Introduction The Banking Industry 1
Unit One Building Business Relations 13
Unit Two Creating Effective Promotion Strategies 43
Unit Three Organizing a Sales Training Program 61
Unit Four Meeting the Clients 83
Unit Five Entertaining the Clients 107
Unit Six Negotiating Payment Terms 127
Unit Seven Delivering the Goods 147
Unit Egiht Choosing the Right Insurance 175
Unit Nine Handling Disputes 203
Appendix 1 Sample Sole Agency Agreement 223
Appendix 2 Reseller's Price Management Template 227
Appendix 3 Sales Proposal Template 229
Appendix 4 Major SSB Product Manufacturers in the World 231
Appendix 5 Sample Sales Contract 235
Reference List 239