Insurance Salesmanship Hints

Description

LIST OF CONTENTS – No of Pages-120

Insurance Salesmanship Hints

i. Foreword
ii. Preface
Insurance Salesmanship Hints

I. Salesmanship
II. Why Salesmanship
III. Is it a Science or An Art?
IV. Fundamentals of Successful Salesmanship
a. Salesmanship
b. Successful Salesmanship Depends Upon
c. Qualities of a Good Salesman
d. What is Sales Personality
I. Magnetic Personality
II. Alluring Postures
III.Grooming
IV.A Weeping Salesman
V Voice
VI. Co-operation
V. Dos & Don’ts of a Salesman
a. Listening is Difficult
b. Enthusiasm
c. Luck
d. Customer Needs

e. A to Z Literature

f. Appointments

1. Specific Appointments

2. Purposeful Appointments

3. Vague Appointments

4. Helping Customer

5. Rubbish Talk

6. Benefits of Ads

7. Avail Canvassing Business

8. Normal Risk Coverage

9. Lucky Man

10. Customers’ Head Ache

VI. Product Knowledge

a. Sales Performance
b. Process of Salesmanship
VII. Knowledge of Customers

Classification of Customers

a. Argumentative Type
b. Silent Type
c. Shy Type
d. Friendly Type
e. Hesitant Type
f. Ill-managed Type
g. Conceited Type
h. Bully Type
i. Women Customer
VIII.1. Sales Manager

2.Logical Steps to any Sale

IX. a. Problems of Sales Management

b.Controlling of Salesmen

c. Selection of Candidates

X. 1. Training of Salesmen

2. What is Training

XI. Remuneration of Salesmen

1. Sound Training Program
2. Personal Development of Agents
XII. Motivation of Salesmen

1. Motivation
2. A Way to Correct the Wrong
3. Time Management
4. Controlling Time is Controlling Yourself
5. Concentrated Time Management
6. Looking into Mirror
XIII. a. Success

b.The ASK Principle

c. Qualities that Make a Man Successful

d. Attitude

e. Factors that Determine Attitude

f. How to Build Positive Attitude

g. Steps to build positive Attitude

XIV. 1. Enjoying the Work

2.How to Get on with the Boss

3.A Good Times

4.Human Needs

XV. Stress

a. Stress, Your Best Friend
b. Stress Sans Distress
c. Thinking
d. Complaint Type Neurotic
e. Neurotic vs. Healthy Person
f. Healthy Person
g. Who Are You
h. Guilt and Worry
XVI. Depression

1. Externalization
2. Suspicion
3. Aggressive Reaction
4. Confrontation
5. Emotional Disturbance
6. Women and Stress
XVII. Frustration

a. Dealing with Tension
b. Making friends with small talk
XVIII. Things That You Cannot Forget

a. Good Listening
b. 7 Cs of Good Communication
c. Mistakes We Generally Make
d. Nine Essential Exercises
XIX. 1. Advertising

2. Humorous Copy

3. Meaningful Advertisement

XX. Insurance Made Easy

XXI. My Field Experience

XXII. The Introspection