Product details

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 utilisation of time by sales agents. The case is structured to enable students to: (1) understand the various stages of selling insurance products; (2) discuss the significance of prospecting and qualifying in the effective selling of insurance products; and (3) understand how an organisation can help its sales personnel execute their job effectively. The case is aimed at MBA/PGDBA students, and is intended to be part of the insurance marketing, services marketing or sales and distribution management curriculum.