Use Needs-Based Selling In Worksite Market

Barthelman, Alan F.
November 1998
National Underwriter / Life & Health Financial Services;11/9/98, Vol. 102 Issue 45, p21
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.


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