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Sales Force Management in the Financial Services, 2nd Edition
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Sales Force Management in the Financial Services (SFM) is a playbook for line management functions throughout the financial services sector around the globe. Written by Canadian executive Paul K. Bates, the first edition, published more than a decade ago, has been purchased both by individuals intent on improving their sales management skills and by financial institutions that wish to bring a standard process and sales management “language” to their environment. SFM details the consumer’s approach to buying financial services and maps the sales process to the consumer, and dovetails sales activities into the stream of daily activity. SFM is a desktop reference handbook that covers the entire sales management “value-chain,” from planning, to staffing, goal-setting, coaching, activities-management, relationship-selling, reward and recognition. The retail financial services industry enjoys broad thinking, analysis and innovation in the creation of value, with a resulting strong understanding of emerging business drivers. The race is on to grow margins while truly enhancing the consumer experience. In the end, though, creating a customer value proposition that is identifiable, sustainable and trusted, all comes down to the effort and integrity of the folks who work at the sharp end, and this translates to a stronger than ever need for resilient, pragmatic, results-oriented line managers who are skilled in developing and executing winning business development programs, in a world that lives in Internet time. Sales Force Management in the Financial Services equips you with the line-management tools to succeed.
About the Author
Professor Paul Bates is the Dean and Industry Professor in Financial Management Services at the DeGroote School of Business at McMaster University in Hamilton, and formerly an Adjunct Professor with the Faculty of Marketing at University of Toronto’s Joseph L. Rotman School of Management. Professor Bates is also a Commissioner with the Ontario Securities Commission, a Corporate Director and Management Consultant and a veteran of the financial services industry. Professor Bates is the author of Sales Force Management in the Financial Services, 2nd Edition.