Abstract

The case examines the various ways of entering the Indian insurance market. It discusses the significance of training sales personnel to perform better and provide competitive advantage for the company they represent. The possible conflicts that can occur between the customer and the sales personnel have also been discussed. The case also throws light on the need for training agents and suggests areas in which training is required.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• Understand the possible ways of entering into foreign markets
• and Understand the insurance market situation after liberalization of the insurance sector in India.

Keywords

Entering, Indian insurance market, training, sales personnel, perform, better, provide, competitive advantage, conflicts, customer, sales, personnel, agents, areas