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A Provider of AIB Products Sales Manager Certificate |
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AIB Course Code: 4272 Course Length: 16 weeks Course Description: This course will provide skill development appropriate for a sales leader. Participants will learn both sales and management skills. • Introduction to Relationship Selling • Sales Coaching in the Bank • Building and Retaining Customer Relationships • Successful sales Campaigns • Event-Based Selling • Rewards and Recognition • Ethical Issues for Bankers • Meetings that Work • Identifying the Leveraging Target Markets Certificate: Participants who successfully complete this course and either complete the Banking Today course or have three years experience in the banking industry will receive the AIB Sales Manager Certificate. Audience: This course is designed for people who are responsible for the sales function in a bank, whether or not they have salespeople reporting directly to them. Learning Objectives: After successfully completing this program, you will be able to: • Identify the six steps to the relationship selling process and successfully use sales skills and techniques • Use a systematic method for establishing a portfolio of new and existing clients • Provide ongoing coaching motivation to support the sales team • Plan and execute a successful sales campaign focused on one product or a small group of products • Utilize techniques for hosting sales seminars and optimize sales opportunities at other events • Use non-monetary and small-dollar-value awards to recognize, reward, and motivate employees toward continued and improved performance • Recognize ethical behavior in banking from a personal and organizational perspective • Effectively lead meetings and use them as opportunities to communicate, solve problems, and make decisions • Segment accounts in order to market appropriate products and services to the bank's most profitable customers Textbook: There is no textbook for this course. All reading materials are posted online. Course Credits: AIB: 3.75 Prerequisites: None Required Software: None
 Forms Page ... Registration ... Requests ... WithdrawalPBA Contact: Jackie Catalano • (717) 255-6939 • jCatalano@paBanker.com |
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