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  1. KEEP
  2. Theses and Dissertations
  3. Barrett, The Honors College Thesis/Creative Project Collection
  4. The effectiveness of Relationship Sales Versus Network Sales in the Financial Services Industry
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The effectiveness of Relationship Sales Versus Network Sales in the Financial Services Industry

Full metadata

Title
The effectiveness of Relationship Sales Versus Network Sales in the Financial Services Industry
Description

The insurance industry consists of financial advisors planning for individual’s financial future through defensive investments that will payout in case of something happening to a person’s greatest asset—themselves. Each financial advisor is mandated to pass a professional exam to receive their license in order to take in clients in each state. There is a process in which clients are serviced and sold on different products of insurance. Advisors need to consider client needs and service them with products are in their best interest and within financial reason. <br/> To sell a product you must have clients, and the way that financial advisor receive clients are generally through two ways: company provided or their own connections. At the end of the day, the goal is to get in front of more people and expand you circle. In that sense, there are two common way people address this expansion of circles and that is build relationships versus networking. The goal of this paper is to dive deep in the insurance industry and analyze the sales process when comparing the difference in selling through building relationships versus selling through networking.<br/> The research plan I have in mind start from researching background and history, to current practices environment, to method process solutions. In the initial stages of my research, I will focus on background and history of the financial services industry in terms of sales and insurance. This will address insurance sales processes in the financial services industry and its features as well as benefits. After explaining the step by step process and potential results of the sales process in the insurance industry, I will start researching current environments of the industry. This will explain the history, key theoretical elements, and significant events of the industry. <br/> The history of the background will set stage for me to address situational challenges in the business based on my own experience to which I will do research to find plausible sales process solutions when comparing relationship sales to networking sales. This research will then be synthesized with my own experimental solutions as I work in the industry, which will help me complete chapter 4 and 5 of my theses – Methods and Execution of Results.

Date Created
2021-05
Contributors
  • Skelnik, Eason John (Author)
  • Byrne, Jared (Thesis director)
  • Desiderio, Jake (Committee member)
  • Department of Finance (Contributor)
  • Department of Supply Chain Management (Contributor)
  • Barrett, The Honors College (Contributor)
Topical Subject
  • Financial services
  • Sales
  • Relationships
  • Networks
Resource Type
Text
Extent
26 pages
Language
eng
Copyright Statement
In Copyright
Primary Member of
Barrett, The Honors College Thesis/Creative Project Collection
Series
Academic Year 2020-2021
Handle
https://hdl.handle.net/2286/R.I.64166
Level of coding
minimal
Cataloging Standards
asu1
System Created
  • 2021-05-06 12:21:07
System Modified
  • 2021-08-11 04:09:57
  •     
  • 2 years 1 month ago
Additional Formats
  • OAI Dublin Core
  • MODS XML

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