COURSE INFORMATION
PROGRAMME : INSURANCE
PRE-REQUISITE : -
CORE REQUISITE : -
COURSE OUTCOMES
At the end of the course, the students should be able to provide professional and informative sales and marketing services in ensuring client
trustworthiness. Upon completion of this course, trainees will be able to: -
1. Identify and meet potential client
2. Arrange meeting appointment
3. Prepare sales and marketing kits
4. Present product proposal
5. Close sales dealing
6. Submit all the necessary documents for processing
COURSE DESCRIPTION
This course provides students with the basic skills of insurance / takaful sales and marketing support administration. It gives the students the
chance to actually experience the process of making insurance sales from identifying potential clients to processing the necessary documents
in order to complete the sales dealing.
PROGRAMME : INSURANCE
12 HOURS 1. IDENTIFY POTENTIAL 1.1 Describe potential client 1.1.1 Explain potential client in accordance with
(2 WEEKS) CLIENT the Insurance Sales Standard Operating
Procedures (SOP).
1.3 Gather potential client 1.3.1 List the information needed from potential
information client according to company marketing
policy.
1.4 Arrange meeting appointment 1.4.1 Call potential client for meeting according to
insurance sales standard operating
procedures (SOP).
PROGRAMME : INSURANCE
CONTACT
CONTENT STANDARD LEARNING STANDARD PERFORMANCE CRITERIA
HOUR
12 HOURS 2. PREPARE SALES AND 2.1 Determine the types of sales and 2.1.1 Produce types of sales and marketing
(2 WEEKS) MARKETING KITS marketing documents and kits documents & kits according to PIAM, LIAM.
MTA rules and regulations.
2.3 Identify insurance regulatory 2.3.1 List insurance regulatory body and
body and association association according to insurance industry
PROGRAMME : INSURANCE
CONTACT
CONTENT STANDARD LEARNING STANDARD PERFORMANCE CRITERIA
HOUR
18 HOURS 3. PRESENT PRODUCT 3.1 Introduce purpose of Meeting 3.1.1 Define purpose of meeting according to
(3 WEEKS) PROPOSAL insurance company requirement.
3.3 Execute fact finding Process 3.3.1 Execute facts finding process according to
company SOP
3.4 Identify potential client profiling 3.4.1 Examine data in database and acquire
potential client profiling and needs
according to company requirement
3.5 Recommend suitable product 3.5.1 Propose suitable product plan according to
plan according to client needs client needs
PROGRAMME : INSURANCE
CONTACT
CONTENT STANDARD LEARNING STANDARD PERFORMANCE CRITERIA
HOUR
18HOURS 4. CLOSE SALES DEALING 4.1 Handle possible objections. 4.1.1 Handle possible objection professionally
3WEEKS according to company SOP
4.2 Complete application form 4.2.1 Finalize clients application form according to
company SOP
4.4 Collect payment from client 4.4.1 Identify payment collection method and
Mode.
PROGRAMME : INSURANCE
CONTACT
CONTENT STANDARD LEARNING STANDARD PERFORMANCE CRITERIA
HOUR
6 HOURS 5. SUBMIT PROPOSAL 5.1 Check document completeness 5.1.1 Inspect document completeness
(1 WEEK) DOCUMENTS FOR according to company SOP
PROCESSING
5.2 Duplicate application and 5.2.1 Make copies for application and
supporting documents supporting documents according to
company SOP
5.3 Submit application & supporting 5.3.1 Present application & supporting
documents and payment for documents and payment for processing
processing according to company submission
procedures.
PROGRAMME : INSURANCE
CONTACT
CONTENT STANDARD LEARNING STANDARD PERFORMANCE CRITERIA
HOUR
6 HOURS 6 SEND PAYMENT RECEIPT 6.1 Collect payment receipt from 6.1.1 Collect payment receipt collected from
(1 WEEK) TO CLIENT company/agency company/agency according to company
SOP
6.3 Deliver payment receipt to client 6.3.1 Deliver payment receipt to client
according to company SOP