The Canadian Investment Sales Industry (Investments and Financial Planning): This topic focuses on the sale of investments by Personal Investment and Retirement Planners and the sale of Financial Plans by Certified Financial Planners. The investments, such as Mutual Funds, Bonds and Guaranteed Investment Certificates and the financial plans are sold to consumers like you and I. Identifying how the planners find clients and how they manage their clients is an important consideration A brief history of the industry in Canada and how the sales process has evolved in the industry from the early days to today. • Focus on a few companies in the industry and describe how their sales departments are structured. • How are the sales people in the company paid (commission, salary, combination, bonus structure, etc.) and how much do they make? • What does it take to be successful in selling in the industry? • What training would a person require to obtain a sales position in the industry (education, experience, etc.)? • Describe the sales process a sales person goes through when selling their product. • Where would a sales person in the industry you chose find potential sales prospects? • What would a typical day at work look like for a sales person in the industry you chose? • What would a Sales Person’s Manager do to assist them in being successful in the industry you chose? • Would a Sales Person in this industry have a specific sales target and, if so, how would that target be set and who would monitor it? • What type of dashboard sales analytics are used by the sales people in the industry you chose (provide examples) and how are they used? • What does the future of sales look like in the industry you chose and how is technology impacting selling in the industry?
