Financial services businesses are leading Ihe way towards the global economy because capital can be moved around more easily than and more quickly than either labor, raw materials or goods and services. The art of selling financial products and services is a challenging process, requiring new skills and continuous learning to thrive in a constantly changing environment. With skeptical, bear-market bruised consumers demanding more for less, a solid, practical guideline is needed for both new and experienced salespeople. Each chapter in the encyclopaedia addresses a fundamental issue in selling, representing the best practices of high-producing financial advisers and insurance professionals in the industry.Financial services are facing numerous challenges caused by the rapid changes occurring in the marketplace. This title is an essential tool for any financial professional seeking to keep abreast of this rapidly changing industry. Specific topics include: Banks and insurance companies moving away from their traditional business operations and entering the investment management arena; The increasing role of mutual funds in the financial services industry; The explosion of new financial instruments into the industry.