Need for Training Sales Personnel in Insurance Organizations
|
|
ICMR HOME | Case Studies Collection
Case Details:
Case Code : INS032
Case Length : 03 Pages
Period : 2003
Pub Date : 2003
Teaching Note : Available
Organization : Varied
Industry : Insurance
Countries : India
To download Need for Training Sales Personnel in Insurance Organizations case study (Case Code:
INS032) click on the button below, and select the case from the list of available cases:
Price:
For delivery in electronic format: Rs. 100; For delivery through courier (within India): Rs. 100 + Shipping & Handling Charges extra
» Insurance
Case Studies
» Case Studies Collection
» ICMR HOME
» Short Cases Studies
» View Detailed Pricing Info
» How To Order This Case » Business Case Studies » Area Specific Case Studies
» Industry Wise Case Studies
» Company Wise Case Studies
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.
Chat with us
Please leave your feedback
|
<< Previous
Kurt Miami (Miami), the CMD of Pleasant Insurance Company, was troubled by
the current crisis facing his company. The company has shot into fame
because it is one of the first insurance companies to offer customized
insurance products. One of the strengths of the company is its underwriting
department. The company has excellent underwriting professionals who assess
and underwrite a variety of risks at attractive premiums.
In a quarterly meeting of the company James Nickle (Nickle), vice president
(Marketing), announced that there was a drop in the number of insurance
policies sold in the previous quarter.
|
"I don't think you need to worry too much. It could be due to seasonal
factors," said Miami. "If that is the case, then let us observe the
sales in the coming quarter as well, and then reach a conclusion," said
Nickle. After discussing other vital issues, they concluded the meeting.
There was a drop in sales in the next quarter, too. This time Miami was
truly worried. "Have you analyzed the reasons for the drop in our sales
this time?" Miami asked Nickle. "Yes. I have done an analysis of the
sales in the last two quarters as well as the sales for this quarter.
However, I am unable to identify the exact reason for the drop in sales.
I think it requires an in-depth analysis, which may require some more
time," replied Nickle... |
|
|