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Selling Financial Products in Today's Environment
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Selling Financial Products in Today's Environment


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Financial Services

November 2016 | 194 pages | SAGE Publications, Inc
This new text emphasizes the special aspects related to selling/marketing in the banking industry, with special attention given to selling implementation. The biggest problem with getting into the selling mode for most people is the fear of failure. This book is designed to take the fear out of selling by presenting the key theoretical aspects of selling and showing the student how to apply them in a manner that promotes success in the selling of financial products. Both financial products and services are addressed. With cases, exercises, questions, and assignments used to amplify text materials.
 
Ch 1: Times Have Changed
 
Ch 2: Introduction to Selling
 
Ch 3: Selling Scope
 
Ch 4: The Selling Officer
 
Ch 5: Trusted Advisor
 
Ch 6: Prospecting for Business
 
Ch 7: Successful Selling Cycle
 
Ch 8: Product Knowledge
 
Ch 9: Pricing in the Selling Process
 
Ch 10: A Calling Program is Mandatory
 
Ch 11: Advertising and Marketing
 
Ch 12: Selling to Millennials
 
Ch 13: Marketing Research to Successfully Position the Bank
 
Ch 14: Market Intelligence
 
Ch 15: Ethics in Selling Financial Products and Services

For instructors

This book is not available as an inspection copy. For more information contact your local sales representative.

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