Sales and Relationship Management

Learn the proper methods of conducting sales and performing relationship management in banking and financial services.
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123 students enrolled
Instructed by Paul Siegel Business / Sales
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  • Lectures 23
  • Length 3.5 hours
  • Skill Level Beginner Level
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 3/2014 English

Course Description

Sales is part of every job today, internal and external. This course will orient you on sales and relationship management, a very important aspect of business - one that going forward, will help you in your career. This serves as an introduction to sales, relationship management and the importance of both in banking and services.

This course covers the following topics, in three sections. First, an introduction to the importance of sales and relationship management is given. Then, covering the Sales aspect:

    1. Sales? A definition and the Truth
    2. Where do you fit in?
    3. The Right Mindset / The Right Skills
    4. Your Unique Selling Position
    5. Analyzing Your Market Opportunity
    6. Competitive Analysis
    7. The Sales Process
    8. Great Meetings
    9. Closing (Options, Pricing)
    10. Success Principles
    11. Success Metrics
    12. Recap

Finally, covering the Relationship Management aspect:

    1. What’s Relationship Management?
    2. The New Truth
    3. Why is it important?
    4. Relevance to banking
    5. Internal and external importance
    6. Principals of building positive relationships
    7. Steps to the process
    8. Principals to managing negative relationships
    9. Steps to the process
    10. Relationship Best Practices

What are the requirements?

  • Knowledge of the English language.

What am I going to get from this course?

  • You'll learn the key principles of sales and relationship management
  • You'll learn how to optimize your sales strategy
  • You'll learn how to perform excellent relationship management with clients
  • You'll learn how to manage negative relationships and overcome barriers
  • You'll learn why sales and relationship management are important to all industries
  • You'll learn how to have great sales meetings

Who is the target audience?

  • All levels of audience are encouraged to participate in this course.

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.


Section 1: Introduction to Sales and Relationship Management

Instructor Xavier Jenkins introduces the course and talks about the importance of sales and relationship management.

Section 2: Sales Management

Instructor Xavier Jenkins introduces the sales profession matrix.


Instructor Xavier Jenkins discusses the roles of sales in banking.


Instructor Xavier Jenkins discusses the sales process.


Instructor Xavier Jenkins discusses the research aspect of the sales process.


Instructor Xavier Jenkins describes how to create a unique selling position.


Instructor Xavier Jenkins discusses the use of open-ended questions.


Instructor Xavier Jenkins demonstrates how to conduct presentations.


Instructor Xavier Jenkins discusses the role of a great meeting.


Instructor Xavier Jenkins shows ways to help your prospect become your client by providing real buying options.


Instructor Xavier Jenkins discusses closing in sales.


Instructor Xavier Jenkins reviews the importance of sales in banking.

Section 3: Relationship Management

Instructor Xavier Jenkins introduces the relationship management aspect of this course.


Instructor Xavier Jenkins provides an overview of relationship management in banking.


Instructor Xavier Jenkins discusses the risks and rewards of mastering relationship management.


Instructor Xavier Jenkins introduces principles of building a positive relationship.


Instructor Xavier Jenkins describes simple steps in the relationship management process


Instructor Xavier Jenkins goes over the problem resolution process.


Instructor Xavier Jenkins discusses the principles of managing negative relationships (Part 1 of 2)


Instructor Xavier Jenkins discusses the principles of managing negative relationships (Part 2 of 2)


Instructor Xavier Jenkins discusses the resolutions matrix.


Instructor Xavier Jenkins discusses best practices in relationship management.


Instructor Xavier Jenkins reviews sales and relationship management and concludes the course.

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Instructor Biography

Paul Siegel, Education you can bank on

We deliver superlative, hands-on and practical corporate and investment banking education that you can use immediately in your job, or that next great job you are looking to start. We focus on making complex subjects readily understandable and usable. If you want to take a great leap forward in your finance career, we are here to make that happen.

Our instructors are practitioners who have worked in the field of finance. They relate the subjects covered to real work situations you will encounter in your banking job. So, the concepts are real, the coverage is at the right level of depth, and the material is easy to absorb.

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