Prospecting for New Clients in Finance and Mortgage Broking - Desklib

FNS40815 Certificate IV in Finance and Mortgage Broking
FNSSAM403 Prospect for new clients
Assessment 1 - Knowledge
FNS40815_ FNSSAM403 Assessment 1 Knowledge REAA
Released 14/06/23
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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
Buyers motivation in the innovation banking is the set of different psychological elements
that contribute in making purchase decision. In the innovation banking & services focus is
paid on inclining buyer motivation to choose different services which are innovative (Mols,
2019). The issues in relation to the banking products involve needs, acceptance, health,
financial gain, etc which might motivate or not to buy products and services. Unawareness
about benefit can influence the motive of buyers in negative manner.
V1.0 REAA Released 14/06/23
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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
The common steps in the selling process includes g finding customer, planing approach,
making initial contact, confirming needs of customers, offering appropriate product or
service, making sales presentation, handling objection and closing sales (Zhang and et.al.,
2021). The key feature of buying process includes needs recognition defining
requirements, searching suppliers, evaluating, making buying decision and post purchase
analysis. The key characteristics of selling process includes prospecting & qualifying,
approach, presentation, follow up, etc.
V1.0 REAA Released 14/06/23
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