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... purchasing decision Selling, on the other hand, is the process of direct, persuasive communication with potential buyers to get a decision and a commitment to buy, ' says Wesley. Selling activities include the following: Screening identified prospects to ensure that they are willing to listen, need the benefits offered, and have the authority (and ability) to make a buying decision Presenting the benefits of the product/service by eliciting and answering questions Questioning to pinpoint the prospect's special needs and barriers to buying Problem-solving and persuading to remove the barriers to a decision Closing the process by actively leading to a firm commitment with the prospect OK, let's put this definition of marketing into more practical terms. Say, for instance, you've heard that a local zoning committee has approved a block of apartment buildings for condominium development. You realize, after doing some checking, that your agency offers various types of Condominium insurance in addition to the regular Homeowners. Among other policies, it offers added protection for losses to the condominium's common areas (not all of which would be covered by the unit-owner's Homeowners insurance); and it offers protection for individual condo board members who are personally liable for claims made against condo officers and directors. You know your product has a definite benefit to offer; and you know the market you are targeting. Now all you have to do is educate the prospects about their need for that benefit to complete the marketing effort. Find out the names of the unit owners and the condo board members. Mail them information about the coverage your agency offers, or give them a telephone ...

...,892 partial Homeowner, Renter, Condominium, Dwelling and Apartment unit losse...

...wners, Motor Home, Renters, and Condominium coverages from such major carriers...