PRINCIPAL OFFICE KARACHI

A sales representative has a key role in the entire business operations, he/she goes through the following sales process to play this role effectively, prospecting. Who is a Prospect?. It means the person who is engaged to a legal profession, earns regular income, can afford to pay the premiums on the policy, has good health, has to support his family and is in need of insurance. Importance of Prospecting. It is like raw material for a factory. The more the number of prospects you have the more you will succeed in this profession.

Sources of prospecting. Your own relatives, friends, colleagues, neighbors, and others whom you meet regularly, with whom you do business every day and you like. Methods of Prospecting. For example: Telephone directory, yellow pages, cold calls, markets and etc. Identify your Prospect. Get the basic information about your prospect such as occupation, estimated income, marital status etc.

Pre-Approach Preparation Identify your prospect in the light of the information gathered. Imagine his savings, his problems and his possible needs. Suggest a solution. Check “yourself” and your “Kit” before meeting Approach through telephone, letters or direct contact Approach should be based upon the following: The introduction: Introduce yourself in an impressive way. The purpose: Cite the purpose of your visit effectively. Time required: Get the time for meeting efficiently.

Gather information with different interview styles Draw attention. Create interest Convince with command Closing of sale Assessing the need for Insurance Family protection Savings Investment Accidental coverage After retirement income Debt servicing Wedding or higher education of children.

FIELD MAN POWER DEVELOPMENT DEPARTMENT DEVELOPED BY: MOSHIN ABBAS & KASHIF HASHMI F.M.D P.O, KARACH