Banking Professional Branch Sale Officer Program

Branch Sales Officer Program(Training + Certification)

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.

Overview of Branch Sales Officer Program(Training + Certification)

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.

Table of contents

ChapterTopics
The world of banking

The Benefits of Banking, Banking framework and generic overview of banking business.

Banking Channels

Various Banking Channels: Branch Banking, ATMs, Net Banking, Phone Banking, Mobile Banking.

Key Terms

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:

  • Gauging the customer's profile: who is s/he, what does s/he do?
  • The customer's needs, current banking relationship
  • Making the pitch - avoid mis-selling
  • Close & ensuring correct and completedocumentation
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.

Electronic payments

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:

  • Gauging the customer's profile: the business model, transaction types
  • The customer's needs, current banking relationship
  • Need gaps & pain points
  • Making the pitch - avoid mis-selling
  • Close & ensuring correct and completedocumentation
Simulation - Current Accounts

Pitching Current account to a customer.

Fixed Deposit

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 accountsLoan 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.

TPPs: Gold

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.

About faculty of Branch Sales Officer Program(Training + Certification)

Anjali Mullatti
Anjali has worked in Blow Plast, Bank of America (retail assets), and Cognizant Technology Solutions – pre-sales and heading domain competency- Financial Services Group.

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