SHOULD CSRs SELL? by Joanna Brandi Although most customer service reps don't like to sell, they love to help and to be useful. If you ask them if they would feel good if...

SOFT MARKET - DISCUSS COST Dear (Customer Name): Thank you for the expiration date of your ( ) insurance. We can't promise your company will save money, but experience has shown that there are man...

SWOT: ASSESSING YOUR CHALLENGES AND OPPORTUNITIES by Pamela Millard There are signs that the economy is improving. Some have even suggested that the recession is over. Lets hope s...

THE ART OF CONVERSATION: LISTEN UP! by Ellen Lubin-Sherman I often receive phone calls from clients who want to improve their communication skills. Theyre worried that they might b...

THE BENEFITS OF CROSS-SELLING EMPLOYEE BENEFITS by Rob Ekern Adding Employee Benefits offers a great way to strengthen relationships with Commercial Lines accounts, while d...

Many marketing managers and representatives may ask: "Why is a sales center important to me? Isn't it designed for niche- or target-marketing? How would this fit into my company, that wants Main Street business?"

Having a marketing-representative background provides me with a unique perspective on sales centers. I know that the marketing representative is much more than a "go-for" problem-solver, running down endorsements, acting as portable shrink between underwriters and agents, or being "the official news agency TAS," spouting party line. I know that marketing is the precursor to selling.

TRAINING TIPS by Karen Flaherty How to meet the challenges and opportunities of training a new employee. During your career as a CSR, youll be asked (probab...

WHAT BUSINESS ARE YOU REALLY IN? By Chris Burand What business areyou in? Examine this question carefully in this document by Chris Burand. A paradigm shift in focus from sellin...

WHAT IS TARGET MARKETING? by Thomas M. Maher The beat goes on. Yes, target marketing is still up there near the top of the corporate charts. But, according to an ...