Courses – Fakultet tehničkih nauka u Novom Sadu

Subject: Marketing in insurance (17.IM2714)

Native organizations units: Department of Environmental Engineering and Occupational Safety and Health, Chair of Production Systems, Organization and Management

General information:

Category	Professional-applicative
Scientific or art field	Upravljanje rizikom i menadžment osiguranja Proizvodni i uslužni sistemi, organizacija i menadžment
ECTS	5

Studied in order to gain general knowledge and specific skills for understanding contemporary trends in management and insurance sales, pricing models and selling insurance, analysis of the system of insurance business from the aspect of distribution channels, learning about the advantages and disadvantages of different distribution models. The course and complete mastery of technical and technological processes that are necessary to present potential risks, high premiums and other essential elements relating to the conclusion of an insurance policy with potential policyholders.

Students gain general knowledge and specific skills on which to base the cooperation with other professional workers, and independently, to conduct an analysis of the insurance market. Training students on the basis of knowledge gained from research market selling insurance policies. Understanding multidisciplinary and complexity of market research and business insurance sales in a very competitive and complex competition of insurance companies.

Analysis of the insurance market in the world, in Europe and in the region, analysis of the insurance market in Serbia after concluding the insurance premium share of gross domestic product by industry and insurance, the insurance market research methods, technical and technological basis of insurance sales, sales process in insurance, selling insurance through an internal network or the employees of the insurance companies, insurance sales through agents and method of incorporation to represent, sell insurance through an agent (broker) for the establishment of intermediary companies, agencies providing other insurance services, insurance sales through systems of the Bank insurance Selling insurance on the Internet, selling insurance through a call center. IT support in insurance sales channels. The system of quality assurance in the sales channel.

Lectures, practical exercises and consultations.

Authors	Title	Year	Publisher	Language
Fabozzi, F. J., Jones, F. J.	Foundations of Global Financial Markets and Institutions	2019	MIT Press	English
Frank J. Fabozzi	Capital Markets: Institutions, Instruments, and Risk Management	2015	MIT Press	English