Distribution strategies and customer perspective
- Strategic sales goals
- Strategic sales planning
- Operational sales planning
- Sales reporting
- Sales controlling
- Customer experience
- Controlling activities
- Sales income statement
- Incentive systems (target agreement & remuneration)
- Sales organization
- Distribution of banking products
- MIFID II
- customer experience
- expectations of customers
- customer satisfaction
- future challenges for the bank management
- changing of customer behaviour
- tailoring products to customer’s needs
- enhancing the banking customer value proposition through technology-led innovation
International Banking and Finance (Master)
Language of instruction
After successful completion of the course, students can
- explain and differentiate goals in sales management
- define the term “customer experience” and specify the possible gaps between customer experience and view of product management and sales controlling.
- describe customer expectations according to bank products in different countries.
- define distribution channels in retail and corporate banking
- understand relevant legal frameworks for sales management in different European regions.
- explain future challenges for future sales management
- measure and control deviations from sales targets
- apply customer segmentation in respect to sales goals, selected distribution channels and legal frameworks
- evaluate the distribution channels in respect to the sales goals and choose the most appropriate ones.
- assist in creating incentive systems