Maricopa Community Colleges  CSR185   20022-20052 
Official Course Description: MCCCD Approval: 11/27/01
CSR185 20022-20052 LEC 3 Credit(s) 3 Period(s)
Insurance Industry Direct Sales
Overview of direct sales basics. Covers the sales and mainframe systems in addition to effective communication and sales techniques. Also includes procedures for closing the sale.(##)(##)Prerequisites: None. Prerequisites: None.
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MCCCD Official Course Competencies:
 
CSR185   20022-20052 Insurance Industry Direct Sales
1. Identify techniques for attracting customers. (I)
2. Describe procedures for logging into a direct sales computer system. (II)
3. Identify screens used in a direct sales computer system. (II)
4. Explain the use of the Prorater. (II)
5. Describe the various components of a mainframe system. (III)
6. Summarize procedures for navigating in a mainframe system. (III)
7. Explain format and codes for Vehicle Identification Numbers (VINs). (III)
8. Identify elements of and barriers to effective communication. (IV)
9. Explain effective voice skills. (IV)
10. Identify effective questioning techniques. (IV)
11. Summarize procedures for benefit selling. (IV)
12. Identify procedures for closing the sale. (V)
13. Identify procedures for handling objections. (V)
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MCCCD Official Course Outline:
 
CSR185   20022-20052 Insurance Industry Direct Sales
    I. Direct Sales Basics
        A. Overview
        B. Customer Attraction
          1. Advertising
          2. Word of mouth
          3. Partner Relationships
        C. Brand
          1. Definition
          2. Goal
      II. Direct Sales System
          A. Login
          B. Function
          C. Use
          D. Procedures
          E. New Call Window
          F. Screens
          G. Prorater
          H. Internet Comparison Quoting System
        III. Mainframe
            A. System Overview
            B. Function
            C. Procedures
            D. Totally Automatic Office
            E. Vehicle Identification Number (VIN)
          IV. Foundation Skills
              A. Sales Perceptions
                1. Negative
                2. Positive
                3. Job Definition
              B. Communications
                1. Elements
                2. Barriers
                3. Understanding
                4. Phone
              C. Listening Skills
                1. Techniques
                2. Active listening
                3. Benefits
              D. Voice Skills
                1. Pitch
                2. Inflection
                3. Tone
                4. Enunciation
                5. Sincerity
                6. Friendliness
                7. Responsive
                8. Confidence
              E. Questioning
                1. Types of Questions
                2. Techniques
                3. Rules
              F. Selling
                1. Features Vs. Benefits
                2. Procedures
                3. Benefit Statements
            V. Closing the Sale
                A. Rate Presentation
                B. Closing Techniques/Principles of Influence
                  1. Authority
                  2. Scarcity
                  3. Liking
                  4. Reciprocation
                  5. Consensus
                  6. Commitment
                C. Ask for Sale
                D. Handling Objections
                  1. Price Minimization
                  2. Value Through Benefits
                  3. Bill Plans
                  4. Annual Policy
                  5. Coverage Customization
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