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THE IMPORTANCE OF NEGOTIATION AND SALES TECHNIQUES ON INSURANCE MARKET

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Author(s): Nicoleta DOSPINESCU

Journal: Scientific Annals of the Alexandru Ioan Cuza University of Iasi : Economic Sciences Series
ISSN 0379-7864

Volume: 2011;
Issue: LVIII;
Start page: 235;
Date: 2011;
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Keywords: insurance | negotiating strategies | selling techniques | turnover | market development

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.

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