Nonprofit Group Offers Home Course in Selling

A nonprofit organization devoted to educating bank employees is offering a home study course that teaches sales skills.

The course, which is being developed by the the Chicago-based Institute of Financial Education, is meant for "frontline" employees, tellers, and account managers, who have first contact with customers, said Susan DiSanto, project manager.

The course, which will be made available on Aug. 21, can also be used in a bank setting by groups.

Ms. DiSanto encourages bank brokers to take the course because it will teach various interviewing techniques, such as how to tactfully get customers to reveal their financial needs. Brokers will also learn where to find new customers and how to follow through on initial sales calls.

Ms. DiSanto said brokers need ideas on selling to remain competitive. "There's more competition from nonbanks for the same types of services, and investment products and services are becoming more complicated," she said.

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