Introduction to Relationship Selling
Introduction to Relationship Selling introduces students to the relationship selling process, and the skills and techniques that support a client needs-focused sales approach. Students will learn how to prepare for the sale and conduct an effective sales interaction with clients, and an overview of each step in the relationship selling process to guide sales interactions with clients.
| Price | $130 Nonmembers / $95 Members |
| Course Credits | AIB: 0.5 ; ICB: 0 |
| Prerequisites | Students should have a basic knowledge of their bank's or financial institution's products and services |
| Required Software | None |
| Optional Software | Adobe Acrobat Reader and RealPlayer |
Audience
Personnel involved in sales activities in a retail-banking environment.
Learning Objectives
After completing this course, students will be able to:
- Identify what clients 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
Enrollment: To enroll in this course, please click on the link below for the registration form. Print and complete the form and submit it to your supervisor for approval. Then submit the approved form to your human resources department for processing.