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Effective Selling Skills for Banks and MFIs

Effective selling skills for Banks and MFIs can deliver significant business benefits. Training your employees in better sales technique, customer service skills, customer retention. Applying cross-selling helps boost sales and improve customer satisfaction. This course develops your sales team and skills with professional selling training programs and resources.

Who should attend?

Marketing Manager, Branch Manager, Direct Sales, customer service officer, Customer retention officer and someone who works related to Marketing department.

What you will benefit?

After completion of this course, the participants will be able to:

• Be aware of selling cultures for competitive advantage
• Define the essential skills of professionals salesperson
• Identify the qualification of professionals salesperson
• Provide customers with excellent customer service quality
• Gain practical experience of ACLEDA Bank's selling process and explore the keys success of selling techniques
• Develop skills to maintain customer to stay with your organization
• Apply cross-selling techniques to enhance selling volumes
• Gain real experiences of ACLEDA Bank's selling at branch office

Course Contents

1. Selling cultures
2. Essential skills of professional salesperson
• Listening skill
• Probing skill
• Presentation skill
• Negotiation skill
• Problem solving skill
3. Qualification of professional salesperson
4. Excellent customer service techniques
5. Practical selling process of ACLEDA Bank
• Target customer identification
• Selling techniques
• Presentation on products and services
• Objection and resolution
• Sale closing techniques
• Customer follow-up
• Report and proposal preparation
6. Practical skills for customer retention
7. Cross-selling techniques
8. Lesson learned from ACLEDA Bank experiences
• Questions and answers on the practical experiences of ACLEDA Bank's selling at branch office

Training Fee

• USD 170 per participant per 2-day training course.
• USD 160 per participant for organization sending 3-5 participants to the course.
• USD 150 per participant for organization sending 6 participants up to the course.
• This fee includes training materials, refreshments, lunch and certificate.

Payment Condition

There is no charge for any cancellation which is made by the deadline of the registration. Cancellation after deadline of the registration and participants appearing without proper cancellation will be charged the full amount.

Methodology

The training methodology will be focused on experience based and participatory approaches including brainstorming, group discussion with presentation, group work, sharing hand-on experience, training game, and participants' problem raised during training workshop.

Trainers

Mr. YANG Sophannarath, ASVP of Marketing Division, ACLEDA Bank Plc.

Born on 10th October 1965. In 2006, he obtained Master's Degree of Business Administration, specialized in marketing, from IIC. He earned a Bachelor's Degree of Business Administration, specialized in marketing, from the International Institute, Phnom Penh. In 1998, he graduated Cost Accounting at the Regent College, Phnom Penh, also attended an intensive course of professional interpreter training at the Australian Center for English (ACE), Phnom Penh in 1993. From 1996 onwards, he attended numerous courses on management and microfinance in Cambodia and overseas. From 1996, he started working for ACLEDA Bank as a Non-Collateralized Credit and Collateralized Credit Assistant in Phnom Penh.

In 1997, he was appointed to the Technical Staff of the Marketing Department of ACLEDA Bank Plc. Headquarter in Phnom Penh. In 2008, he was elevated to Assistant Vice President & Manager of Marketing Unit and Product Development Unit in Headquarters. In January 2009, He was promoted to Marketing Department Manager for ACLEDA Bank Lao Ltd. Since December 2010, he appointed to Assistant Senior Vice President & Head of Marketing Division.

Mr. PICH Woithana, Sales Senior Specialist, ACLEDA Bank Plc.

Cambodian joined ACLEDA Bank Plc. in September 2003. Born in 1981, he obtained his Master's degree with distinction in Management at National University of Management in Cambodia in 2005.

He is an outstanding employee of the bank since the start by helping the bank to increase its market share easily for any circumstances. In his responsibility, he managed, led and trained all his branch marketing managers and branch deputy marketing managers to implement the marketing task to maintain healthy growth of all products sales as well as customer service and customer retention. Moreover, he has a good relationship with all potential customers through private and public sectors.

Mr. RATH Rattanak, Senior Faculty of ACLEDA INSTITUTE OF BUSINESS

Mr. Rath Rattanak had deep Marketing experience as a Chief of Marketing Officer at ACLEDA Kampong Cham Provincial Branch for 4 years. He used to be a Sub-branch Manager (District Team Leader) for 1 year and was promoted to Provincial Branch Manager for 3 years. His successful career has specialized in the field of management and business communication skills over 11 years. He has been elected as a senior faculty of ACLEDA Training Center (ATC) specialising in Marketing since 2010. In his specialty, he has conducted many training programs such as Effective Selling Skills, Effective Communication at Workplace, Customer Service and Retention, Successful Practice Savings Mobilization, Customer Focus and Service Quality, ACLEDA Bank Products and Services etc to both national and international MFIs and Banks. He is an experienced trainer certified by Frankfurt School (FS) and Women's World Banking (WWB) and he is very good at transferring his knowledge and skill to fulfil the participants' expectation. He currently holds a position as a Senior Faculty, specialized in marketing at ACLEDA INSTITUTE OF BUSINESS.

Mr. Rath Rattanak attended Professional Consulting Skills in Hong Kong and numerous training programs abroad related to Professional Development Skills, Microfinance Management Development, TOT etc. He obtained a Master's Degree of Business Administration (MBA) majoring in general management at Royal University of Law and Economic (RULE).