This book teaches the brokerage firm branch manager how to manage an office of brokers and how to deal with the day-to-day challenges of being a branch office manager in this tumultuous financial environment. It aims to respond to the needs of an industry that has become increasingly client driven and addresses the pressures of today's managers. Amongst the issues covered in this guide are the handling of one's top producers, the training of new talent to encourage quick and sustained profits and the general management of staff and customers.

Effective Manager: Being the Best in Financial Sales Management

Gretz, Karl F.

Business & Money

New York Inst of Finance

In today's precarious financial climate, it pays to build client relationships that can weather good markets and bad. Consultative selling, an innovative sales approach with an emphasis on gaining a thorough understanding of the client's point of view, should promise brokers greater client loyalty and retention, deeper asset penetration, fewer customer complaints and more referrals.

The Broker's Edge: How to Sell Securities in Any Market

Drozdeck, Steven R.

Economics

Prentice Hall Pr

This text supports the belief that the customers are the final judge of the quality of goods and services. It stresses the importance of strong relationship building among sales people and their customers and integrates discussion of ethics throughout the text.

Professional Selling: A Consultative Approach

Wiesenhutter, Walter J.

Management & Leadership

Richard D.Irwin

Empowering Innovative People: How Managers Challenge, Channel and Control the Truly Creative...

Human Resources

Probus Publishing Co.

This book is about management as a balancing act. Managing business's most precious asset, its creative people, requires providing a delicate balance of structure and freedom. The author discusses identifying creative people, creativity training, employee-management conflict, and how to build a creative organizational climate.

Empowering Innovative People: How Smart Managers Challenge and Channel Their Creative and Talented Employees

Probus Professional Pub

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Books by Gretz, Karl F.