The objective of this research to develop the learning module 'Smart Communication with Prospects for Life Insurance Agents' to improve agent performance when interacting with prospects. Specifically this learning module is a solution to the challenges faced by insurance agents when pioneering their careers. Findings in the preliminary study indicate a high failure rate in the first year of an insurance agent's career. The findings provide the basis for the need for instructional to address insurance agent issues when interacting with prospects. Competencies that agents need to learn can be comfortable with themselves, able to make prospects feel comfortable, and able to influence prospects. This research and development uses the Instructional Development Model (MPI) which consists of three stages of the process: (1) identification, (2) development, and (3) evaluation. Preliminary data from the study were obtained from five major life insurance agencies in Indonesia. Development of learning modules based on a combination of life insurance marketing communication theories with emotional intelligence theories and applying learning theories that include understanding, attitudes, and skills in the form of independent learning modules. The material contains a small exercise task that is done every day to develop confidence and communication skills early when acquainted with prospects.

T0401

TP/ts T0401

Perpustakaan Pascasarjana UNJ

Available