Negotiation and Solution Selling for Bankers

Negotiation and Solution Selling for Bankers

To be clear, banking is more than a little different than college football. If you're a role as a sales person in a bank, chances are you have to do things such as make sure client credit files are complete. You have to write memos.

Author: James I. Owens

Publisher: Lulu.com

ISBN: 9781387835799

Category: Business & Economics

Page: 178

View: 713

Negotiation and Solution Selling for Banker's is a concise, practical approach to building a thriving sales practice, regardless of your industry. With more than 30 years of negotiation and selling, this book will help you improve your prospecting skill, time management, use of technology, presenting your proposal and closing, all while building a trusted-advisor's role with your clients.
Categories: Business & Economics

Institutional Banking for Emerging Markets

Institutional Banking for Emerging Markets

This is more often seen in big banks where cross-selling is promoted to avoid either missing selling ... the bank • Hierarchy and organizational structure • Expertise available in the bank Moreover, it depends on the role the department ...

Author: Wei-Xin Huang

Publisher: John Wiley & Sons

ISBN: 0470511095

Category: Business & Economics

Page: 274

View: 785

In today's competitive banking industry, institutional banking is attracting greater interest. Under the globalization umbrella, inter-bank business is undergoing dynamic change and is transcending the boundaries of traditional correspondent banking. In today's climate, no bank, regardless of size, can grow without the cooperation of other banks and no bank can hope to survive and prosper without utilizing emerging markets. Institutional banking in emerging countries has some unique functions: for example, problem solving is heavier and more crucial in emerging markets than in developed countries, given the irregularity of the market and non-transparency of the financial/legal systems. Moreover, it is particularly necessary to forge good relationships, day-to-day contact and personal communication, to provide better chances for product marketing and risk management. Products are therefore tailor-made and adapted as the situation dictates, a successful lesson for one case in one country cannot necessarily be repeated in another. Huang provides a systematic framework for the subject combining both principles and practice. The direct experience of the author, allows him to write authoritatively about the subject with academic vigour as well as a large amount of practical knowledge which only a practitioner can provide. The book contains numerous real life examples and case studies to allow the reader an insight into how Institutional Banking actually works in the real world. The book also contains a supplementary CD which includes chapter summary's and further information. Note: CD-ROM/DVD and other supplementary materials are not included as part of eBook file.
Categories: Business & Economics

Banking on Failure

Banking on Failure

context of cum - ex , the banks were able to exploit subtle timing differences in the settlement of securities ... cum - ex as a trade opportunity and , in some cases , carrying out both the short - selling role ( on their own behalf ) ...

Author: Richard S Collier

Publisher: Oxford University Press

ISBN: 9780192603470

Category: Business & Economics

Page: 368

View: 747

Banks seem all too often involved in cases of misconduct, particularly involving the exploitation of tax systems. Banking on Failure explains why and how banks "game the system", accounting for these misconduct cases and analysing the wider implications for financial markets and tax systems. Banking on Failure: Cum-Ex and Why and How Banks Game the System explains why banks design and use structured products to exploit tax systems. It describes one of the biggest and most complex cases - the "cum-ex" scandal - in which hundreds of banks and funds from across the globe participated in the raid on the public exchequers of a number of countries, with losses in the tens of billions of euros. The book then draws on the significance of this case study, and what this tells us about modern banks and their interactions with tax systems. Banking on Failure demonstrates why the exploitation of tax systems by banks is an inevitable feature of the financial markets landscape, and suggests possible responses.
Categories: Business & Economics

ABA Banking Journal

ABA Banking Journal

MARKETING EXCHANGE Grassroots effort can grow profitable business Tips to better sales SELECT Automates the RFP ... The marketing department cannot acscomplish this role , even if it places anewspaper ads extolling the branch's CD rates ...

Author: American Bankers Association

Publisher:

ISBN: MINN:31951P001707935

Category: Banks and banking

Page:

View: 491

Categories: Banks and banking

International Banking Act of 1976

International Banking Act of 1976

The nonbank subsidiaries of the holding company are engaged in consumer finance , mortgage banking , selling credit - related insurance and reinsuring insurance policies of its customers , offering real estate advice , factoring and ...

Author: United States. Congress. Senate. Committee on Banking, Housing, and Urban Affairs. Subcommittee on Financial Institutions

Publisher:

ISBN: PURD:32754067523567

Category: Banking law

Page: 399

View: 406

Categories: Banking law

Investment Banking

Investment Banking

B. Pre-packaged financing structure often offered by the sell-side investment bank C. Using only term loans in the financing structure D. Using only fixed interest debt instruments 12) All of the following are included in a final bid ...

Author: Joshua Pearl

Publisher: John Wiley & Sons

ISBN: 9781118715864

Category: Business & Economics

Page: 512

View: 892

Investment Banking, UNIVERSITY EDITION is a highlyaccessible and authoritative book written by investment bankersthat explains how to perform the valuation work at the core of thefinancial world. This body of work builds on Rosenbaum andPearl’s combined 30+ years of experience on a multitude oftransactions, as well as input received from numerous investmentbankers, investment professionals at private equity firms and hedgefunds, attorneys, corporate executives, peer authors, anduniversity professors. This book fills a noticeable gap in contemporary financeliterature, which tends to focus on theory rather than practicalapplication. It focuses on the primary valuation methodologiescurrently used on Wall Street—comparable companies, precedenttransactions, DCF, and LBO analysis—as well as M&Aanalysis. The ability to perform these methodologies is especiallycritical for those students aspiring to gain full-time positions atinvestment banks, private equity firms, or hedge funds. This is thebook Rosenbaum and Pearl wish had existed when we were trying tobreak into Wall Street. Written to reflect today’s dynamic market conditions,Investment Banking, UNIVERSITY EDITIONskillfully: Introduces students to the primary valuation methodologiescurrently used on Wall Street Uses a step-by-step how-to approach for each methodology andbuilds a chronological knowledge base Defines key terms, financial concepts, and processesthroughout Provides a comprehensive overview of the fundamentals of LBOsand an organized M&A sale process Presents new coverage of M&A buy-side analyticaltools—which includes both qualitative aspects, such as buyermotivations and strategies, along with technical financial andvaluation assessment tools Includes a comprehensive merger consequences analysis,including accretion/(dilution) and balance sheet effects Contains challenging end-of-chapter questions to reinforceconcepts covered A perfect guide for those seeking to learn the fundamentals ofvaluation, M&A , and corporate finance used in investmentbanking and professional investing, this UNIVERSITYEDITION—which includes an instructor’scompanion site—is an essential asset. It provides studentswith an invaluable education as well as a much-needed edge forgaining entry to the ultra-competitive world of professionalfinance.
Categories: Business & Economics

Annual Report

Annual Report

ZIONS FIRST NATIONAL BANK , Salt Lake City , Utah , and Zions First National Bank of Ogden , Ogden , Utah Zions First National Bank of Ogden , Ogden ... As a unit of UNB , Selling Bank would continue to provide full - service banking .

Author: United States. Office of the Comptroller of the Currency

Publisher:

ISBN: MINN:30000011081621

Category: Banks and banking

Page:

View: 217

Categories: Banks and banking

American Law Register

American Law Register

Sales by Bankers for their own Account not subject to Duties.“ Bankers ” who sell the Federal securities no otherwise than for the United States and for themselves , and who therefore do not sell them for others or for a commission ...

Author:

Publisher:

ISBN: IOWA:31858003041286

Category: Law

Page:

View: 202

Categories: Law

FDIC Banking Review

FDIC Banking Review

Reduced greatly in num- The risk implications of banks ' Restructure bers , they will cease their role as ... While many studies cross - selling to that minority of cus- Overall , the authors do not see the have concluded that banking ...

Author:

Publisher:

ISBN: UIUC:30112041872232

Category: Bank failures

Page:

View: 735

Categories: Bank failures