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The Basic Book Of Marketing Financial Services
- Authors: Ben Adler and Ronnie Hoffman
- Illustrations: Tony Kentuck
- ISBN: 1 876 015 04 7
- AU$24.99
- 88 pages plus cover
- The Basic Book Of Marketing Financial Services will take the would-be financial services marketer, step-by-step through the early stages of his/her market development.
It will demonstrate what to do, how to do it, when to do it and how to monitor the reactions and results. And once it has assisted
the would-be financial services marketer through his/her early stages, the book will serve as a useful work of reference for the
now-experienced service provider who is faced with a difficult marketing situation and is uncertain of the next move to make.
Starting from scratch, anyone can use The Basic Book Of Marketing Financial Services, first to learn how to develop an
understanding of the products and services available to the financial planner, then to learn how to correlate clients and products
so that the right proposal is made to the right prospect in the right way at the right time.
- Please click here for Table of Contents.
- Please click here for Order Form.
The Authors:
- Ben Adler now controls an expanding group which specializes in the marketing and distribution of business-to-business
goods and services. During the early nineteen-eighties, Adler was part of the sales division of IBM Australia where he became a
member of IBM’s Golden Circle, having achieved his company’s highest possible sales performance. He entered the financial sector
when appointed national marketing manager for a major banking organization, following which another move saw his becoming
general manager (sales and customer service, retail) of Chase-AMP Bank.
Adler has a wide experience of insurance funds management and investment planning. He holds a Bachelor of Business Science (Hons) degree
in addition to an MBA from Macquarie University. He has lectured in the MBA program at the Univesity of Technology, Sydney.
- Ronnie Hoffman worked for two decades as a journalist, author and broadcaster in Europe where he developed
a special interest in business and financial affairs. While writing columns and reports for the print media, he was also author of a
number of special reports and management training manuals and packages, working with the British Institute of Management, with the then
newly-created Industry Training Boards and with an international trading support group.
Moving to Australia in the mid nineteen-eighties, he began as editor of a Sydney-based business weekly, then set up his own company
to produce and publish books, training packages, industry and management journals and newsletters. As a writer of training material,
he often works as co-author with a technical, industrial or financial specialist.. From a background which began in daily newspapers,
then moved through documentary-making to magazines, Hoffman has published detailed studies of industry and finance, a marketing
textbook, a series of guide-books for exporters, a financial early-warning system and a variety of training modules.
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Table of Contents
- 1. Stay in touch
-- or life will pass you by
- 2. Research
-- as basic as breathing
- 3. Know your client
-- almost as well as you know yourself
- 4. The selling cycle
-- a delicate marketing relationship
- 5. The ring cycle
-- telephone sales and service
- 6. Objections
-- and how to deal with them
- 7. Blending
-- the product, the prospect, the presentation
- 8. Profit and Loss
-- being cost-effective
- 9. Reference
-- glossary of terms
damage, danger, dare, date, datum, day, daybook, dead, deal, dealer, dear, debit, decimal, declare, decline, deed, deep, defence, defer, deflect, defy, degrade, degree,
delegate, delegation, deliver, delusion, demand, demarcation, democrat, demonstrate, demurrage, denomination, deny, denounce, density, department, depend, depict,
deport, deposit, deposition, depot, depression, deputy, describe, description, design, designate, desk, destroy, detach, detail, detect, detention, deter, determination,
determine, detract, deviate, devise, devolve, devote, diagram, diametrical, dictate, die, difference, differentiate, digital, dilemma, dimension, diploma, diplomatic, direct,
direction, directive, director, directory, disadvantage, disagree, disburse, discharge, disclaim, disclose, disconcert, disconnect, discontinue, discount, discourse, discredit,
discrepancy, discuss, disengage, dishonest, dismantle, disorder, dispatch, dispense, disperse, displace, dispose, dispossess, disproportion, dispute, disqualify, dissect,
dissolve, distinct, distinction, distort, distract, distribute, distribution, distributor, diversify, diversity, divide, dividend, division, dock, docket, doctrinaire, dogmatic, dole, domain,
dominate, donate, donor, dormant, dot, double, doubt, dovetail, down, down-market, down-payment, draft, draftsman, draw, drawback, draw-down, drawing, drill, drive, drop,
duality, due, duplicate, duty, dynamic, earn, earnings, ease, easement, ebb, economics, edit, educate, effect, elect, elective, eliminate, emerge, emergency, emit, emolument,
empathetic, empirical, employ, enable, encompass, encroach, end, endemic, endorse, endow, energy, engage, engross, enhance, enlighten, enrich, enroll, ensure, enter,
enterprise, entire, entrepreneur, enumerate, envelop, equal, equilibrium, erect, erode, errant, erratic, error, essay, essential, estate, estimate, evade, evasion, even, eventual,
ever, evict, evident, evince, evolve, exact, examine, example, except, excess, exchange, excise, excite, exclude, excuse, execute, exemplify, exercise, exhaust, exhibit, exorbitant,
expand, expansion, expectant, expeditious, expense, experience, explain, exploit, export, expose, express, expunge, external, extort, extract, extraordinary, extravagant, extreme,
extricate, fabricate, facility, facsimile, fact, factory, fad, fair, fail, faith, fake, faithful, fall, fallacy, fallen, fare, fashion, fast, fasten, fate, fault, favour, fear, feature, federate, feedback,
feign, feint, fellow, fence, fend, festival, fetch, fibre, fiddle, fidelity, field, field, fight, figuration, figure, file, fill, film, filter, finance, finish, fire, firm, first, fit, fitting, fix, fixed, flank, flare,
flat, flaw, flexible, flexitime, flight, float, floor, flotation, flow, flutter, focal, focus, fold, folio, follow, fool, foot, forbear, forbid, force, fore, foreclose, foreman, forensic, foreshadow,
forestall, foretaste, foretell, forewarn, forfeit, forge, forget, forgive, form, formal, format, formation, formative, former, forte, fortify, fortunate, fortune, forward, found, foundation,
founder, foundry, fraction, fracture, fragment, frame, frank, fraud, fraught, fray, free, freeze, freight, frequency, friction, front, full, function, fund, fundamental, furnish, futures, gain,
gainful, gap, gather, gearing, generality, generate, gild, give, given, glitch, gloss, glossary, glut, go, goal, gold, golden, good, govern, government, grade, graduate, graft, grant,
graph, gravity, green, greet, grid, grief, group, guard, habit, hack, half, halfway, hallmark, halt, hammer, hand, handicap, handwriting, hang, happening, hard, harden, hassle,
haul, hawk, haze, head, headquarters, heal, heap, hear, heat, heave, heavy, hedge, heed, heir, helm, help, henchman, hereditary, heritage, hiccup, high, hijack, hike, historic,
history, hitch, hoard, hoax, hold, holding, hold-up, hollow, homogeneous, honest, honesty, honour, hope, hot, hour, house, how, hull, human, hurt, hustle, hype, hyperbole, hypocrisy,
hypothesis, hysteria, icebreaker, idea, ideal, identical, identity, ideology, idiom, idle, ignominy, ignorant, ignore, ill, ill-advised, ill-defined, illegitimate, ill-fated, illuminate, illustrate,
image, imagination, imitate, immediate, immersion, immoderate, immovable, immune, impact, impair, impale, impart, impasse, impassive, impede, impend, imperceptible,
imperfect, impersonate, imperturbable, implant, imply, implement, import, important, importunate, impose, imposition, impossible, impound, impoverish, impractical, impress,
imprint, impromptu, improve, improvident, imprudent, improvise, impulse, impute, inaugurate, incident, incisive, incline, incompatible, incompetent, incomprehensible, inconsequent,
inconsistent, inconsiderate, incontrovertible, incorporate, increase, increment, indecisive, indemnity, indent, indenture, index, indicative, indicator, indirect, individual, induce,
industrial, industry, ineffectual, inequality, inexcusable, infect, inferior, infinite, inflate, inflation, inflexible, inflation, influence, informal, informant, information, ingenuity, ingenuous,
ingot, inherit, inhibit, initial, initiate, injustice, innate, inoperable, inquire, inquisitive, insensitive, insert, inside, insight, insinuate, inspire, instant, instinct, institute, institution,
instrumental, insubordinate, insulate, insuperable, insurance, insurmountable, intact, intake, integral, integrity, intellect, intelligence, intend, intensive, intent, intercept, interchange,
interest, interim, interior, intermediary, intermediate, internal, international, interpose, interpret, interrupt, intersect, interview, interweave, intestate, intractable, intransigent, intricate,
intrigue, introduce, intrude, intuition, inundate, invade, invent, inventory, inversion, invest, investigate, invite, involve, invulnerable, inward, issue, item, itinerary, jam, jamb, jar, jargon,
jilt, jitter, job, join, jostle, judge, juggle, jumble, jump, juncture, junior, jurist, jury, just, justice, justifiable, juxtapose, keel, keen, keep, key, keyboard, kick, kid, kind, kindred, king,
kingdom, kit, kith, knight, knit, knock, knot, labour, laborious, lag, lame, land
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