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Excerpt from The Psychology of Selling Life Insurance
The salesman's two most difficult tasks are to interest the prospect and to close the sale. These two tasks are both very directly related to the psychological factor of desire. In this book 'the salesman is acquainted with man's native and acquired desires or interests, and is shown how man's needs for insurance may be translated into terms of desire so that the prospect will finally want that which life insurance provides. When he comes to desire the service insurance renders, the problem of closing largely disappears. In order to make every principle as concrete and practical as possible they are taught in connection with the study of five complete sales-interviews and por tions of several others.
In the past the theory of selling has been pre sented either by psychologists writing on psychol ogy with reference to selling or by salesmen writing on selling as explained by psychology. In either case the treatment of the subject has generally.
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Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com
This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.
The salesman's two most difficult tasks are to interest the prospect and to close the sale. These two tasks are both very directly related to the psychological factor of desire. In this book 'the salesman is acquainted with man's native and acquired desires or interests, and is shown how man's needs for insurance may be translated into terms of desire so that the prospect will finally want that which life insurance provides. When he comes to desire the service insurance renders, the problem of closing largely disappears. In order to make every principle as concrete and practical as possible they are taught in connection with the study of five complete sales-interviews and por tions of several others.
In the past the theory of selling has been pre sented either by psychologists writing on psychol ogy with reference to selling or by salesmen writing on selling as explained by psychology. In either case the treatment of the subject has generally.
About the Publisher
Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com
This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.
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- EditoreForgotten Books
- Data di pubblicazione2018
- ISBN 10 1451001037
- ISBN 13 9781451001037
- RilegaturaCopertina flessibile
- Numero di pagine513
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The Psychology of Selling Life Insurance (Classic Reprint)
Editore:
Forgotten Books
(2018)
ISBN 10: 1451001037
ISBN 13: 9781451001037
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Descrizione libro Paperback. Condizione: New. Print on Demand. Excerpt from The Psychology of Selling Life Insurance. About the Publisher, Forgotten Books publishes hundreds of thousands of rare and classic books. This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works. This text has been digitally restored from a historical edition. Some errors may persist, however we consider it worth publishing due to the work's historical value. The digital edition of all books may be viewed on our website before purchase. print-on-demand item. Codice articolo 9781451001037_0
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The Psychology of Selling Life Insurance (Classic Reprint)
Editore:
Forgotten Books
(2018)
ISBN 10: 1451001037
ISBN 13: 9781451001037
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Descrizione libro Paperback. Condizione: Brand New. 514 pages. 9.00x6.00x1.15 inches. In Stock. This item is printed on demand. Codice articolo 1451001037
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