little-books

Little Books

	"The Principles of Marine Insurance" by Harold A Turner ACII, revised and edited by Eric V C Alexander This book endeavours to satisfy the demand for a marine insurance primer. Revisions were made to the sixth edition after the introduction in 1982 of the new Marine Policy Form and Institute Clauses. Price: £25.00 (+ £3.50 p&p) ISBN 0 85443 112 8 Seventh edition, published 1986


	"Guide to Life Assurance Underwriting" by Keith Sankey A basic working knowledge of life assurance underwriting is essential for everybody in retail financial services. Over 15% of those applying for life assurance have some form of occupational impairment and this book will prove indispensable to anyone who has to advise them. It takes the reader through the principles of life underwriting, describes the common problems in layman’s terms, details the underwriting information that will be required and the acceptance terms that may be available. There is also a handy glossary of medical terms. Price: £14.95 (+ £3.50 p&p) ISBN 0 900236 337 Third edition, published 1991

	“People will always need insurance” by Ted Armstrong For ten years, readers of Post Magazine have been enthralledby the colourful reminiscences of John Cross. His nostalgic tales of the world of insurance between the wars are redolent of a different age. Much had changed in fifty years . . . or has it? Price: £7.95 (+ £3.50 p&p) ISBN 0 900236 22-1 Published 1990

	“The Magic of Self-Motivation” by Dick Mason Dick Mason’s book is an essential tool for anyone in life assurance sales wanting to know how to set goals and achieve them. He explains his own system for creating sales, improving earning capacity and reaching a higher level of personal satisfaction. Price: £9.50 (+ £3.50 p&p) ISBN 0 900236 302 Published 1986

	“One Foot in the Door” by Robert Vicar Successful selling requires sound technique amd good organisation to blend with keen motivation and the right personality. “One Foot in the Door” is a basic sales manual ideal for everyone selling any type of insurance. It draws on the author’s many years of sales experience in a wide variety of fields. Whether you are already in sales or just starting out, this book provides an invaluable guide to sales techniques from the need to sell yourself first through to closing a sale. In between it examines telephone selling, the art of professional presentation and the all important subject of overcoming objections. Price: £9.95 (+ £3.50 p&p) ISBN 0 900236 32 9 Published 1991

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