For this assignment you will play the role of a customer. Pick any of the following product that you are interested in purchasing and find a financial institution that sells the product.

INSTRUCTIONS TO CANDIDATES

ANSWER ALL QUESTIONS

For this assignment you will play the role of a customer. Pick any of the following product that you are interested in purchasing and find a financial institution that sells the product.

• Non-Registered Mutual Fund Account

• RRSP Mutual Fund Account

• TFSA Mutual Fund Account

 

Go to the financial institution’s website, navigate the site until you have a sense of their brand and image. After you have an understanding of the financial institution’s brand you must then connect with the Financial institution and engage in a sales discussion with the salesperson (advisor).

 

You are not required to purchase the item (tell the salesperson you wish to think it over if you like). It is important that you have a virtual meeting (or in person is you chose to do so) with salesperson who will attempt to sell you the product. Upon completion of your sales encounter write a de-briefing document about your experience.

 

 

Due: Wed, June 29 (end of the day)

Field Study Document: The document should be written in 12-point Arial font with 1-inch margins and be between 3 and 5 pages (double spaced not including the title page).

 

Please submit a soft copy to my email (Anthony.gordon@humber.ca).

 

This is not an essay, make a subheading for each question and answer all parts of the question beneath each heading in sentence form.

 

Please include the following in your document:

• Your full name.

• The name of the product you were interested in buying and a brief description of what the product is/does.

• The name of the institution you connected with along with time and date.

 

Questions to be answered

1. A brief description of the salesperson who assisted you (name, age, dress, attitude, any other points of interest).

2. The opening: Describe how the sales discussion began. Did you have to seek out the salesperson or did they offer to help you (if you went in person)? Did they attempt to use an icebreaker, or did they jump right into selling?

3. Product expertise: Describing the salesperson’s product knowledge.

4. Relationship Building: Did the salesperson attempt to begin a relationship with you, if so how and if not, what was their focus?

5. Communication: Did the salesperson attempt various styles of communication, or did they focus on one style and, if so, which style did the focus on (give examples of how they did this)?

6. Handling objections: Think of at least one objection to the product and mention it to the

 

salesperson to see how they react.

7. Closing: Did the salesperson attempt to close the sale? If so, how was this done and were they successful?

8. Your Feelings: How did you feel at the end of the sales process? Would you still like to buy the product, why or why not? Would you buy from this person, why or why not? Do you

feel that you have a relationship with this person now?

9. Your Feelings about the institution: How did you feel about the institution after speaking with their salesperson? Did the salesperson reflect the image/brand of the institution?

10. What could the salesperson have done differently? (better introduction, description of the products, better process, should have changed communication styles)

 

 

The assignment is marked out of 25. (2.5 for each answer)

 

1. I will take off marks for spelling, grammar, sentence structure, missing words and lack of description.

 

2. Length: 3 – 5 pages double spaced, 12-point Arial font with 1-inch

margins all round. I will take off marks if the assignment is less than 3 pages double spaced and/or the margins and font size is wrong.

 

3. Content – There are 10 questions that require answers (not including your name). I take off marks for every full question not answered reasonably.

 

Attachments:

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