aAssociate Professor, Faculty of Management and Economics, University of Sistan and Baluchestan, Zahedan, Iran. M.A in Entrepreneurship
bFaculty of Management and Economics, University of Sistan and Baluchestan, Iran
cInstructor, Department of Statistics, Islamic Azad University of Mashhad
Online published on 16 December, 2014.
The purpose of this study was to evaluate the role of life insurance sales, insurance sales consultants the negotiating skills. To this end, reviewing the conducted research and using the modified model of negotiation skills, the dimensions and components associated with the concept of the negotiating skills counselors have been discovered. Based on the variables, a questionnaire relying on 60 questions has been developed, the validity of which was confirmed by an esteemed professor. The statistical population of the study consists of all insurance subsidiaries organized in the city of Yazd (80 branches), which is due to the small population size, the census was used. Therefore, the questionnaire was 80 sales consultants were branches of the 58 questionnaires were completed and returned. After collecting the questionnaires distributed, data obtained through descriptive statistics and inferential statistics were analyzed using 18 SPSS software.
Consultants, insurance, sale, Skill, Negotiation
