The Art of Selling Insurance Products


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Please note:

This case study was compiled from published sources, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

Case Details:

Price:
Case Code : INS037 For delivery in electronic format: Rs. 100;
For delivery through courier (within India): Rs. 100 + Rs. 25 for Shipping & Handling Charges

Themes

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Case Length : 03 Pages
Period : 2003
Pub Date : 2003
Teaching Note : Available
Organization : Varied
Industry : Insurance
Countries : India

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.

Issues:

» Understand the various stages of selling insurance products

» 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

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