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CALENDER
ACTIVITIES 2006-2007
PROFESSIONAL
EDUCATION PROGRAMS
MARKETING AND
BUSINESS DEVELOPMENT
CALENDER
YEAR 2007
SELLING SKILLS
The Kuwaiti banks are increasingly becoming marketing-oriented
institutions. They are committed to transform their personnel into
customer-oriented sales staff. They have realized that a clear understanding of
the selling process has a direct bearing on increased sales growth and this
Program will assist in providing the necessary skills in this regard.
OBJECTIVES
This Program will help participants to:
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understand the synamics of successful selling
activities
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develop the habit of self analysis for improving selling skills
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familiarize with cross-selling methods and techniques
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CONTENTS
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Successful selling
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Selling financial products and services - a dynamic process
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Selling styles
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Goal setting
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Setting and achieving successful sales goals
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Successful methods to approach people
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Product selling dialogue
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Making referrals
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Satisfying customer wants and needs
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Creating value for customers
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Validation
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Gaining customers trust
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Translating product or service features into customer benefits
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Negotiation skills
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Ways of asking for a decision
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Completing successful deals
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Trial close questions
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Closing a Sale/ Cross selling
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METHODS
Lecture-discussions, case studies and role plays.
TARGET AUDIENCE
Bank staff who are responsible for selling bank products, with a minimum of six months experience.
LANGUAGE
The Program will be presented in English.
DURATION
24 training hours, four days, morning and afternoon sessions.
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