Breaking out of a sales slump
- Ins. carriers cultivate cross-selling capabilities. Schwartz, Matthew P. // National Underwriter / Property & Casualty Risk & Benefits Manag;8/28/95, Vol. 99 Issue 35, p13
Focuses on the popularity of cross-selling as a sales method in the insurance industry. Process description; Incentives; Success factors; Enhancement of product lines; Comments from industry executives.
- Home office redirects producer sales support. Armstrong, Sean // Best's Review / Life-Health Insurance Edition;Feb1994, Vol. 94 Issue 10, p56
Explores cost-efficient sales support systems for field insurance agents. Evaluation of marketing program effectiveness; Exploration of alternative selling methods; Problems in the distribution system; Decentralization method of improvement; Support of activities in improving agent's...
- CEOs rank distribution as top concern. // Best's Review / Life-Health Insurance Edition;Mar1994, Vol. 94 Issue 11, p62
Reports that life insurance chief executives acknowledge that the problem of distribution is their top insurance concern. Includes the challenge of high cost; Lack of control over producer behavior; Decrease in productivity.
- Technology transforming distribution channels. Skelly, Thomas J. // Best's Review / Life-Health Insurance Edition;May94, Vol. 95 Issue 1, p90
Discusses the feasibility of distribution and marketing for insurance policies. Importance of adequate distribution channels; Application of new information technology.
- Survey finds technology is key to customer service. // Best's Review / Life-Health Insurance Edition;Jun94, Vol. 95 Issue 2, p101
Reports on the implications of the Marketing & Research Association Inc.'s survey on the role of technology in insurance marketing. Shifts in electronic communications; Miniaturization of technology and persuasiveness of communications; Industry's reaction to changes in customer buying habits.
- Reinventing association marketing for the '90s. Nelson, Kristin L. // Best's Review / Life-Health Insurance Edition;Sep94, Vol. 95 Issue 5, p60
Focuses on association marketing of insurance policies. Viability of small-employer associations; Difficulty in managing large associations; Advice; targeting strategy.
- The marketplace. Armstrong, Sean // Best's Review / Life-Health Insurance Edition;Feb95, Vol. 95 Issue 10, p82
Provides an update on developments in insurance marketing in the United States for February 1995. Fortis Financial Group's disability income product line; Addition of eight investment options to New England Annuities' Zenith Accumulator variable annuity; Addition of a universal life policy to...
- Life sales get a boost from work site selling. Covaleski, John // Best's Review / Life-Health Insurance Edition;Jun96, Vol. 97 Issue 2, p26
Reports that the workplace is becoming a favored place for insurers to sell their products in the United States. Health coverage offered; Technology helps marketing; Marketing advantages.
- The next step: Selling the sellers. Barry, Richard K. // Best's Review / Life-Health Insurance Edition;Dec96, Vol. 97 Issue 8, p72
Focuses on the need for insurers to build a new deal with their sales networks. Distribution costs concerns; Payment schemes; Risk of losing sellers and customers to the competition; High support issue.
- Finding the right mix makes the difference. Cacchione, Frank // Best's Review / Life-Health Insurance Edition;Apr97, Vol. 97 Issue 12, p74
Focuses on direct-response marketing concerning personal lines insurance. Rational pricing; Information accessibility; Technology; Segment and company characteristics.