Training Objectives

This course aims to assist professionals (in particularly those whose primary tasks are within the Sales and Marketing functions) in understanding the regulatory framework they must operate in and be aware with regards to the allowed sales techniques. As such, participants will:

• Learn how to implement the current legislation’s requirements in their marketing and sales approach
• Understand how the required compliance, and marketing and sales functions come together in the promotion of products, and how these need to be in line with the latest regulations
• Consider the updated regulatory framework
• Examine the challenges and explore the solutions that ensure compliance within the industry standards
• Develop a successful sales pitch that both complies with law requirements while at the same time fits your business needs

Training Outline

Compliance in Conversion

• Intro – Choose your battles
• Qualifying – Not interrogating
• Present the product – Overpromising / misleading
• Logic & common sense in Conversion

Compliance in Retention

• Tonality
• Attitude
• Communication

Compliance Monitoring throughout adequate procedures

Financial Promotion and regulatory approach to Marketing Compliance

• The current rules and regulations
• Fair, clear & not misleading Marketing
• Image adverts
• Promotions and advice
• Digital media
• Third Parties

Upselling

Trading Volumes

Who Should Attend

The programme is ideal for:

• Compliance Officers
• Marketing Managers and Officers
• Sales and Business Development Executives
• Customer Support Representatives

Training Style

Training will participative and include:

• Course PowerPoint Presentations
• Case studies
• Flip chart and Projector
• Group discussion
• Group work and mini scenarios

CPD Recognition

This programme may be approved for up to 5 CPD units in Financial Regulation. Eligibility criteria and CPD Units are verified directly by your association, regulator or other bodies which you hold membership.