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The Importance Of Negotiation And Sales Techniques On Insurance Market

Nicoleta Dospinescu ()
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Nicoleta Dospinescu: Faculty of Economics and Business Administration, "Al. I. Cuza" University, Iasi, Romania

Analele Stiintifice ale Universitatii "Alexandru Ioan Cuza" din Iasi - Stiinte Economice (1954-2015), 2011, vol. 58, 235-246

Abstract: Most Romanian economic actors are affected by major changes in macroeconomic policy, domestic economic and financial crisis and unstable legislative and fiscal framework. In this situation, the importance of the insurance market should be reconsidered in order to properly manage the various types of risks. Market development may be key human resources and sales expertise in negotiations, and reporting to new customer needs. The purpose of this paper is to know the quality of human resources working specialization Iasi insurance market. Objectives considered concerns: the testing of skills for implementing strategies to maintain and develop customer base, identifying strategies and techniques of negotiation and sale of the guest to remove objections and completing the sale. The expected results could not confirm that staff is sufficiently trained and that opportunities to increase turnover is lost due to a failure to apply the best techniques of negotiation and sale.

Keywords: insurance; negotiating strategies; selling techniques; turnover; market development (search for similar items in EconPapers)
JEL-codes: M31 (search for similar items in EconPapers)
Date: 2011
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Handle: RePEc:aic:journl:y:2011:v:58:p:235-246