How you currently feel about a future in “selling” in the financial services industry.

Reflective Journal Assignment – Instructions and Marking Rubric

Instructions

  1. Read the section on “Adaptive selling for relationship building” pages 258-279 in the 2014 edition of the Sheridan selected chapters text – ABC’s of Relationship Selling Through Service.

And using this document (see below) complete the rating exercise to determine your own social style: (5 Marks)

  1. see Exhibit 5-6, Page 271
  2. see Exhibit 5-4 , Page 268
  3. Are you an Analytical, Driver, Amiable or an Expressive? Do you agree with this identification? Reply Y/N with 4-5 sentences as to how you feel.

 

  1. Review the BMO Financial Group’s Role Information sheet for skills and attributes by specific roles and complete the schedule (see below) showing the key skills and attributes for each position. Then summarize the top three skills and attributes and discuss why they are important. (10 Marks)

 

  1. After doing 1 and 2; now detail how you currently feel about a future in “selling” in the financial services industry. What are your career aspirations? What do your fear/like most about selling? (5 Marks)

 

3.       I feel:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

  1. Social Style Rating Exercise, see Page 271 for full description (5 Marks)
Assertiveness Ratings Responsiveness Ratings
Aspect My Perception of Myself Aspect My Perception of Myself
Quiet   Open  
Decision speed   Impulsive  
Going along   Opinions  
Supportive   Informal  
Compliant   Emotional  
Deliberate   Easy to know  
Asking   Warm  
Cooperative   Excitable  
Risk   Animated  
Slow, studied   People-oriented  
Cautious   Spontaneous  
Indulgent   Responsive  
Nonassertive   Humorous  
Mellow   Impulsive  
Reserved   Lighthearted  
Total Score   Total Score  
/ 15   / 15  

 


 

 

Low Responsiveness

I have plotted my score here:

 

 

I am an Analytical, Driver, Amiable or an Expressive.

I (do/don’t) agree with this identification? Reply Y/N with 4-5 sentences as to how you feel about your classification.

 

 

 

 

  1. BMO Role Analysis (10 Marks)
ROLE (you complete for all positions in the BMO document) “QUALIFICATIONS REQUIRED PRE-HIRE” – identify the requirements for each position How do you rate yourself versus these Qualifications?

(This is a self-assessment exercise, so no wrong answer) 5 Marks
Customer Service Representative    
Financial Services Coordinator    
You add the rest of the roles

 

 

 

    
 

 

 

 

 

    
 

 

 

 

 

    
     
Now identify the top three qualifications based on your review of all the positions and indicate why they are important. 5 Marks 1.

 

 

 

 

 

2.

 

 

 

 

3.

 

 

 

 They are important because:

 

 

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