Bankers in the Selling Role
A Consultative Guide to Cross-Selling Financial Services

Linda Richardson (Author)

9780471572657, Wiley

Paperback / softback, published 22 April 1992

192 pages
23 x 15.1 x 1.2 cm, 0.288 kg

Intended to develop the essential selling skills needed to effectively market the broad range of credit and noncredit services banks now offer. Assist bankers in their roles as financial consultants to their customers. Updated and revised, it offers bankers a framework they can use to assess their sales effectiveness, improve their post-sales-call evaluation, and recover during a call.

Product Knowledge.

Consultative Sales Approach.

Aspects of Developing and Managing Relationships.

Sales Tips.

Self-Training for Line Bankers.

Reader's Feedback Summary.

Index.

Subject Areas: Finance & accounting [KF]