The Art of Selling Insurance Products

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

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

Principles of Personal Selling, Qualifying in Personal Selling, Selling Process, Sales Agents

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