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Sales and Sales Management in Financial Services: A Hands-on Guide to Global Best Practices
Searching Finance, Dec 2010, Pages: 230
Financial services sales professionals need a practical guide to sales – something that summarises all the key elements of selling and sales management in their field and provides practical examples, case studies, benchmarks and implementation templates. Based on the distilled experience of the author’s 30 years in the business, it’s packed full of practical tips. Who cares about the strategic importance of selecting the best branch location if you don’t know how to do it in practice? What are the specific rules of cross-selling – what, to whom, when and why? How should you set up your organisation cross-border? How should you manage your sales team on a daily basis by leading indicators, to guarantee success? Sales and Sales Management in Financial Services: A Hands-On Guide to Global Best Practices answers these key questions and more.
Reviews:
- 'If you want a true 'hands-on guide' to best practices in today's global retail banking, this book is for you. Sandy Vaci never disappoints. His new book is full of practical advice – the kind banking professional everywhere can use to turbo-charge their sales activities. Highly recommended!' Patrick Desmarès, Secretary General, EFMA (European Financial Management & Marketing Association)
'Full of templates, benchmarks, best practices, practical examples. Read it today. You'll be using it by tomorrow.' Michael Lafferty, Chairman, Lafferty Group
- 'As a retail banker with 26 yrs experience in the US and internationally I found the book to be thoughtful and well structured, providing solid grounding in the development of a retail presence. The Scorecard logic is sound and practical. This book will help novice and experienced distribution planners alike and ensure that they have covered their options.' Michael D. Weitzman - Group Executive, MasterCard Worlwide (Customer Delivery - US Markets)
- 'An insider's guide to retail banking and best practices that can come only from a seasoned professional. Get it before your competitors do.' David Lim, Vice President, AIG / AIU (China, Hong Kong, Taiwan) (2006-2009)
- “A must-read for all retail bankers, if they’re serious about accelerating growth.” Puneet Bahl, Head of Retail Banking, The Royal Bank of Scotland Group, India
- 'These books do what their titles promise. They deliver an easy-to-use, hands-on overview of best practices. The reader will find tips for selling and sales management, with concrete examples from the financial services industry.
- ' Noel Cramer, Citigroup Product Head - Divestitures, EMEA Region
- “Important reading for today's sales professionals. It presents sales as an integrated process – rather than just a set of commercial activities – discussed through effective case studies and concrete examples. Highly recommended for financial services salesmen and marketeers.
- ' Zoltan Major, Executive Vice President, UniCredit, Central Eastern Europe
- 'This is very thorough, hands-on guide to sales management in financial services. It seems like a daunting task to summarise over 30 years of sales experience and tips into one book but Sandy has managed to do it. I can't think of a question or situation he hasn't covered!' Perry Eisenschmid, Vice President, The Conference Board of Canada
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