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Center for Curriculum and Transfer Articulation
Insurance Industry Direct Sales I
Course: CSR185

First Term: 2005 Summer I
 Lecture   3 Credit(s)   3 Period(s)   3 Load  
Subject Type: Occupational
Load Formula: S


Description: Overview of direct sales basics. Covers the sales and mainframe systems in addition to effective communication and sales techniques. Also includes procedures for closing the sale



MCCCD Official Course Competencies
1. Identify techniques for attracting customers. (I)
2. Describe procedures for logging into a direct sales computer system. (II)
3. Identify screens used in a direct sales computer system. (II)
4. Explain the use of the Prorater. (II)
5. Describe the various components of a mainframe system. (III)
6. Summarize procedures for navigating in a mainframe system. (III)
7. Explain format and codes for Vehicle Identification Numbers (VINs). (III)
8. Identify elements of and barriers to effective communication. (IV)
9. Explain effective voice skills. (IV)
10. Identify effective questioning techniques. (IV)
11. Summarize procedures for benefit selling. (IV)
12. Identify procedures for closing the sale. (V)
13. Identify procedures for handling objections. (V)
MCCCD Official Course Competencies must be coordinated with the content outline so that each major point in the outline serves one or more competencies. MCCCD faculty retains authority in determining the pedagogical approach, methodology, content sequencing, and assessment metrics for student work. Please see individual course syllabi for additional information, including specific course requirements.
 
MCCCD Official Course Outline
I. Direct Sales Basics
   A. Overview
   B. Customer Attraction
      1. Advertising
      2. Word of mouth
      3. Partner Relationships
   C. Brand
      1. Definition
      2. Goal
II. Direct Sales System
   A. Login
   B. Function
   C. Use
   D. Procedures
   E. New Call Window
   F. Screens
   G. Prorater
   H. Internet Comparison Quoting System
III. Mainframe
   A. System Overview
   B. Function
   C. Procedures
   D. Totally Automatic Office
   E. Vehicle Identification Number (VIN)
IV. Foundation Skills
   A. Sales Perceptions
      1. Negative
      2. Positive
      3. Job Definition
   B. Communications
      1. Elements
      2. Barriers
      3. Understanding
      4. Phone
   C. Listening Skills
      1. Techniques
      2. Active listening
      3. Benefits
   D. Voice Skills
      1. Pitch
      2. Inflection
      3. Tone
      4. Enunciation
      5. Sincerity
      6. Friendliness
      7. Responsive
      8. Confidence
   E. Questioning
      1. Types of Questions
      2. Techniques
      3. Rules
   F. Selling
      1. Features Vs. Benefits
      2. Procedures
      3. Benefit Statements
V. Closing the Sale
   A. Rate Presentation
   B. Closing Techniques/Principles of Influence
      1. Authority
      2. Scarcity
      3. Liking
      4. Reciprocation
      5. Consensus
      6. Commitment
   C. Ask for Sale
   D. Handling Objections
      1. Price Minimization
      2. Value Through Benefits
      3. Bill Plans
      4. Annual Policy
      5. Coverage Customization
 
MCCCD Governing Board Approval Date:  3/22/2005

All information published is subject to change without notice. Every effort has been made to ensure the accuracy of information presented, but based on the dynamic nature of the curricular process, course and program information is subject to change in order to reflect the most current information available.