Need for Training Sales Personnel in Insurance Organizations

Case Code: INS032 Case Length: 03 Pages Period: 2003 Pub Date: 2003 Teaching Note: Available

Price: Rs.100 Organization: Varied Industry: Insurance Countries: India Themes: -

Abstract Case Intro

Abstract

The case discusses the role of sales personnel in the effective selling of an insurance product. It also discusses the impact of poor customer service on the performance of the insurance company.

The case discusses the objectives of sales training programs and focuses on the need for providing continuous training to sales personnel to deliver superior customer service. The benefits of cross-training of employees are also examined.

Issues

• Understand the importance of imparting training to sales personnel
• Understand the role of customer service in effective selling
• Understand the objectives of training programs for sales personnel

Keywords

Sales Personnel, Effective Selling, Insurance Product, Poor Customer Service, Insurance Company, Sales Training Programs, Continuous Training, Superior Customer Service, Cross-training

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