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In Financial Sales in Asia, Ashu Dutt—one of the best known and most respected figures in Asian finance—offers first-hand insights and practical guidance on selling financial products in Asian markets. Selling financial products and services in Asia presents a unique challenge solved by unique strategies. Traditional western styles of selling fail to the importance of personal relationships, trust, and value propositions for Asian buyers. Whereas western approaches create commoditized relationship managers offering clients commoditized financial products, a truly effective approach to Asian customers should rely much more heavily on face-to-face interaction and increased value for money.
THE CLIENT
Chapter 1 – ASIAN WEALTH MANAGEMENT – THE OPPORTUNITY
Chapter 2 – ASIAN WEALTH MANAGEMENT CYCLE
Chapter 3 - TYPES OF ASIAN WEALTH CLIENTS
Chapter 4 – ASAIN ENTREPRENEURS – EXPONENTIAL RISE IN WEALTH
Chapter 5 – ASIAN FAMILY WEALTH
Chapter 6 – ASIA'S WORKING WEALTHY
THE SALES CYCLE
Chapter 7 – WHAT IS YOUR 'EDGE' - ACQUIRING CLIENTS
Chapter 8- THE RELATIONSHIP MANAGER'S ROLE
Chapter 9 - THE RELATIONSHIP MANAGER'S CHALLENGE
Chapter 10 – DIFFERENTIATING CUSTOMERS
Chapter 11 – DO YOU KNOW THE NEED? – PRODUCTS MUST FIT NEEDS
Chapter 12 – DROPPING "REDUNDANT" CUSTOMERS
Chapter 13 – DIFFFERNTIATING FINANCIAL PRODUCTS – INVESTMENT, INCOME AND INSURANCE
Chapter 14– BALANCING CLIENTS AND POTENTIAL CLIENTS
Chapter 15 – INCREASING SALES TO EXISTING CLIENTS
Chapter 16 - REFERRALS FROM CLIENTS
Chapter 17 - CHOSING CLIENTS
Chapter 18 - CLIENT RETENTION
Chapter 19 - WHAT IS YOUR MARKET?
Chapter 20- WHAT YOUR CLIENTS DON'T NEED
Chapter 21 - CLIENT PERSONALITY
Chapter 22- FAMILY CLIENTS VS INDIVIDUAL CLIENTS
Chapter 23 - REFERRALS FROM NETWORKING
Chapter 24 - THINK LONG TERM
Chapter 25 - WHAT IS "SERVICE"?
PEFORMANCE ENHANCERS
Chapter 26– WHO MAKES THE DECISIONS?
Chapter 27– KNOWING YOUR CLIENT'S BUSINESS
Chapter 28 - "VALUE FOR MONEY" OR "SERVICE"
Chapter 29 - SALES STRATEGY
Chapter 30 - SALES PROCESS & MECHANICS
Chapter 31 – SALES TOOLBOX
Chapter 32 - CORPORATE FINANCE OPTIONS
Chapter 33 – VALUATION
Chapter 34 – GOING BEYOND SALES – THE KNOWLEDGE BASE
THE KNOWLEDGE ADVANTAGE
Chapter 35 – VALUE INVESTING
Chapter 36– TRADING & TECHNICALS
Chapter 37– FUTURES & OPTIONS
Chapter 38– COMMODITIES
Chapter 39– MUTUAL FUNDS
Chapter 40– INCOME PRODUCTS
Chapter 41– INSURANCE
The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
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