SKRIPSI

Salesperson’s Persuasive Communication in Prospecting a New Agent of Commonwealth Life Insurance

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This thesis is about the selesperson’s persuasive communication in prospecting a New Agent of Commonwealth Life Insurance. The general objective of the research is to describe the way selesperson of Commonwealth Life Insurance used persuasive communication in her prospecting process by Cialdini ( 2009 ). This research used descriptive method. All the data of this research collected from observation and interview. The finding showed that salesperson of Commonwealth Life Insurance used six principle of persuasion by Cialdini ( 2009 ); Commitment and Consistency principle, Reciprocal principle, Liking Principle , Social Principle, Scarcity Principle, and Authority Principle. Based on Finding and discussion, researcher that salesperson of Commonwealth Life Insurance use the six principle of persuasion. In addition, commitment and consistency principle are the dominant principle that salesperson used in her prospecting process because commitment and consistency are the first thing to be done for ensuring the costumer about costumer’s needs. Moreover, application of the theory was not maximal in her propecting process but she managed to influence her costumer refers to the costumer’s answer in the conversation. This thesis tells the society and businessman especially that the six universal principles of persuasion by Cialdini ( 2009 ) can help the prospecting activity

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Availability

Detail Information

Series Title

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Call Number

BSI 2016 MUH s

Publisher

Makassar : Fakultas Adab dan Humaniora., 2016

Collation

xi, 63 hlm; ilus.; 27 cm

Language

English

ISBN/ISSN

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Classification

BSI 2016

Content Type

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Media Type

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Carrier Type

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Edition

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Subject(s)

Salesperson
Commonwealth life insurance

Specific Detail Info

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Statement of Responsibility

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