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Tables of Contents for Bankers in the Selling Role
Chapter/Section Title
Page #
Page Count
An Introduction to Consultative Banking
1
9
Sales in Banking
2
1
Resistance to Selling
3
1
Image of Selling
4
1
Sales Role of Bankers
5
4
Product Knowledge
9
30
Product Knowledge as the Foundation of Selling
10
1
Sales-Oriented Product Knowledge
11
1
Resources for Product Knowledge
12
2
Twenty-two Critical Product Knowledge Categories for a Sales Interview
14
14
Sales Line
28
1
Product Knowledge Questions
29
5
Tying Product Knowledge to Customer Needs
34
3
Summary
37
2
Consultative Sales Approach
39
94
Ten Elements of a Sales Interview
40
70
Preparing for the Sales Call
110
3
Declining a Transaction
113
1
Joint Calling
114
2
Sales with Two or More Customers
116
9
Managing the Decision-Making Unit
125
3
Sales Materials
128
5
Aspects of Developing and Managing Relationships
133
22
Prospecting
134
13
The Telephone as a Relationship Management Tool
147
2
Nurturing the Account
149
6
Sales Tips
155
12
Possible Difficulties
164
3
Self Training for Line Bankers
167
4
Reader's Feedback Summary
171
2
Index
173