The Art of Selling Insurance Products
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Case Code: INS037 Case Length: 03 Pages Period: 2003 Pub Date: 2003 Teaching Note: Available |
Price: Rs.100 Organization: Varied Industry: Insurance Countries: India Themes: - |
Abstract Case Intro
Nitu Nanda (Nitu) was an agent of Ruby Insurance Company. She took up this employment to utilize her leisure time. Her husband, Vasant Nanda (Nanda) was a marine engineer. He used to be away from home for months together.
Therefore Nitu began to look for a part-time job. One day, her friend, Shanti Kapoor (Kapoor), told her about the advertisement of Ruby Insurance Company. Nitu was initially reluctant to apply for this job as she considered the job of a salesperson as the toughest of all.
However, Kapoor convinced Nitu by telling her that, since she had a large friend circle, she could generate sales easily. Nitu applied for the job and was selected. She managed to convince many of her friends and relatives to purchase insurance products. Gradually, she began to enjoy her job and soon became a skilled agent.
Nanda praised Nitu's talent and the way she utilized her leisure time. When Nitu decided to become a full-time employee of Ruby, Nanda did not object. She always topped her team. Later she achieved the highest sales in the entire district and one day she was announced the best sales agent in India...
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