Course Demos   Log Into ABA eLearning   AIB Overview   AIB Online Courses   AIB Textbooks INTRODUCTION TO RELATIONSHIP SELLING Delivery Options: This course may be delivered online or in the classroom: Self-paced online course - ABA eLearning (length: 2.5 hours) Price: $95 members; $130 non-members   Print Registration Form     Enroll Online This course is also available at discounted prices under an annual license.  A Learning Extension is available for this course. Call or email for details. 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. The New York Bankers Association is a Local ABA Training Provider.