17. Introducing the Service Model (a) Qualifying Pre-Service Quality Expectations (b) Assessing Post-Service Quality Perceptions (c) Implementing QIB’s Sharia-Compliant Service Model 17 Tuesday, September 06, 2011
22. Building A Functional Sales Strategy (a) Identifying the Elements in the Sales Process (b) Creating a Sales and Service Meeting Plan (c) Correlating Sharia Principles to Sales and Service 22 Tuesday, September 06, 2011
27. Introducing Need Based Selling Identifying Target Market and Goal Setting Portfolio Analysis and Activity Management Relating Life Cycle Changes to Sales Strategy Effective Questioning Skills : The Funneling Technique 27 Tuesday, September 06, 2011
34. Objection Handling (a) Acknowledging Various Types of Objections (b) Handling Objections : The “LACE” Way (c) Applying the “Tip The Bucket” Technique 34 Tuesday, September 06, 2011
39. Cross-sales and Asking for Referrals (a) Identifying Common Buying Signals (b) Closing the Sale with cross-sales (c) Identifying Criteria for Seeking Referral Sales 39 Tuesday, September 06, 2011
44. Agreeing on Follow-Up Action (a) Establishing Post Sale Contact Agreement (b) Identifying Business Opportunity in After Sales Service (c) Building a Framework for a Service Contact Strategy 44 Tuesday, September 06, 2011
50. The Accreditation Process (a) Reviewing the Accreditation Framework (b) Scenario Based Role Play Assessment(20 mins max) (c) Written Assessment(1 hour) 50 Tuesday, September 06, 2011
55. Evaluation and Feedback (a) One to One Performance Evaluation (b) Identifying Areas of Development (c) Emphasizing Identifiable Strengths 55 Tuesday, September 06, 2011
56. One to One Performance Evaluation 56 Tuesday, September 06, 2011
60. Constructive Guidance ActionPost Course Action (a) Reporting Performance to Team Leaders (b) Recommending a Development Plan (c) Delivering the Development Plan(Action by Team Leader) 60 Tuesday, September 06, 2011