CPD Accreditation detail

Professional Body: Institute of Bankers South Africa (IOBSA)

CPD hour allocation: CPD Hours (online learning): 2 CPD hours    

CPD registration number: IOB219

Learners will gain sufficient knowledge and understanding on the following: 

• Introduction
• What is prospecting?
• Parties that are part of sales prospecting
• Effective sales prospecting methods
• Qualifying your Sales Prospects
• Lead Enrichment
• How can lead enrichment benefit your sales pipeline?
• Using data enrichment to tailor your pitch
• Effective sales prospecting techniques 

LEARNING OBJECTIVE 

At the end of this course, the learner will have core knowledge of the following:

• How to follow the required advice process even with prospecting.
• How to identify the client with the needs you want to address.
• How to gather information about the client so that a match between the need and the solution can be made.
• The skills you need to be effective in prospecting while meeting the requirements for client engagement.