Book Description

Excerpt from Elementary Textbook and Abridged Manual of Information and Suggestions for Field Representatives of the Massachusetts Mutual Life Insurance Company, Springfield, Massachusetts In the preparation of the following pages, the clearly expressed wishes of the Company to make the text brief and to the point have been carefully respected. A vast amount of material that some might regard as both cognate and essential has been excluded. No attempt has been made to duplicate what the solicitor could find plainly slated in our circulars, policies, and Book of Instructions to agents, but the aim has been to reinforce such information with other kindred matter pertinent to our work. Emphasis has been placed upon our policies, values, options, and other salient features sometimes overlooked or minimized, - and how to sell them. Space has been devoted to the agent's work, use of his time, how to express the dignity of his profession, how to conduct himself, etc. The great subject of salesmanship has only been outlined - the foundation, growth, and history of life insurance merely mentioned - only a digest of the Massachusetts laws is incorporated. The Company's purpose to provide a manual that would be especially adapted for the training of new solicitors, thereby saving the General Agents' time and labor, - and at the same time offer certain well-tried plans to the more experienced, - has been the author's guiding star. The book is not exhaustive. It is not an encyclopedia of the life insurance business or an unabridged treatise on the fine art of salesmanship. About the Publisher Forgotten Books publishes hundreds of thousands of rare and classic books. Find more at www.forgottenbooks.com This book is a reproduction of an important historical work. Forgotten Books uses state-of-the-art technology to digitally reconstruct the work, preserving the original format whilst repairing imperfections present in the aged copy. In rare cases, an imperfection in the original, such as a blemish or missing page, may be replicated in our edition. We do, however, repair the vast majority of imperfections successfully; any imperfections that remain are intentionally left to preserve the state of such historical works.