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FACTORS OF EFFICIENCY IN SELLING INSURANCE SERVICES
Stručni rad
Selling is one of the basic functions in insurance companies. Without successful selling and service payment the insurer can not complete his mission – economic protection of persons and their properties in realization of insured case.
In order to sell insurance services successfully the insurance company must treat the selling function as a part of integral marketing. So it is neecessary to plan and to create such
insurance services which will according to their qualities, price and availability satisfy the needs of potential buyers. The insured person or the so-called buyer of insurance services must be in the centre of all insurance services. Satisfi ed buyer of the insurance services
treated as an insurance partner is the greatest guarantee of successful selling. First of all the insurer must analyze and know the insurance market very well [segmentation of potential market] but he must also know all circusumstances and threats of his surrounding [policies, legal system, competition], own advantages and disadvantages [organization, staff, capital, public image], and according to that he must direct service selling to the commercial areas which will be optimal for the company.
In order to make the insured person satisfi ed and an insurance company successful in selling, it is neccessary to consider the following elements: quality of the insurance service
[before concluding the policy, during and after the insurance policy], competitive price, adequate selling canals, promotion mix, and motivated staff. Quick and justifi ed payment of insured
amount is the basic element which creates trust, safety and satisfaction of the insured.
Insurance Services; Factors of Selling Efficiency
Puni tekst (Hrvatski) Str. 815 - 839 (pdf, 183.94 KB)
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