WorksheetsUB Quiz No 3 - Oct 20
Total questions: 20
Worksheet time: 10mins
Based on the latest BB Industry Prioritization Model (IPM), these are the industries to focus on except
F&B Manufacturing/trading
Shipbuilding
Healthcare
Warehouse & Logistics
Which of the following is not true for these 3 BNM schemes under BB i.e. Agrofood (AF), Automation & Digitalisation (ADF) and Government Guarantee Scheme- Prihatin (GGS) ?
TL, OD and Trade are applicable for all the 3 schemes
No refinancing of existing facilities
Pricing charged for all the 3 schemes is inclusive of guarantee fee
Guarantee cover of 80% of financing amount for all the 3 schemes
The following are examples of complex credit under BB except
In depth financing/project based credit assessment such as Contract financing and Bridging loan
BB Fast Trade
Elaborate security structure and loan covenants
Highly customised loan packaging
The following are the common danger signs/red flags in credit deterioration except
Frequent excess/late payment
Unexpected change in key management due to dispute
Improving profit trend
Negative market rumours
Below are the criterias for BB customer except
Financing limit > RM5 million
Annual turnover between RM300,000 and RM15 million
Non listed company
MNC ( not listed in country of domicile)
The following are the salient features of All Economic Sectors (AES) financing under BB except
Purpose of financing is for both working capital and/ or CAPEX financing
Maximum financing amount of RM5 million
Maximum tenure of 10 years
Applicable for both SME+ and non-SME+ segments
Can a negative networth company apply for SME PTGS/i ?
Yes
No
Can we propose Penjana Financing to customer who was earlier granted SRF Financing by other FI ?
Yes
No
Definition of NTB for SME PTGS/i is/are
I) A customer with SME Loan/financing with the Bank for at least one year from date of disbursement .
ii) SME non borrowing customer with at least one year relationship with the Bank
iii) Totally new or less than one year relationship with the Bank
i & ii
i & iii
ii & iii
Is Cross Border Governance applicable for PTGS/i ?
Yes . The radius must be within 10 km .
Yes . The radius must be within 15 km .
No
There is a 6 months moratorium period for Penjana Financing .
True
False
For Penjana Financing, what is eligible to be counted for the 6 months expenses ?
i. Staff salaries and wages
ii. Directors Renumeration
iii. Utilities
iv. Upkeep/maintenance of fixed assets
v. Rental
i, iii, iv & v
ii, iii, iv & v
i, ii, iii & v
All of the above
There are several data sources which branch managers can use to drive their business. Which of the following are not the data sources for leads extraction :
FD, SA & CA batch report
Credit Cards Visa 20 report
Care system
FHR
The first step in selling is prospecting. Which of the following is not the activities related to prospecting:
Branch Managers go through SME account listing to pre-qualify customers for SME and Consumer loans prospects
OIC FD Dept go through the FD batch report to source for leads for sales of investment products
Branch Managers complete the Branch Managers Guide for Top 20 customers for loans and deposits
OIC SA Dept go through salary listing to source for leads for ASB loans
The following are the advantages of having prospect listing except
It enables sales people to be more focus and highly targeted in their sales activities
It enables sales people to reconnect with the prospects at future time as it takes more than one contact/appointment to turn a prospect into a customer
It enables profiling of the customer to be done which provides better understanding of the target customer
It is troublesome and time consuming to do prospect list and does not increase sales effectiveness
Which of the following statement is TRUE :
All staff leads and inter-sector leads must be recorded via CARE
Leads can be sent via email without recording in CARE system
Leads from CARE require no action from the Branch Managers who are often too busy with marketing activities
Poor quality leads from CARE should be ignored and left un-actioned
Which of the following statement is true about After-Sales Service :
It is the main source of repeat sales and is the focus by many top sales people
Once the customer has bought a product, there is no need to re-sell or upsell to them as they might not be interested
Customers are often angry to be asked to buy multiple products from the bank
It is more difficult to sell to existing customers than the new ones
Effective sales presentation requires the following except :
Good probing questions to identify customers' needs and soft points for sales closing
Get the customer to talk more about themselves first before introducing a product to them
Start the sales conversation by straight away explaining product features to the clients so as not to waste time
Good knowledge of the customer's background and that is why customer profiling is important
Which of the following statement is NOT TRUE about sales closing techniques :
There are several sales closing techniques depending on the types of customers and customer's situations
Different sales closing techniques are used in different sales situations
Right sales closing techniques can give rise to higher closing ratio
All customers are the same and so long they want to buy, it does not matter which technique to use
Data mining is important in selling and to boost sales figures . Which of the following statement about data mining is NOT TRUE :
Salespeople using data mining to source for quality leads achieve higher sales productivity than those who don't
Maybank has very large database . By just focusing on data mining, salespeople should be able to achieve their sales target
Data mining activities can be done via online sources as well as offline
Data mining turns customer into a number which leads to lack of personal touch in building customer relationship
