Oregon Bankers Association - Independent Community Banks of Oregon

Sales Manager Certificate

AIB Course Code: 4272

Course Length: 16 weeks

Course Description:
This course will provide skill development appropriate for a sales leader. Participants will learn both sales and management skills.

Certificate:
Participants who successfully complete this course and either complete the Banking Today course or have three years experience in the banking industry will receive the AIB Sales Manager Certificate.

Audience:
This course is designed for people who are responsible for the sales function in a bank, whether or not they have salespeople reporting directly to them.

Learning Objectives:
After successfully completing this program, you will be able to:

Identify the six steps to the relationship selling process and successfully use sales skills and techniques
Use a systematic method for establishing a portfolio of new and existing clients
Provide ongoing coaching motivation to support the sales team
Plan and execute a successful sales campaign focused on one product or a small group of products
Utilize techniques for hosting sales seminars and optimize sales opportunities at other events
Use non-monetary and small-dollar-value awards to recognize, reward, and motivate employees toward continued and improved performance
Recognize ethical behavior in banking from a personal and organizational perspective
Effectively lead meetings and use them as opportunities to communicate, solve problems, and make decisions
Segment accounts in order to market appropriate products and services to the bank's most profitable customers

Textbook:
There is no textbook for this course. All reading materials are posted online.

Topics Covered: