Qib powerpoint template

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Qib powerpoint template

  1. 1. Building Lasting First Impressions<br />1<br />
  2. 2. Session 1<br />Creating Personal Impact<br />2<br />
  3. 3. Creating Personal Impact<br />(a) Organizational Branding<br />(b) Individual Branding<br />(c) Building an Effective Elevator Pitch<br />3<br />Tuesday, September 06, 2011<br />
  4. 4. Organizational Branding<br />4<br />Tuesday, September 06, 2011<br />
  5. 5. Individual Branding<br />5<br />Tuesday, September 06, 2011<br />
  6. 6. Building an Effective Elevator Pitch<br />6<br />Tuesday, September 06, 2011<br />
  7. 7. Session 2<br />Telephone Impressions<br />7<br />
  8. 8. Establishing Telephone Standards<br />8<br />Tuesday, September 06, 2011<br />
  9. 9. Developing a Contact Strategy<br />9<br />Tuesday, September 06, 2011<br />
  10. 10. Shopping The Competition<br />10<br />Tuesday, September 06, 2011<br />
  11. 11. Session 3<br />Face-to-Face Impressions<br />11<br />
  12. 12. Face-to-Face Meeting Standards<br />12<br />Tuesday, September 06, 2011<br />
  13. 13. Understanding Body Language<br />13<br />Tuesday, September 06, 2011<br />
  14. 14. Shopping The Competition<br />14<br />Tuesday, September 06, 2011<br />
  15. 15. Implementing the Sales Strategy<br />15<br />
  16. 16. Session 4<br />Introducing the Service Model<br />16<br />
  17. 17. Introducing the Service Model<br />(a) Qualifying Pre-Service Quality Expectations<br />(b) Assessing Post-Service Quality Perceptions<br />(c) Implementing QIB’s Sharia-Compliant Service Model<br />17<br />Tuesday, September 06, 2011<br />
  18. 18. Qualifying Pre-Service Quality Expectations<br />18<br />Tuesday, September 06, 2011<br />
  19. 19. Assessing Post-Service Quality Perceptions<br />19<br />Tuesday, September 06, 2011<br />
  20. 20. Implementing QIB’s Sharia Compliant Service Model<br />20<br />Tuesday, September 06, 2011<br />
  21. 21. Session 5<br />Building a Functional Sales Strategy<br />21<br />
  22. 22. Building A Functional Sales Strategy<br />(a) Identifying the Elements in the Sales Process<br />(b) Creating a Sales and Service Meeting Plan<br />(c) Correlating Sharia Principles to Sales and Service<br />22<br />Tuesday, September 06, 2011<br />
  23. 23. Identifying the Elements in the Sales process<br />23<br />Tuesday, September 06, 2011<br />
  24. 24. Creating a Sales and Service Meeting Plan <br />24<br />Tuesday, September 06, 2011<br />
  25. 25. Correlating Sharia Principles to Sales and Service <br />25<br />Tuesday, September 06, 2011<br />
  26. 26. Session 6<br />Introducing Need Based Selling<br />26<br />
  27. 27. Introducing Need Based Selling<br />Identifying Target Market and Goal Setting<br />Portfolio Analysis and Activity Management<br />Relating Life Cycle Changes to Sales Strategy<br />Effective Questioning Skills : The Funneling Technique<br />27<br />Tuesday, September 06, 2011<br />
  28. 28. Identifying Target Market and Goal Setting <br />28<br />Tuesday, September 06, 2011<br />
  29. 29. Portfolio Analysis and Activity Management <br />29<br />Tuesday, September 06, 2011<br />
  30. 30. Relating Life Cycle Changes to Sales Strategy <br />30<br />Tuesday, September 06, 2011<br />
  31. 31. Effective Questioning Skills: The Funneling Technique <br />31<br />Tuesday, September 06, 2011<br />
  32. 32. Mastering the Sales Technique:<br />Ensuring Brand Loyalty<br />32<br />
  33. 33. Session 7<br />Objection Handling<br />33<br />
  34. 34. Objection Handling<br />(a) Acknowledging Various Types of Objections<br />(b) Handling Objections : The “LACE” Way<br />(c) Applying the “Tip The Bucket” Technique<br />34<br />Tuesday, September 06, 2011<br />
  35. 35. Acknowledging Various Types of Objections<br />35<br />Tuesday, September 06, 2011<br />
  36. 36. Handling Objections : The ‘LACE’ Way<br />36<br />Tuesday, September 06, 2011<br />
  37. 37. Applying The “Tip The Bucket” Technique<br />37<br />Tuesday, September 06, 2011<br />
  38. 38. Session 8<br />Cross-sales and Asking for Referrals<br />38<br />
  39. 39. Cross-sales and Asking for Referrals<br />(a) Identifying Common Buying Signals<br />(b) Closing the Sale with cross-sales<br />(c) Identifying Criteria for Seeking Referral Sales<br />39<br />Tuesday, September 06, 2011<br />
  40. 40. Identifying Common Buying Signals<br />40<br />Tuesday, September 06, 2011<br />
  41. 41. Closing the Sale with Cross-sales<br />41<br />Tuesday, September 06, 2011<br />
  42. 42. Identifying Criteria for Seeking Referral Sales<br />42<br />Tuesday, September 06, 2011<br />
  43. 43. Session 9<br />Agreeing on Follow-Up Action<br />43<br />
  44. 44. Agreeing on Follow-Up Action<br />(a) Establishing Post Sale Contact Agreement<br />(b) Identifying Business Opportunity in After Sales Service<br />(c) Building a Framework for a Service Contact Strategy<br />44<br />Tuesday, September 06, 2011<br />
  45. 45. Establishing Post Sale Contact Agreement<br />45<br />Tuesday, September 06, 2011<br />
  46. 46. Identifying Business Opportunity in After Sales Service<br />46<br />Tuesday, September 06, 2011<br />
  47. 47. Building a Framework for a Service Contact Strategy<br />47<br />Tuesday, September 06, 2011<br />
  48. 48. Continuous Performance Development<br />48<br />
  49. 49. Session 10<br />The Accreditation Process<br />49<br />
  50. 50. The Accreditation Process<br />(a) Reviewing the Accreditation Framework<br />(b) Scenario Based Role Play Assessment(20 mins max)<br />(c) Written Assessment(1 hour)<br />50<br />Tuesday, September 06, 2011<br />
  51. 51. Reviewing the Accreditation Framework<br />51<br />Tuesday, September 06, 2011<br />
  52. 52. Scenario Based Role Play Assessment<br />52<br />Tuesday, September 06, 2011<br />
  53. 53. Written Assessment<br />53<br />Tuesday, September 06, 2011<br />
  54. 54. Session 11<br />Evaluation and Feedback<br />54<br />
  55. 55. Evaluation and Feedback<br />(a) One to One Performance Evaluation<br />(b) Identifying Areas of Development<br />(c) Emphasizing Identifiable Strengths<br />55<br />Tuesday, September 06, 2011<br />
  56. 56. One to One Performance Evaluation<br />56<br />Tuesday, September 06, 2011<br />
  57. 57. Identifying Areas of Development<br />57<br />Tuesday, September 06, 2011<br />
  58. 58. Emphasizing Identifiable Strengths<br />58<br />Tuesday, September 06, 2011<br />
  59. 59. Session 12<br />Constructive Guidance Action<br />59<br />
  60. 60. Constructive Guidance ActionPost Course Action<br />(a) Reporting Performance to Team Leaders<br />(b) Recommending a Development Plan<br />(c) Delivering the Development Plan(Action by Team Leader)<br />60<br />Tuesday, September 06, 2011<br />
  61. 61. Reporting Performance to Team Leaders<br />61<br />Tuesday, September 06, 2011<br />
  62. 62. Recommending a Development Plan<br />62<br />Tuesday, September 06, 2011<br />
  63. 63. Delivering the Development Plan(Action by Team Leader)<br />63<br />Tuesday, September 06, 2011<br />

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