Maricopa Community Colleges  CSR186   20022-20052 
Official Course Description: MCCCD Approval: 11/27/01
CSR186 20022-20052 L+L 2 Credit(s) 4 Period(s)
Insurance Industry Direct Sales Lab
Practical application of direct sales basics. Covers sales and mainframe systems in addition to effective communications techniques. Also includes procedures for closing the sale. Prerequisites: CSR185.
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MCCCD Official Course Competencies:
 
CSR186   20022-20052 Insurance Industry Direct Sales Lab
1. Demonstrate procedures for logging into the system. (I)
2. Demonstrate proper use of screens in the Direct Sales System. (I)
3. Use the Prorater. (I)
4. Demonstrate procedures for navigating in the mainframe system. (II)
5. Demonstrate effective active listening techniques. (III)
6. Demonstrate effective questioning techniques. (III)
7. Use procedures for benefit selling. (III)
8. Demonstrate procedures for closing the sale. (IV)
9. Demonstrate procedures for handling objections. (IV)
10. Demonstrate proper use of system screens (V)
11. Demonstrate appropriate underwriting procedures. (VI)
12. Access the Motor Vehicle Report (MVR) system. (VII)
13. Complete policy rewrites. (VIII)
14. Demonstrate procedures for handling Internet calls. (IX)
15. Complete special lines quotes and sales. (X)
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MCCCD Official Course Outline:
 
CSR186   20022-20052 Insurance Industry Direct Sales Lab
    I. Direct Sales System
        A. Login
        B. DirectPro
        C. New Call Window
        D. Screens
        E. Prorater
        F. Internet Comparison Quoting System
      II. Mainframe
          A. System Overview
          B. Function
          C. Procedures
          D. Totally Automatic Office
          E. Vehicle Identification Number (VIN)
        III. Foundation Skills
            A. Sales Perceptions
            B. Communications
            C. Listening Skills
            D. Voice Skills
            E. Questioning
            F. Selling
          IV. Closing the Sale
              A. Rate Presentation
              B. Closing Techniques/Principles of Influence
              C. Ask for Sale
              D. Handling Objections
            V. System Screens
                A. Rated Drivers
                B. Financial Responsibility
                C. Credit
                D. Drivers
                E. Violations
                F. SR22
                G. Coverage
              VI. Underwriting
                  A. Use
                  B. Information Fields
                  C. Residency
                  D. Previous Insurance
                  E. Discounts
                VII. Application Completion
                    A. Motor Vehicle Reports (MVR)
                    B. Point of Sale Screen
                    C. Policy Screen
                  VIII. Rewrites
                      A. Assigned Risk
                      B. Price Differences
                      C. State To State
                      D. Retiering
                      E. Scripting
                    IX. Internet
                        A. Access
                        B. Quotes
                        C. Affiliate States
                        D. Retrievals
                        E. Forms
                        F. Security
                        G. Discounts
                        H. Comparison Rates
                          1. Scripting
                          2. Conditions
                          3. Procedures
                      X. Special Lines
                          A. Use
                          B. Motorcycles
                          C. Watercraft
                          D. Recreational Vehicles
                          E. Quotes
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