附註:Includes index.
Revised edition of: Cross-selling financial services. c1988.
"BANKLINE"--Title page verso.
Ch. 1. The Changing World of Financial and Fiduciary Services -- Ch. 2. Communication -- Ch. 3. The Formal/Informal Continuum -- Ch. 4. Effective Selling Is Learning How to Ask Questions That People Want to Answer -- Ch. 5. The Sales Model: An Overview -- Ch. 6. The Sales Model: The Preparation Stage -- Ch. 7. The Sales Model: The Development Stage -- Ch. 8. The Sales Model: The Finalizing Stage -- Ch. 9. Measuring Sales Performance -- Ch. 10. The Newest Partner/Competitor in Retail Bank Investment Products -- Ch. 11. Selling "Off Of" Lead Products in the Retail Banking Business -- Ch. 12. Lead Product Selling in Non-Retail Banking Situations -- Ch. 13. Continuum: Activity and Case Study -- Ch. 14. Analyzing Case Studies.
