Introduction:
Good corporate governance, excellent operation model, product development by middle and back office, industry analysis and research, macro market research, investment return management and risk control, selling technique of front line salespersons are the cornerstone of the successful operation of financial institutions. Despite the diversity of products, excellent management model, that institution is far from success if it cannot promote its products. Therefore,these courses will focus on training the selling technique, client maintenance skills of front line and new staff, so as to promote the development of all round growth of the enterprise.
Telemarketing courses
Course:
Customer relationship management and maintenance tips
Consulting Marketing skills
Development and management of high-end customers
Developing global insight for market professional
How to successfully communicate with customers and organize sharing activities
Enhancement skills of marketing and activity rate
Telemarketing Course
For groups: New staff, personal finance
Hours: 6 hours
Learning mode
Group discussion﹑ Role Play
Course Introduction
At the end of the call or during the conversation, what do I hope the customers do? (Goals)
Why does the customer have to follow my recommendation? (The value to the customer)
The questions customers may ask
Through telemarketing course, salesperson can effectively improve the success rate of and client relationship management quality; telemarketing is no longer firmly trapped in a bottleneck.
Course Outline
Why isn’t retail banking aiming to sell product via telemarketing?
The purpose of phone call
The effective steps of phone call
How to gain trust over the phone quickly
Customer refusal reducing skills
Points to note after phone call
Customer Relationship Management and Maintenance Tips
For groups: Personal Finance, Premier Banking
Hours: 6 hours
Learning mode
Group discussion﹑ Role Play
Course Introduction
Customer Management represents Customer Relationship Management, which is a management concept. It originated in Western marketing theory and includes customer information analysis, customer profitability analysis. It aims to select and combine the customer groups with highest profit.
Under normal circumstances, the 20% of the customers contributing for 80% of sales are regarded as VIP. Many sales managers distinguish the importance of customers by their sale volume. But the case is not that simple. It involves many quantitative and qualitative indicators, and it isn’t determined by few factors.
Consequently, this course will teach you how to use the latest classifying techniques to choose your VIP, and make marketing strategies targeting various groups.
Course Outline
Establish a customer-oriented concept
Focus on customer management by different groups. Identify key customers
Key customer maintenance and management skills
Establish customer evaluation criteria, and handle different groups with different strategies
Consulting Marketing Skills
For groups: the branch manager, personal finance, premier banking
Hours: 6 hours
Learning mode
Group discussion﹑ Role Play
Course Introduction
Consulting Marketing is to make the intangible service explicit. It is to explore the explicit and implicit needs of the customers, in a bid to introduce the potentially needed service for customers.
Efficient use of concise business presentation skills can improve the success rate of marketing. How can selling be included during conversation? How can the experts of negotiation use their skills in practical selling?
The SPIN theory in marketing focuses on how to raise marketing questions fast and accurately.
"S" --- Ask the current status of customers
"P" ---- Ask the difficulties of customers
"I" ----- -Ask the potential demand of customers
”N" ----- Ask the values of customers. Ask and listen more.
Course Outline
. Core elements of Sales and Marketing in SPIN theory
. Demand exploring skills-skills in asking difficult questions
. Solutions suggestion and recognition– implication skills
. Customer problems handling–how to explore the need
. Case Studies and Discussion
Development and management of high-end customers
For groups: branch manager, premier banking, private banking manager and account manager
Hours: 6 hours
Learning mode
Group discussion﹑ Role Play
Course Introduction
For the time being, major commercial banks in China are making efforts in the strategic transforming of the retail banking business, which contributes more in the overall earnings.
The cycle of product developments get shorter and the number of types increases tremendously.
The overall quality of selling ability of staff has room for improvement, so the demand for training is increasing. However, client managers always show the following behaviors when they approach clients:
Contact customers according to their own experience and without any specific objective. They have no common rules and do not know the time should be spent on each customer.
They only contact 30-60 of important customers and seldom contact the rest. Some no longer contact with customer after the first one. As an account manager, how do you deal with it?
Course Outline
. The main approach to explore individual customers
. Organize marketing activities and product seminar in branches
. Importance on maintaining customer relationships
. Information management and classification of individual customers
. Personal VIP customer maintenance planning and implementation
. Emergency case treatment
. Feedback and evaluation on maintenance plan
. Customer referral
Developing global insight for market professional – Understanding global economy
For groups: new staff, branch manager, personal finance,premier banking, private bank manager and account manager
Hours: 6 hours
Learning mode
Lectures
Course Introduction
The global financial market is ever-changing and the information on it is tremendous. As an investor, the first you must learn how to effectively interpret the information, how to find the opportunity in the global market risk, how to decode the global economic and Chinese market trends from international events, in order to make the most effective, most suitable strategy.
This course will teach students the skills above, and guide students to focus on global market information.Meanwhile, it aims to improve the students’ ability to interpret information and analyze market trends accurately.
Course Outline
. General direction of the global market
. Global stock markets, currency markets, the bond market trend
. Global market opportunities
. Relationship between Chinese foreign policy and global markets
. Impacts of internationalization the global economy
How to successfully organize activities and seminar to communicate with customers
For groups: VIP wealth management, private banking account manager
Hours: 6 hours
Learning mode
Lectures﹑ group discussion
Course Introduction
In marketing, the customer's interest preferences always a concern of financial planner. What is the theme that can attract clients?How to effectively screen suitable clients for invitations?How to make the activities atmosphere easy and pleasant? How to include marketing in the event?
Course Outline
. The reason for organizing activities
. Purpose of the marketing activities
. The main factors concerned in organizing marketing activities
. The principle of organizing marketing activities
. Enhancing the efficiency of marketing campaigns
. Annual marketing activity plan
Marketing & Events rate increase skills (Intermediate)
For groups: Head/Management
Hours: 6 hours
Learning mode
Group discussion, Role play
Course Introduction
In a sale steam, the styles of every salesperson are different. To integrate their personal ability into the team, we must encourage innovation and maintain team energy so that employees and organizations can grow up meanwhile. This is the one and only one way to improve the activity rate and sales performance
Sales executives need to encourage staff to learn and improve themselves. They should establish an effective mechanism to stimulate employees to work actively and to improve the initiative. They should also standardize the marketing sales process, and ultimately improve the team performance.
Course Outline
. Reason for improving network capacity and activity rate
. Approaches to improve network capacity and activity rates
. Standardization and management of personal and teamwork flow
. Establish performance and evaluation system