SM110 Communications for Sales: Project 8

Project Description:

You just received your Insurance Broker license, and are about to invest your life savings to open your own insurance agency that sells home and automobile insurance policies. This is a highly competitive industry with nationally known companies such as Allstate, Farmers, State Farm, Nationwide and others competing with thousands of smaller agencies like your own.

You will need to hire a sales team to help build your business from scratch. Answer the following questions about your requirements in building your insurance sales team:

1) Who would make an ideal salesperson for insurance sales?

2) How are they going to generate new leads that will turn into sales?

3) Describe how a salesperson can best overcome the following objections when trying to sell a homeowners insurance policy:

· “It’s too expensive”

· “Let me think about it”

· “I’m happy with the policy that I have now”

· “I’d rather get a policy from a company I’m familiar with like Allstate”

4) How will you, as the owner, motivate your sales team to be successful and “close the deal”?

Submit your list of requirements for your sales team to Project 8 in Moodle.

FOR INSTRUCTOR USE ONLY

Grading Rubric – Projects

Grading accepts a start value of 100. Points will be deducted for failure to fully complete or meet the stated requirements. Grading: 90-100 = Represents work of superior quality (A); 80-89 = Represents work of good to very good quality (B); 70-79 = Represents adequate command of class content (C); 69 and below = Represents work that shows a need for development or improvement (F); 0 = Represents plagiarized work (F).

SM110: Communication for Sales

Student:

Instructor:

Date:

Project 8

Description of requirements

Possible Points

Your Points

1) Who would make an ideal salesperson for insurance sales?

15

2) How are they going to generate new leads that will turn into sales?

15

3) Describe how a salesperson can best overcome the following objections when trying to sell a homeowner’s insurance policy:
• “It’s too expensive”

10

• “Let me think about it”

10

• “I’m happy with the policy that I have now”

10

• “I’d rather get a policy from a company I’m familiar with like Allstate”

10

4) How will you, as the owner, motivate your sales team to be successful and “close the deal”?

15

Overall content has clarity and adequate supporting details

5

Assignment was submitted by due date

10

TOTAL

100

YOUR SCORE: ________

Instructor Comments: