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AIB - INTRODUCTION TO RELATIONSHIP
SELLING
Course Description:
Introduction to Relationship Selling introduces students to the
relationship selling process, and the skills and techniques that support
a client needs-focused sales approach. Students will learn how to
prepare for the sale and conduct an effective sales interaction with
clients, and an overview of each step in the relationship selling
process to guide sales interactions with clients.
Audience:
Any branch personnel involved with in-branch sales.
Learning Objectives:
After completing this course, students will be able to:
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Identify what clients expect from their bank.
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Describe sales skills and techniques to successfully
move through the sales process.
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Examine the steps used to respond to client
objections.
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Identify techniques to effectively sell against the
competition.
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Determine actions to follow-up with a client and ask
for a referral.
Prerequisites:
Before proceeding through this course, students should have a basic
knowledge of their bank's or financial institution's products and
services.
Course Credits:
AIB: 0.5;
CEU: 0.5 Delivery Methods:
This course is available in the following formats:
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