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Bankers In The Selling Role
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Book Synopsis Bankers in the Selling Role by : Linda Richardson
Download or read book Bankers in the Selling Role written by Linda Richardson and published by . This book was released on 1984-09-13 with total page 198 pages. Available in PDF, EPUB and Kindle. Book excerpt: A how-to guide--subtitled A Consultative Guide to Cross-Selling--designed to develop the essential selling skills needed to effectively market the broad range of credit and noncredit services banks now offer. Updated and revised, it offers bankers a framework they can use to assess their sales effectiveness, improve their post-sales-call evaluation, and recover during a call.
Book Synopsis Relationship Banking by : Dwight S. Ritter
Download or read book Relationship Banking written by Dwight S. Ritter and published by Irwin Professional Publishing. This book was released on 1993 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: Banking's greatest opportunities are often overlooked and underdeveloped. In fact, a veritable gold mine is already in your bank - the customer! Have you made the most of your customers' potential? You have a full line of quality financial products and services to offer, but chances are even your best customers do business with the competition. This isn't necessarily because of pricing or product or trustworthiness. It's often due to a simple lack of effort. We all know that it is easier and more cost-effective to retain and cultivate an existing customer than it is to attract new ones. Yet, many customers are never exposed to the full range of products and services available to them. In most cases, all you have to do is ask! Relationship Banking is the key to realizing the potential of your bank's existing resources: your staff, your customers and your product line. By cross-selling products to your customers, you gain an advantage in market share, retention rates, fee income and, ultimately, profitability. Author Dwight Ritter offers workable solutions which can be put to immediate use. Inside Relationship Banking, you will find the components of a successful program, including: . Financial products and services: By identifying how your product line relates to customer needs, its appeal can skyrocket. This comprehensive analysis includes everything from savings accounts to mutual funds. Lead Product Selling: By identifying those products which customers automatically expect and linking them to related products, you create natural opportunities for effective and productive cross-selling. Lead Product Selling helps bankers meet the needs and raise the awareness of their customers.Improving communications: Good communications are essential to build, nurture and expand any customer relationship. By asking the right questions, opportunities quickly become apparent. By learning how to listen, needs can be fulfilled and relationships can be cemented. Measuring performance and productivity: Without proper tracking, no program can be at its most effective. Relationship Banking includes a tested plan for tracking the results of cross-selling efforts.
Book Synopsis Bankers who Sell by : Leonard L. Berry
Download or read book Bankers who Sell written by Leonard L. Berry and published by Irwin Professional Publishing. This book was released on 1985 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume shows bank executives how to turn program into a powerful marketing force. It includes valuable suggestions from bank salespeople, middle managers, and top-ranking executives.
Book Synopsis Negotiation and Solution Selling for Bankers by : James I. Owens
Download or read book Negotiation and Solution Selling for Bankers written by James I. Owens and published by Lulu.com. This book was released on 2018-04-28 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation and Solution Selling for Banker's is a concise, practical approach to building a thriving sales practice, regardless of your industry. With more than 30 years of negotiation and selling, this book will help you improve your prospecting skill, time management, use of technology, presenting your proposal and closing, all while building a trusted-advisor's role with your clients.
Book Synopsis Trust-Based Selling by : Charles H. Green
Download or read book Trust-Based Selling written by Charles H. Green and published by McGraw Hill Professional. This book was released on 2005-12-08 with total page 287 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer’s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains how both sides benefit from it. Heavy with practical examples and suggestions, the book reveals why trust goes hand-in-hand with profit; how trust differentiates you from other sellers; and how to create trust in negotiations, closings, and when answering the six toughest sales questions. Trust-Based Selling is a must for anyone in sales, is especially invaluable for sellers of complex, intangible services.
Book Synopsis Relationship Management in Banking by : Steve Goulding
Download or read book Relationship Management in Banking written by Steve Goulding and published by Kogan Page Publishers. This book was released on 2018-10-03 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: Endorsed by the Chartered Banker Institute as core reading for the Personal & Private Banking and Commercial Lending modules, Relationship Management in Banking supports and develops the need to be able to manage key customer relationships. The text considers the nature of commercial relationships and help the reader synthesise complex factors in order to develop a robust relationship management methodology. It will draw from bona fide case studies and examples that can demonstrate key relationship management concepts as well as bring learning to life and share examples of customers, good and bad, from a range of different sectors. Through case studies and providing online updates to regulations, Relationship Management in Banking considers how to critically analyze approaches to relationship management used for a variety of banking customer types and examine the impact of legislation, regulation, governance and technology on banking relationship management and customer acquisition and retention. Online supporting resources include a glossary and updates to regulation.
Book Synopsis Investment Banking For Dummies by : Matthew Krantz
Download or read book Investment Banking For Dummies written by Matthew Krantz and published by John Wiley & Sons. This book was released on 2014-02-10 with total page 384 pages. Available in PDF, EPUB and Kindle. Book excerpt: Enrich your career with a review of investment banking basics One of the most lucrative fields in business, investment banking frequently perplexes even banking professionals working within its complex laws. Investment Banking For Dummies remedies common misconceptions with a straightforward assessment of banking fundamentals. Written by experts in stock market proceedings, this book runs parallel to an introductory course in investment banking. It clearly outlines strategies for risk management, key investment banking operations, the latest information on competition and government regulations, and relationships between leveraged buyout funds, hedge funds, and corporate and institutional clients. With this reference, you can ace investment banking courses and grasp the radical changes that have revamped the stock market since the financial crisis. Thoroughly addresses the dramatic financial changes that have occurred in recent years Outlines expectations to prepare you for the future Teaches the practical aspects of finance and investment banking, how to value a company, and how to construct a financial model No serious business student or banking professional should be without the basic knowledge of issuing bonds, stocks, and other financial products outlined in this excellent resource.
Download or read book The Bankers written by Martin Mayer and published by . This book was released on 1974 with total page 576 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book 13 Bankers written by Simon Johnson and published by Vintage. This book was released on 2010-03-30 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: In spite of its key role in creating the ruinous financial crisis of 2008, the American banking industry has grown bigger, more profitable, and more resistant to regulation than ever. Anchored by six megabanks whose assets amount to more than 60 percent of the country’s gross domestic product, this oligarchy proved it could first hold the global economy hostage and then use its political muscle to fight off meaningful reform. 13 Bankers brilliantly charts the rise to power of the financial sector and forcefully argues that we must break up the big banks if we want to avoid future financial catastrophes. Updated, with additional analysis of the government’s recent attempt to reform the banking industry, this is a timely and expert account of our troubled political economy.
Book Synopsis The Development and Sustainment of a Motivated Personal Banker Sales Force by : Jeri J. Leach
Download or read book The Development and Sustainment of a Motivated Personal Banker Sales Force written by Jeri J. Leach and published by . This book was released on 1985 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Developing a sales-oriented personal banker program at a retail bank which must use relationship banking to survive in an increasingly competitive environment is a complex task. Personal bankers with sales aptitude, which includes characteristics such as empathy and ego drive, must be recruited, trained in the fundamental skills of listening, asking the right questions, making recommendations based on client needs, and controlling the relationship through ongoing personal contact, and given precise role definitions. Personal bankers can be motivated to perform through incentives (both monetary and nonmonetary) based on evaluation of a personal banker's total customer relationships and through a sales manager who maintains ongoing training programs, sets goals, provides feedback, and serves as a role model.
Book Synopsis Investment Banking For Dummies by : Matthew Krantz
Download or read book Investment Banking For Dummies written by Matthew Krantz and published by John Wiley & Sons. This book was released on 2020-07-14 with total page 400 pages. Available in PDF, EPUB and Kindle. Book excerpt: Get started in investment banking Ace your investment bank course Navigate bull and bear markets Excel in the world of investment banking One of the most lucrative fields in business, investment banking frequently perplexes even banking professionals working within its complex laws. Investment Banking For Dummies remedies common misconceptions with a straightforward assessment of banking fundamentals. This book tracks to typical university courses on the subject and helps students and professionals understand the fundamentals of investment banking. With new and updated content, this edition addresses the major financial changes that have occurred in recent years. Inside... Key investment banking operations Strategies for risk management Advice on cryptocurrencies Updated IPO coverage Discounted cash flow analysis Mergers and acquisitions Structuring a leveraged buyout Resources for investment bankers
Book Synopsis The Investment Banking Handbook by : J. Peter Williamson
Download or read book The Investment Banking Handbook written by J. Peter Williamson and published by John Wiley & Sons. This book was released on 1991-01-16 with total page 602 pages. Available in PDF, EPUB and Kindle. Book excerpt: This edited volume offers thorough coverage of the business of investment banking, including much inside information based on the extensive professional experience of the contributors. Comprising 32 chapters, covering every facet of investment banking, from its historical origins in the U.S. to the current high-dollar activity in mergers and acquisitions. Contributors are noted businessmen and academics from the U.S., Canada, Europe, and Japan. Chapters fall into eight sections: investment banking today, raising capital, transactional activities, specialized financial instruments, tax-exempt financing, broker activities, commercial banks and investment banking, and investment banking outside the United States. Raising capital is traditionally what investment banking is all about, and the Handbook explains who does it and how it's done.
Book Synopsis The Multinational Banking Industry by : Neil Coulbeck
Download or read book The Multinational Banking Industry written by Neil Coulbeck and published by Routledge. This book was released on 2012 with total page 426 pages. Available in PDF, EPUB and Kindle. Book excerpt: The role of international banks within the developed economies has come under increasingly hostile public scrutiny, yet little attention has been paid to the structure and purpose of the banks themselves. Most existing studies concentrate on the part played by international banks as intermediaries in the domestic and international economy, failing to consider the foremost concern of the banks themselves - their success as business enterprises. This book examines the practical problems faced by the Universal Multinational banks (UMNBs) in the fields of strategic planning and business development. It explains the common constraints encountered by the UMNBs, showing that, whether they like it or not, current market pressures are governing their policies in all the developed economies. Through studying the management structures and business policies of these banks this book provides a much clearer picture of their activities in the world economy. Initially, it concentrates on the UMNBs of the USA since they have provided a strategic model for other global banking concerns. The UMNBs of Japan, Britain, France, Germany, Canada and Switzerland are then discussed to establish their similarities and differences: case studies are included at the end of each chapter to illustrate and reinforce the points made in the preceding text. Although written in 1984 the author successfully predicted many of the subsequent developments in the field of information technology and competition in world markets, which led to the emergence of global financial enterprises.
Book Synopsis Profit-Rich Sales for Lenders, Brokers, and Private Bankers by : Roxanne Emmerich
Download or read book Profit-Rich Sales for Lenders, Brokers, and Private Bankers written by Roxanne Emmerich and published by . This book was released on 2012-07-28 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Financial Organization and Management of Business by : Charles William Gerstenberg
Download or read book Financial Organization and Management of Business written by Charles William Gerstenberg and published by . This book was released on 1924 with total page 758 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Training's Role in Improving Earnings by : Douglas R. Hanks
Download or read book Training's Role in Improving Earnings written by Douglas R. Hanks and published by . This book was released on 1978 with total page 27 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Fundamentals of Credit and Credit Analysis by : Arnold Ziegel
Download or read book Fundamentals of Credit and Credit Analysis written by Arnold Ziegel and published by Createspace Independent Publishing Platform. This book was released on 2015-01-14 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Arnold Ziegel formed Mountain Mentors Associates after his retirement from a corporate banking career of more than 30 years at Citibank. The lessons learned from his experience in dealing with entrepreneurs, multinational corporations, highly leveraged companies, financial institutions, and structured finance, led to the development and delivery of numerous senior level credit risk training programs for major global financial institutions from 2002 through the present. This book was conceived and written as a result of the development of these courses and his experience as a corporate banker. It illustrates the fundamental issues of credit and credit analysis in a manner that tries to take away its mystery. The overriding theme of this book is that when an investor extends credit of any type, the goal is "to get your money back", and with a return that is commensurate with the risk. The goal of credit analysis is not to make "yes or no" decisions about the extension of credit, but to identify the degree of risk associated with a particular obligor or a particular credit instrument. This is consistent with modern banking industry portfolio management and the rating systems of credit agencies. Once the "riskiness" of an obligor or credit instrument is established, it can be priced or structured to match the risk demands or investment criteria of the entity that is extending the credit. A simple quote from Mr. J. P. Morgan is used often in this text - "Lending is not based primarily on money or property. No sir, the first thing is character". This statement represents one of the conflicts in modern credit analysis - that of models for decision making versus traditional credit analysis. The 2008 financial crisis was rooted in the mortgage backed securities business. Sophisticated models were used by investors, banks, and rating agencies to judge the credit worthiness of billions (and maybe trillions) of dollars worth of residential mortgage loans that were packaged into securities and distributed to investors. The models indicated that these securities would have very low losses. Of course, huge losses were incurred. Mr. Morgan had a good point. In this case is was both property and character. The properties that were the collateral for many of the mortgages had much less value than was anticipated. The valuation of the collateral was na�ve and flawed. Many assumptions were made that the value of homes would rise without pause. Many mortgage loans were made that were at or even above the appraised value of a residence.But character was a huge, perhaps larger, factor behind these losses. Many of the residential mortgage loans were made to individuals who knew that they did not have the income to make the required payments on the mortgages. Many of the mortgage brokers and lenders who made these loans also knew that many of the borrowers were not properly qualified. And, many of the bankers who securitized these loans also may have doubted the credit quality of some of the underlying mortgages. If bankers and rating agencies understood the extent of the fraud and lax standards in the fundamental loans backing the mortgage securities, or were willing to acknowledge it, the fiasco would not have occurred.
