P E N N S Y L V A N I A   B A N K E R S   A S S O C I A T I O N A Provider of AIB Products Introduction to Relationship Selling
Course Description: Introduction to Relationship Selling introduces students to the relationship selling process, and the skills and techniques that support a client needs-focused sales approach. This course explains how to prepare for the sale and conduct an effective sales interaction with clients, and provides an overview of each step in the relationship selling process to guide sales interactions with clients. Audience: Bank personnel who are involved in sales activities in a retail-banking environment. Learning Objectives: After successfully completing this program, you will be able to:   • Identify what clients expect from their bank   • Describe sales skills and techniques to successfully move through the sales process   • Examine the steps used to respond to client objections   • Identify techniques to effectively sell against the competition   • Determine actions to follow-up with a client and ask for a referral Course Credits: AIB: 0.5 ICB: 3 CBT, CCSR, CPB Prerequisites: Students should have a basic knowledge of their bank's or financial institution's products and services Required Software: None Optional Software: Adobe Acrobat Reader and RealPlayer Cost: Members $95   •   NonMembers $130       Forms Page ... Registration ... Requests ... Withdrawal PBA Contact: Jackie Catalano • (717) 255-6939 • jCatalano@paBanker.com
This educational opportunity is brought to you by Pennsylvania Bankers Association