Course Syllabus
Selling Bank Products & Services
BNKG 1351
CRN 62203 – Fall 2011
Semester with
Course Reference
Number (CRN)
Instructor contact Office Telephone 713-718-5402
information
janet.parr@hccs.edu
(phone number
and email
address)
Office Location
and Hours
J.B. Whitely Building, Room 214A/B, Central Campus, HCC
Instructor availability schedule/hours:
Instructor is available to meet with students in Classroom #309,
BSCC Building
Mon 1:00 - 3:00p.m.; Tues 1:00 – 2:00p.m.; Wed, 1:00 - 3:00p.m.
Student conferences are best set by appointment, please. Instructor
also available at alternate times by appointment, please.
Course
Location/Times
Central Campus - Room JBW203 | 6:00pm – 8:50 pm | Thursday
Course Semester
Credit Hours
(SCH) (lecture,
lab) If applicable
Credit Hours
3.00
Lecture Hours
3.00
Laboratory Hours
Total Course
Contact Hours
48
Continuing
Education Units
(CEU): if
applicable
8 Weeks
Course Length
(number of weeks)
Type of
Instruction
Lecture, Web-enhanced
Course
Description:
Characteristics and benefits of bank/financial products and services. Emphasis on
the personal selling process and quality customer service. Application of personal
selling, cross-selling, and related product benefits to individual customer needs.
Course
Prerequisite(s)
None
Academic
Discipline/CTE
Program Learning
Outcomes
1. Knowledge of the functions of the financial intermediary system and the
methods of generating income.
2. Knowledge of the Federal Reserve’s purpose, structure and relationship to
monetary policy
3. An understanding of the five C’s of credit
4. Be able to explain the time value of money using the concepts of Present
Value, Future Value, Simple Interest, and Compound Interest
5. An understanding of Articles 3 and 4 of the Uniform Commercial Code as they
relate to Negotiable Instruments and the banking system
6. Knowledge of the basic concepts of Financial Business Ethics
7. An understanding of the check routing and the U. S. check payment system
Course Student
Learning
Outcomes (SLO):
4 to 7
1. Describe how personal selling is related to consumer service and distribution in
the banking/financial industry
2. Identify the basic qualities of a successful salesperson and the characteristics
of bank credit and deposit products and services
3. Describe ways in which technology affects delivery of products and services
Learning
Objectives
(Numbering
system should be
linked to SLO e.g., 1.1, 1.2, 1.3,
etc.)
Describe how personal selling is related to consumer service and
distribution in the banking/financial industry
Identify the basic qualities of a successful salesperson and the
characteristics of bank credit and deposit products and services
Describe ways in which technology affects delivery of products and
services
SCANS and/or
Core Curriculum
Competencies: If
applicable
SCANS
Instructional
Methods
Face to Face; Web-enhanced
Student
Assignments
Describe how personal selling is related to consumer service and
distribution in the banking/financial industry
1. Students will complete servicescape reading and questionnaire
assignment.
2. Students will complete product trainer/training role play assignment.
3. Students will complete PowerPoint assignment related to selected,
approved book.
4. Students will complete product presentation to individual customers
assignment.
Identify the basic qualities of a successful salesperson and the
characteristics of bank credit and deposit products and services
1. Students will complete assignment to visit financial institutions and
research and compare product offerings.
2. Students will complete product trainer/training role play assignment.
3. Students will complete PowerPoint assignment related to selected,
Describe how personal selling is related to consumer service and
distribution in the banking/financial industry
Identify the basic qualities of a successful salesperson and the
characteristics of bank credit and deposit products and services
Describe ways in which technology affects delivery of products and
services
approved book.
4. Students will complete product presentation to individual customers
assignment.
Describe ways in which technology affects delivery of products and
services
No assignments selected for this outcome
Student
Assessment(s)
Describe how personal selling is related to consumer service and
distribution in the banking/financial industry
1. Students will complete assignment(s) and/or written exam over this
material.
Identify the basic qualities of a successful salesperson and the
characteristics of bank credit and deposit products and services
1. Students will complete assignment(s) and/or written exam over this
material.
Describe ways in which technology affects delivery of products and
services
1. Students will complete assignment(s) and/or written exam over this
material.
Instructor's
Requirements
8 WEEK CALENDAR
WEEK ONE – Class Meeting #1 of 8
Thur 10/27/11 Orientation to course and BlackBoard (BBV);
overview of assignments; initial assignment(s) made. Curriculum
Focus: The Environment-Delivery Vehicle of the Product & the
products themselves(Product Experience)/Servicescapes of local
banks; local banks’ retail deposit product offerings; customers’ total
servicescape experience. Attitudes toward change. Principles to
apply when relating to customers. Assignments include the
following: A) Servicescape Reading & Related Questions … B)
Application of Spirit at Work Ways of Being … C) Response to Autry
Quote…D) Reading Spirit at Work Intro document; completing as
study aid for final exam….E) Servicescape/Product
Assignment…..F) Library Book Choice Email….G) Personal
Profile/Student Introduction Discussion.
WEEK TWO – Class Meeting #2 of 8
Thurs 11/3/11 Curriculum Focus: The Products Offered Within the
Servicescape. Servicescape Product Assignment completed
and submitted this week. Application of Spirit at Work Ways
of Being assignment completed and submitted this week.
Nature of financial products. Types of deposit products.
Product Presentation skills. Assignments include the
following: A) Study retail deposit products offered by a local
bank… B) Trainer/Training Role Play Assignment …C)
Review of materials regarding presentation skills and
application of techniques therein to Trainer/Training Role
Play Assignment ….D) Application of a second Spirit at Work
Way of Being …E)
WEEK THREE – Class Meeting
#3 of 8
Thurs 11/10/11 Curriculum Focus: Product training. Trainer/Training
Role Play Assignment due and presented in class. Advertising
venues commonly used. Elements of ad design. Assignments
include the following: A) Create Twitter ad for a retail deposit
product offered by a local bank…. B) Create 1-page print ad for a
retail deposit product offered by a local bank…C)
WEEK FOUR – Class Meeting #4 of 8
Thurs 11/17/11 Curriculum Focus: The Customers Within the
Servicescape; who; needs, wants, expectations, actions and
activity. Satisfying/Meeting/Exceeding Customer
Wants/Needs/Expectations. Products, Pricing, Delivery, Service.
Twitter ads reviewed. Print ads reviewed. Assignments include the
following: A) Profile good target customer for a retail deposit product
offered by a local bank….
WEEK FIVE THANKSGIVING HOLIDAY
Thurs 11/24/11 - No Class Meeting
WEEK SIX – Class Meeting #5 of 8
Thur 12/1/11 Curriculum Focus: The Customers Within the
Servicescape; who; needs, wants, expectations, actions and
activity. Satisfying/Meeting/Exceeding Customer
Wants/Needs/Expectations. Bankers Present Products to Assigned
Target Audience of Customers Assignment due and presented in
class.
WEEK SEVEN – Class Meeting #6 of 8
Thurs 12/8/11 Curriculum Focus: The Customers Within the
Servicescape. Satisfying/Meeting/Exceeding Customer
Wants/Needs/Expectations. Bankers Present Products to Individual
Customers Assignment due and presented in class. Postpurchase
follow-up. Customer postpurchase concerns. Book PowerPoint
Assignments submitted this week. Assignments include the
following: A) Students prepare to lead book PowerPoint discussion
… B) Student- read all book PowerPoints submitted …
WEEK EIGHT– Class Meeting #7of 8
Thurs 12/15/11 Curriculum Focus: Book PowerPoint Assignments
reviewed and discussed in class. Assignments include the
following: A) Application Assignment, Adopting 2
Suggestions from book PowerPoints…. Final Exam to be
completed and submitted this week.
Instructional Methods
Instructional methods are intended to facilitate you, the student in
connecting the information that you learn in this course to the real
world of work in the financial services industry.
It is your responsibility to complete assigned readings, submit
assignments on the due dates, study for the exam, participate in
classroom activities, attend class, and enjoy yourself while
experiencing the real world of the financial services industry’s selling
of its products and services.
Engaging the students in the learning process is essential for
teaching to be effective, so you, the student will be involved in both
individual work and collaborative activities. You will be involved in
discussions with your classmates and your instructor. As you will
want to contribute to these discussions, you will need to come to
class prepared to discuss, analyze and evaluate course subject
matter.
Student Assignments
Assignments have been developed that will enhance your learning.
To better understand a topic, you will be given assignments on key
information that you will need to remember for your success in the
course. Students will be required to successfully complete some or
all of the following:
Written Assignments
Written and/or in-class Discussion Assignments
Oral presentation(s)
PowerPoint presentation(s)
In-the-field product/service research
Review Quizzes:
Five (5) – twenty-five (25) multiple choice, fill-in-the-blank, listing
and/or short answer questions covering specific course material
covered by the due date of the quizzes. Questions may include
knowledge and comprehension questions and may also include
analysis, synthesis, and evaluations questions.
Midterm Exam
Twenty (20) - Fifty (50) multiple choice, fill-in-the-blank, listing and/or
short answer questions covering specific course material covered by
the due date of the exam. Questions may include knowledge and
comprehension questions and may also include analysis, synthesis,
and evaluations questions.
Final Exam
Twenty (20) - Fifty (50) multiple choice, fill-in-the-blank, listing and/or
short answer questions covering specific course material covered by
the due date of the exam. Questions may include knowledge and
comprehension questions and may also include analysis, synthesis,
and evaluations questions.
In the world of work in the financial services industry, it is
imperative that you submit reports, required paperwork, etc. on
time; thus I require you to submit your assignments and
coursework on the due dates. Therefore, if any assignment
and/or coursework is not submitted by due date and due time,
no credit may be earned on this assignment and/or
coursework, resulting in a grade of zero (0) on the assignment
and/or coursework.
Instructional Materials
Materials accessed via the course BlackBoard Vista Web-based
support platform, the Internet, audio-visuals.
Program/Disciplin
e Requirements: If
applicable
HCC Grading
Scale
A = 100- 90
4 points per semester hour
B = 89 - 80:
3 points per semester hour
C = 79 - 70:
2 points per semester hour
D = 69 - 60:
1 point per semester hour
59 and below = F
0 points per semester hour
IP (In Progress)
0 points per semester hour
W(Withdrawn)
0 points per semester hour
I (Incomplete)
0 points per semester hour
AUD (Audit)
0 points per semester hour
IP (In Progress) is given only in certain developmental courses. The student must
re-enroll to receive credit. COM (Completed) is given in non-credit and continuing
education courses. To compute grade point average (GPA), divide the total grade
points by the total number of semester hours attempted. The grades "IP," "COM"
and "I" do not affect GPA.
Instructor Grading 25%......Final Exam
Criteria
25%......Principle/Concept Application Assignments
25%......Various Assignments (Reading-Related Assignments, VideoRelated Assignments, Etc.)
20%......Presentation Assignment(s)
5%......Attendance & Participation
Instructional
Materials
Materials accessed via the course BlackBoard Vista Web-based
support platform, the Internet, and selected audio-visuals.
.Additionally, the instructor will select and/or approve other appropriate books that
will be read and used by the students during the course.
HCC Policy Statement:
Access Student
http://hccs.edu/student-rights
Services Policies
on their Web site:
Distance Education and/or Continuing Education Policies
Access DE
Policies on their
Web site:
http://de.hccs.edu/Distance_Ed/DE_Home/faculty_resources/PDFs/DE_Syllabus.
pdf
Access CE
Policies on their
Web site:
http://hccs.edu/CE-student-guidelines