Selling Financial Products in Today's Environment
- James Bexley - Sam Houston State University, USA
Other Titles in:
Financial Services
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