordered. The Participant's
Handbook(s) and Trainers Guide may not be returned.

Participant’s Handbook

 Catalog Number           Member Price         Non-Member Price
 3003703                  $47.25               $73.50


Trainer’s Guide

 Catalog Number           Member Price         Non-Member Price
 3003704                  $95.00               $135.00
Credit Products for Small Businesses
2007

Credit Products for Small Businesses teaches participants how to match credit products to small business
client needs. It covers why the small business market is desirable to lenders and what small business owners
expect from their financial service providers. It also provides additional market knowledge by reviewing
business cycles and how they drive the need for credit products. The market knowledge section concludes
with a discussion on borrowing causes, loan purposes, and repayment sources.

At the conclusion of this program, participants will be able to:

    Describe small business market characteristics
    Explain how business cycles drive the need for credit
    Identify borrowing causes, loan purposes, and repayment sources
    Describe features and benefits of small business credit products
    Match small business credit products to client needs
    Communicate approvals, counteroffers, and declines effectively
    Describe the purpose of federal laws relating to business credit products, and actions to take to ensure
    compliance.

Audience: Credit Products for Small Businesses is an ideal course for any bank personnel responsible for
selling credit products to the small business customer and/or responsible for identifying sales opportunities
and referring small business lending prospects to the appropriate bank contacts.

Delivery: Credit Products for Small Businesses may be taught in a classroom setting and is also available as a
self-paced online course.

Please Note: Credit Products for Small Businesses is printed on demand as ordered. The Participant's
Handbook(s) and Trainers Guide may not be returned.

Participant’s Handbook

 Catalog Number           Member Price         Non-Member Price
 3004280                  $47.25               $73.50


Trainer’s Guide

 Catalog Number           Member Price         Non-Member Price
 3004281                  $95.00               $135.00
Dealing Effectively with Co-Workers
2007

Dealing Effectively with Co-Workers is focused on behavior between co-workers. Participants will discuss and
practice a set of basic guidelines for interaction with each other. This workshop will also introduce
information about social styles and how the different social styles impact communication between co-
workers and colleagues. Diversity is presented as a theme throughout the workshop. Strategies for dealing
with difficult co-workers and the resulting conflict between colleagues is introduced and practiced during the
workshop.

At the conclusion of this program, participants will be able to:

    Demonstrate appropriate/professional behavior with co-workers.
    Use basic guidelines to enhance professional relationships.
    Understand the impact of different social behavioral styles on communication.
    Describe methods for dealing with difficult co-workers.
    Identify and use strategies for dealing with conflict in the work environment.

Audience: Dealing Effectively with Co-Workers is an ideal course for banking professionals at all levels.

Delivery: Dealing Effectively with Co-Workers may be taught in a classroom setting and is also available as a
self-paced online course.

Please Note: Dealing Effectively with Co-Workers is printed on demand as ordered. The Participant's
Handbook(s) and Trainers Guide may not be returned.


Participant’s Handbook

 Catalog Number           Member Price         Non-Member Price
 3005032                  $47.25               $73.50


Trainer’s Guide

 Catalog Number           Member Price         Non-Member Price
 3005033                  $95.00               $135.00
Economics: Fundamentals for Financial Services Providers
3rd Edition, 2006

Economics: Fundamentals for Financial Services Providers is an introduction to economic principles with a
focus on how those principles relate to the financial services industry. It provides students with an
understanding of economic principles necessary to interpret economic news, apply economic principles to
their work, and appreciate the many ways economics affects their lives.

At the conclusion of this program, participants will be able to:

    Understand the meaning of economic terminology and the discipline of economic reasoning
    Follow economic news and analyze important economic questions
    Locate and obtain economic data and information and apply it to your bank's needs
    Apply economic principles to important questions in the financial services industry
    Use basic graphing and graph interpretation skills to examine economic questions
    Understand the major economic policy problems faced by government: economic growth,
    unemployment, inflation, and budget deficits and debt
    Understand the aggregate demand/aggregate supply model and its importance in examining major
    economic policy problems.

Audience: Economics is an ideal course for bank personnel who have not had a formal course in Economics
and wish to increase their understanding of economics as it relates to banking.

Delivery: Economics may be taught in a classroom setting and is also available as a Self-Study
(Correspondence) course. It also supports the AIB Instructor-led online course.

Recommended Instructional Hours: 45-30-15
Recommended AIB Credit: 3-2-1
ICB Credit: 45-30-15 (CLBB, CSOP)


Textbook

 Catalog Number           Member Price         Non-Member Price
 3003289                  $79.00               $109.00

Instructor's Manual - (Adobe Acrobat PDF files on a CD only)

 Catalog Number           Member Price         Non-Member Price
 3003613                  $45.00               $65.00
Effective Referrals
2006

Effective Referrals will provide participants with the skills needed to make confident and effective referrals.
This course supports the Relationship Selling model used in the Introduction to Relationship Selling program.
At the conclusion of the program participants will be able to:

    Describe what customers expect from their bank
    Identify sales and service referral opportunities
    Use benefit statements to make the referral
    Make the "hand off" to a specialist
    Identify follow up situations and develop appropriate techniques

Audience: Effective Referrals is an ideal course for branch or operations personnel who initiate the needs
assessment but are not involved in making or closing the sale. The audience may not see their roles as sales-
related. They are generally involved in transactional and service interactions with customers.

Delivery: Effective Referrals may be taught in a classroom setting and is also available as a self-paced online
course.

Please Note: Effective Referrals is printed on demand as ordered. The Participant's Handbook(s) and
Trainers Guide may not be returned.


Participant’s Handbook

 Catalog Number           Member Price         Non-Member Price
 3003822                  $36.75               $57.75


Trainer’s Guide

 Catalog Number           Member Price         Non-Member Price
 3003823                  $95.00               $135.00
Ethical Issues for Bankers
2007

Ethical Issues for Bankers covers business ethics from a banker's perspective with "real life" examples and
practical hands-on application. Participants explore the importance of ethical behavior in banking from a
personal and organizational perspective with complex case studies that focus on ethical considerations in
many areas including confidentiality, conflict of interest, information security, personal transactions and
accepting or giving gifts. In addition to learning about federal regulations and guidelines for ethical practices,
the program introduces an approach to identifying and responding to situations that present ethical
dilemmas in banking.

At the conclusion of the program participants will be able to:

    Describe the importance of ethical practices in banking
    Define the nature and elements of ethical dilemmas
    Describe business practices commonly covered in financial institutions' codes of conduct
    Identify the regulations prohibiting unethical practices in banking
    Use an effective approach to determining appropriate action in situations holding potential for ethics
    violations.

New Features

    Current references to corporate ethical scandals
    Updated ethical research survey
    Additional examples to explain topics like the values and principles table and the conflict of interest
    scenario
    Enhanced section on Resources for Ethical Action

Audience: Ethical Issues for Bankers is an ideal course for bank personnel at any level.

Delivery: Ethical Issues for Bankers may be taught in a classroom setting and is also available as a self-paced
online course.

Please Note: Ethical Issues for Bankers is printed on demand as ordered. The Participant's Handbook(s) and
Trainers Guide may not be returned.

Participant’s Handbook

 Catalog Number            Member Price         Non-Member Price
 3003828                   $36.75               $57.75


Trainer’s Guide

 Catalog Number            Member Price         Non-Member Price
 3003829                   $95.00               $135.00
Financial Accounting
9th Edition, 2007

The goal of Financial Accounting is to provide exactly the right balance between conceptual understanding,
critical-thinking skills, and technical application and analysis. The publication is designed to ensure success. It
provides a strong real-world emphasis, integrates performance measurement, and emphasizes the use of
technology in the field. It uses annotations through the text to help the reader explore and reinforce
concepts, inserts study notes, and contains numerous "informational" and "Focus on Business Practice"
boxes depicting true-life business situations.

Topics covered in this course include:

    Financial position
    Accounting equations and showing how they are affected by simple transactions
    Content and purpose of the income statement
    Statement of retained earnings, balance sheet, and statement of cash flows
    Ethics and ethical responsibilities of accountants
    Qualitative characteristics of accounting information and their interrelationships
    Five components of internal control
    Types of long-term assets and the management issues related to accounting for them
    Principle purposes and uses of cash flows
    Objectives, standards, and sources of information for financial statement analysis
    Management issues related to recognition, valuation, classification, and disclosure of current liabilities
    Management issues related to long-term debt, to contributed capital, and the quality of a company's
    earnings

Participants will appreciate the easy-to-understand writing style, true-life business situations and cases, user-
oriented information, end-of-chapter questions and writing assignments, and Internet cases at the end of
almost every chapter.

At the conclusion of the program participants will be able to:

    Apply the fundamental principles of accounting and understand the role accounting plays in the
    operations of a business
    Use basic business and accounting terminology and techniques to succeed in a business environment
    Identify the users of accounting information and explain the kinds of information an accounting
    information system can provide each group
    Prepare a complete set of accounting statements, including an income statement, a statement of
    retained earnings, a balance sheet, and a statement of cash flows
    Employ ration analysis and other techniques to analyze, evaluate, and interpret a set of financial
    statements
    Solve business problems and make business decisions using accounting and non-accounting information

Special Features

The first page of each chapter includes a graphic model of the income statement, balance sheet, and
statement of cash flows and a brief description of how these statements relate to the chapter's topic.

    Each chapter opening includes a Decision Point that shows how a well-known company uses financial
    information to make decisions. The company is highlighted throughout the chapter and is revisited in "A
    Look Back At" section that relates the content to real applications.
    The preview at the beginning of each chapter points out ethical and governance issues related to the
    chapter topic that is discussed in the first section of each chapter.
    The provisions of Sarbanes-Oxley Act of 2002 are covered at appropriate points throughout the text.
    A feature called "Stop-Review-Apply" presents review questions at the end of each main section
    Short cases are presented at the end of each chapter that require students to address an ethical dilemma
    directly related to the chapter content.
    Ethical Dilemma, Internet, Group Activity, and Business Communication cases follow each chapter

Audience: Financial Accounting is for bank personnel that have a fundamental knowledge of accounting.

Delivery: Financial Accounting may be taught in a classroom setting. It also supports the AIB Instructor-led
online course.

Recommended Instructional Hours: 45
Recommended AIB Credit: 3
ICB Credit: 45 (CLBB)

Text with Working Papers Set

 Catalog Number           Member Price         Non-Member Price
 3003306                  $110.00              $145.00

Text Only

 Catalog Number           Member Price         Non-Member Price
 3003307                  $95.00               $125.00

Study Guide

 Catalog Number           Member Price         Non-Member Price
 3003308                  $32.00               $45.00

Instructor's Resource Package (includes Instructor's Course Manual, Instructor's Solutions Manual, and Test
Bank with Answers)

 Catalog Number           Member Price         Non-Member Price
 3003309                  $50.00               $75.00

Instructor CD Rom (Includes: Instructor's Solutions Manual that contains answers to all text exercises,
questions, problems, skills development cases, and financial analysis cases; Test Bank that provides more
than 3,000 true/false, multiple-choice, short essay, and critical-thinking questions--as well as exercises and
problems--which test students' ability to recall, comprehend, apply, and analyze information; and HM
ClassPrep w/ HM Testing that provides instructors with a variety of teaching resources that can be
customized to meet specific instructional needs. HM ClassPrep includes PowerPoints, complete Course
Manual, solutions to all questions, exercises, problems, and cases, video cases, and sample syllabi. HM
Testing has more than 3,000 chapter-specific questions to choose from. It allows instructors to select, edit,
and add questions, or generate randomly selected questions to produce a test master for easy duplication.)

 Catalog Number           Member Price         Non-Member Price
 3003310                  $50.00               $75.00

Teaching & Solutions Transparencies

 Catalog Number           Member Price         Non-Member Price
 3003311                  $30.00               $50.00
Fundamentals of Consumer Lending
2006

Fundamentals of Consumer Lending provides students with basic knowledge about consumer credit. It
covers terminology, basic categories of consumer credit, determining credit worthiness, and the application
process. It includes the origin of regulations protecting consumer credit transactions, and reviews specific
regulations that apply to consumer credit.

At the conclusion of the program participants will be able to:

    Explain how banks make money from loans
    Describe the basic categories of consumer credit -- open-end, closed end, secured and unsecured
    Define basic credit terminology
    Describe the five C's of credit
    Describe the application process and actions required to assure bank compliance with regulations.

Audience: Fundamentals of Consumer Lending is an ideal course for bank personnel who currently sell or
are otherwise involved in the consumer lending process.

Delivery: Fundamentals of Consumer Lending may be taught in a classroom setting and is available as a
self-paced online course. It is also available as a 5-week Instructor-led online course.

Please Note: Fundamentals of Consumer Lending is printed on demand as ordered. The Participant's
Handbook(s) and Trainers Guide may not be returned.

Participant’s Handbook

 Catalog Number           Member Price        Non-Member Price
 3003830                  $36.75              $57.75


Trainer’s Guide

 Catalog Number           Member Price        Non-Member Price
 3003831                  $95.00              $135.00
Fundamentals of Mortgage Lending
2008

Fundamentals of Mortgage Lending provides students with the knowledge and skills necessary to discuss or
sell real estate credit products with clients. The course covers the importance of mortgage lending to financial
institutions and the affect of the secondary market on the lending process. It also gives an overview of real
estate basics; why a client might want a real estate loan, mortgage terminology, and the calculation of loan
to value ratios. The loan process is discussed from the client perspective and the functions of the various
financial services personnel involved. Regulations that affect the mortgage lending process are introduced at
relevant points in the course.

At the conclusion of the program participants will be able to:

    Identify the benefits of mortgage lending for financial institutions
    Describe how the secondary market impacts mortgage lending
    Describe basic terminology used in mortgage lending
    Describe the mortgage lending process and identify what lending regulations apply throughout the
    process.
    Calculate loan-to-value and determine whether private mortgage insurance or taxes and hazard
    insurance escrows may be required

Audience: Fundamentals of Mortgage Lending is an ideal course for any bank personnel with little or no
experience in mortgage lending.

Delivery: Fundamentals of Mortgage Lending may be taught in a classroom setting and is also available as a
self-paced online course.

Please Note: Fundamentals of Mortgage Lending is printed on demand as ordered. The Participant's
Handbook(s) and Trainers Guide may not be returned.

Participant’s Handbook

 Catalog Number           Member Price         Non-Member Price
 3004623                  $36.75               $57.75


Trainer’s Guide

 Catalog Number           Member Price         Non-Member Price
 3004624                  $95.00               $135.00
Fundamentals of Small Business Banking
2008

Fundamentals of Small Business Banking provides participants with the knowledge and skills to interact
successfully with small business customers. It defines and explores core business terminology, such as
business legal structures, business types (industry sectors), operating cycles, and business life cycles. The
course also examines business cycles and how they drive the need for bank products and services.

At the conclusion of the program participants will be able to:

    Identify common characteristics of the small business market
    Describe the different business legal structures
    Describe the most common small business types
    Identify four general financial needs
    Explain how operating cycles drive needs for bank products and services
    Describe the life stages of a small business.

Audience: Fundamentals of Small Business Banking is an ideal course for personnel who have limited
exposure to the small business market, but are responsible for servicing or selling to small business customers.

Delivery: Fundamentals of Small Business Banking may be taught in a classroom setting and is also available
as a self-paced online course.

Please Note: Fundamentals of Small Business Banking is printed on demand as ordered. The Participant's
Handbook(s) and Trainers Guide may not be returned.

Participant’s Handbook

 Catalog Number            Member Price         Non-Member Price
 3004619                   $47.25               $73.50


Trainer’s Guide

 Catalog Number            Member Price         Non-Member Price
 3004620                   $95.00               $135.00
Hiring the Best
2007

Hiring the Best presents a structured process for hiring the best candidate for a job. The process is based on a
behavioral approach to hiring and reviews compliance issues associated with each component of the process.

At the conclusion of the program participants will be able to:

    Analyze a job to identify minimum technical and performance skills
    Prepare applicant selection criteria for the skills identified in the job analysis
    Write interview questions that are legal and focus on behavior relevant to applicant qualifications
    Screen applicants for interview
    Conduct an employment interview using prepared interview questions.
    Select a pre-employment test
    Select the most qualified candidate for a job, based on information obtained during an employment
    interview and from references
    Make a job offer that is not an implied employment contract

Audience: Hiring the Best is an ideal course for any supervisor or manager who participates in the position
analysis and selection and hiring of employees.

Delivery: Hiring the Best may be taught in a classroom setting and is also available as a self-paced online
course.

Please Note: Hiring the Best is printed on demand as ordered. The Participant's Handbook(s) and
Trainers Guide may not be returned.

Participant’s Handbook

 Catalog Number           Member Price         Non-Member Price
 3004214                  $36.75               $57.75


Trainer’s Guide

 Catalog Number           Member Price         Non-Member Price
 3004215                  $95.00               $135.00
Introduction to Mortgage Lending
2nd Edition, 2006

Mortgage lending has long been a foundational product offered by America's banks. Despite the current rise
in defaults and foreclosures on home mortgages, many creditworthy borrowers are in the market for
mortgages and for refinancing options. Because of this ongoing demand, and because of their record as
responsible lenders, banks have an opportunity to gain more market share in the mortgage lending sector.

Introduction to Mortgage Lending covers construction and permanent financing for residential property, real
estate and mortgage law, appraisals, financing residential real estate, servicing residential mortgage loans,
the secondary mortgage market, construction lending and land development lending, and investing in
residential real estate. The course provides a broad overview of mortgage lending while focusing on salient
points that are necessary for any individual to function successfully in the mortgage lending business today.

This course provides loan officers, underwriters, loan processors, and loan servicing professionals the solid
background they need to help their customers borrow responsibly, which benefits the customers, the bank,
the banking industry, and the nation's economy.

Participants will understand the answers to such questions as:

    Why has mortgage lending become so important for financial service companies, particularly commercial
    bans?
    What are the legal aspects of mortgage lending and how should lenders document mortgage loans?
    How does a lender determine if a mortgage loan application should be approved?
    What is the secondary mortgage market and how does it affect mortgage lenders?
    What are the advantages and disadvantages of residential real estate as an investment?

At the conclusion of the program participants will be able to:

    Discuss the significance of homeownership and the contributions the housing sector of the economy
    makes to the U.S. economy as a whole and describe the involvement of commercial banks and other
    financial institutions in the real estate lending industry

    Describe the most common types of real property ownership in the United States and the benefits of
    each type, and explain how property is transferred from one owner to another and the legal implications
    in the transfer of ownership

    Identify the principle federal laws that apply to origination of home mortgage loans and how they are
    applied, their significance to both the financial institution and the consumer, and appreciate the new
    legal developments pertinent to mortgage lending, such as financial data privacy and electronic signature
    laws

    Define "market value" as the term applies to real estate; explain the cost, market data, and income
    capitalization approaches to real estate appraising; explain how estimates of value derived by the three
    approaches are reconciled into a final opinion; discuss the functions and limits of appraisal reports;
    describe appraiser qualifications; explain the various parts of the appraisal report; and explain the
    distribution and use of the appraisal report

    Describe the basic procedures involved in the purchase and sale of residential property; describe the
    significance of fair housing regulations; identify the major residential loan origination laws, including
    RESPA, ECOA, and TILA; describe the essential steps of credit underwriting for residential real estate
    loans; and discuss the basic procedures for closing a residential mortgage loan
    List the payment processing steps within a bank's real estate loan department; describe the duties of the
    insurance area in a bank's real estate loan department; discuss how and why a loan's escrow account is
    analyzed; outline the components of an effective real estate loan collection procedure; summarize
    various loss mitigation alternatives; and explain how payoffs and satisfactions are handled
    Describe the process of structuring and marketing mortgage-backed securities; describe the organization
    of the secondary mortgage market, identify its principal participants, and outline the basic operations of
    secondary mortgage marketing; discuss the primary reasons that lending institutions sell mortgage loans
    into the secondary mortgage market; and identify and describe the two primary methods for selling
    mortgage loans in the secondary mortgage market

    List and describe the numerous national, state, and local government initiatives employed to further
    housing and home ownership in the United States; identify the government agencies and government-
    sponsored agencies that interact to further home ownership; describe the methods that commercial
    banks use to monitor their compliance with the letter and spirit of CRA; explain how commercial banks
    can use both private and publicly sponsored initiatives in their communities to further home ownership
    by low-and-moderate income families; and name several methods commercial banks use to work with
    community groups to achieve CRA objectives

    Identify some of the policy issues involved in a bank's decision whether or not to offer construction loans;
    identify the information needed to evaluate an application for a residential construction loan or land
    development financing; describe how lenders process disbursements to fund construction and
    development loans; and identify the unique risks and legal aspects of construction lending

    Appreciate why people invest in real estate; understand why banks and other lenders loan money on the
    security of investment real estate; learn how to evaluate the return on a potential real estate investment;
    learn about real estate tax benefits; understand the importance of management skill and expertise in
    owning and operating income-producing real estate; understand the risks associated with real estate
    investment and why these risks prevent some people from investing in real estate; and appreciate the
    current national dialogue about the "housing bubble"

Audience: Introduction to Mortgage Lending is an ideal course for financial service professionals who want
a broad overview of mortgage lending including those who intend to pursue a career in mortgage lending
(business development, underwriting, processing) and those individuals who recently joined a mortgage
lending department

Delivery: Introduction to Mortgage Lending may be taught in a classroom setting as well as online delivery
via ABA.

Recommended Instruction Hours: 15-30-45
Recommended AIB Credit: 1-2-3
ICB Credit: 45 (CLBB)

Textbook

 Catalog Number           Member Price        Non-Member Price
 3003284                  $69.00              $95.00

Instructor's Guide (CD Rom, only)

 Catalog Number           Member Price        Non-Member Price
 3003285                  $50.00              $65.00
Introduction to Analyzing Financial Statements
2008

Introduction to Analyzing Financial Statements introduces financial statement analysis as a means of
determining the viability of a small business loan request or monitoring the financial solvency of the business.
The course covers analyzing the income statement and balance sheet, determining key financial ratios and
trends, and performing basic cash flow analysis.

At the conclusion of the program participants will be able to:

    Define financial statement analysis and explain its importance in the small business lending process
    List the basic steps of financial statement analysis and the purpose of each step
    Analyze an income statement and balance sheet
    Calculate and interpret key ratios
    Describe the cash flow cycles of the different business types
    Perform a simple cash flow analysis

Audience: Introduction to Analyzing Financial Statements is ideal for personnel responsible for reviewing
financial statements for the purpose of assisting in lending decisions, monitoring the ongoing health of the
business, or conducting the initial financial analysis.

Delivery: Introduction to Analyzing Financial Statements may be taught in a classroom setting and is also
available as a self-paced online course.

Please Note: Introduction to Analyzing Financial Statements is printed on demand as ordered. The
Participant's Handbook(s) and Trainers Guide may not be returned.


Participant’s Handbook

 Catalog Number           Member Price         Non-Member Price
 3004621                  $47.25               $73.50


Trainer’s Guide

 Catalog Number           Member Price         Non-Member Price
 3004622                  $95.00               $135.00
Introduction to Relationship Selling
2006

Introduction to Relationship Selling introduces the relationship selling process. Participants will practice selling
skills and techniques, which support a customer needs-focused sales approach.
At the conclusion of the program participants will be able to:

    Describe what customers expect from their bank
    State key differences between product-based selling and needs-based selling
    Identify the six steps of the relationship selling process
    Use sales skills and techniques to successfully move through the sales process:
             Use rapport-building skills to set a relaxed, professional climate
             Ask probing questions to identify customer needs
             Match product/service to customer needs
             Script feature and benefit statements
             Respond to common customer objections
             Close the sale
             Follow up
    Identify techniques to effectively sell against the competition.

Audience: Introduction to Relationship Selling is ideal for any branch personnel involved with in-branch
sales. Participants attending this workshop should have a working knowledge of their institution's products
and services.

Delivery: Introduction to Relationship Selling may be taught in a classroom setting and is also available as a
self-paced online course.

Please Note: Introduction to Relationship Selling is printed on demand as ordered. The Participant's
Handbook(s) and Trainers Guide may not be returned.


Participant’s Handbook

 Catalog Number            Member Price         Non-Member Price
 3003781                   $47.25               $73.50


Trainer’s Guide

 Catalog Number            Member Price         Non-Member Price
 3003808                   $95.00               $135.00
Law & Banking
6th Edition, 2008

A legal aid for the fundamentals of banking law, this highly informative revised Law and Banking textbook
explains and illustrates the basic principles of law and specific laws that affect the business of banking.
Participants will learn the fundamentals of banking law pertaining to the various areas of banking, from
check negotiation to lending to bank safety and soundness.

This eighteen chapter book supports the courses offered by the American Institute of Banking: Law and
Banking Principles (Chapters 1 through 9), and Law and Banking Applications (Chapters 10 through 18) and
is a great resource for bankers.

Chapters cover the following topics:

    Sources of U.S. banking law and the roles of the judiciary and regulatory agencies
    Major torts and crimes that may occur in banking
    Customer relationships: individuals, sole proprietorships, agencies, partnerships, corporations,
    government agencies, limited liability companies, estates, and trusts
    Contracts: elements of, formation and enforcement
    Property: ownership, acquisition, transfer, and security interests
    Negotiable instruments: their requirements under the UCC and other laws
    Bank collections and returns: endorsement, transfer, and presentment of negotiable instruments as
    governed by the UCC and federal regulation
    Corporate responsibility in banking: ethics and codes of conduct
    Deposits: the laws and regulations that protect bank deposits and depositors
    Consumer and real estate lending: the legal protections provided to borrowers and the rights and
    responsibilities of banks when offering credit and making loans
    Bankruptcy law and the protections afforded to debtors and creditors
    Trust, insurance, and securities: the legal expectations of banks as fiduciaries and as providers of
    insurance and securities products
    International banking: how global trade and investment activities of U.S. banks are directed by domestic
    and international law
    Marketing: laws and regulations that govern bank marketing practices
    Safety and soundness: laws that help protect bank assets, guard the deposit insurance system, and
    reduce risk in the banking system
    Information reporting: bank responsibilities to report financial and customer information and to protect
    customer privacy


Special Features

    Case studies for discussion and review
    Key terms in sidebars to highlight
    Interesting and important facts in sidebars
    Exhibits to illustrate concepts
    Self-check review questions for each chapter and with answers at the end of the text
    Additional resources, including Internet Websites
    A glossary of important terms and an index

Audience: Law and Banking is an ideal course for personnel who are new to banking or require a refresher
course on the legal basis for many banking laws governing products, services and transaction.
Delivery: Law and Banking may be taught in a classroom setting and is also available via online delivery
through the ABA.

Recommended Instructional Hours: 15-30-45
Recommended AIB Credit: 15-30-45
ICB Credit: 45 (CCTS, CLBB, CRCM)


Textbook

 Catalog Number          Member Price        Non-Member Price
 3004226                 $79.00              $119.00

Instructor Manual (CD Rom, only)

 Catalog Number          Member Price        Non-Member Price
 3004227                 $49.00              $69.00
Managing Change
2006

Managing Change presents leadership strategies for approaching change. Participants will learn about a
four-step change communication process, which will prepare them to manage the impact of change. The
course helps participants identify reactions to change and address them effectively and understand how to
gain commitment from others to support change and take action. From these strategies, participants will
learn skills to become effective change leaders in their organization.

At the conclusion of the program participants will be able to:

    Distinguish between change and transition
    Identify seven typical effects of change
    Describe the primary reactions employees have to change events
    Examine the three stages of change
    Identify possible reactions to each stage of change
    Identify the seven strategies to demonstrate change leadership
    Identify the influence and action in change situations
    Describe the key elements of effective change
    Identify the four steps to communicating change effectively
    Describe the impact of the four-step communication approach on a change event

Audience: Managing Change is an ideal course for any employee who is leading a group in a changing
environment.

Delivery: Managing Change may be taught in a classroom setting and is also available as a self-paced online
course.


Participant’s Handbook

 Catalog Number           Member Price        Non-Member Price
 3003826                  $35.00              $55.00


Trainer’s Guide

 Catalog Number           Member Price        Non-Member Price
 3003827                  $95.00              $135.00
Managing Employee Relations
2006

Managing Employee Relations is designed to prepare participants for the challenges of the contemporary
workplace. This course provides a four-step strategy for managing employee relations -- compliance with
legislation, managing diversity, handling work and personal issues and fostering open communications. From
these four strategies, participants learn effective practices and guidelines for handling workplace situations
that threaten positive employee relations.

At the conclusion of the program participants will be able to:

    Describe the impact of a manager's role in establishing and maintaining sound employee relations in an
    organization
    Identify four management strategies that support positive employee relations
    Describe the purpose and intent of employment legislation governing workplace supervision
    Identify diversity issues that exist in a team and overcome related barriers to productive employee
    relations
    Use effective guidelines for effectively handling work and personal issues in team
    Implement management activities that facilitate open communications

Audience: Managing Employee Relations is an ideal course for any manager or team leader with one or
more reporting relationships.

Delivery: Managing Employee Relations may be taught in a classroom setting and is also available as a self-
paced online course.

Please Note: Managing Employee Relations is printed on demand as ordered. The Participant's Handbook(s)
and Trainer's Guide may not be returned.

Participant’s Handbook

 Catalog Number           Member Price        Non-Member Price
 3003604                  $35.00              $55.00


Trainer’s Guide

 Catalog Number           Member Price        Non-Member Price
 3003605                  $95.00              $135.00
Managing Time at Work - updated!
2009

Managing Time at Work is a half-day course that provides the participants with the skills necessary to
effectively use the process of time management on the job. Participants will use a generic time-management
tool in the course. The process used to complete the tool can be used for any time-management system
currently being used by the participant. The course focuses on how to organize and prioritize daily tasks,
develop a daily plan, organize an effective workspace, and how to manage interruptions and daily activities.

At the conclusion of the seminar, participants will be able to:

    Plan time effectively
    Create a task management plan
    Organize the workspace
    Manage interruptions and daily activities

Audience: Managing Time at Work is an ideal course for bank personnel who are not currently using an
organized method to plan and manage their time or who want a refresher. This includes managers,
supervisors, sales staff, and other bank employees who are responsible for completing varied tasks in a typical
day.

Delivery: Managing Time at Work may be taught in a classroom setting and is also available as a self-paced
online course.

Please Note: Managing Time at Work is printed on demand as ordered. The Participant's Handbook(s) and
Trainer's Guide may not be returned.


Participant’s Handbook

 Catalog Number           Member Price          Non-Member Price
 3005540                  $36.75                $57.75


Trainer’s Guide

 Catalog Number           Member Price          Non-Member Price
 3005541                  $95.00                $135.00
Marketing Financial Services - newly revised
7th Edition

Marketing Financial Services provides a thorough immersion in marketing concepts and activities related to
the special requirements of the marketing of financial services. It is a how-to guide that takes a marketer
from the basic understanding of marketing through the steps necessary to integrate and grow marketing
within a bank's organizational structure. The text is heavy on examples and includes comprehensive case
studies and a tool kit.

Topics covered in Marketing Financial Services include:

Introduction to Key Marketing Concepts                   Process Support and Making the Marketing Process Part of
                                                         Everyday Thinking

The Financial Fundamentals                               Measurement, ROI, and Showing the Worth of Marketing

A Changing Environment                                   Product Strategy and New Product Development

Organization, Implementation, and Evaluation             The Pricing Strategy

Understanding Consumers and the Market                   Distribution Strategy

The Development of a Situation Analysis                  Promotion Strategy and Personal Selling

Marketing Research and Marketing Information Systems     Advertising and Sales Promotion-“Generating Excitement”

Developing the Strategic Marketing Planning Process      Communications—Creating Buzz and Spreading the Word

Setting Goals and Objectives and Identifying Marketing   The Wholesale Side of Banking
Strategies and Tactics

Segmentation and Positioning Strategies


Audience: Marketing Financial Services is an ideal course for the beginning marketer, seasoned bankers new
to marketing, and experienced marketers new to banking. The book stays true to basic marketing concepts,
yet positions itself firmly as a resource tool specifically for bank marketers.

Delivery: Marketing Financial Services may be taught in a classroom setting. It is also available via self-study
(correspondence) and in an instructor-led online version

Recommended Instructional Hours: 15-30-45
Recommended AIB Credit: 1-2-3

Textbook

 Catalog Number              Member Price         Non-Member Price
 3005302                     $75.00               $50.00

Instructor Manual - Available only on CD-ROM (354 pages when printed)
These CDs are created only when ordered, and are not returnable unless defective

 Catalog Number              Member Price         Non-Member Price
 3005303                     $50.00               $65.00
Money & Banking
6th Edition, 2008

Money & Banking explores the important function of money in our modern economy and as the raw material
in banking. It explains also the pivotal role of the banking system in implementing monetary policy and
reaching economic goals. In addition to supporting the course, the Money & Banking textbook is a great
reference tool about the basic functions of money, markets, and financial systems. Money & Banking
provides well constructed chapters with content bankers need to know and features to make learning easy.

                 Content Topics                                     Learning Features
            Basic functions of money                           Learning objectives
            Evolution of money in society                      Key terms
            Types of money and payment devices                 Introductions
            Money supply, concepts and                         Content discourse
            measurement                                        Summaries
            How banks create money                             Review questions and answers
            Financial institutions in the United States        Additional print and website resources
            Banks as business firms                            Glossary
            Banks and the payments system                      Charts
            Federal Reserve's function                         Tables
            Responsibilities of bank regulators                Illustrations
            Bank legislation and regulation                    Stories or sidebars
            Economic policy and the role of banks              Extended reading material on special
            Banking and international trade                    topics



Audience: Money and Banking is an ideal course for bank personnel who have not had a formal course in
money and banking and who wish to increase their understanding of the banking industry; officer trainees
through the mid-management level.

Delivery: Money & Banking may be taught in a classroom setting and is also available through an instructor-
led online course.

Recommended Instructional Hours: 15-30-45
Recommended AIB Credit: 1-2-3

Textbook

 Catalog Number            Member Price            Non-Member Price
 3004224                   $79.00                  $129.00

Instructor Manual

 Catalog Number            Member Price            Non-Member Price
 3004225                   $50.00                  $75.00
Overview of Financial Statements
Overview of Financial Statements provides an overview of small business financial statements. The course
introduces the income statement and balance sheet, as well as the cash flow cycle and statement, and
explains how they are used in making lending decisions and monitoring the health of a small business.

At the conclusion of the seminar, participants will be able to:

    Describe types of financial statements and their purpose for the small business lending process
    Explain the types of information contained in a balance sheet and income statement and their
    relationship
    Describe the significance of business cash flow cycles and the purpose of a cash flow statement
    Identify key tax returns used by small businesses and explain how information on the forms can be
    compared to that on other financial statements.

Audience: Overview of Financial Statements is an ideal course for bank personnel who are involved in any
aspect of the small business lending process but who have little experience with financial statements.

Delivery: Overview of Financial Statements may be taught in a classroom setting and is also available as a
self-paced online course.

Please Note: Overview of Financial Statements is printed on demand as ordered. The Participant's
Handbook(s) and Trainers Guide may not be returned.

Participant’s Handbook

 Catalog Number           Member Price        Non-Member Price
 3004278                  $36.75              $57.75


Trainer’s Guide

 Catalog Number           Member Price        Non-Member Price
 3004279                  $95.00              $135.00
Performance Management
This course will provide participants with a proactive approach to performance management. By focusing on
setting clear expectations, specific performance feedback and objective performance evaluations, this course
will help managers avoid many common performance problems.

At the conclusion of the program participants will be able to:

    Write performance objectives based on measurable criteria and standards
    Communicate clear performance and behavior expectations
    Objectively observe performance
    Provide feedback to employees and document the conversations
    Prepare and conduct the performance appraisal.

Audience: Performance Management is ideal for any supervisor or manager who has responsibility for
directing, documenting and evaluating employee performance.

Delivery: Performance Management may be taught in a classroom setting and is also available as a self-
paced online course.

Please Note: Performance Management is printed on demand as ordered. The Participant's Handbook(s)
and Trainer's Guide may not be returned.

Participant’s Handbook

 Catalog Number           Member Price        Non-Member Price
 3003824                  $47.25              $73.50


Trainer’s Guide

 Catalog Number           Member Price        Non-Member Price
 3003825                  $95.00              $135.00
Personal Tax Return Analysis


Personal Tax Return Analysis teaches students the basics of analyzing personal tax returns. It begins with a
discussion about analyzing personal tax returns to determine a projected income. Students will learn about
income trends, recurring versus non-recurring income, and how tax returns can be used as a sales tool. By the
end of the course students should be confident in analyzing personal tax returns.

After completing this course, students will be able to:

    Describe what constitutes a complete tax return and how to identify signs of fraud
    Identify income trends and non-recurring situations used in analysis
    Describe the areas on tax returns that can be used to identify cross-sell opportunities
    Analyze wage and tip income including the non-cash and pre-tax benefits associated with the source of
    income
    Analyze taxable and non-taxable interest and dividend income
    Describe and calculate the source of income information on Schedule C
    Explain and calculate capital gains and losses
    Differentiate the areas on Schedule E and calculate rental income
    Calculate limited partnership income.

Audience: Personal Tax Return Analysis is ideal for bank personnel who are in a position to use personal tax
returns from clients for lending analysis.

Delivery: Personal Tax Return Analysis may be taught in a classroom setting and is also available as a self-
paced online course.

Please Note: Personal Tax Return Analysis is printed on demand as ordered. The Participant's Handbook(s)
and Trainers Guide may not be returned.

Participant’s Handbook

 Catalog Number           Member Price         Non-Member Price
 3003782                  $47.25               $73.50


Trainer’s Guide

 Catalog Number           Member Price         Non-Member Price
 3003812                  $95.00               $135.00
AIB Principles of Banking
9th Edition, 2007

AIB Principles of Banking provides immediately useful banking knowledge, as well as the foundation for new
learning and enhanced career opportunities. Recognized as the most comprehensive introduction to the
banking industry for over 40 years, AIB Principles of Banking presents an overview of the fundamentals of
banking, along with contemporary issues and developments in the industry today. And, it is the only
Principles of Banking course that is accepted for credit towards AIB Diplomas and Certificates.

Topics covered include:

    Context, structure and operation of banks as profit-making enterprises
    Evolution of the U.S. banking system, including laws, regulations and regulators
    Money and banking and the roles of both the Federal Reserve and banks in the economy
    Operations of banks from managing assets to managing liabilities
    Deposit products, services, and account opening requirements
    Checks as negotiable instruments, check processing, and other payment systems
    Electronic banking services and trends
    Lending, including loan types and the lending process
    Bank products and services for businesses and international banking
    Personal financial planning, what it is, the process, and the products and services
    Services such as trusts, investments, and insurance for consumers and businesses
    Building customer relationships by meeting customer expectations, understanding the purchasing
    process, sales and marketing
    Fiduciary role of banks in protecting customer information, safeguarding customer and bank assets, and
    deterring financial crimes, and protecting the nation's financial system.

The following important updates are included in the 9th Edition:

    Job, training and educational opportunities in banking
    Electronic banking innovation such as remote deposit capture
    The bank's role in the personal financial planning of its customers
    The business risks banks manage and the bank rating systems
    Brief introductory descriptions of laws and regulations
    Money functions and properties, what constitutes the money supply, the flow of economic activity, the
    role of banks in money creation, and how the Fed manages monetary policy.

Audience: AIB Principles of Banking is an ideal course for personnel new to banking at all levels.

Delivery: AIB Principles of Banking may be taught in a classroom setting and is also available as an
instructor-led AIB Online Course.

It is a part of the American Institute of Banking (AIB) curriculum and a required course for most AIB Diplomas.

Recommended Instructional Hours: 15-30-45
Recommended AIB Credit: 1-2-3
Textbook

 Catalog Number     Member Price   Non-Member Price
 3003682            $65.00         $99.00

Instructor Manual

 Catalog Number     Member Price   Non-Member Price
 3003683            $50.00         $65.00
Relationship Selling to Small Business Customers

Relationship Selling to Small Business Customers covers how to apply foundational sales skills when selling
banking products to small business owners. Using your skills effectively will help the customer see that, in the
long run, he or she will save money, increase revenues, and run a business more smoothly. You are making a
commitment to your customer to find the best way to solve his or her problem.

After completing this course, students will be able to:

    Identify the six steps in the relationship selling process
    Use rapport-building techniques to establish a professional relationship with the small business customer
    Interview small business customers by using open-ended and closed-ended questions to identify needs
    Identify where a customer is in the business life cycle and the business operating cycle.

Audience: This course is ideal for Bank personnel who are new to the small business market and who are
responsible for selling bank products and services to small business customers. It is suggested that
participants attend the Fundamentals of Small Business Banking before taking this course.

Delivery: Relationship Selling to Small Business Customers may be taught in a classroom setting and is also
available as a self-paced online course.

Please Note: Relationship Selling to Small Business Customers is printed on demand as ordered. The
Participant's Handbook(s) and Trainers Guide may not be returned.


Participant’s Handbook

 Catalog Number           Member Price         Non-Member Price
 3003783                  $47.25               $73.50


Trainer’s Guide

 Catalog Number           Member Price         Non-Member Price
 3003809                  $95.00               $135.00
Revitalizing Customer Service

Revitalizing Customer Service will have participants using a variety of exercises and group activities to define
basic customer service skills and examine how the use of those skills adds to the personal and professional
productivity levels of the participants. Participants will be using a worksheet throughout the day while
practicing new skills or enhancing current levels of customer service. Each section will also give managers an
opportunity to see how these customer service skills can benefit some key areas of managing employees such
as providing constructive feedback, taking corrective action and coaching.

At the conclusion of the program participants will be able to:

    Identify and define basic customer service skills.
    Use the basic skills in current workplace environments.
    Understand how perspectives impact customer service.
    Isolate personal symptoms of stress and the possible impact of those symptoms on service levels.
    Connect three areas of communications and listening to clarify the intended message.
    Apply customer skills to interactions with angry or difficult customers.

Audience: Revitalizing Customer Service is an ideal course for all levels of employees.

Delivery: Revitalizing Customer Service may be taught in a classroom setting and is also available as a self-
paced online course.

Please Note: Revitalizing Customer Service is printed on demand as ordered. The Participant's Handbook(s)
and Trainers Guide may not be returned.


Participant’s Handbook

 Catalog Number           Member Price         Non-Member Price
 3005034                  $47.25               $73.50


Trainer’s Guide

 Catalog Number           Member Price         Non-Member Price
 3005035                  $95.00               $135.00
Rewards & Recognition
Rewards & Recognition explores why recognition and rewards are important to job satisfaction and employee
relations. The course introduces the core principles and characteristics of recognition and the benefits of
giving rewards and recognition. The consequence of neglecting or withholding recognition is presented as
well. It discusses how to plan, administer and implement an effective rewards and recognition program that
utilizes both non-monetary and small-cost resources. Participants will gain the knowledge and skills necessary
to recognize, reward, and motivate employees toward continued and improved performance.

At the conclusion of the program participants will be able to:

    Define the terms reward and recognition.
    Identify the elements or rewarding and recognizing employees.
    Describe the consequences of failing to reward and recognize employees.
    Describe how to link a specific company value to specific employee behaviors.
    Determine a reward/recognition that is appropriate to the individual.
    Communicate the reward/recognition effectively.
    Describe the steps in creating a recognition plan.
    Create a recognition plan for employees.

Audience: Rewards & Recognition is an ideal course for any employee responsible for motivating staff
regardless of the specific reporting relationships. This could include managers, supervisors, team leaders and
mentors.

Delivery: Rewards & Recognition may be taught in a classroom setting and is also available as a self-paced
online course.

Participant’s Handbook

 Catalog Number           Member Price        Non-Member Price
 3003784                  $36.75              $57.75


Trainer’s Guide

 Catalog Number           Member Price        Non-Member Price
 3003810                  $95.00              $135.00
Sales Coaching in the Bank

Sales Coaching in the Bank helps participants identify daily sales coaching opportunities by introducing basic
techniques participants can use to incorporate knowledge and skill building into their team's workday
routine. In addition, the course compares service-focused and sales-focused positions within an organization.
Participants learn to identify the knowledge and skills needed to support their team and how to develop a
strategy that supports knowledge and skill building for each job function.


After completing this course, participants will be able to:

    Describe the role of a sales coach
    Identify sales coaching opportunities
    Identify coaching strategies to support team members with sales-focused and service-focused job
    functions
    Set team and individual sales goals
    Motivate top sales performance

Audience: Sales Coaching in the Bank is an ideal course for any person responsible for leading a bank sales
team or sales campaign.

Delivery: Sales Coaching in the Bank may be taught in a classroom setting and is also available as a self-
paced online course.

Please Note: Sales Coaching in the Bank is printed on demand as ordered. The Participant's Handbook(s)
and Trainer's Guide may not be returned.

Participant’s Handbook

 Catalog Number            Member Price        Non-Member Price
 3004635                   $36.75              $57.75


Trainer’s Guide

 Catalog Number            Member Price        Non-Member Price
 3004636                   $95.00              $135.00
Servicing & Growing Small Business Relationships

Servicing & Growing Small Business Relationships teaches students techniques to extend the business
relationship beyond the initial sale. It begins with an overview of small business fundamentals, including the
different legal structures of small businesses, types of small businesses, and the needs and expectations of
small businesses. From there, students will learn different types of information to monitor a relationship with
a small business: financial information, client records, and other resources. Finally, students will learn why site
visits are important and how to uncover different kinds of information on a site visit.

After completing this course, students will be able to:

    Describe small business fundamentals
    Explain the benefits of following up after a sale
    Act on opportunities to service and grow small business client relationships
    Monitor client relationships by analyzing financials, client records, and resources Explain the benefits of
    conducting site visits Probe to uncover facts on the people and business components during a site visit.

Audience: Servicing & Growing Small Business Relationships is an ideal course for bank personnel
responsible for managing and growing a portfolio of small business customers.

Delivery: Servicing & Growing Small Business Relationships may be taught in a classroom setting and is also
available as a self-paced online course.

Participant’s Handbook

 Catalog Number            Member Price         Non-Member Price
 3003785                   $36.75               $57.75


Trainer’s Guide

 Catalog Number            Member Price         Non-Member Price
 3003811                   $95.00               $135.00
Supervision: Concepts & Skill Building
Keep Your Supervisors Up to Date and On Target!

Supervision: Concepts and Skill Building prepares you to be a supervisor. It is based on the premise that
organizational variables like the nature of the workforce, computer and communication technology, and the
design of the organization structures are changing perhaps more rapidly than at any other time in history. All
of these factors have a direct influence on the supervisory role of today. The text's major parts include "What
is a Supervisor?," "Modern Supervision Challenges," "Functions of the Supervisor," "Skills of the
Supervisor," and "Supervision and Human Resources." Participants will find quality presentations on high
quality, working with teams, and meeting ethical standards. Exciting chapters on managing diversity,
problem solving and decision-making, and the impact of the law will add to their understanding of the
supervisory function. A new discussion of the modern potential of the Internet will preview how technology
and the Internet are used within the supervisory function today. Presentations include new millennium ideas
as virtual teams, virtual organizations, email, Palms, cellular phones, wireless Internet connections and how
supervisors use these tools in today's marketplace. Other topics include:

    Examining the role of the supervisor-including diversity, planning, organizing, delegating, leading, and
    managing quality
    Helpful strategies for communication, problem-solving, decision-making, employee motivation, improved
    technology, resource management, and conflict resolution
    Guidance on selection, training, and appraisal of employees
    Preparation for dealing with a variety of special challenges.

A new feature with this edition is found in every chapter called "Across Industries". This new box highlights
examples of supervisory challenges in a variety of different industries to provide motivation and to stimulate
ideas in the reader. The materials also include many learning helps, such as chapter outlines, definition of
terms, figures and tables, and tips from the firing line, as well as self-quizzes, review and discussion
questions, class exercises, case studies, and a complete glossary.

Audience: Supervision: Concepts and Skill Building is an ideal course for anyone in a supervisory position (or
preparing to assume one).

Delivery: Supervision: Concepts and Skill Building may be taught in a classroom setting.


Textbook

 Catalog Number           Member Price        Non-Member Price
 3001468                  $75.00              $99.00

Instructor Manual

 Catalog Number           Member Price        Non-Member Price
 3001469                  $40.00              $60.00
Telephone Etiquette Course

Telephone Etiquette covers fundamental skills and techniques for using the telephone effectively on the job.
It spotlights the importance of the telephone as a business tool and provides practical tips and techniques for
its effective use.

At the conclusion of the program participants will be able to:

    Prepare for typical calls you make and receive.
    Set up your work area to support effective telephone communication.
    Use effective call greetings as a caller and receiver.
    Speak with an effective telephone voice.
    Use appropriate language during telephone conversations.
    Use questioning and listening skills that support effective telephone communication.
    Use an effective approach to handle special telephone tasks like call transfers, taking messages, call
    backs, holds, interruptions, and unintentional disconnects.

Audience: Telephone Etiquette is an ideal course for branch and administrative office staff who answer calls
or make calls to customers and other bank staff. This is appropriate for call center staff as an introduction to
telephone skills. Consultative selling skills for call center employees are specifically addressed in Tele-
consulting.

Delivery: Telephone Etiquette may be taught in a classroom setting and is also available as a self-paced
online course.

Please Note: Telephone Etiquette is printed on demand as ordered. The Participant's Handbook(s) and
Trainers Guide may not be returned.


Participant’s Handbook

 Catalog Number           Member Price         Non-Member Price
 3005030                  $36.75               $57.75


Trainer’s Guide

 Catalog Number           Member Price         Non-Member Price
 3005031                  $95.00               $135.00
Today's Teller: Developing Basic Skills

For most of your bank's customers, your tellers are the bank. The vast majority of business done in a bank
branch is done through tellers. Providing top-notch training to tellers is a sure way to improve your business.
ABA's Today Teller: Developing Basic Skills is a top-notch training tool.

An ABA training classic that was revised in 2008, Today's Teller: Developing Basic Skills explains clearly the
basics of being a high-performing teller: the role of the teller in the business of banking, how to handle
checks and process transactions, techniques for unerringly handling cash and balancing cash at the end of
the day, ways to provide superb customer service -- including ways to explain how federal regulations affect
your customers -- a summary of popular bank products that will improve the teller's ability to cross-sell
products, and how to behave during a robbery, kidnapping, or bomb threat or when confronted with a con
artist.

You'll also understand the teller's role in enhancing the bank's profitability, and distinguishing it from the
competition.

Many useful exhibits illustrate types of checks, counterfeit currency, endorsement standards, substitute
checks, Suspicious Activity Report and Currency Transaction Report forms, and more.

The book also includes Job Aids that you can copy and keep at your teller station for convenient reference.

Audience: Today's Teller: Developing Basic Skills is designed for entry-level tellers.

Delivery: Today Teller: Developing Basic Skills may be taught in a classroom setting and is also available as
an online, instructor-led course.

Recommended Instructional Hours: 36
Recommended AIB Credit: 2

Participant’s Handbook

 Catalog Number            Member Price         Non-Member Price
 3004168                   $54.00               $85.00


Trainer’s Guide

 Catalog Number            Member Price         Non-Member Price
 3004169                   $54.00               $85.00
Trust Basics- revised!
An Introduction to the Products and Services of the Trust Industry
4th Edition, 2008

In the high-stakes world of trust management, success belongs to the best trained—and Trust Basics is the
foundational course for trust professionals in banks. Trust Basics will help new trust professionals understand
the fundamentals of the trust business. And Trust Basics will help professionals in the trust business learn
more about their jobs, communicate the advantages that bank trust departments offer their customers, and
guide their customers through the process of establishing a trust.

Reader friendly and non-technical in style, Trust Basics gives you a step-by-step overview of trust
departments, types of trusts, delivery of trust services, administering and settling estates, and challenges
facing the trust industry. Many real-life anecdotes and examples illustrate everyday situations to important
principles of trust management.

This AIB course provides you with an overview of the trust department in a commercial bank, including how
it fits into the bank's overall operations, the services it provides, and generally how those services are
delivered. Particular emphasis is placed on the importance of accumulating, preserving, and disposing of an
estate.

After successfully completing this course, you will be able to:

    Distinguish between types of assets and forms of property ownership
    Define the basic concepts of stocks, bonds, mutual funds, and common trust funds
    Describe the purpose and scope of various agency relationships
    Explain the Prudent Investor Rule and how it relates to investment risk, policy, and responsibility
    Analyze a will and list the steps of the administration and settlement of an estate
    Distinguish the types of guardianships that exist and compare powers of attorney for property and
    healthcare
    Define what a personal trust is, reasons for having one, and the characteristics of a good trustee
    Explain the basics of gifting and gift and estate taxes.


Audience: Trust Basics is an ideal course for non-trust bank personnel and those who have recently come
into the trust department in support positions, entry-level personnel, employee benefits, and corporate trust
officers.

Delivery: Trust Basics may be taught in a classroom setting and is also available as an online, instructor-led
course.


Textbook

 Catalog Number           Member Price         Non-Member Price
 3004301                  $79.00               $40.00

Instructor Manual – CD Rom, only

 Catalog Number           Member Price         Non-Member Price
 3004302                  $40.00               $60.00
Understanding Bank Products - Newly Revised
Faced with stiff competition and a growing emphasis on quality customer service, bank employees cannot be
passive and wait for customers to ask for products and services that would benefit them. This course
provides the information needed to understand banking products, recognize when a client has a need and
then suggest the appropriate to fill the needs of both consumer and small business customers.

Understanding Bank Products covers Consumer Banking, Small Business Banking and Trust Product and
Services. Concise, to-the-point descriptions — checking and savings accounts, retirement accounts, insurance
services, equipment leases, personal trust services, and more — helps you quickly teach the essentials. Also,
because customers buy the benefits of bank products and not their features, the course distinguishes
between features and benefits of bank products so that your employees can explain the benefits to your
customers.

Audience: Understanding Bank Products is designed for non-financial professionals throughout the bank.
This would include branch managers, marketing professionals, human resources professionals, and
information technology professionals. Any line manager who has not been exposed to the basics of
evaluating bank performance would benefit from this course.

Delivery: Understanding Bank Products may be taught in a classroom setting and is also available as an
online, instructor-led course.


Recommended Instructional Hours: 15
AIB Credits: 1


Participant’s Handbook

 Catalog Number          Member Price        Non-Member Price
 3004895                 $54.00              $85.00


Leader’s Guide

 Catalog Number          Member Price        Non-Member Price
 3004896                 $54.00              $85.00
Writing Bank Correspondence Course
Writing Bank Correspondence prepares participants to write effective business correspondence. It introduces
a four-step writing process of planning, drafting, revising, and polishing memos and letters. The course also
considers the format and use of handwritten and fax correspondence and e-mail messages. Participants will
apply their new skills in many brief exercises and in redoing a sample of their own writing, which they bring
to the seminar.

Note: This course does not specifically cover spelling, punctuation, and grammar. However, the Participant's
Handbook will include brief job aids and references to more extensive resources on these subjects.

At the conclusion of the program participants will be able to:

    Identify common barriers to writing effectively.
    Describe a four-step process to write business correspondence.
    Plan correspondence by analyzing the purpose and audience; determine the appropriate tone; and
    consider effective logistics.
    Follow specific techniques to draft effective opening and closing lines and to organize the body of a
    written message.
    Use three principles of clarity to revise and improve writing drafts.
    Polish correspondence by placing it in an appropriate format and proofreading it for final edits.
    Describe special considerations in the format and use of faxes and e-mail messages.

Audience: Writing Bank Correspondence is an ideal course for anyone who writes business correspondence
such as letters to customers, memos, faxes, or e-mail messages.

Delivery: Writing Bank Correspondence may be taught in a classroom setting and is also available as self-
paced online course.

Please Note: Writing Bank Correspondence is printed on demand as ordered. The Participant's Handbook(s)
and Trainers Guide may not be returned.


Participant’s Handbook

 Catalog Number           Member Price        Non-Member Price
 3004186                  $36.75              $57.75


Trainer’s Guide

 Catalog Number           Member Price        Non-Member Price
 3004109                  $95.00              $135.00
Reference Materials


Accounting Guide for Community Banks

Given the complexity and volume of financial accounting standards these days, the same old tools just aren't
enough. You need a single resource to guide you to the answers. We have partnered with the national
accounting firm of Crowe Chizek to develop this authoritative guide. Thoroughly overhauled for the first time
in four years, The Accounting Guide for Community Banks brings you up to date in one easy-to-use volume,
combining our commitment to providing bankers with vital information, with Crowe Chizek's practical
expertise.

Includes the latest guidance on:

    Business combinations and consolidations
    Stock options
    Special-purpose entities
    Mortgage servicing rights
    Loan participations
    Asset disposition
    Derivatives and hedging
    Bank-owned life insurance
    Leasing
    Earnings per share.



Accounting Guide for Community Banks

 Catalog Number          Member Price          Non-Member Price
 3004308                 $395.00               $595.00
The Audit Committee Handbook
4th Edition, 2004

The classic guide to audit committee responsibilities has been completely updated to cover the newest
regulations.

Since the publication of the Third Edition of The Audit Committee Handbook in 1999, the accounting world
has been jolted by the debacles of Enron, WorldCom, Tyco, and others. With reform in the air, audit
committee members need the most current information available to help them adhere to the new guidelines.

The Fourth Edition features:

    Checklists and practical guidance to help audit committee members meet their responsibilities in this new
    era of accountability.
    The latest guidance for compliance from the SEC and the major stock exchanges.
    New material addressing the scandals of the past two years and their impact on audit committees.
    Guidance on how to work with internal auditors.

Please Note: The Audit Committee Handbook is printed-on-demand as ordered. Once ordered, it may not
be returned.

The Audit Committee Handbook

 Catalog Number          Member Price        Non-Member Price
 3004307                 $97.00              $97.00
Bank Marketing Survey: Findings You Can Put To Work
Learn how community bankers around the country are managing their marketing efforts. Survey report
includes executive summary of findings, survey results including cross-tabulation by asset size and by level of
marketing staffing (full-time marketing staff, marketing committee and outsourced support). Survey covers
the types marketing strategies banks employ, staffing, outsourcing, product launch plans, planning and
budgeting. Over 50 tables include survey data, summary of verbatims, sample demographics and marketing
budget information.

Audience: Bank Marketing Survey: Findings You Can Put To Work bank presidents/CEO's involved in
marketing, chief marketing officers and their staffs, chairs and members of bank marketing committees,
business development staff, and marketing and public relations agencies or consultants working for
community banks.


Bank Marketing Survey: Findings You Can Put To Work


 Catalog Number           Member Price         Non-Member Price
 3004649                  $25.00               $50.00
Banking & Finance Terminology
A Comprehensive A to Z Guide of the Language of Banking

The most reliable source for banking and finance terminology, this guide will help you read with greater
comprehension and write with greater authority in such areas as: accounting… asset and liability
management… commercial and consumer lending…credit cards… economics and global banking… human
resources management… insurance, investments and securities… law and regulatory compliance…
marketing and sales… operations and payment systems… electronic fund transfers… real estate finance…
trust and private banking, and more.

                                   That's a total of over 8,000 definitions!

Much more than a dictionary, this compact reference contains information that reflects today's expanding
financial services industry, including appendices on:

    Industry acronyms and abbreviations
    Key performance ratios
    Economic indicators
    Federal Reserve regulations
    Internet addresses of interest to bankers

Whether you are a financial services provider, a student of banking or business, or an interested citizen,
Banking & Finance Terminology is your handy reference to the terms that are a part of financial conversation.

Banking & Finance Terminology

 Catalog Number           Member Price          Non-Member Price
 3002799                  $46.00                $64.00
Reference Guide to Regulatory Compliance
19th Edition, 2009

The Reference Guide to Regulatory Compliance is an ideal resource for compliance managers, department
managers and staff, product managers and retail branch banking managers. It is a recommended study
resource for individuals preparing for the Certified Regulatory Compliance Manager Exam (CRCM).

Developed as an extended outline, the Guide covers federal regulations, consumer legislation and all the rules
you need to know to manage bank compliance in the following areas: Compliance Risk Management, Credit,
Deposits, Bank Operations, Bank Secrecy Act/Anti-Money Laundering, Community Reinvestment Act/Home
Mortgage Disclosure Act, Privacy, Securities, Insurance, and other Financial Services.

New purchase options provide flexibility in the use and reference of the Guide and allow you to organize your
copy as it best works for you. Now you can select a section of the Guide, Credit for example, and keep it with
a copy of your bank’s credit policies and procedures.

The Guide contains pertinent regulatory citations, suggestions on setting up a compliance risk management
program and sample consumer disclosures.

Updated and Revised Sections include:

    Americans with Disabilities Act — Rules resulting from the Americans with Disabilities Act
    Amendments Act (ADAAA)
    Bank Secrecy Act/Anti-Money-Laundering Rules — Amendments to the exemption rules
    Federal Deposit Insurance — Amendments to the rules resulting from the Emergency Economic
    Stabilization Act of 2008
    IRS Rules and Regulations —Extension of the rules that temporarily exempts from information
    reporting debt forgiven in connection with a debtor's principal
    Loans to service members —Extension by The Housing and Economic Recovery Act of foreclosure
    protections for service members and extension of the SCRA interest rate cap provisions to student loans
    Real Estate Settlement Procedures — Regulation X revisions to the form and substance of the good
    faith estimate (GFE) and the HUD-1 settlement statement
    Securities Related Activities of Banks — Regulation R requirements regarding bank activities in the
    sale of securities
    Truth in Lending — Rules on new disclosures and restrictions on high cost mortgages and changes to
    the disclosure rules for open-end credit
    Unfair or Deceptive Acts or Practices — New rules that prohibit certain credit card practices and
    improve disclosures consumers

The Reference Guide to Regulatory Compliance supports the ABA Online Review Course for the CRCM
Examination and is a recommended study resource for the Certified Regulatory Compliance Manager (CRCM)
exam. For those pursuing the CRCM designation, the Guide includes self-study and review questions and
answers, and a cross-reference of book section titles to CRCM exam topics.

Reference Guide to Regulatory Compliance

 Catalog Number           Member Price        Non-Member Price
 3004223                  $299                $279
ABA's Wealth Advisory and Personal Trust Series
A Great Professional Resource for Wealth Management,
Trust Advisors, Personal Finance, and Relationship Officers

ABA's Wealth Advisory and Personal Trust Series is:

    Recommended for the Certified Trust and Financial Advisor (CTFA) Exam
    Referred to at the ABA National Trust School and ABA Graduate Trust School
    Used in conjunction with the ABA Online Review Course for the CTFA Examination

This series includes the following four books:

    Fiduciary and Trust Activities Workbook
    Financial Planning Workbook
    Tax Law and Tax Planning Workbook
    Investments Management Workbook


ABA's Wealth Advisory and Personal Trust Series

 Catalog Number           Member Price           Non-Member Price
 3005145                  $625                   $856
Workplace Spanish® for BANKING

The rapid growth of the Hispanic population & workforce has created critical communication challenges.
Workplace Spanish® programs are designed to cut through language barriers by enabling adults to
communicate, simply but effectively, with Spanish-speaking co-workers, customers or citizens. No grammar,
no language rules, no prior Spanish experience necessary.

 Depending on the length of the course and the needs of the participants, training will include these key
topics that are important in this occupation:


    Greeting customers and asking basic language communication questions
    Numbers, time, timing, days of the week
    Customer service phrases and banking terminology
    Depositing and cashing checks
    Opening credit and loan accounts

Special Features
   Introduction to Spanish with learning tips and pronunciation
   Practice Conversations
   "Drills for Skills" quiz section
   Alphabetical Keyword List – for easy lookup
   Audio CD with Learning Tips, Pronunciation, Topics & Terms, and Practice Conversations

Audience: Workplace Spanish® for BANKING is ideal for tellers, financial service associates, and other
customer service representatives in banks and financial services firms who need to connect and communicate
with Spanish speaking customers to process basic transactions efficiently.


Recommended Instructional Hours: 8 to 16