FSP105 - Prof. Selling Skills for the Fin.Serv.Practitioner

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Last revision date Aug 30, 2019 6:06:09 PM
Last review date Aug 30, 2019 6:06:24 PM

Subject Title
Prof. Selling Skills for the Fin.Serv.Practitioner

Subject Description
A career as a financial advisor requires the ability to understand clients? needs and to promote financial products that will meet those needs. This course deals primarily with person-to-person selling. The students will develop and practice the essentials of the sales process, needs analysis, consultative selling and relationship building. Students develop interactive selling skills through presentations, self-evaluations and peer evaluations. Emphasis is on developing confidence, professionalism and marketing skills required to be successful in the world of financial services.

Credit Status
One credit.

Learning Outcomes
Upon successful completion of this subject the student will be able to:

  1. Apply best practices of the effective sales professional.
  2. Prospect for clients and develop a referral-based business.
  3. Evaluate clients’ needs through effective fact finding.
  4. Recommend the appropriate financial solutions to clients in a compelling, confident fashion.
  5. Explain the various steps in the sales and buying process.
  6. Analyze clients’ objections and develop strategies to counter them appropriately.
  7. Demonstrate effective sales closing skills.
  8. Develop and retain relationships throughout the sales buying and service cycle.
  9. Prepare and deliver professional presentations.

Academic Integrity
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Please visit the Academic Integrity website http://open2.senecac.on.ca/sites/academic-integrity/for-students to understand and learn more about how to prepare and submit work so that it supports academic integrity, and to avoid academic misconduct.

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Accommodation for Students with Disabilities
The College will provide reasonable accommodation to students with disabilities in order to promote academic success. If you require accommodation, contact the Counselling and Accessibility Services Office at ext. 22900 to initiate the process for documenting, assessing and implementing your individual accommodation needs.