The Art of Selling Insurance Products
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Details
Case Code:
INS037
Case Length:
3
Period:
Pub Date:
2003
Teaching Note:
NO
Price (Rs):
0
Organization:
Not Applicable
Industry:
Insurance
Country:
Not Applicable
Themes:
Sales Force Management,Sales Management
Abstract
The case focuses on the principles of personal selling and highlights the importance of prospecting and qualifying in personal selling. It discusses the major stages involved in the selling process. It also examines the process of selling and provides solutions related to the better utilization of time by sales agents.
Learning Objectives
The case is structured to achieve the following Learning Objectives:
- Understand the various stages of selling insurance products
- and Discuss the significance of prospecting and qualifying in the effective selling of insurance products.
Keywords
Focuses, principles, personal selling, prospecting, qualifying, stages, selling process, solutions, sales agents