Leading the Sales Force in Banks

Course details

Help the sales managers and leaders to acquire the necessary skills to manage the sales force effectively in order to be able to achieve their personal targets and thus achieve the organization goals.

Course Objectives:

• Explain the aspects of sales management
• Apply the personal selling process with different types of customers
• Apply the right sales force structure

Course Outline:

Module 1: The Selling Process

• Sales management importance and defintion
• The selling process
• Aspects of sales management
• Sales planning
• Segmentation and prospecting
• Territory management
• Pareto rule in sales management

Module 2: The Buyer Centered Selling Cycle (Selling Techniques)

• The customer buying cycle
• The personal selling cycle
• Opening
• Need/problem identification
• Opportunities for cross-selling bank products and services
• Presentation and demonstration (focusing on benefits)
• Exercise : listing the benfits of different types of products and services
• Dealing with objections stage
• Closing the sale stage
• Reasons behind failure of closing deals
• Follow-up

Module 3: The Sales Activity Monitoring and Enhancement

• Organizing the sales force
• Methods of structuring the sales force
• Setting reporting systems

Assessment Strategy:

Participants will be informally assessed on their interaction during sessions and their participation in exercises and role plays