Cross Selling Financial Services
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Cross Selling Financial Services
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Author : Dwight S. Ritter
language : en
Publisher: Wiley
Release Date : 1988-06-22
Cross Selling Financial Services written by Dwight S. Ritter and has been published by Wiley this book supported file pdf, txt, epub, kindle and other format this book has been release on 1988-06-22 with Business & Economics categories.
How to change a bank from a passive to an active selling organization, by cross-selling financial services. In the wake of bank deregulation, the financial services industry has become intensely competitive--banks now engage in research, advertising, and product development. This book shows how to redirect effort into selling, and how to increase the performance and sophistication of a bank's sales staff. There is practical discussion of the unique features of sales in banking today, and sales techniques, backed up by case studies.
Relationship Banking
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Author : Dwight S. Ritter
language : en
Publisher: Irwin Professional Publishing
Release Date : 1993
Relationship Banking written by Dwight S. Ritter and has been published by Irwin Professional Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 1993 with Business & Economics categories.
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.
Cross Selling Financial Services
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Author : Cllifton Warren
language : en
Publisher: Business Expert Press
Release Date : 2017-12-05
Cross Selling Financial Services written by Cllifton Warren and has been published by Business Expert Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-12-05 with Business & Economics categories.
This book is about generating profitable revenue from existing clients, and converting part-time clients into 100 percent full-time clients. Professionals and firms that offer financial services want to enjoy continued organic growth, and maximize the value of their business. Retaining and developing existing clients is one of the challenges they encounter in the process. The financial services industry is currently facing several key challenges: increasing competition, industry consolidation, rapidly changing technology, a soft market (for rates, premiums, and fees), and an increasing number of regulatory requirements. All these factors make it difficult for firms to produce consistent, positive, organic growth. This book is a follow-up to the author’s previous book The Financial Sales Handbook: A Professionals Guide to Becoming a Top Producer. Although this book is an extension of the first, readers can be confident in approaching it as a stand-alone book. Cross-Selling Financial Services: A Professional’s Guide to Account Development is for experienced professionals and firms who want to protect their existing top clients and revenue, and maximize the long-term growth and profitability of their business. The book will also help professionals to sharpen their account development capabilities. It is designed to be the nucleus for corporate training programs, as well as a guide for self-employed professionals who must market and sell to stay in business.
Bankers In The Selling Role
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Author : Linda Richardson
language : en
Publisher:
Release Date : 1984-09-13
Bankers In The Selling Role written by Linda Richardson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1984-09-13 with Business & Economics categories.
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.
The Distribution Challenge Towards Convergence In Financial Services And Cross Selling Of Financial Products
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Author : Neville Ian Azzopardi
language : en
Publisher:
Release Date : 2002
The Distribution Challenge Towards Convergence In Financial Services And Cross Selling Of Financial Products written by Neville Ian Azzopardi and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002 with categories.
Financial Services Sales Handbook
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Author : Clifton T. Warren
language : en
Publisher: Business Expert Press
Release Date : 2016-08-11
Financial Services Sales Handbook written by Clifton T. Warren and has been published by Business Expert Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-08-11 with Business & Economics categories.
Acquiring, retaining, and developing clients are the major steps for any successful business; failure to accomplish these steps is the major reason many professionals and firms fail to achieve their full potential.The financial services industry is currently facing its biggest challenge: increased competition; smarter buyers who want to deal with professionals instead of sales people; and the emergence of social media, including Facebook, Twitter, LinkedIn, and Google. The Financial Sales Handbook: A Guide to Become a Top Producer is for experienced professionals as well as for those who want to make the transition from managing work to more effective selling. The book is also for professionals who want to sharpen their skills. It is intended as the nucleus for corporate training programs as well as for self-employed professionals who must market and sell to stay in business.
Multivariate Credibility With Application To Cross Selling Financial Services Products
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Author : Fredrik Thuring
language : en
Publisher:
Release Date : 2012
Multivariate Credibility With Application To Cross Selling Financial Services Products written by Fredrik Thuring and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012 with categories.
The Cross Selling Toolkit
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Author : Dwight S. Ritter
language : en
Publisher: Irwin Professional Publishing
Release Date : 1994-01
The Cross Selling Toolkit written by Dwight S. Ritter and has been published by Irwin Professional Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994-01 with Bank marketing categories.
The Influence Of National Culture On Customers Cross Buying Intentions In Asian Banking Services
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Author : Jung Kee Hong
language : en
Publisher: Routledge
Release Date : 2014-04-24
The Influence Of National Culture On Customers Cross Buying Intentions In Asian Banking Services written by Jung Kee Hong and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-04-24 with Business & Economics categories.
The traditional walls between banking, insurance and securities markets are breaking down as a result of deregulation and liberalization of financial services. The cross-buying of financial services has become a global trend as a part of the convergence of financial services. This trend has recently commenced in East Asian countries, such as Taiwan and Korea, where the tremendous growth of these activities has been noticed. The book explores what the determinants of this growth in East Asia, particularly in Korea and Taiwan are, and how these determinants influence differently to the customers of these two countries when compared with the studies conducted on other countries (e.g. Europe and North America). The book opens the view on the subject of customers’ behavioral intentions of cross-buying banking services in East Asian countries, especially from a cross-cultural perspective and empirically tested findings help marketing personnel in financial institutions, marketing practitioners’ in banks and researchers of financial services and marketing, understanding on East Asia such as Taiwan and Korea, where the tremendous growth of these activities has been noticed in recent years.
Cross Selling Of Financial Services
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Author : Mintel International Group Ltd
language : en
Publisher:
Release Date : 2008
Cross Selling Of Financial Services written by Mintel International Group Ltd and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008 with Cross-selling financial services categories.