tailieunhanh - THE IMPORTANCE OF NEGOTIATION AND SALES TECHNIQUES ON INSURANCE MARKET

The program must be simple. Anything that requires the participants to constantly refer back to a complicated program methodology to decipher the process, will not work because people will not take the time to study and review the materials. Sadly, these are the new time constraint realities that most management teams don’t understand. Your people, and those whom they lead, are experiencing a time management crisis; this is a fact most fail to consider. Working harder is not the answer. That’s why we spend so much time on proven “high-leverage, high-impact activities.” . | THE IMPORTANCE OF NEGOTIATION AND SALES TECHNIQUES ON INSURANCE MARKET Nicoleta DOSPINESCU Faculty of Economics and Business Administration Alexandru Ioan Cuza University Iasi Romania dnicole@uaic. ro 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 JeL classification M31 1. INTRODUCTION At a time when the Romanian economy is keen to decrease when natural disasters affect people and agriculture the unemployment rate is increasing and inflation reached we wonder if all of these represent for the insurance market an opportunity or a reason for declining a threat. We prefer to believe that we beginning to learn from mistakes and to think that the awareness of the insurance market importance would be an advantage for our customers by transferring risk to an entity available to manage it. So in the next few months the loaded periods of negative events may mean opportunities between the exploited also by insurance companies. To maximize their chances of .