20.500.12556/DKUM-39745 TRŽNE ZNAČILNOSTI USPEŠNE PRODAJE ŽIVLJENJSKIH ZAVAROVANJ MARKETING CHARACTERISTICS OF SUCCESSFUL SELLING OF LIFE INSURANCES Življenjsko zavarovanje spada med osebna zavarovanja in se nanaša na zavarovanje za nevarnosti, ki pretijo človeku, njegovemu življenju, njegovi integriteti. Gre za zavarovanje človekovega življenja v primeru kakršne koli smrti, ne glede na to, ali pride do naravne, bolezenske ali nezgodne smrti za obdobje, za katero je zavarovanje sklenjeno. Zato je to zavarovanje tudi temelj varnosti v družini. V prvem delu smo opredelili posebnosti tržišča življenjskih zavarovanj, opisali, kako se je zavarovalništvo razvijalo, kaj dejansko je življenjsko zavarovanje ter njegov pomen in cilji življenjskega zavarovanja. Napisali smo tudi kdo so nosilci življenjskih zavarovanj v Sloveniji in kateri so. Opredelili smo, kakšna je ponudba življenjskih zavarovanj pri nas in jih tudi našteli. Drugo poglavje opisuje osebno komuniciranje pri sklepanju življenjskih zavarovanj. Tukaj je zelo pomembna psihologija uspešnega prodajalca, njegove sposobnosti in osebnostne lastnosti, čustvena stabilnost ter miselna naravnanost. Prav tako bistven je psihološki vidik prodaje, kjer smo opisali, kako lahko prodajalec ugotovi strankino potrebo in tako realizira prodajo. Opisali smo kako uspešno prodajati ter kaj je in kako poteka osebna prodaja, njene prednosti in pomanjkljivosti. Poglavje Prodajni proces pri sklepanju življenjskih zavarovanj pojasnjuje in opisuje kako poteka iskanje potencialnih strank, dogovarjanje terminov oziroma obiskov pri strankah, kako poteka priprava ter sprostitvena faza pri stranki, kako identificirati njene potrebe in probleme, kako poteka predstavitev celotnega svetovanja, kako potekajo pogajanja oziroma kako ravnati z ugovori, kako poteka zaključevanje prodaje in izpolnjevanje ponudb ter kaj so in kako potekajo aktivnosti po prodaji oziroma po prejetju originalnih polic. V zadnjem delu pa smo dejansko podali praktični primer na tržišču pri sklepanju življenjskih zavarovanj. V tem delu je opisana družina, ki ima dolgove, kolikšne imajo prihodke ter zakaj bi potrebovali življenjsko zavarovanje. Razložen in opisan je celotni prodajno svetovalni razgovor pri stranki. Life insurance is one of personal kinds of insurance and refers to insurance for the dangers posed to the man, his life or his integrity. It is for the protection of human life in the event of any death, regardless or it comes to a natural or traumatic death, for the period for which the insurance was taken out. Therefore, it is also the foundation of security within the family. In the first part we identify the specifics of life insurance business, describe how the insurance industry developed, what actually is life insurance, its importance and objectives. We identify and enumerate the holders of life insurance in Slovenia. We define the supply of life insurance in Slovenia. The second chapter deals with personal communication in life insurance. The psychological profile of a successful seller, his abilities and personality traits, emotional stability and mental stance are very important. Equally essential is the psychological aspect of sales, where we describe how seller can determine the customer needs and realised the sell. We describe how to sell successfully, what personal selling is, its advantages and disadvantages. The chapter Sales Process in conclusion of Life Insurance explains and describes how to search for potential clients, how to determine the customer visits, the preparation for meeting and relaxation phase with the customer, the identification of the customer needs and problems, the presentation of insurance consultancy, negotiations or how to deal with client objections, how to close the sell, how to fulfil the offers and what are the activities after the sale is made or after receiving insurance policy. In the last part, we actually describe the practical example of how to sell life insurance. This section describes a family, which has debts and taking into account theirs revenues it gives reasons why they would need life insurance. It explains and describes the whole sales advisory interview with the customer. življenjsko zavarovanje zaščita družine psihologija uspešnega prodajalca osebnostne lastnosti sposobnosti čustvena inteligenca miselna naravnanost potrebe uspešna prodaja potencialna stranka prodajni proces prodajni razgovor svetovanje life insurance protection of the family the psychology of a successful salesperson personality traits skills emotional intelligence mental attitude needs successful sales potential customer sales process sales interview consultancy true true false [T. Žunko] Slovenski jezik Angleški jezik Diplomsko delo 2013-02-24 14:14:58 2013-03-26 11:28:51 2022-05-12 23:11:06 2021-04-20 03:40:18 2012 0 Maribor 0 0000-00-00 NiDoloceno NiDoloceno NiDoloceno 0000-00-00 0000-00-00 0000-00-00 368 11364124 URN:SI:UM:DK:WPHVPXM9 VS_Zunko_Tanja_2013.pdf VS_Zunko_Tanja_2013.pdf 1 5225187E8F915196F69F3EE1A0CC74F1 0acf56e15c5339629ce724616a0d89cb0983f530fdc8c8cc312508d00a42b733 a0d1da07-7c08-11eb-bb7a-00155d0001ca 20.500.12556/dkum/7ed994b9-04a8-4153-aaaf-915aa47a3567 https://dk.um.si/Dokument.php?lang=slv&id=53954 Ekonomsko-poslovna fakulteta 0 0 0