RMI2701 - Agency Management and Selling Techniques (AS)
3 credits (3 lecture hours)
This course analyzes agency mangement utilizing both macroeconomic and microeconomic principles. Identification of business and personal attributes needed to manage insurance company and financial institution relationship is developed. Communication skills, customer service skills and ethical decision-making skills applied to consumer interaction are discussed. Students will investigate the principles and problems associated with selling to include prospecting, cold calls, approach and demonstration techniques. Students will handle consumer objections and manage closing and follow up skills.
Prerequisites: ENC1101, SPC1017 (with a grade of C or higher)