Analiza potrzeb klienta – rzeczywista czy pozorna?
Client Needs Analysis – Accurate or Apparent?

Summary/Abstract: The article is aimed at examining the functions and method of conducting the analysis of customer needs and requirements, which was laid down in the provisions of the Insurance Distribution Act. The author defines the conditions that must be met in order to perform a proper analysis, its stages as well as functions to be fulfilled by the insurance distributor. The customer has the right to refuse to answer the distributor’s questions and to conclude the insurance contract without taking into account the conclusions drawn from the analysis. However, never should the analysis be carried out in a way that is apparent. The author points out dangers resulting from the survey performed in such a way.

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