ЕФЕКТИВНО ОБЩУВАНЕ ПРИ ЗАСТРАХОВАТЕЛНОТО КОНСУЛТИРАНЕ
EFFECTIVE COMMUNICATION IN INSURANCE CONSULTING

Summary/Abstract: Insurance consulting places the potential Insurer or client with his specific goals, desires, dreams and fears at the center of the insurance service. This requires knowing the customer, which in turn is based on intensive communication. Professional insurance intermediaries are trained and consciously and actively use the possibilities of structured communication, taking into account the ways in which customers perceive and process information. In the studio, emphasis is placed on the need for effective communication and the features of its competent structuring during the consulting engagement. The specifics of the Basic Information Document, the elements of pre-contractual information in insurance and the approaches to sustainable communication in the competitive performance of insurance intermediaries have been studied. Guidelines for constructive overcoming by insurance intermediaries of objections from potential and current clients are noted.

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