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.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

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

Keywords

Role, sales personnel, effective, selling, insurance product, impact, poor customer service, performance, insurance company, objectives, sales training programs, continuous training, sales personnel, superior customer service, cross-training