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Oktober Edition 2016

MINISTRY OF EDUCATION, MALAYSIA

VOCATIONAL COLLEGE STANDARD CURRICULUM

COURSE INFORMATION

PROGRAMME : INSURANCE

COURSE NAME : INSURANCE / TAKAFUL SALES AND MARKETING SUPPORT ADMINISTRATION

CODE NAME : BIN 1033

YEAR / SEMESTAR : 1 SEMESTER 1

CREDIT UNIT : 3.0

CONTACT HOUR : FACE TO FACE : 4.0 HOURS / WEEK

NON FACE TO FACE :

COURSE TYPE : VOCATIONAL

PRE-REQUISITE : -

CORE REQUISITE : -

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COURSE OUTCOMES

At the end of the course, the students should be able to provide professional and informative sales and marketing services in ensuring client
trustworthiness. Upon completion of this course, trainees will be able to: -
1. Identify and meet potential client
2. Arrange meeting appointment
3. Prepare sales and marketing kits
4. Present product proposal
5. Close sales dealing
6. Submit all the necessary documents for processing

COURSE DESCRIPTION

This course provides students with the basic skills of insurance / takaful sales and marketing support administration. It gives the students the
chance to actually experience the process of making insurance sales from identifying potential clients to processing the necessary documents
in order to complete the sales dealing.

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CONTENT AND LEARNING STANDARDS

PROGRAMME : INSURANCE

COURSE NAME : INSURANCE/ TAKAFUL SALES AND MARKETING SUPPORT ADMINISTRATION

CODE NAME : BIN 1033

CONTACT CONTENT STANDARD


LEARNING STANDARD PERFORMANCE CRITERIA
HOUR

12 HOURS 1. IDENTIFY POTENTIAL 1.1 Describe potential client 1.1.1 Explain potential client in accordance with
(2 WEEKS) CLIENT the Insurance Sales Standard Operating
Procedures (SOP).

1.2 Determine method of 1.2.1 Define method of prospecting in accordance


prospecting with the insurance industry requirement.

1.3 Gather potential client 1.3.1 List the information needed from potential
information client according to company marketing
policy.

1.3.2 Collect information needed from potential


client according to the insurance industry
requirement and to company marketing
policy

1.4 Arrange meeting appointment 1.4.1 Call potential client for meeting according to
insurance sales standard operating
procedures (SOP).

1.4.2 Set meeting details according to meeting


SOP.

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Oktober Edition 2016

CONTENT AND LEARNING STANDARDS

PROGRAMME : INSURANCE

COURSE NAME : INSURANCE/ TAKAFUL SALES AND MARKETING SUPPORT ADMINISTRATION

CODE NAME : BIN 1033

CONTACT
CONTENT STANDARD LEARNING STANDARD PERFORMANCE CRITERIA
HOUR

12 HOURS 2. PREPARE SALES AND 2.1 Determine the types of sales and 2.1.1 Produce types of sales and marketing
(2 WEEKS) MARKETING KITS marketing documents and kits documents & kits according to PIAM, LIAM.
MTA rules and regulations.

2.2 Determine insurance product 2.2.1 Prepare insurance product information


information. according to company requirement

2.3 Identify insurance regulatory 2.3.1 List insurance regulatory body and
body and association association according to insurance industry

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Oktober Edition 2016

CONTENT AND LEARNING STANDARDS

PROGRAMME : INSURANCE

COURSE NAME : INSURANCE/ TAKAFUL SALES AND MARKETING SUPPORT ADMINISTRATION

CODE NAME : BIN 1033

CONTACT
CONTENT STANDARD LEARNING STANDARD PERFORMANCE CRITERIA
HOUR

18 HOURS 3. PRESENT PRODUCT 3.1 Introduce purpose of Meeting 3.1.1 Define purpose of meeting according to
(3 WEEKS) PROPOSAL insurance company requirement.

3.2 Present company background 3.2.1 Present company background

3.3 Execute fact finding Process 3.3.1 Execute facts finding process according to
company SOP

3.4 Identify potential client profiling 3.4.1 Examine data in database and acquire
potential client profiling and needs
according to company requirement

3.5 Recommend suitable product 3.5.1 Propose suitable product plan according to
plan according to client needs client needs

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Oktober Edition 2016

CONTENT AND LEARNING STANDARDS

PROGRAMME : INSURANCE

COURSE NAME : INSURANCE/ TAKAFUL SALES AND MARKETING SUPPORT ADMINISTRATION

CODE NAME : BIN 1033

CONTACT
CONTENT STANDARD LEARNING STANDARD PERFORMANCE CRITERIA
HOUR

18HOURS 4. CLOSE SALES DEALING 4.1 Handle possible objections. 4.1.1 Handle possible objection professionally
3WEEKS according to company SOP

4.2 Complete application form 4.2.1 Finalize clients application form according to
company SOP

4.3 Collect supporting documents 4.3.1 Collect supporting documents according to


company SOP

4.4 Collect payment from client 4.4.1 Identify payment collection method and
Mode.

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Oktober Edition 2016

CONTENT AND LEARNING STANDARDS

PROGRAMME : INSURANCE

COURSE NAME : INSURANCE/ TAKAFUL SALES AND MARKETING SUPPORT ADMINISTRATION

CODE NAME : BIN 1033

CONTACT
CONTENT STANDARD LEARNING STANDARD PERFORMANCE CRITERIA
HOUR

6 HOURS 5. SUBMIT PROPOSAL 5.1 Check document completeness 5.1.1 Inspect document completeness
(1 WEEK) DOCUMENTS FOR according to company SOP
PROCESSING
5.2 Duplicate application and 5.2.1 Make copies for application and
supporting documents supporting documents according to
company SOP

5.3 Submit application & supporting 5.3.1 Present application & supporting
documents and payment for documents and payment for processing
processing according to company submission
procedures.

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Oktober Edition 2016

CONTENT AND LEARNING STANDARDS

PROGRAMME : INSURANCE

COURSE NAME : INSURANCE/ TAKAFUL SALES AND MARKETING SUPPORT ADMINISTRATION

CODE NAME : BIN 1033

CONTACT
CONTENT STANDARD LEARNING STANDARD PERFORMANCE CRITERIA
HOUR

6 HOURS 6 SEND PAYMENT RECEIPT 6.1 Collect payment receipt from 6.1.1 Collect payment receipt collected from
(1 WEEK) TO CLIENT company/agency company/agency according to company
SOP

6.2 Determine method of delivering 6.2.2 Establish method of delivering payment


payment receipt to client receipt to client according to company
SOP

6.3 Deliver payment receipt to client 6.3.1 Deliver payment receipt to client
according to company SOP

6.4 Follow receipting procedures 6.4.1 Adhere to receipting procedures


according to company SOP

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