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AIB
INTRODUCTION TO RELATIONSHIP SELLING
Delivery Options: This course may be delivered online or in the
classroom:
·
ABA eLearning Self-paced online course (length: 3 hours)
Price: $95 members; $130 non-members ENROLL NOW
Discount pricing
available for multiple enrollments.
·
Participant's
Handbook and Trainer's Guide - Tools for in-house training
Handbook: Catalog #3003781 - $47.25 member; $73.50 non-member
Trainer's Guide: Catalog #3003808 - $95 member; $135
non-member
Publication
Order Form
Please note: Introduction to Relationship
Selling is
printed on demand as ordered. The Handbook and Trainer's Guide may
not be returned.
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. This course explains how to prepare for the sale and conduct an
effective sales interaction with clients, and provides an overview of each
step in the relationship selling process to guide sales interactions with
clients. REVISED: 2009
Audience:
Bank
personnel who are involved in sales activities in a retail-banking
environment. Students should have a
basic knowledge of their bank's or financial institution's products and
services.
Learning Objectives:
After completing this course,
students will be able to:
- Identify
what customers expect from their bank
- Describe
sales skills and techniques to successfully move through the sales
process:
- Examine
the steps used to respond to client objections
- Identify
techniques to effectively sell against the competition
- Determine
actions to follow-up with a client and ask for a referral.
Course Credit: AIB: 0.25; ICB: 3.0 CBT, CCSR, CPB
Questions: Call 212-297-1679 or email elegg@nyba.com.
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