FNS40815 Certificate IV in Finance and Mortgage Broking
FNSSAM403 Prospect for new clients
Assessment 1 – Knowledge
Activity 1
Analyse and discuss the term ‘buyer motivation’, in relation to innovative banking products and services.
(Analyse and discuss issues relating to buyer motives).
Activity 1 Answer
Activity 2
Describe the most common steps in a selling process.
(Describe the key features of the buying and selling processes).
Activity 2 Answer
Activity 3
Discuss the following statement: “Buyer resistance, or objections, indicates interest”.
(Discuss the key features of conflict resolution and persuasion techniques, including how to overcome buyer resistance).
Activity 3 Answer
Activity 4
Identify and describe some recent major disruptors to traditional consumer banking services.
(Describe current industry product and service trends).
Activity 4 Answer
Activity 5
Outline some of the changes organisations may need to make to their sales process procedures to take into account the trend to ‘consultative selling’ (which places the emphasis on the salesperson becoming a “trusted advisor” to the customer).
(Outline the key features of organisational requirements, including policy and procedures relevant to prospecting for new clients).
Activity 5 Answer
Activity 6
The average marketing/prospecting email open rate is now around 5%. Assume your management wants you to continue this prospecting method, identify some of the downsides of this strategy, and some alternative prospecting methods which may have a better success rate.
(Compare and contrast prospecting methods and management strategies).
Activity 6 Answer
Activity 7
Analyses a range of low interest personal loans, and identify any strengths and weaknesses.
(Analyse a range of relevant financial products and services, including their strengths and weaknesses).
Activity 7 Answer
Activity 8
Explain the term ‘cross selling’, in relation to financial products.
(Describe the key features of sales and marketing techniques).
Activity 8 Answer
