Free PDF Ebooks Files @AcrobatPlanet.Com

The purpose of this publication is to provide a guide to the principles and practice of marketing critical illness insurance. It is primarily targeted at companies considering the launch of a new product and who sell to individuals via intermediaries, be they tied or independent. Other methods of http://www.acrobatplanet.com/non-fictions-ebook/pdf-ebook-marketing-critical-illness-insurance.html">distribution are not touched on except within the international sales context in the appendix.

areas within companies which may find this brochure of use include product development, sales support, market research, sales training and sales management. Companies with an existing critical illness product may also find it useful as a point of comparison.

Contents
1. Introduction
2. Key point summary
3. The concept

3.1 What is critical illness insurance?
3.2 What is special about critical illness cover?
3.3 Why might a company think of offering critical illness cover?
3.4 How might a marketing brief look?
3.5 What are the main product-design issues?

4. Consumer needs

4.1 General
4.2 Basic attitudes to insuring against serious illness and disability
4.3 Attitudes to critical illness cover

5. Target markets

5.1 Young singles
5.2 Young couples/families
5.3 Mature families
5.4 Older families
5.5 Retired couples/singles
5.6 Business insurance

6. Marketing material

6.1 Product name
6.2 Client brochure
6.3 Technical guide
6.4 Policy conditions
6.5 Key features
6.6 Flyer
6.7 Proposal form

7. Sales

7.1 Training
7.2 Sales arguments
7.3 “Cash if you do, cash if you don’t”
7.4 The fact-find
7.5 Client objections

Appendix: Sales experience in selected markets
South Africa
Canada
UK
Australia
Sources

Download
PDF Ebook The Marketing of Critical Illness Insurance