REVIEWING THE ENTIRE SALES MANAGEMENT PROCESS by Tom Markley Successful sales management depends on how you answer eight questions. Selling is the act of negotiating between a co...

RISK MANAGEMENT: MAXIMIZE GOOD AND MINIMIZE BAD by Mike Manes Risk management provides a powerful tool for serving your clients and growing your bottom line. Every per...

RIZZO'S RESTAURANT BELIEVES IN A SECOND CHANCE WORKING PARTNERS Philip Beal believes that everyone, even people who are having problems with drug or alcohol abuse, deserves a chance to become a...

SALES & MARKETING: MODULE IV INTRODUCTION The material in this module gives you suggested step-by-step approaches to selling Life insurance, explaining in depth e...

The following section is a varied and important one to a profitable independent agency. In it, you will learn the basis of the Sales Center concept and how Sales Centers have brought increased profitability, retention, and total-account sales into many agencies.

Many agencies establish a Sales Center with their existing personnel, or hire an additional administrative or customer service person to take over additional duties. Others find that the increased efficiency of a Sales Center allows them to expand their marketing efforts, and they hire an in-house or outside telemarketing staff to keep leads coming in to producers.

TELEMARKETER'S SKILLS

You might look toward four basic types of people when you're searching for prospective telemarketers:

Your own administrative or service employees
Professional salespeople
Experienced telemarketers
New employees who express an interest in telemarketing, but have little or no sales background

SALES PERSONS/SAMPLES Dear (Customer Name): THESE SAMPLES AREN'T FREE! You have a lot of money tied up in the samples your salespeople display. When they take their samples on the road, ...

SALVAGING CLIENTS/PROSPECTS IN A STAGNANT ECONOMY by John R. Graham It's taken a couple of years to figure out just what's happening in the economy, but the picture now ...

SAMPLE LIST OF DESIRED BEHAVIOR How to Be An Excellent Employee 1. Understand that all relationships require trust, direction, communication and commitment to be successful. 2. K...

SECRETS OF CREDIBILITY MARKETING PART 1: THREE SIMPLE WAYS TO IMPROVE YOUR CREDIBILITY by Michael Lovas As Michael Lovas was wr...