TITLE

Use Needs-Based Selling In Worksite Market

AUTHOR(S)
Barthelman, Alan F.
PUB. DATE
November 1998
SOURCE
National Underwriter / Life & Health Financial Services;11/9/98, Vol. 102 Issue 45, p21
SOURCE TYPE
Periodical
DOC. TYPE
Article
ABSTRACT
Cites the effectiveness of using the needs-based approach in successfully enrolling group voluntary insurance products. Definition and mechanics of needs-based selling; Use of materials and presentations to educate employees about the financial risks associated with various life events.
ACCESSION #
1305887

 

Related Articles

  • If Your Clients Think Benefits Are Too Expensive, Take a Look at Your Preparation. Ehrle, John // Agent's Sales Journal;Aug2010, Vol. 13 Issue 8, p28 

    The article offers tips on how to plan properly the sales presentations of insurance products to address the needs of a prospective client. It says that prior preparation of the presentations, which prevents poor performances, can be done by knowing first the product through reading of the...

  • Hancock Group Life Announces eGroup For Mid-Size Market.  // Insurance Advocate;03/03/2001, Vol. 112 Issue 9, p8 

    Reports that the Group Insurance Division of the company John Hancock has decided to sell group life insurance to the mid-size employer market. Business model to be used by the division in selling to the mid-size market; Actions taken by John Hancock to empower insurance brokers and increase the...

  • Local Economic Assessments.  // Burisa;Mar2010, Issue 183, p15 

    The article announces that county and unitary local authorities are to prepare for the Local Economic Assessments which will commence on April 1, 2010 in Great Britain.

  • Listening means more than hearing. O'Donnell, Sherlene J. // Marketing News;1/2/95, Vol. 29 Issue 1, p37 

    Features the needs analysis research (NAR), a proven method for identifying customer needs. Communication as a means for volunteering information; Use of NAR by companies to meet customers' implied expectations.

  • Assess your needs before you acquire a site. Austin, Doug // San Diego Business Journal;11/18/96, Vol. 17 Issue 47, p26 

    Discusses the importance of assessing the need for additional office space before acquiring a site. Need to have an understanding of the quantitative and qualitative needs of the company; Use of needs assessment probes to maximize the company's performance in future years.

  • Needs assessment update. Okerlund, Vicki Wallock; Parsons, Robert J. // National Civic Review;1995, Vol. 84 Issue 1, p48 

    Focuses on the importance of human needs assessment in developing policies in the United States. Reassessment of a 1988 study on human needs assessment in Utah County, Utah; Creation of future policy implications to serve as a possible guide for future community decision making; Identification...

  • Corrigendum.  // British Journal of Psychiatry;Aug2000, Vol. 177, p184 

    A correction to the article "Reliability and validity of the CANDID - a needs assessment instrument for adults with learning disabilities and mental health problems," published in the previous issue is presented.

  • Winning at WORKSITE. Vincent, Lynn // Advisor Today;Nov2004, Vol. 99 Issue 11, p64 

    The article reports about worksite marketing of insurance. Employers prefer it because it adds voluntary benefits. Employees can get required coverage with the substantial underwriting benefits of group coverage transacting through the workplace. Also agents get heavy business. To succeed in the...

  • P-C agents target life/health sales. Pasher, Victoria Sonshi // National Underwriter / Property & Casualty Risk & Benefits Manag;9/02/96, Vol. 100 Issue 36, p9 

    Reports on cross-selling of group life and health insurance by property-casualty agents in the United States. Rationale behind cross-selling; Total agency revenue by source; Use of team approach to cross-sales; Comments of several agents on cross-selling.

Share

Read the Article

Courtesy of THE LIBRARY OF VIRGINIA

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics