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What Do Consumers Want to Know at the Point of Sale?
Knowledge of Needs Versus Knowledge of Product
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13 percent 1972 MAP survey 28 percent 35 percent 42 percent 45 years old bank life insurance buy a policy buy life insurance buyers bypass the agent cash value consumer's consumers are aware consumers know consumers want consumers were asked correctly define cost cross section dealing with agents different companies Endowment policy evidence experience with agents face amount family heads household heads husbands important income industrial Institute's insurance agents insurance companies Insurance in Focus insurance needs insurance policy KNOW 14 knowledge of needs LIAMA majority of consumers mutual funds owner payment point of sale policies available policy type preference premium product knowledge programs protection public was asked question reported respondents savings bank selling life insurance social security SOURCE specific statement Stress studies sumers surance survey literature Table term insurance TERM LIFE INSURANCE total sample types of policies variable annuities want to know whole life insurance widows