Sales Personnel and their Training - The Tool to Get Competitive Advantage
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(Case Code: INS034) click on the button below, and select the case from the list of available cases:
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Please note:
This case study was compiled from published sources, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.
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Case Details:
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Price: |
| Case Code |
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INS034 |
For delivery in electronic format: Rs. 100;
For delivery through courier (within India): Rs. 100 + Shipping & Handling Charges extra
Themes- |
| Case Length |
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03 Pages |
| Period |
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2003 |
| Pub Date |
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2003 |
| Teaching Note |
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Available |
| Organization |
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Varied |
| Industry |
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Insurance |
| Countries
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India |
Abstract:
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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.
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Issues:
» Understand the possible ways of entering into foreign markets
» 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
Sales Personnel and their Training - The Tool to Get Competitive Advantage
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