Review of The psychology of selling life insurance

Abstract

Reviews the book, The psychology of selling life insurance by Edward K. Strong (1922). The book is based, like so many others (e.g., Instincts in Industry , The Psychology of Advertising , Influencing Men in Business , etc.) on types of appeal, human motives--in short the instincts and impulses of human nature. Unquestionably, these forces exist, but psychology has added little that is new to our ability to use them. Whatever contribution Dr. Strong's book makes to the art of selling life insurance, it is certainly not in the field of psychology, even though its terminology may be drawn from text books m psychology. Judged from a common sense point of view, merely, it is packed with information and suggestions which ought to be exceedingly profitable to the insurance salesman and the style throughout is such as to make it one of the most readable business books which has appeared in a long time. (PsycInfo Database Record (c) 2025 APA, all rights reserved)