Course Objective

• Definitions and client classification
• Market counterparties
• Application of the customer classification system
• Developing a Sales Process Classification
• Application of conduct of business rules to customer categories
• How to close a sale according to classification
• Effective Communication Skills
• Listening skills
• Classification Policy for the clients of the Group
• Suitability and appropriateness test

Who Can Benefit?

• Sales & sales support personnel & Sales managers.

Course outline

• Introduction
• Definitions and client classification
• The customer categories
• Market counterparties
• Intermediate customers
• Retail clients
• Professional clients
• Professional clients by nature
• Professional clients by size
• Eligible counterparties
• Private customers
• The scope for flexibility 
•  Expert private customers
• Large business customers
• Agreeing a higher level of protection
• Application of the customer classification system
• European developments
• Developing a Sales Process Classification
•  Costs and benefits
•  Summary of the proposed customer categories
•   Application of conduct of business rules to customer categories
• Asking & preparing quotations the right Questions
• Clients that may be treated as professionals upon request
• client consent according to classification
• The consequences of client classification
• Retail clients
• Professional clients
• How to close a sale according to classification
• Effective Communication Skills
• Listening skills
• Classification Policy for the clients of the Group
• Suitability and appropriateness test

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