The Branch Sales Officer Program is a unique, extremely practical program, for the role of a CASA Sales Officer in a Bank. The programs covers CASA products in detail; as well as payment products such as ECS, NEFT & RTGS. It discusses about the types of account holders and how to make the right sales pitch, to different customer profiles. It covers TPPs and loan products; using these, how to start a CASA relationship with a customer. With interactive, real life sales simulations, this program ensures you are job ready, from day one.
|The world of banking|
The Benefits of Banking, Banking framework and generic overview of banking business.
Various Banking Channels: Branch Banking, ATMs, Net Banking, Phone Banking, Mobile Banking.
Money, Concept of Interest, Simple interest, Compound interest, Average Monthly & Quarterly Balance.
|Introduction to CASA|
Brief coverage on retail banking; Types of deposits. Role of a CASA sales officer (from generating a lead to managing the relationship).
|Simulation - Meeting Etiquette for a Sales Officer|
Telephone and meeting etiquette for sales officers; Grooming for a sales officer.
|Accounts for Individual Entities|
Single Account, Joint Account, Minor and Incapacitated Account.
|Accounts for Non-Individual Entities|
Introduction to Non-Individual Entities, HUF, Proprietorship & Partnership.
Non - Individual entities: Limited Company, Trust, Clubs and Societies.
|KYC & AML|
Why KYC & AML compliance is important; key elements of a KYC policy: Customer Acceptance Policy and Customer Identification.
Types of KYC & Documents in practice; Classification of KYC documents; KYC for Companies, Partnership Firm, Trust, Proprietorship.
|Savings Accounts - Introduction|
Introduction to Savings Accounts, Key Points for a savings Accounts, Discussion on types of Savings Accounts (such as regular and special variants).
|Types of Savings Accounts|
Types of Savings Account - Minor Account, Senior Citizen Account, Women's Account, No Frills Account, Account for Non-Individual entities and their KYC documentation.
|Savings Account - The Account Opening Form|
Understanding the Account opening form (covering sections such as personal details, KYC details etc.).
|Savings Accounts: The Sales Pitch|
Generating leads: typical methods, generating ideas, tracking and follow up.The sales pitch, covering areas such as:
|Simulation - Savings Account|
Pitching Savings account to a customer.
|Corporate Salary Accounts|
Features & benefits; ways to pitch for salary accounts.
|Features of Current Accounts|
Current account product variants; Merchant current accounts; Zero MAB current account; POS transaction process.
|Current Accounts - KYC|
Understanding the KYC process to open a Current Account for partnerships, individuals, HUFs and proprietorship and limited companies.
|Current Accounts - The Account Opening Form|
Understanding the Account opening form (covering sections such as entity details, KYC details, business details etc.)
|Cheques and DD|
Introduction to Payments; Elements of Cheques; Types of cheques; Cheque Truncation System, Demand Draft.
ECS Debit and ECS Credit process; features and benefits of NEFT and RTGS.
|Current Accounts: The Sales Pitch|
Sales cycle of a current account; Types of current account customers.The sales pitch, covering:
|Simulation - Current Accounts|
Pitching Current account to a customer.
Introduction to Fixed Deposit and its variants - 5 Year Tax Savings FD, Recurring Deposit, Sweep In Sweep Out FD. Opening of FD and RD.
|Loan Products on Current accounts||Loan products (Secured and Unsecured); Key Terms such as FOIR, LTV etc.|
Overdraft; cash credit; Loan against Property and Loan against security.
|Demat Accounts Lockers|
Introduction to demat accounts & lockers; their KYC and documentation; who can open a locker, fees, payment etc.
|TPPs: Life Insurance|
Introduction to Third Party Products; Insurance and its types. Life Insurance, Term Insurance, Whole life, Endowment and ULIPs
|TPPs: General Insurance|
General Insurance and its types - Health Insurance, Home Insurance, Bundled Insurance.
Purchase process, Payment and Distribution
|TPPs: Mutual Funds|
Introduction to Mutual Funds; Key Terms, NAV and various types of Mutual Funds based on structure, investment objective, investment plan.
|Sales Simulation for TPPs|
Understanding a customer's requirement; suggesting the right products.
Anjali has worked in Blow Plast, Bank of America (retail assets), and Cognizant Technology Solutions – pre-sales and heading domain competency- Financial Services Group.