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Sales and Relationship Management
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2017-03-31 15:36:19 GMT
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Sales and Relationship Management
Learn the proper methods of conducting sales and performing relationship management in banking and financial services.


Course Description

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

01 Introduction to Sales and Relationship Management/001 The Importance of Sales and Relationship Management.mp4145.29 MiB
02 Sales Management/008 The Role of a Great Meeting.mp4203.98 MiB
02 Sales Management/004 The Sales Process Research.mp4196.65 MiB
02 Sales Management/010 The Close.mp4176.13 MiB
02 Sales Management/005 Creating a Unique Selling Position.mp4160.58 MiB
02 Sales Management/003 The Sales Process.mp4148.11 MiB
02 Sales Management/009 Helping Your Prospect Become Your Client by Providing Real Buying Options.mp4132.78 MiB
02 Sales Management/001 Introduction to the Sales Profession Matrix.mp4126.25 MiB
02 Sales Management/011 A Review of the Importance of Sales in Banking.mp466.05 MiB
02 Sales Management/002 The Roles of Sales in Banking.mp465.35 MiB
02 Sales Management/007 Presentations.mp458.14 MiB
02 Sales Management/006 Open-Ended Questions.mp441.44 MiB
03 Relationship Management/011 Sales and Relationship Management Review.mp4171.47 MiB
03 Relationship Management/003 The RisksRewards of Mastering Relationship Management.mp4152.29 MiB
03 Relationship Management/001 Introduction to Relationship Management.mp4151.04 MiB
03 Relationship Management/007 The Principles of Managing Negative Relationships Part 1.mp4126.34 MiB
03 Relationship Management/008 The Principles of Managing Negative Relationships Part 2.mp4123.28 MiB
03 Relationship Management/002 The Overview of Relationship Management in Banking.mp488.19 MiB
03 Relationship Management/009 The Resolutions Matrix.mp488.18 MiB
03 Relationship Management/004 An Introduction to the Principles of Positive Relationship.mp481.09 MiB
03 Relationship Management/010 Best Practices in Relationship Management.mp477.43 MiB
03 Relationship Management/005 Simple Steps in the Relationship Management Process.mp446.53 MiB
03 Relationship Management/006 Problem Resolution Process.mp429.39 MiB