AIB Course Code: 4272
Course Length: 16 weeks
Course Description:
This course will provide skill development appropriate for a sales leader. Participants will learn both sales and management skills.
Certificate: Participants who successfully complete this course and either complete the Banking Today course or have three years experience in the banking industry will receive the AIB Sales Manager Certificate.
Audience:
This course is designed for people who are responsible for the sales function in a bank, whether or not they have salespeople reporting directly to them.
Learning Objectives:
After successfully completing this program, you will be able to:
- Identify the six steps to the relationship selling process and successfully use sales skills and techniques
- Use a systematic method for establishing a portfolio of new and existing clients
- Provide ongoing coaching motivation to support the sales team
- Plan and execute a successful sales campaign focused on one product or a small group of products
- Utilize techniques for hosting sales seminars and optimize sales opportunities at other events
- Use non-monetary and small-dollar-value awards to recognize, reward, and motivate employees toward continued and improved performance
- Recognize ethical behavior in banking from a personal and organizational perspective
- Effectively lead meetings and use them as opportunities to communicate, solve problems, and make decisions
- Segment accounts in order to market appropriate products and services to the bank's most profitable customers
Textbook:
There is no textbook for this course. All reading materials are posted online.
Topics Covered:
- Introduction to Relationship Selling
- Sales Coaching in the Bank
- Building and Retaining Customer Relationships
- Successful sales Campaigns
- Event-Based Selling
- Rewards and Recognition
- Ethical Issues for Bankers
- Meetings that Work
- Identifying the Leveraging Target Markets
Course Credits: AIB: 3.75
Prerequisites:
None
Required Software:
None
