Page 38 - Banking Finance August 2020

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4. Sample product or other demo materials Being an effective team

5. Laptop ,if there is an electronic presentation leader …
6. Presentation CDs Y Build trust between team
members.
7. Copy of the direct mail if one was sent in advance
Y Inspire and motivate teamwork
8. Fact sheets about the company /product( if different from the brochure)
for achieving goals.
9. A fact finding checklist or questionnaire to establish need Y Influence valuable changes.

10. Testimonial letters Y Be open to new ideas coming from
team members.
Making Sales Presentations Y Consult frequently with key team
members.
A good sales presentation should be well-planned, structured, customer-focused
and solution oriented. It must move from a general presentation to specific needs Y Distinguish the team from others
and benefits because customers don't buy products and services, they only buy - create an identity for the team.
benefits and solutions. Y Encourage and support
independent thinking.
Presentation Tips Y Recognize the skills of key team
members
Do's Don'ts Y Ensure that all members
Go with a clear focus and identify Be casual, careless and callous understand the missions ahead.
your objective
HR Skills required making
Take a deep breath, relax and Be arrogant or have prestige issues
speak clearly you "MOST"
Be pleasant and behave naturally Exaggerate and make false promises Y Communication skills: To speak and
write persuasively
Establish eye contact and smile Be pushy and pressurizing
Y Interpersonal skills: To listen and
Be confident, sincere, honest Talk too much or be tense
hear what people are saying and
and courteous
react in constructive ways (active
Be proud of your integrity, Manipulate or lie or conceal listening)
profession, product and company information.
Y Motivational skills: To align people
Keep your presentation to the point, Be offensive or defensive who may not report to you toward
sharp ,crisp and brief a goal
Be sensitive to your client's needs Try to close the sale without giving a Y Conflict-resolution skills: To handle
and time constraints strong benefit. friction and inevitable tensions
Convert features into benefits Compromise on values Y Negotiation skills: To bring
different groups together in order
Be prepared to handle objection Interrupt and joke unnecessarily.
to reach mutually agreeable goals
Post office not liable for stolen IVPs

The Supreme Court has asserted that the postal authorities are not liable to pay the maturity value of Indira Vikas Patras,
which were allegedly stolen from their holders. Two persons complained that their IVPS were stolen and the matter was
reported to the Odisha police. When they claimed the amounts from the post office, the authorities refused to pay
them, arguing that in case the IVPS were purchased by cash, the identity of the purchaser would not be recorded and
that all IVPS were bearer instruments like currency notes. When the holders approached the consumer forum, the postal
authorities were directed to pay them the maturity value as no one had claimed it for a long time. Their appeals were
dismissed. But the Supreme Court exonerated the postal authorities of any liability (Supt vs Jambu Kumar).

38 | 2020 | AUGUST | BANKING FINANCE