SALES DEVELOPMENT PROGRAM

CONSULTATIVE SELLING SKILLS
TOTAL SOLUTION SELLING
EFFECTIVE NEGOTIATION SKILLS
CONSULTATIVE SELLING SKILLS

• Sales Mindset and Sales System
• Who are My Customers?
• Consultative Selling Skills
• Handling Customer Objections
• Target Marketing & Mapping, Creating Database, Prospecting
• Approach – Canvassing and Mapping
• Approach – Making an Appointment & Handling Objections

TOTAL SOLUTION SELLING

• Geographical Marketing
• Total Solutions Model
• Business Model Canvassing & Value Chain Extensification
• Understanding Customer Behavior
• The Buying Center
• Mapping & Strategies for Developing & Maintaining Existing Customer
• Total Solutions Selling Skills

EFFECTIVE NEGOTIATION SKILLS

• Customer Decision Making
• Effective Negotiation Skills
• The Negotiation Process – Negotiating
• Negotiation Tactics
• Negotiation Grid & Strategies
• Managing Resistance, Closing & Agreement

SALES LEADERS PROGRAM

DEVELOPING HIGH ACHIEVING SALES
POWER PRODUCTIVITY & SOLUTIONS
CUSTOMER RELATIONSHIP MANAGEMENT
DEVELOPING HIGH ACHIEVING SALES

• Role & Responsibilities of The Sales Leader
• Effective Sales Strategies
• The Consumer Customer
• The Sales Cycle
• Activity Based Management And Pipeline Management
• Situational Leadership – Leading for result
• Effective Coaching and Mentoring

POWER PRODUCTIVITY & SOLUTIONS

• What is Productivity
• Productivity Gap Analysis
• Mapping Sales Officer
• Developing Sales Officer
• The Total Solution Model
• Presenting the Recommendations

CUSTOMER RELATIONSHIP MANAGEMENT

• Who is My Customer?
• Principle of Building Relationships with Customers
• Relationship Based Buying Model
• Managing Customer Relationship

ADDITIONAL BANKING PROGRAM

CREDIT & RISK
TREASURY
SYAHRIAH
SERVICE
CREDIT & RISK

• Basic Credit
• Basic Accounting for Bankers
• Techniques of Financial Analysis
• Credit Analysis and the Credit Process
• Loan Structuring, Packaging and Negotiations
• Loan Administration and Portfolio Management
• Problem Loan Prevention and Management
• Credit Supervision
• Credit Risk Management
• Remedial Management
• Lending to Small and Medium Enterprises (SME)
• SME Credit Assessment and Problem Loan Handling
• Credit Report Writing

TREASURY

• Understanding the Business of Treasury
• Treasury for Non-Treasury Professionals
• Foreign Exchange Course
• Foreign Exchange Simulation Trading Game
• Money Market Course
• Asset Liability Management Course
• Fixed Income Course
• Derivatives Course
• Exotic Derivatives Course
• Treasury Risk Management
• Selling Treasury Products for Branches

SYAHRIAH

• Principles & Fundamentals of Syariah
• Selling Syariah (Funding or Lending Products)
• Sales Strategies for Syariah

SERVICE

• Service Paradigm & Mindset
• Moment of Truth
• Basic Service Standards
• Handling Complaints and Working with Upset Customer
• Cross Selling

COMPLETED BANKING PROGRAMS

BNI 46
Mandiri
MayBank
BCA
SULUTGO
BTN
BTPN
BNI 46

• Hubungan Kelembagaan & Transactional Banking Group
  • Total Solution Selling
  • Large Account Management Development
• Corporate Funding Group
  • Institutional Selling Skills
  • Effective Negotiation Skills
  • Strategic Business Mapping
  • Treasury for Non Treasury
• Marketing Enchacemanet Seminars
• Commercial Lending Selling Skills
• Basic Financial Derivatives Course
• Emerald Banking for Junior Officers
  • Financial Advising Skills
  • Consultative Selling Skills
• Sales Academy for Sales Hunter, Sales Farmer and Sales Leader
  • Sales Leader – Developing Winners
  • Sales Farmer – Retaining & Developing Existing Customers
  • Sales Hunter – Acquiring New Customers

Mandiri

• Wealth Management Group

  1. Consultative Selling Skills for Private Banking Officers

  2. Sales Management for Private Banking Managers

  3. Productivity & Profitability Program for Regional Wealth Managers

  4. Selling to High Networth Individuals

  5. Developing Winners

  6. Handholding for PBM and PBO
• Wholesale Banking and Solutions Group

  1. Product Development Enhancement Seminar

• Small Business Group

  1. Competitive Selling Skills for Relationship Managers

• Commercial Banking Group

  1. Sales Intelligence: Acquiring New Customers

  2. Strategic Selling: Retaining & Developing Existing Customers

• Commercial Transactional Banking Group

  1. Product Development Boot Camp

  2. Effective Negotiation Skills

  3. Total Solutions Selling

• Corporate Banking Group

  1. Sales Intelligence: Acquiring New Customers

  2. Strategic Selling: Retaining & Developing Existing Customers

• Consumer Finance Group

  1. Productivity and Profitability Course

MayBank

• Consumer Funding

  1. Basic Selling Skills for Sales Executives

  2. Advanced Selling Skills for Sales Executives

  3. Basic Sales Management for Sales Managers

• Advanced Sales Management for Sales managers

  1. Consultative Selling Skills

• Secured Home Loan

  1. Basic Selling Skills for Home Loan Officers

  2. Effective Negotiation Skills for Home Loan Officers

  3. Basic Sales Management for Home Loan Managers

  4. Advanced Sales Managament for Home Loan Manager

• Management Development Program

  1. Consultative Selling Skills

BCA

• Treasury for Non Treasury Program
• Fundamental Economic Analysis Seminar for Branch Managers
• Effective Sales Strategies for Assistant Branch Managers (FX Products)
• Consultative Selling Skills

SULUTGO

• Achieving Service Excellence
• Consultative Selling Skills
• Managing Service Excellence

BTN

• Consultative Selling Skills for Sales Officers
• Officer Development Program: Selling & Presentation Skills
• Syariah Consumer Development Program
• Personality and Development Grooming for Management Trainees
• Consultative Selling Skills for Management Trainees
• Effective Selling Skills for Post Office Sales Officers
• Consultative Selling Skills for Account Officers (KPR)
• Developing High Achieving Sales for Sub Branch Heads

BTPN

• Consultative Selling Skills for Personal Bankers
• Basic Selling and Service Skills for Personal Bankers (Personal Banker Development Program)
• Basic Sales Management for PBM and Branch Managers
• Basic Service Delivery for Frontliners
• Leading Service for Service Supervisors
• Creation of Multimedia Interactive CD for Basic Service Standard
• Developing High Achieving Sales Officers