Strengthening proposal sales of an insurance company project

Strengthening proposal sales of an insurance company project


Industry: Services (Other)


Topic: 


Background/objectives


  • A large insurance company of Korea, the productivity of the sales organization did not increase, and performance was sluggish.
  • Due to the worsening economic conditions, the shift from sales based from trusting relationship conducted up until now, to a proposal sales which presents values to customers became necessary.
  • On-site employees did not understand the importance or the detailed sales process for proposal sales and the change could not be expedited.

Result creation process


Results


  • A sales management method based on the purchaser’s psychology was introduced and sales productivity increased.
  • The proposal/documents for consideration/sales talk for the effective implementation of proposal sales are made clear.
  • The best practice for insurance sales is made clear and is spread towards the whole sales organization.

 

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