The Art of Selling Insurance Products
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(Case Code: INS037) click on the button below, and select the case from the list of available cases:
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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.
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Case Details:
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Price: |
| Case Code |
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INS037 |
For delivery in electronic format: Rs. 100;
For delivery through courier (within India): Rs. 100 + Shipping & Handling Charges extra
Themes- |
| Case Length |
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03 Pages |
| Period |
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2003 |
| Pub Date |
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2003 |
| Teaching Note |
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Available |
| Organization |
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Varied |
| Industry |
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Insurance |
| Countries
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India |
Abstract:
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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.
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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
The Art of Selling Insurance Products
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