UNIT XX-A: BUSINESS INSURANCE
SALES & MARKETING APPENDIX
ACTION ASSIGNMENT #4

Initial Meetings, Fact-Finding Meetings,
Case Analysis & Recommendations

  1. Conduct initial meetings and fact-finding meetings with at least three of the 15 business prospects you approached for scheduled meetings. These should be joint calls with your General Agent/Trainer or Advanced Sales Specialist. Conduct "curbside critiques" immediately after each meeting.

    1.     COMPLETE

    2.     COMPLETE

    3.     COMPLETE

    4.     COMPLETE

    5.     COMPLETE

  2. Get help from your General Agent/Trainer doing case analysis and developing recommendations for these prospects. You should get hands-on experience preparing proposals and running sales illustration software for business cases. Also, discuss creative ways to use product features and benefits as selling tools in business and professional market cases.

    3.   COMPLETE

  3. Create proposals for each case and package them in top-quality presentation binders. Prepare and role play your sales presentations with your General Agent/Trainer or Advanced Sales Specialist.

    4.   COMPLETE

    Please print this Action Assignment using the "Printer Friendly" button at the top of this page. Once it is complete, sign it and submit it to your General Agent for his or her signature. Give one signed copy to the General Agent and fax/send another copy to Field Development Operations at the corporate headquarters — (513) 794-4515.


Unit XX-A: Business Insurance
Sales & Marketing Appendix Action Assignment #4 Satisfactorily Completed

DATE: __________ SIGN OFF
General Agent: ____________________________________
Sales Associate: ___________________________________
Firm (Print): ____________________________________

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