This historic book may have numerous typos and missing text. Purchasers can usually download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1918 edition. Excerpt: ... CHAPTER II QUALIFICATIONS FOR SELLING BUSINESS INSURANCE For the purpose of this chapter I shall make a broad division of Business Insurance into (1) that which is placed with corporations and partnerships in large amounts and (2) that which is placed with partnerships and individuals in comparatively ...
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This historic book may have numerous typos and missing text. Purchasers can usually download a free scanned copy of the original book (without typos) from the publisher. Not indexed. Not illustrated. 1918 edition. Excerpt: ... CHAPTER II QUALIFICATIONS FOR SELLING BUSINESS INSURANCE For the purpose of this chapter I shall make a broad division of Business Insurance into (1) that which is placed with corporations and partnerships in large amounts and (2) that which is placed with partnerships and individuals in comparatively small amounts. Qualities which are necessary to success in working one class are not essential in the other. The former of our divisions represents the most lucrative line of life insurance salesmanship. The agent has many inducements to specialize in it. Business Insurance is a comparatively new form of protection. It has the attraction of novelty and its discussion is more interesting to agent and prospect than the discussion of personal insurance. It touches the prospect where he is most susceptible--in the consideration of matters relating to his business prosperity. It affords the agent scope for new methods and new arguments. Business Insurance necessarily involves larger amounts--case for case--than does domestic insurance. The premiums under it are more readily collected, and the renewals are more persistent. There is relatively less work and less waste of time involved in writing large policies. They are placed with men of affairs who are accustomed to thinking with decision and reaching their conclusions promptly. Special Qualifications Necessary But, if the rewards of success in writing large business are rich, the difficulties are greater and the disappointments deeper than ordinary. Consequently, before discussing methods of working this kind of Business Qualifications for Selling Insurance it will be wise to consider the advisability of doing so. A distinct class of men must be approached for large policies and a distinct set...
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