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  • FNS40815 - FNSSAM403 - Assessment 2 - Performance - Mohamed Husain

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    This document provides instructions for an assessment involving prospecting for new clients. The assessment requires selecting a financial product and developing a cold calling script that addresses features/benefits and objections. The student must identify 10 potential contacts to call, record mock calls using the script, and note responses. The goal is to practice prospecting skills through roleplaying calls rather than making actual unsolicited calls.

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    FNS40815_FNSSAM403_Assessment 2_Performance_Mohamed Husain

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    This document provides instructions for an assessment involving prospecting for new clients. The assessment requires selecting a financial product and developing a cold calling script that addresses features/benefits and objections. The student must identify 10 potential contacts to call, record mock calls using the script, and note responses. The goal is to practice prospecting skills through roleplaying calls rather than making actual unsolicited calls.

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    3 views4 pages

    FNS40815 - FNSSAM403 - Assessment 2 - Performance - Mohamed Husain

    Uploaded by

    husain081
    This document provides instructions for an assessment involving prospecting for new clients. The assessment requires selecting a financial product and developing a cold calling script that addresses features/benefits and objections. The student must identify 10 potential contacts to call, record mock calls using the script, and note responses. The goal is to practice prospecting skills through roleplaying calls rather than making actual unsolicited calls.

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    © All Rights Reserved
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    of 4

    FNS40815 Certificate IV in Finance and Mortgage Broking

    FNSSAM403 Prospect for new clients

    Assessment 2 - Performance

    FNS40815_ FNSSAM403 Assessment 2 REAA Released January 2023


    Page 1 of 4
    638865062.docx

    Assessment information

    You work as a Financial Products sales advisor with XYZ Financial Services Pty Ltd (XYZ).
    Your manager has asked you to develop and implement a cold calling script for one of XYZ’s financial
    products.

    Instructions to complete this assessment

    In order to complete this assessment, you are required to complete the following sections
    consecutively. Details and specific instructions are provided within each section and on the
    form/templates provided.

    Supporting documents

    To find the relevant supporting documents, please refer to the Assessment Resources folder, located
    within the FNSSAM403 Prospect for new client’s section of your course (Note: Not all units have
    Assessment Resources.)

    Section 1 – Undertake Prospecting Exercise

    Requirements
    Complete each of the following steps:

    1. Select a financial product, such as a specific type of loan or credit card. Complete a detailed
    analysis of the features and benefits of the product in the table below. Note: Adjust the table as
    required. (Note: Identify the source of the product information).

    V1.0 REAA Released January 2023


    Page 2 of 4
    638865062.docx

    2. Develop a cold calling script for the loan or credit card product selected above. Be sure to assess
    and address any likely objections. Enter the script in the table below. (Note: Your script should
    begin by stating that the call is a student exercise and not a real product sale call).

    3. Identify 10 people who may or not be known to you, who will be cold called to provide practice
    for delivering your cold call script. (Note: close friends or family members are not appropriate).
    (Note also: COLD CALLING IS NOT REQUIRED! Please just provide made up names and details
    as though you would be contacting these people.)

    Name Contact Number Relationship to you

    4. Cold call all of the 10 names in the above list. Ensure that all of the detail in the cold calling script
    is covered. Make notes, or record, each call. Ensure the time and date of the cold call is recorded.
    (Note also: COLD CALLING IS NOT REQUIRED! Please just provide made up names and details
    as though you would be contacting these people.)

    V1.0 REAA Released January 2023


    Page 3 of 4
    638865062.docx

    5. In a table below, establish a sales response information record about each of the 10 cold call
    contacts. Note: Assume the information in the table was to be included in an organisational
    CRM. (Note also: COLD CALLING IS NOT REQUIRED! Please just provide made up names and
    details as though you would be contacting these people.)

    V1.0 REAA Released January 2023


    Page 4 of 4

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