Sales Process of Life Insurance Company and Environmental Analisys

The company I choose is MetLife China. MetLife is a life insurance giant operating in over 60 countries and provide services to over 90 million customers in the world. 1. The MetLife insurance agent in China need to get at least 80 hours pre training before they get the qualification to sell insurance product. The trainer will teach all kinds of insurance sells knowledge to the agent. After the agent pass the qualification exam, then the agent could enter the market to sell insurance. 2. The agent will contact a potential customer, if the potential customer interest in insurance, the agent will set up a appointment to meet the customer. 3. When the agent meets the customer, the agent will help customer to do the financial analysis, to let the customer know what kind of insurance product maybe needed by customer. 4. The customer decide to buy the insurance, then the agent will help the customer to fill in the policy application, then hand in the application to company. If the application passes the underwriting process, then the company will debit the premium from the customer’s bank account. 5. The agent will contact the customer and deliver the policy to the customer. 6. The agent will keep in touch with the policy holder to help the customer to process any requirement, such as changing address or claims. 7. Company customer service department will help the agent to service the policy holder, provide many services to customer, such as body check, investment salon and so on.
This sales process is highly consistent with the relation marketing. 1. The sales process focus on customer retention. The insurance business is always focusing on customer retention, the agent need to provide professional service to the customer to make them satisfied. The customer may buy different insurance products from this agent, and the customer may introduce other potential customers to the agent. For the company, customer retention means the customer