Sales is part of every job today, internal and external. This course will orient you on sales and relationship management, a very important aspect of business - one that going forward, will help you in your career. This serves as an introduction to sales, relationship management and the importance of both in banking and services.
This course covers the following topics, in three sections. First, an introduction to the importance of sales and relationship management is given. Then, covering the sales aspect:
1. Sales? A Definition and the Truth
2. Where do you fit in?
3. The Right Mindset / The Right Skills
4. Your Unique Selling Position
5. Analyzing Your Market Opportunity
6. Competitive Analysis
7. The Sales Process
8. Great Meetings
9. Closing (Options, Pricing)
10. Success Principles
11. Success Metrics
12. Recap
Finally, covering the Relationship Management aspect:
1. What’s Relationship Management?
2. The New Truth
3. Why is it important?
4. Relevance to banking
5. Internal and external importance
6. Principals of building positive relationships
7. Steps to the process
8. Principals to managing negative relationships
9. Steps to the process
10. Relationship Best Practices
At the end of this course, you will be able to...
The Importance of Sales and Relationship Management
FREE PREVIEWThe Importance of Sales and Relationship Management (Slides)
Introduction to the Sales Profession Matrix
FREE PREVIEWIntroduction to the Sales Profession Matrix (Slides)
The Roles of Sales in Banking
The Roles of Sales in Banking (Slides)
The Sales Process: Overview
The Sales Process (Slides)
The Sales Process: Research
The Sales Process: Research (Slides)
Creating a Unique Selling Position
Creating a Unique Selling Position (Slides)
Open-Ended Questions
Open-Ended Questions (Slides)
Making Presentations
Making Presentations (Slides)
The Role of a Great Meeting
The Role of a Great Meeting (Slides)
Helping Your Prospect Become Your Client by Providing Real Buying Options
Helping Your Prospect Become Your Client by Providing Real Buying Options (Slides)
The Close
The Close (Slides)
A Review of the Importance of Sales in Banking
A Review of the Importance of Sales in Banking (Slides)
Introduction to Relationship Management
Introduction to Relationship Management (Slides)
The Overview of Relationship Management in Banking
The Overview of Relationship Management in Banking (Slides)
The Risks/Rewards of Mastering Relationship Management
The Risks/Rewards of Mastering Relationship Management (Slides)
An Introduction to the Principles of Positive Relationship
An Introduction to the Principles of Positive Relationship (Slides)
Simple Steps in the Relationship Management Process
Simple Steps in the Relationship Management Process (Slides)
Problem Resolution Process
Problem Resolution Process (Slides)
The Principles of Managing Negative Relationships Part 1
The Principles of Managing Negative Relationships Part 1 (Slides)
The Principles of Managing Negative Relationships Part 2
The Principles of Managing Negative Relationships Part 2 (Slides)
The Resolutions Matrix
The Resolutions Matrix (Slides)
Best Practices in Relationship Management
Best Practices in Relationship Management (Slides)
Sales and Relationship Management Review
Sales and Relationship Management Review (Slides)
