FNS40815 Certificate IV in Finance and Mortgage Broking
FNSSAM403 Prospect for new clients
Assessment 3
Activity 1
Explain the difference between up-selling and cross-selling, using financial service products as examples.
Activity 1 Answer
Activity 2
Explain some of the advantages of active listening.
Activity 2 Answer
Activity 3
What benefits does relationship marketing offer to banks?
Activity 3 Answer
Activity 4
Identify some ethical issues which might arise for someone selling financial service products and services.
Activity 4 Answer
Activity 5
After hearing the story of the overall value of permanent life insurance, clients will most likely have specific questions, which boil down to three main objections: affordability, education and procrastination. What strategies might you use to overcome these objections?
Activity 5 Answer
Activity 6
Identify some tools and strategies to become a successful customer relationship marketing manager.
Activity 6 Answer
Activity 7
Why is it important for banks to adopt CRM technology?
Activity 7 Answer
Activity 8
Why have many banks adopted the strategy “Know your customer”?
Activity 8 Answer
