• Introduction To Banking Sales
I. Overview of banking sales and its importance in the financial industry
II. Understanding the role of banking sales person
• Function of bank.
I. Types of Deposits & Interest Calculations
II. KYC, AML, & CFT Guidelines & its adherence
III. Types of Customers ( Individual & Non Individual)
IV. Account opening process (KYC rqd.& Customer due diligence)
V. NRE, NRO, EEFC, &RFC Accounts
• Banking Products & Service
I. Types of accounts CASA (savings checking, fixed deposits etc)
II. Types of loans - Secured loan and unsecured (Home loan, LAP, PL,AUTO LOAN etc )
III. Credit cards and its features.
IV. Investment Products (mutual funds, stocks, bonds)
V. Insurance offerings (life, health, property)
• Compliance and Regulations
I. Understanding banking regulations and compliance
II. Ethical considerations in banking sales
• Customer Relationship Management
I. Building and Maintaining customer relationship
II. Effective communication skills in sales
III. Understanding customer needs and offering appropriate solutions
• Sales Technique
I. Prospecting and Lead generation
II. Consultative selling approach
III. Cross-selling and Up-selling strategies
• Financial Literacy
I. Educating customers about financial concepts
II. Providing financial advice's responsibly.
• Market analysis
I. Studying market trends and customer preferences
II. Competitor analysis and differentiation strategies
• Technology in Banking sales
I. Utilizing digital tools for sales and customer management
II. Online and mobile banking sales approaches.
• Performance Metrics and Goal Setting
I. Measuring sales performance and setting targets
II. Sales reporting and analysis
• Case-Studies and Practical Exercises
I. Analyzing Real-world banking sales scenarios
II. Role-playing exercises for effective and efficient sales technique.
The course will consist of classroom training and education for six days in a week in full time mode. Apart from the formal training sessions in the classroom, the students may be required to participate in other curricular activities and Assignments such as self-paced e-learning, present their report on different Case-studies, Model exercises, Role-plays, and some other sales related reference work. In addition to all these activities IBAF will also hold Special English and PD classes that have also been included as a part of the Certificate In Banking Services - Sales.
The Selection Process will be held in 2 stages and shall be performed by IBAF
The Certificate In Banking Services - Sales is a one month training program that will train students how to lead the sales management industry. Once a student successfully completes his 15 day screening, his placement will begin subject to fulfilling all stipulated requirements. The placement location will be decided conveniently at the nearest branch/office of various private sector Banks.
After the student successfully complete their in Banking Services - Sales their performance in the course duration will be evaluated and the students will be given their certificates accordingly.