| | Searching Current Courses For Fall 2016 |
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Course: |
FIN 255
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Title: | Selling Bank Products |
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Long Title: | Understanding and Selling Bank Products |
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Course Description: | Focuses on the six human relations skills that encourage smooth, clear and personal communication with the customer. Emphasizes the basic steps of selling, information about bank products, and product benefits (rather than the features) and how to spot clues about customer needs. Covers the importance of cross-selling, how to recognize the typical prospects for various categories of bank products, and how to suggest products and overcome resistance to conclude the sale. |
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Min Credit: | 2 |
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Max Credit: | |
STANDARD COMPETENCIES:
I. Identify and practice the six basic human relations skills to help them deal effectively with people.
II. Discuss the importance of cross-selling as an element of good customer service.
III. Describe and understand the importance of cross-selling in their jobs and their banks.
IV. Identify prospective customers for the different categories of bank products and the clues that signal customers¿ needs.
V. Describe their bank¿s products and services in a way that demonstrates a customer focus.
VI. Suggest products to prospective customers, overcome customer resistance and close the sale or refer them to the bank specialist who can.
TOPICAL OUTLINE:
I. Dealing Effectively with People
II. Cross-Selling as an Element of Customer Service
III. Identifying Prospective Customers
IV. Products and Services
A. Customer Focus
B. Customer Resistance
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Arapahoe Community College |
ACC |
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