BE A GENERATOR

Every organization has two types of sales reps -- generators and interceptors. Generators represent only 20 percent of the sales force, but consistently produce 80 percent of the business. Why is that? Well, if you study the generators, you'll discover they have seven characteristics. Let's study these traits and decide how they can become ours.

• First, generators are well rehearsed. They invest time in preparation. They believe spectacular achievements are the result of unspectacular preparation.
• Second, generators are relationship builders. They know that all things being equal, prospects buy from the sales rep they know, trust and like. More importantly, they understand that all things not being equal, buyers do the same thing -- they buy from sales reps they know, trust and like.
• Third, generators work at the right things. They focus on those few sales activities that make the big difference.
• Next, generators always have a sales call objective. They have in mind a "bottom line result" as they enter every selling situation.
• Fifth, generators ask probing questions. They ask the right questions -- the questions that arouse interest with prospects.
• Sixth, generators talk to the decision makers. They do not want to give their presentation for practice.
• Finally, generators manage the buying process. They help along the prospect's decision to buy.
Be a generator!
Make 2008 great in every way!
Good luck and good selling,
THE ART OF LISTENING

• Look people straight in the eyes when they are talking. • Give them your undivided attention. This communicates that you think what they have to say is important. • Listen to what people are actually saying. • When you really listen, it makes your use of questions more productive; you will uncover what they are not saying. • When you uncover what they are not saying, you have helped them discover what they needed to say, but didn't know how.
This is the magic of listening in selling.

you think your job is hard !!!

Test your knowledge !!!

Even if u answer **five** questions its great...Feel proud...
1. What programming language is GOOGLE developed in?
2. What is the expansion of YAHOO?
3. What is the expansion of ADIDAS?
4. Expansion of Star as in Star TV Network?
5. What is expansion of 'ICICI?'
6. What does 'baker's dozen' signify?
7. The 1984-85 season. 2nd ODI between India and Pakistanat Sialkot- India210/3 with Vengsarkar 94*. Match abandoned. Why?
8. Who is the only man to have written the National Anthems for two different countries?
9. From what four word expression does the word `goodbye` derive?
10. How was Agnes Gonxha Bojaxhiu better known?
11. Name the only other country to have got independence on Aug 15th?
12. Why was James Bond Associated with the Number 007?
13. Who faced the first ball in the first ever One day match?
14. Which cricketer played for South Africa before he was banned from international cricket and later represented Zimbabwe?
15. The faces of which four Presidents are carved at Mt.Rushmore?
16. Which is the only country that is surrounded from all sides by only one country (other than Vatican)?
17. Which is the only sport which is not allowed to play left handed?

Scroll below for answers

HERE ARE THE ANSWERS:
1. Google is written in Asynchronous java-script and XML, or its acronym Ajax.
2. Yet Another Hierarchy of Officious Oracle
3. ADIDAS- All Day I Dream About Sports
4. Satellite Television Asian Region
5. Industrial credit and Investments Corporation of India
6. A baker's dozen consists of 13 items - 1 more than the items in a normal dozen
7. That match was abandoned after people heard the news of Indira Gandhi being killed.
8. Rabindranath Tagore who wrote national anthem for two different countries one is our 's National anthem and another one is for Bangladesh-(Amar Sonar* *Bangla)
9. Goodbye comes from the ex-pression: 'god be with you'.
10. Agnes Gonxha Bojaxhiu is none other Mother Teresa.
11. South Korea.
12. Because 007 is the ISD code for Russia(or the USSR, as it was known during the cold war)
13. Geoffrey Boycott
14. John Traicos
15. George Washington, Thomas Jefferson, Theodore Roosevelt, and Abraham Lincoln
16. Lesothosurrounded from all sides by South Africa.
17. Polo.--

MetLife launched "Met Loan Assure",

SRINAGAR: In a unique quality initiative, world's leading insurance company MetLife on Monday launched "Met Loan Assure", which will provide life cover to the loan borrowers of J&K Bank, one of country's fastest growing banks. J&K Bank has about 40 lakh customers and the new product can be availed by any body taking loan from the bank. The product covers all types of loans, including home, education, vehicle and personal loans. "Met Loan Assure is a customized product developed exclusively by MetLife for our customers, keeping in mind the growing demand of credit in the state," J&K Bank Chairman and CEO Haseeb Drabu told reporters. The plan will add value to the customers because it will help them take loans with the safety net of life insurance, he added. It is a specially designed group insurance plan that provides life insurance cover specifically for a loan taken by an individual. It ensures financial security for the loan holder as the insurance proceeds can be used to repay the outstanding loan amount in case of the unfortunate demise of the insured individual, MetLife MD Rajesh Relan said. Through the product, the company want to help the loan customers achieve peace of mind so that "the asset remains an asset for the family," he added. Explaining the key features of the plan, Relan said, all individuals between 18-60 years are eligible to this insurance. Maximum maturity age is 70 years or the day on which the outstanding amount is repaid in its entirety, which ever is earlier. Met Loan Assure is a Single Pay MRTA (Mortgage Reducing Term Assurance) solution on a group platform and the product is designed to target financial institutions or employers who give loans.

IRDA has decided to raise the existing cap of investment in a group companies from 10% to 25%

Insurance companies will henceforth have the freedom to diversify their investment portfolio in stocks of corporate groups. The Insurance Regulatory Development Authority (IRDA) has decided to raise the existing cap of investment in a group companies from 10% to 25%. Similarly, insurers will also be allowed to have an exposure of 25% in a single industry sector against the earlier norm of 10%. The new cap will apply to all insurance products—ranging from traditional insurance products to Unit Linked Insurance Products, said IRDA chairman C S Rao. The exposure in the stock of a single investee company will, however, continue to be capped at 10%.This means an insurance company can invest only up to 10% of its portfolio in the stock of a single company, say in the software sector. But if an insurer is bullish on stocks of group companies of this software firm, he can now invest an extra 15% of the portfolio in them. Similarly, the new norms will also enable insurers to take an extra exposure of up to 15% in the stocks of companies in a specific sector. This means the insurer can invest in, say, shares of more companies in the software sector, if they are upbeat about it. The new caps will form a part of the new investment regulations to be notified shortly. An overhaul of the investment regulations was approved by the IRDA Board in March, this year. They have now been re-worked to curb over-regulation and give more flexibility to insurance companies to diversify their portfolio. The Board has also approved bringing prudential norms for LIC on par with private insurers. LIC enjoyed the freedom to invest up to 30% of its portfolio in a single investee company as against 10% for private insurers. This enabled the Corporation to pick up over 27% in Corporation Bank. The new norms are reckoned to be more stringent than Sebi’s norms for a mutual fund scheme. Going by Sebi’s norms, a mutual fund scheme cannot hold more than 10% its assets under management in the shares of a single company. There are also limits on how much one can invest in a promoter group company (that is companies that belong to the same promoter as that of the AMC.) But unlike insurance products, there are no limits on investment in a corporate group or that pertaining to industry sector exposure. The IRDA has also allowed insurers to invest up to 10% of their portfolio in new instruments such as mortgage-backed securities (MBS). MBS are structured loan instruments where cash flows from home loans are pooled together and converted into marketable securities. The investment in these instruments will be subject to industry sector norms. Exposure norms have also been made mandatory for Ulips that are similar to mutual funds in design with an added insurance cover. This has been done to mitigate possible risks arising from investments in a few companies. The investment norms for insurers are stipulated in the insurance legislation. Now, an overhaul has been made without taking recourse to legislative amendments. Currently, life insurance companies are allowed to invest 50% of their investible assets in government and other approved securities. Additionally, they can invest at least 15% in infrastructure instruments that qualify as approved instruments. Insurers hold a discretionary control, subject to conditions, on the balance 35% of the assets. Of this, ‘other than approved’ investments cannot exceed 15% of assets. Non-life companies can invest 30% of their portfolio in government and other approved securities. They can invest at least 10% in infrastructure and 5% in housing. The balance 55% is the discretionary quota, which includes investment of up to 25% in the ‘other than approved’ category. This category will henceforth be known as ‘other investments’.