Abstract

The paper deals with the shift in the activity of selling insurance policies in Romania during the restrictive conditions imposed by the COVID-19 pandemic. Financial consultants had to adapt to the social distancing measures and to experiment with digital tools of communication to contact, persuade and perfect the sales in unfamiliar conditions. The qualitative approach to the topic capitalizes on the results of a questionnaire, applied in a Timisoara-based agency of a reputable insurance company. Results show that consultants, irrespective of their level of studies, lengths of work experience and personal predispositions could continue their activity in the digital formats. Their prediction is that at least part of the accumulated digital experience will be part of the post-pandemic sales process, customers sharing the conviction that digital solutions are convenient and save time.