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Information Technologies In Insurance Sales Support

Author

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  • Stofor Ovidiu-Ilie

    () (Universitatea, Facultatea de Economie si Administrarea Afacerilor)

Abstract

Insurance system in Romania is carried out with a constant natural activity, evolving quite honorably these times. This is largely due to the difficulty with which insurance is sold in normal economic conditions when it comes to prosperity. Although psychologists, led by Maslow believes that the protection needs are basic needs, along with the physiological one, on the priority list regarding procurement, insurance needs are for some Romanians, of minimum or no importance, so that they are either pushed to the bottom of the list, or even, as it most often happens, they are non existent. Current economic conditions and climate, urges caution on most fields, especially in terms of individual properties, including, how somewhat forced, life and physical integrity which are still considered property, if this aspect is not debated in terms of Christian or other religious dogma. In other words, many Romanians see insurance as a product that “is not up their alley†including it in the luxury category. Furthermore, the media shows, sometimes amplify certain cases of doubt in relations between insurance company - customer. Appropriate marketing, allied with the information technology can improve the complete relationship between the two entities - the offeror and the consumer. Through this study we aim to identify important issues that facilitate the sale of insurance, using information technology, given that the sales of these financial products through the \"ancestral\" methods are effective but not very efficient. We will follow, byanchoring to the current reality, the insurance utility and how to use information technologies in support of marketing (sales). The study itself was done by observing the results in practical work, from an insurance agency, but also related to what the literature offers. Because this study is currently underway, there are certainly some limitations of accuracy of results, which are adjusted \"on the fly\". Realizing a practical application to accompany the insurance consultant, manager and sales team, can increase business efficiency, while being able to better control the forecast, an aspect so painful to the sales man.

Suggested Citation

  • Stofor Ovidiu-Ilie, 2012. "Information Technologies In Insurance Sales Support," Annals of Faculty of Economics, University of Oradea, Faculty of Economics, vol. 1(1), pages 1236-1242, July.
  • Handle: RePEc:ora:journl:v:1:y:2012:i:1:p:1236-1242
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    File URL: http://anale.steconomiceuoradea.ro/volume/2012/n1/182.pdf
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    More about this item

    Keywords

    insurance; insurance marketing; sales; informational technologies; Internet;

    JEL classification:

    • M15 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - IT Management
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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