FNS40815 Certificate IV in Finance and Mortgage Broking

FNSSAM403 Prospect for new clients

Assessment 1 - Knowledge

FNS40815_ FNSSAM403 Assessment 1 Knowledge REAA Released January 2023

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Activity 1

Analyse and discuss the term ‘buyer motivation’, in relation to innovative banking products and
services.

(Analyse and discuss issues relating to buyer motives).

Activity 1 Answer

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Activity 2

Describe the most common steps in a selling process.

(Describe the key features of the buying and selling processes).

Activity 2 Answer

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Activity 3

Discuss the following statement: “Buyer resistance, or objections, indicates interest”.

(Discuss the key features of conflict resolution and persuasion techniques, including how to
overcome buyer resistance).

Activity 3 Answer

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Activity 4

Identify and describe some recent major disruptors to traditional consumer banking services.

(Describe current industry product and service trends).

Activity 4 Answer

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Activity 5

Outline some of the changes organisations may need to make to their sales process procedures to
take into account the trend to ‘consultative selling’ (which places the emphasis on the salesperson
becoming a “trusted advisor” to the customer).

(Outline the key features of organisational requirements, including policy and procedures relevant to
prospecting for new clients).

Activity 5 Answer

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Activity 6

The average marketing/prospecting email open rate is now around 5%. Assume your management
wants you to continue this prospecting method, identify some of the downsides of this strategy, and
some alternative prospecting methods which may have a better success rate.

(Compare and contrast prospecting methods and management strategies).

Activity 6 Answer

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Activity 7

Analyses a range of low interest personal loans, and identify any strengths and weaknesses.

(Analyse a range of relevant financial products and services, including their strengths and
weaknesses).

Activity 7 Answer

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Activity 8

Explain the term ‘cross selling’, in relation to financial products.

(Describe the key features of sales and marketing techniques).

Activity 8 Answer

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