EVALUATING THE EFFECTIVENESS OF SALES METHODS IN LIFE INSURANCE

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AGHAZADEH HASHEM; JANDAGHI GHOLAM REZA; KHALIL MARYAM

مرکز اطلاعات علمی Scientific Information Database (SID) - Trusted Source for Research and Academic Resources

Journal Paper

Paper Information

Journal: IRANIAN JOURNAL OF INSURANCE RESEARCH (SANAAT-E-BIMEH) Year:2013 | Volume:27 | Issue:4 (108) Page(s): 71-95

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Information Journal Paper

Title

EVALUATING THE EFFECTIVENESS OF SALES METHODS IN LIFE INSURANCE

Author(s)

AGHAZADEH HASHEM | JANDAGHI GHOLAM REZA | KHALIL MARYAM | Issue Writer Certificate

Keywords

LIFE INSURANCEQ2

SALES METHODSQ2

CONSULTATIVE SELLINGQ2

COOPERATIVE SELLINGQ2

Abstract

This paper evaluates the effectiveness of SALES METHODS in LIFE INSURANCE. Salespeople in selling insurance services need professional and effective methods. Therefore, we try to identify SALES METHODS and some measures for evaluating their effectiveness and then try to evaluate and prioritize these methods. Population under study is composed of insurance branch managers, their chief agents and brokers. Our sample consisted of two tiers. The first tier was a group of 60 people, and the second tier was a group of 85 people. In total 145 respondents were selected. The results show that there is a meaningful relationship between customer oriented, consultative, cooperative, relationship, adaptive, system, cross selling; and effectiveness measures, except transactional selling and effectiveness measures. Regression analysis shows that only two methods (consultative selling and COOPERATIVE SELLING) can explain most of the dependent variable variations and between these two, the CONSULTATIVE SELLING is more important than the other.

Cites

THE EFFECT OF CULTURAL COMPONENTS ON LIFE INSURANCE DEMAND FROM THE VIEW OF CENTRAL INSURANCE STAFF OF IRAN (WITH EMPHASIS ON FUTURISTIC VIEWS)

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APA: Copy

AGHAZADEH, HASHEM, JANDAGHI, GHOLAM REZA, & KHALIL, MARYAM. (2013). EVALUATING THE EFFECTIVENESS OF SALES METHODS IN LIFE INSURANCE. IRANIAN JOURNAL OF INSURANCE RESEARCH (SANAAT-E-BIMEH), 27(4 (108)), 71-95. SID. https://sid.ir/paper/100961/en

Vancouver: Copy

AGHAZADEH HASHEM, JANDAGHI GHOLAM REZA, KHALIL MARYAM. EVALUATING THE EFFECTIVENESS OF SALES METHODS IN LIFE INSURANCE. IRANIAN JOURNAL OF INSURANCE RESEARCH (SANAAT-E-BIMEH)[Internet]. 2013;27(4 (108)):71-95. Available from: https://sid.ir/paper/100961/en

IEEE: Copy

HASHEM AGHAZADEH, GHOLAM REZA JANDAGHI, and MARYAM KHALIL, “EVALUATING THE EFFECTIVENESS OF SALES METHODS IN LIFE INSURANCE,” IRANIAN JOURNAL OF INSURANCE RESEARCH (SANAAT-E-BIMEH), vol. 27, no. 4 (108), pp. 71–95, 2013, [Online]. Available: https://sid.ir/paper/100961/en

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