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Selling Financial Institution Products (BUSN 1190)
Total Credits:
3
Lecture Credits:
3.00
Description:
You will develop the necessary skills required to facilitate successful relationships between sales staff and customers in a financial institution setting. You will explore the techniques of cross-selling and relationship selling within a sales oriented bank culture. In addition, you will actively engage in the sales process by matching the needs of a customer to a depository solution set; understand customer problems and solution requirements and then apply the proper product set; and rigorously study bank products and short term/long term impact each solution offers to customers. The sales pieces of cross selling and relationship management will provide you a well-rounded approach to sales by learning from several viewpoints including the bank's and the customer's. Must be taken A-F.
Topical Outline:
Learning Outcomes:
1. 1. Identify bank products offered to consumers
2. 2. Understand the sales planning process
3. 3. Conduct client needs analysis
4. 4. Master financial selling techniques
Prerequisites:
BUSN 1180.