Insurance Sales and Marketing

CUSTOMISED FOR CORPORATES (MINIMUM: 10 PARTICIPANTS)

The Insurance function, in times of unparallel business challenges, has to reengineer itself in order to be able to meet the new financial world order, which is characterised by:

  • Redefinition of the insurability of risks.
  • Changes in the population and demographic parameters in Mauritius as well as worldwide.
  • Emergence of innovative insurance products such as Investment-cum-Insurance and Takaful.
  • Appearance of new intermediaries such as Bancassurance.
  • Surfacing of new Insurance technical concepts like Finsurance.
  • Advent of futuristic competitors such as Online Insurance Providers & Captive Insurance.
  • Development of new sales, marketing & customer service techniques, which are geared to Marketing 3.0.

Due to the ever changing environment of the Insurance sector in Mauritius and worldwide, all personnel in the sector have to acquaint themselves with these revolving realities.
 
Target audience:
Clerks, Officers, Supervisors and Functional Managers in the field of Insurance sales & marketing, and those in the related areas in the insurance industry. Also applicable to those, with a minimum qualification of School Certificate, contemplating the start/enhancement of their career in Insurance as customer representative, customer development, claims clerks/officers, underwriting clerks/officers and/or policy processing officers.

Objectives of our course:

  • To relate traditional sales and marketing concepts used in the Insurance sector and to show the marketing evolution towards modern Customer Relationship Marketing (CRM) techniques.
  • To describe the mathematical and quantitative issues involved in Insurance products from the insurance sales & marketing staffs’ point of view.
  • To illustrate skills and concepts and analytical tools to cultivate a customer focus culture in the Insurance sector in Mauritius.

Course Format: Face-to-face lectures with LCD Presentation, Individual exercises, Group case-study discussions, Mauritian case-in-practice, Training video session.

Main topics to be covered: (more information is available in our structured syllabus, accessible only when registrations are open for this course):

  • Insurance as risk transfer mechanism
  • Fundamental legal principles of Insurance
  • Mathematical & quantitative aspects of Insurance
  • Long-term & general Insurance & its major classes of cover
  • Investment & alternative Insurance
  • Sales and marketing process, Salesperson personality and motivation, Treatment of objections of prospects
  • Value added marketing campaigns for the insurance sector
  • Follow-up and continuous servicing

Standards: Professional, practical, real-life and up-to-date training. Approved by the Mauritius Qualifications Authority.

Duration: 32 Hours over 16 Weeks – Part time, with one weekly session.
 
Job Prospects as:

  • Customer Service Representative / Development Officer
  • Claim Clerk/Officer
  • Underwriting Clerk/Officer, Policy Processing Officer
  • Bancassurer

Career-Start-ups in:
Insurance, Reinsurance, Banks in the Bancassurance departments.

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