CONTINUING BANKING EDUCATION TRAINING PROGRAMMES

SALES Duration: 2 days OBJECTIVES Upon completion of the course, participants will be able to: • Obtain a practitioner’s view of their role as professional sales persons. • Identify selling opportunities. • Understand sales processes, and sales management and organization. • Conduct a sales interview confidently. • Negotiate a win-win sales situation. CONTENT IF YOU HAVE TO BE THE CHEAPEST TO GET THE BUSINESS YOU ARE NOT A GOOD SALES PERSON • Customer care and needs analysis • Strategy/marketing plan • Product knowledge e.g. mortgages, deposits, transaction accounts, priority banking • Business objectives – personal objectives • Competitor information – CSFs, SWOT, Benchmarking, pricing • Front-line sales processes – cross selling, empowering • Sales management and organization – ARMS, PCFS, CRMS, SALES TRACKING • Performance measurement and incentives systems • Deposit gathering strategies • Interviewing and negotiation skills • Communication skills TARGET GROUP Supervisors and Managers in the departments of marketing, retail banking, consumer banking and customer service. FORMAT Lectures, role-play and discussions.