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Sales and Relationship Management

Learn the proper methods of conducting sales and performing relationship management in banking and financial services.
4.0 (10 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
139 students enrolled
Created by Paul Siegel
Last updated 3/2014
English
$10 $50 80% off
1 day left at this price!
30-Day Money-Back Guarantee
Includes:
  • 3.5 hours on-demand video
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What Will I Learn?
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
View Curriculum
Requirements
  • Knowledge of the English language.
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
Who is the target audience?
  • All levels of audience are encouraged to participate in this course.
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Curriculum For This Course
Expand All 23 Lectures Collapse All 23 Lectures 03:24:20
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Introduction to Sales and Relationship Management
1 Lecture 10:38

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

Preview 10:38
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Sales Management
11 Lectures 01:41:47

Instructor Xavier Jenkins introduces the sales profession matrix.

Preview 09:10

Instructor Xavier Jenkins discusses the roles of sales in banking.

The Roles of Sales in Banking
09:06

Instructor Xavier Jenkins discusses the sales process.

The Sales Process
11:39

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

The Sales Process: Research
11:10

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

Creating a Unique Selling Position
11:47

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

Open-Ended Questions
07:02

Instructor Xavier Jenkins demonstrates how to conduct presentations.

Presentations
07:35

Instructor Xavier Jenkins discusses the role of a great meeting.

The Role of a Great Meeting
10:54

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

Helping Your Prospect Become Your Client by Providing Real Buying Options
08:43

Instructor Xavier Jenkins discusses closing in sales.

The Close
10:28

Instructor Xavier Jenkins reviews the importance of sales in banking.

A Review of the Importance of Sales in Banking
04:13
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Relationship Management
11 Lectures 01:31:55

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

Introduction to Relationship Management
10:28

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

The Overview of Relationship Management in Banking
11:09

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

The Risks/Rewards of Mastering Relationship Management
11:04

Instructor Xavier Jenkins introduces principles of building a positive relationship.

An Introduction to the Principles of Positive Relationship
08:58

Instructor Xavier Jenkins describes simple steps in the relationship management process

Simple Steps in the Relationship Management Process
06:06

Instructor Xavier Jenkins goes over the problem resolution process.

Problem Resolution Process
03:42

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

The Principles of Managing Negative Relationships Part 1
08:01

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

The Principles of Managing Negative Relationships Part 2
09:08

Instructor Xavier Jenkins discusses the resolutions matrix.

The Resolutions Matrix
06:02

Instructor Xavier Jenkins discusses best practices in relationship management.

Best Practices in Relationship Management
05:51

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

Sales and Relationship Management Review
11:26
About the Instructor
4.1 Average rating
487 Reviews
4,072 Students
17 Courses
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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