| 保险营销中准客户的阻抗心理分析 |
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| 引用本文： | 任智,向燕子.保险营销中准客户的阻抗心理分析[J].湖南科技学院学报,2010,31(2):121-123. |
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| 作者姓名： | 任智 向燕子 |
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| 作者单位： | 保险职业学院,湖南,长沙,410114 |
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| 摘 要： | 从保险产品、保险准客户及保险公司和保险营销人员三个维度对保险营销中准客户为什么存在阻抗心理进行了分析,并从树立准客户正确的保险观念、提供满足准客户需要的保险产品、帮助准客户突破对保险的认知障碍、化潜在需求为现实需求、加强营销人员的管理,提高营销人员的素质及塑造良好的企业形象和营造企业文化五个角度提出了化解准客户阻抗心理的建议。
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| 关 键 词： | 保险营销 保险产品 阻抗心理 |
Obstructive Psychological Analysis on Potential Customersin Insurance Marketing |
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| REN Zhi XIANG Yan-zi.Obstructive Psychological Analysis on Potential Customersin Insurance Marketing[J].Journal of Hunan University of Science and Engineering,2010,31(2):121-123. |
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| Authors: | REN Zhi XIANG Yan-zi |
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| Institution: | Insurance Professional College;Changsha Hunan 410114;China |
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| Abstract: | From three dimensions like insurance products,insurance potential customers and insurance companies and insurance marketing personnels,this paper analyses why there exists psychological obstruction.And also,this paper puts forward corresponding suggestions from these five angles like:establishing correct insurance concept,providing suitable insurance products satisfying customers' requirements,helping potential customers break through cognitive barriers,changing potential demands for real demands,strengthen... |
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| Keywords: | Insurance marketing Insurance product Obstructive psychology |
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