Insurance Marketing Tips
Book Information
Title: Insurance Marketing Tips
Author: Yin-li
Publisher: Tsinghua University Press
Publication date: February 2009
ISBN: 9787302193999
Folio: 16 Open
Price: 23.00 RMB [Edit this paragraph] Brief Introduction
"Insurance Marketing Techniques" focuses on communication skills Insurance Marketing elaborated, through a wealth of cases, highlighting practical, practicality, and strive to develop students skills in insurance marketing. The book of nine chapters, of which the first and second chapter mainly expounds the essence of insurance marketing, insurance marketing personnel as well as the quality requirements to ensure that learners establish the correct marketing idea. From the third chapter to the ninth chapter to the insurance marketing business processes, the core of the various components of communication skills, including customer management and customer to develop the skills; contact with interview skills; explore the skills of customer demand; customer refused to deal with the skills; to convince the customer skills; contribute to skills; service skills. "Insurance marketing techniques" as an insurance professional students, teaching materials are also available for use in self-insurance industry professionals. [Edit this section] Book List
Chapter I Introduction to Insurance Marketing
The substance of Section Insurance Marketing
First, the concept of insurance marketing
Second, the characteristics of insurance products
Third, the characteristics of insurance marketing
Section II Development of China's Insurance Marketing
First, opportunities and challenges
Second, insurance marketing insurance agent marketing is the main mode of
Thinking and Practice
Chapter II Insurance Marketing staff necessary conditions
Section insurance agent career orientation
First, the insurance agent's nature, status
Second, the insurance agent's job specification
II insurance agent marketing ideas and work attitude
An insurance agent marketing idea
Second, the insurance agent should work attitude
Section III insurance agents must have the ability to
1, the insurance agent's knowledge structure
Second, the insurance agent's self-management ability
Thinking and Practice
Chapter III of the customer management skills
Section Analysis of customer buying behavior
1, customer analysis of the insurance consumer motivation
2, the customer insurance needs analysis
3, the customer buying decision-making process
Section client to develop skills
First, identify potential customers
2, the customer to develop methods
3, customer classification management
Thinking and Practice
Chapter IV interview skills
Section close to the customer Skills
1, close to the customer the purpose of
2, close to the customer to prepare
Third, the contacts description
Section II to obtain customer goodwill
First, smile and praise the skills
Second, catering to their likes
Third, the function of small gifts
Section III deal with different types of client's marketing skills to negotiate
Thinking and Practice
Chapter V techniques to explore customer needs
Section identifying the insurance needs of customers
First, listen to the role of
Second, effective listening
Section II for customers to identify their insurance needs
1, question the role of
Second, the type of problem
Third, the design of questions
Thinking and Practice
Chapter VI client refused treatment techniques
Section correctly face the customer refuses to
Section II dealing with a customer refuses to skills
First, the basic principles of dealing with a customer refuses to
Second, the method of dealing with a customer refuses to
Third, the basic steps for dealing with a customer refuses to
4, common refusal to deal with a model
Thinking and Practice
The techniques described in chapter VII of the
Section I described the interests of insurance products
1, understanding the characteristics of insurance products, functions and benefits
Second, the insurance features into customer benefits
Section II of the application of the insurance program recommendation for
1, the insurance program recommendation for the production of
Second, the effective presentation of the insurance program
Thinking and Practice
Chapter VIII led to the techniques
Section contributed to the creation of conditions for
1, contributed to the conditions of
Second, to promote the essentials
Identify the customer's purchase information in section II
One language to buy signal
2, body language Buy Signal
Third quarter turnover to seize the opportunity to
1, commonly used methods to promote