Commercial Lines Products for the Propery and Casualty Insurance Practitioner

This course provides some of the unique skills necessary in selling financial services. It deals with person-to-person selling. Students will learn and then practice the fundamentals of the sales process, needs analysis, consultative selling and relationship building. Students develop interactive selling skills through presentation, self-evaluation and peer evaluation. Emphasis is on developing the confidence, professionalism and marketing skills required in the world of financial services.

Credit Status
PNC104 is a required subject in the Property and Casualty Program – P&C Program. Upon successful completion, it will provide one of the 6 credits required to secure a Certificate of Successful Completion of the P&C Program. In addition, it is the second of four credits offered by the Insurance Brokers Association of Ontario (IBAO) toward the CAIB (Canadian Accredited Insurance Broker) designation.

Learning Outcomes
Upon successful completion of this subject, the student will be able to:

1.  Apply best practices of the effective sales professional.
2. Prospect for clients and develop a referral-based business.
3. Evaluate the needs of a customer through effective fact finding.
4. Propose the appropriate financial solutions to clients in a compelling, confident fashion.
5. Specify and describe the various steps in the sales and buying process.
6. Analyze clients’ objections and develop strategies to counter them appropriately.
7. Demonstrate effective sales closing skills.
8. Develop relationship throughout the sales buying and service cycle.

Grading and Examinations
In compliance with the Grading Policy outlined below, the student’s final mark will be based upon the following:
Final Examination – CAIB 2 100%

Final Grades:
A+ 90% to 100%
A 80% to 89%
B+ 75% to 79%
B 70% to 74%
C+ 65% to 69%
C 60% to 64%
D 55% to 59%
F 0% to 54% (Not a pass)
For the complete grading policy please refer to Seneca’s Academic Policy.

Text and Reference Material
Customer Service for the Insurance Professional Course Binder (Module 2)

All PNC104 course materials are adapted with the permission of the publishers.

Pre-requisites
None.

Cheating and Plagiarism
Each student should be aware of the College's policy regarding Cheating and Plagiarism. Seneca's Academic Policy will be strictly enforced.

To support academic honesty at Seneca College, all work submitted by students may be reviewed for authenticity and originality, utilizing software tools and third party services. Please visit the Academic Honesty site for further information regarding cheating and plagiarism policies and procedures.

Discrimination/Harassment
All students and employees have the right to study and work in an environment that is free from discrimination and/or harassment. Language or activities that defeat this objective violate the College Policy on Discrimination/Harassment and shall not be tolerated. Information and assistance are available from the Resolution, Equity and Diversity Centre at ext. 2078 or via e-mail at Human.Rights@senecac.on.ca.

Accommodation for Students with Disabilities
The College will provide reasonable accommodation to students with disabilities in order to promote academic success. If you require accommodation, contact the Counseling and Disabilities Services Office at ext. 2900 to initiate the process for documenting, assessing and implementing your individual accommodation needs.

Detailed Topic Outline By Week
(Fall 2009)

1. Sales
2. Selling Skills
3. Setting Objectives
4. Identifying Features and Benefits
5. Communicating with Insureds
6. Negotiating with Clients
7. Handling Complaints
8. Emotional Clients
9. Saying No Dealing with
10. Public Relations
11. Allocating Priorities
12. Maintaining High Professional Standards
13. Skits & Presentations

 

 

 

 

 

 

 

 

 

 

Updated: August 2009