Introduction to Sales and Relationship Management
  • The Importance of Sales and Relationship Management
Sales Management
  • Introduction to the Sales Profession Matrix
  • The Roles of Sales in Banking
  • The Sales Process
  • The Sales Process: Research
  • Creating a Unique Selling Position
  • Open-Ended Questions
  • Presentations
  • The Role of a Great Meeting
  • Helping Your Prospect Become Your Client by Providing Real Buying Options
  • The Close
  • A Review of the Importance of Sales in Banking
Relationship Management
  • Introduction to Relationship Management
  • The Overview of Relationship Management in Banking
  • The Risks/Rewards of Mastering Relationship Management
  • An Introduction to the Principles of Positive Relationship
  • Simple Steps in the Relationship Management Process
  • Problem Resolution Process
  • The Principles of Managing Negative Relationships Part 1
  • The Principles of Managing Negative Relationships Part 2
  • The Resolutions Matrix
  • Best Practices in Relationship Management
  • Sales and Relationship Management Review