保险的售后服务与销售[2].ppt

中国平安保险股份有限公司 · 衔接训练教材 售后服务与销售 总公司寿险营销部 二OO一年十一月 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 目录 导言 课程目的 课程大纲 售后服务解决要点 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 一、导言 讲师自我介绍 课程目的 课程大纲 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 树立业务员的个人品牌 避免保单失效 获得满意的客户群 创造增加购买及推荐购买的 机会 售后服务的目的 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 不同服务的效果 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 平安业务员售后服务现状 （1）业务员与客户成交后来末联系过的有36% （2）客户打了多次电话才回应的占3.6% （3）客户因找不到业务员要求退保的占20% （4）贬低别人，抬高自己的占1.8% （5）客户发现保单上的条款与介绍不一致占6.4% Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 售后服务业务员带来哪些好处? 提高保单续继率 客户加保 客户介绍客户 客户介绍增员对象 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. (1) 广州平安某业务员 (2) 日本柴田和子 (3) 新加坡陈明利 售后服务成功案例 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. (1) 递交保单 (2) 保户生日,结婚纪念祝贺 (3) 保费日、节日、新单联系 (4) 定期客刊物给客户 (5) 举办客户联谊活动 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. 1、感谢投保函 2、生日祝贺卡 3、节日慰问信 4、要求推荐信 5、复问候 卡 6、紧急救助卡 7、《平安保险报》 8、有平安标记的礼物 售后服务工具 Evaluation only. Created with Aspose.Slides for .NET 3.5 Client Profile 5.2.0.0. Copyright 2004-2011 Aspose Pty Ltd. （1）对客户的承诺高于一切 （2）经常保持与客户的关系 （3）建立客户服务档案