Building Financial Relationships
Unit code: HBBFIN6120
| Credit points | 12.5 Credit Points |
| Duration | 6 Weeks (Block mode) |
| Contact hours | 6 Hours per Week |
| Campus | External Venue |
| Prerequisites | Nil |
| Corequisites | Nil |
Related course(s)
A unit of study in the Master of Professional Accounting *Global Leadership Program, and Master of Commerce (International Business) *Global Leadership Program
This unit is part of the Global Leadership in Boston study option and can only be undertaken with approval from the appropriate Program Director. Please follow the link for more information
Teaching methods
This unit will be taught by the discussion method – we will maximize the time devoted to classroom discussion and minimize time spent on the lecture format.This unit is also available at Swinburne University of Technology, Hawthorn.
Generic skills outcomes
To provide students with an understanding of the importance of the marketing process to attain specific objectives of financial institutions. This will include analyzing the situation presented by a case or text book problem, formulating alternative strategies, establishing measurement systems and evaluating performance.Content
This unit focuses on the marketing of financial services and draws upon various case studies to supplement and support the students’ understanding of marketing strategies, product development and the market mix. Effective product packaging, pricing and alternative distribution channels are important to the relationship process. This unit will examine the various financial products in the marketplace, product profiling, pricing decisions, cross-selling opportunities and customer relationship building. We will approach the learning process through text book reading assignments, case studies, and class discussion to analyze case material and written assignments.
Financial services – consumer
Financial services – consumer
- Identifying and targeting financial prospects
- On-line banking
- Development and management of financial products
- Traditional channels of distribution
- Technology-driven channels
- Pricing for financial services
- Communication and promotion
- Building customer relationships
- Customer retention and loyalty
