Read Books Online and Download eBooks, EPub, PDF, Mobi, Kindle, Text Full Free.
Impact Of Sales Management Control Strategy On Sales Performance In Life Insurance Sector
Download Impact Of Sales Management Control Strategy On Sales Performance In Life Insurance Sector full books in PDF, epub, and Kindle. Read online Impact Of Sales Management Control Strategy On Sales Performance In Life Insurance Sector ebook anywhere anytime directly on your device. Fast Download speed and no annoying ads. We cannot guarantee that every ebooks is available!
Book Synopsis Impact of Sales Management Control Strategy on Sales Performance in Life Insurance Sector by : S. Syahputra
Download or read book Impact of Sales Management Control Strategy on Sales Performance in Life Insurance Sector written by S. Syahputra and published by . This book was released on 2019 with total page 3 pages. Available in PDF, EPUB and Kindle. Book excerpt: The purpose of this study is to discuss the impact of sales performance in life insurance sector. Sales performance in life insurance industry has seen a major concern to practitioners due to severe competition and to design marketing strategy. Further to that, one way to enhance sales performance in life insurance is by focusing on good strategy and developing salesforce. Life insurance need to have a good understanding of their strategy and salesforce management so that appropriate great marketing strategies directed towards sales management control strategy. The objective of this study is to examine the causal impact of several antecedents of sales performance in the context of insurance in Java Island, Indonesia. Thus, it will review the marketing literature on the sales performance ie., sales volume, market share, profitability and customer satisfaction. Next, we present the research framework, methods, measures and findings and conclusion. Finally, the results were discussed in terms of its contribution to the upgrading of life insurance strategies and recommendations for future research.
Book Synopsis Sales Management Control Strategies in Banking by : Florian Mueller
Download or read book Sales Management Control Strategies in Banking written by Florian Mueller and published by Springer Science & Business Media. This book was released on 2011-02-07 with total page 414 pages. Available in PDF, EPUB and Kindle. Book excerpt: Florian Mueller empirically investigates how retail, private, and corporate banking institutions need to set up their sales management control strategy in accordance to their specific environment, business strategy, and organizational characteristics in order to increase performance.
Book Synopsis Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry by : Eric Longino
Download or read book Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry written by Eric Longino and published by Universal-Publishers. This book was released on 2009 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: Limited research exists about the determinants of sales organization effectiveness in pharmaceutical sales organizations. To fill this void, sales management control, sales territory design, and sales force performance are conceptualized as antecedents to sales organization effectiveness in pharmaceutical sales organizations. The results of the structural equation model tested suggested that pharmaceutical sales representatives perform better and are more effective when they are satisfied with sales territory design because of its significant relationship with sales force behavioral performance. The present study suggests sales force behavioral performance leads to sales organization effectiveness through its significant relationship to sales force outcome performance. These findings are somewhat different to those from similar studies in other industries, and identify some important implications for sales leaders in the pharmaceutical industry as well as suggesting a number of important research directions.
Book Synopsis Strategic Customer Management by : Nigel F Piercy
Download or read book Strategic Customer Management written by Nigel F Piercy and published by OUP Oxford. This book was released on 2009-03-12 with total page 339 pages. Available in PDF, EPUB and Kindle. Book excerpt: A revolution is taking place in the way companies organize and manage the 'front-end' of their organization, where it meets its customers. Traditional concepts of sales management, account management, and customer service are being overtaken by initiatives like customer business development, the strategic sales organization, and strategic customer management. This book aims to provide insights into how this revolution is unfolding and to provide a framework for executives and management students to address the issues involved. The book focuses on the transformation of the traditional sales organization into a strategic force leading the strategic customer management process in companies. Traditionally, the area of sales management has mainly been treated as a tactical, operational topic in the conventional marketing literature - simply part of the communications mix within the planned marketing programme. However, the emergence of major customers as dominant buyers in many sectors as a result of pressures towards consolidation and enhanced scale of operations, is changing the way in which sales issues are addressed in supplier organizations. The growth of new forms of buyer-seller relationship based on collaboration and partnering has encouraged organizations to reconsider the sales and account management operation as an important source of competitive differentiation in commoditized markets. Increasingly, sales is being perceived as a central part of business strategy and attention given to the challenges in better aligning sales processes with strategy. This has many implications for the design of the sales organization and its management strategy, which go far beyond the confines of conventional marketing views.
Book Synopsis The Impact of Sales Management Control on Salesperson Behaviour and Performance by : Melanie Bahls
Download or read book The Impact of Sales Management Control on Salesperson Behaviour and Performance written by Melanie Bahls and published by . This book was released on 2013 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Impact of Motivational Sales Training in the Life Insurance Industry by : Michael A. Rubell
Download or read book Impact of Motivational Sales Training in the Life Insurance Industry written by Michael A. Rubell and published by . This book was released on 1974 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Changes in the Life Insurance Industry: Efficiency, Technology and Risk Management by : J. David Cummins
Download or read book Changes in the Life Insurance Industry: Efficiency, Technology and Risk Management written by J. David Cummins and published by Springer Science & Business Media. This book was released on 2012-12-06 with total page 379 pages. Available in PDF, EPUB and Kindle. Book excerpt: Major challenges for life insurance companies have been posed by an unprecedented wave of mergers and acquisitions in the insurance industry and the emergence of non-traditional competitors such as banks, mutual fund companies and investment advisory firms. This is the first book to analyze the determinants of firm performance in the life insurance industry by identifying the `best practices' employed by leading insurers to succeed in this dynamic business environment. The book draws upon data from insurer financial statements as well as upon an extensive survey of life insurer management practices and strategic choices in distribution systems, information technology, mergers and acquisitions, human resources and financial strategies. Generic strategies such as cost leadership, customer focus, and product differentiation are analyzed as well as strategic practices specific to the insurance industry. Best practices are identified by measuring the economic efficiency of insurers and by comparing firms across the industry. Both cost and revenue efficiency are measured relative to best practice efficient frontiers consisting of the industry's dominant life insurance firms. Economies of scale and the effects of mergers and acquisitions on efficiency are also analyzed. Financial strategies are examined with specific reference to pricing policy, valuation of assets and liabilities, and the current state of firm-level risk management systems. The benchmarks established are the result of extensive fieldwork that identifies key financial risks and methodologies to both measure and manage them at the firm level. The results discussed in the book indicate that firm performance is significantly correlated with management practices and strategic choices. Thus, life insurers can improve profitability by adopting optimal combinations of strategies. The book contains important new material on the effects of strategic choices in product distribution systems, information technology, mergers and acquisitions, human resources, and financial risk management policies. In the area of efficiency, the methodology provides a new approach for identifying peer groups of insurers and measuring the performance of individual insurers relative to their peer group. On the topics of risk and pricing, new insights are offered relative to current methodologies and in regard to areas where improvement is clearly warranted. The book concludes with an analysis of the future opportunities and challenges in the life insurance industry facing managers, and the strategic options available to them to cope with these changes.
Book Synopsis The Effect of Solution Transition on Steering the Sales Force: A Primer for New Marketing Metrics by : Julien Schnerrer
Download or read book The Effect of Solution Transition on Steering the Sales Force: A Primer for New Marketing Metrics written by Julien Schnerrer and published by diplom.de. This book was released on 2012-12-17 with total page 81 pages. Available in PDF, EPUB and Kindle. Book excerpt: Inhaltsangabe:Introduction: Problem Definition: In recent years many firms in the business to business (B2B) environment were trying to increase their market position by better product portfolios. After these products became more and more complex product oriented firms started to offer services first as a reaction on customer requirements but soon also to create additional revenue on top of the core business. This transformation included that service departments were not longer considered as a cost center but a business unit. With increasing demand for higher customer satisfaction, the recognition that customer requirements must be better understood, but also external drivers e.g. shareholders who pushed firms to focus on core competencies, the term solution was defined as a combination of products and services that are required to gain competitive advantage. After so called solutions are now known for many years still many companies did not succeed in transforming their businesses. Even worse besides failing in the transformation they sometimes even lost core markets. Scholars work has proven that although well defined in many framework constructs the practical implications for a successful solution transition especially in the sales domain are often not implemented or even unknown. This becomes especially obvious in the metrics that are used by sales organizations today. These do typically not indicate the necessary transformation that is expected due to the solution orientation. Objectives of This Work: The overall objective of this thesis is to provide a metric that helps to assess the solution readiness status of a firm s sales force. Sales is often considered to be a part of marketing. It will be analyzed to what extent this perspective is justified and how this is influenced by the emergence of solutions. As part of that an overview about the sales marketing interface will be given to create awareness for this topic. This study will furthermore increase the understanding of the reader about applied metric concepts in marketing departments that can be found in existing firms today. It will be demonstrated how shareholder value influenced their design and why these metrics are not aligned with latest research about firm value. Scope of Work: This work will outline metric elements that shall be applied for sales forces when moving towards solution orientation. The structure of this thesis is split into 6 chapters and organized as [...]
Book Synopsis The Impact of Relationship Selling on the Sales Force Control Function by :
Download or read book The Impact of Relationship Selling on the Sales Force Control Function written by and published by . This book was released on 2004 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales management control and sales force performance has received substantial attention by researchers in the past decades. Researchers have been investigating the construct of sales control, its antecedents and its consequences on both the individual sales person and on sales force performance. This research project analyses how and why the sales control systems are implemented the way they are. The basis for this approach is drawn from the organisational or management control literature which treats behaviour and outcome approaches as dimensions rather than categories. Organisational control also treats the control system as a process which consists of a set of stages or sub processes being objective setting, planning, monitoring, feedback and correcting. With the growing importance of relationship selling and key account management it can no longer be assumed that all the sales people will operate at the same hierarchical level within an organisation nor that they will be subject to one and the same control system. Therefore an in depth analysis of how sales force control processes are implemented for different types of sales functions, ranging from customer acquisition, small to medium account management to strategic and global account management, is needed. The research project included 17 preliminary interviews across different organisations, from which one organisation was selected on the basis that it contains a large international sales force of about 2.500 people consisting of a very wide range of sales functions. The analysis of this organisation included 100 plus interviews of 66 sales managers and sales people across all types of sales functions over a two year period. The findings show that the inability to measure certain inputs and outputs does not deter a sales organisation to adopt their sales control strategy within a functional sales team. When some measures are not available or are unreliable, sales managers find other ways to measure them being.
Book Synopsis Manager's Manual by : Life Insurance Sales Research Bureau
Download or read book Manager's Manual written by Life Insurance Sales Research Bureau and published by . This book was released on 1923 with total page 150 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Cracking the Code to Life Insurance Sales for the Multi Line Agent by : Ray Vendetti
Download or read book Cracking the Code to Life Insurance Sales for the Multi Line Agent written by Ray Vendetti and published by FriesenPress. This book was released on 2015-10 with total page 124 pages. Available in PDF, EPUB and Kindle. Book excerpt: The demand on multi-line reps to sell Life insurance has never been higher. Through my coaching, conducting sales interviews, and accompanying reps on joint sales calls, I've experienced the prospect interviews collected in this book. Many times after sharing these experiences while coaching or during a seminar, I've been told "You should put that in a book " Well, now I have. The skills, concepts, and knowledge I put forth will help you become a skilled interviewer, build strong relationships, and will immediately impact your Life sales. I demonstrate how to get your clients and prospects engaged in your conversations; how different types of questions help improve the connections between you and your prospects; and how to successfully overcome common objections and close successfully. Whether you are new to the industry or have years of experience, what you'll learn here will be instrumental in building a successful multi-line career....
Book Synopsis MARKETING STRATEGIES OF LIFE INSURANCE COMPANIES by : Dr. Saurabh Bajpai
Download or read book MARKETING STRATEGIES OF LIFE INSURANCE COMPANIES written by Dr. Saurabh Bajpai and published by Book Rivers. This book was released on 2022-07-15 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis THE PSYCHOLOGY OF SELLING LIFE INSURANCE by : EDWARD K. STRONG, JR.
Download or read book THE PSYCHOLOGY OF SELLING LIFE INSURANCE written by EDWARD K. STRONG, JR. and published by . This book was released on 1922 with total page 526 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Life Insurance Sales Ideas by : Treva Pratley
Download or read book Life Insurance Sales Ideas written by Treva Pratley and published by . This book was released on 2021-05-19 with total page 150 pages. Available in PDF, EPUB and Kindle. Book excerpt: Managerial flexibility, effective communication, selecting and placing employees wisely, customer care, and reputational risk are some of the factors would-be entrepreneurs need to consider when contemplating running their own businesses, according to one insurance executive with the work history to support his conclusions. This book is your blueprint to create maximized results professionally, personally, and financially. The chapters of this book will help you formulate your own strategy in the areas of decisions, finances, health, family legacy, confidence building, and overcoming challenges.
Download or read book Journal of Marketing written by and published by . This book was released on 2002 with total page 606 pages. Available in PDF, EPUB and Kindle. Book excerpt: Apr. issues for 1940-42 include Papers and proceedings of the semi-annual [Dec.] meeting of the American Marketing Association, 1939-41.
Book Synopsis Insurance Distribution Directive by : Pierpaolo Marano
Download or read book Insurance Distribution Directive written by Pierpaolo Marano and published by Springer Nature. This book was released on 2021 with total page 439 pages. Available in PDF, EPUB and Kindle. Book excerpt: This open access volume of the AIDA Europe Research Series on Insurance Law and Regulation offers the first comprehensive legal and regulatory analysis of the Insurance Distribution Directive (IDD). The IDD came into force on 1 October 2018 and regulates the distribution of insurance products in the EU. The book examines the main changes accompanying the IDD and analyses its impact on insurance distributors, i.e., insurance intermediaries and insurance undertakings, as well as the market. Drawing on interrelations between the rules of the Directive and other fields that are relevant to the distribution of insurance products, it explores various topics related to the interpretation of the IDD - e.g. the harmonization achieved under it; its role as a benchmark for national legislators; and its interplay with other regulations and sciences - while also providing an empirical analysis of the standardised pre-contractual information document. Accordingly, the book offers a wealth of valuable insights for academics, regulators, practitioners and students who are interested in issues concerning insurance distribution.--
Book Synopsis Masters Theses in the Pure and Applied Sciences by : W. H. Shafer
Download or read book Masters Theses in the Pure and Applied Sciences written by W. H. Shafer and published by Springer Science & Business Media. This book was released on 2013-03-14 with total page 307 pages. Available in PDF, EPUB and Kindle. Book excerpt: Masters Theses in the Pure and Applied Sciences was first conceived, published, and dis seminated by the Center for Information and Numerical Data Analysis and Synthesis (CINDAS) * at Purdue University in 1957, starting its coverage of theses with the academic year 1955. Beginning with Volume 13, the printing and dissemination phases of the ac tivity were transferred to University Microfilms/Xerox of Ann Arbor, Michigan, with the thought that such an arrangement would be more beneficial to the academic and general scientific and technical community. After five years of this joint undertaking we had concluded that it was in the interest of all concerned if the printing and distribution of the volume were handled by an international publishing house to assure improved service and broader dissemination. Hence, starting with Volume 18, Masters Theses in the Pure and Applied Sciences has been disseminated on a worldwide basis by Plenum Publishing Corporation of New York, and in the same year the coverage was broadened to include Canadian universities. All back issues can also be ordered from Plenum. We have reported in Volume 24 (thesis year 1979) a total of 10,033 theses titles from 26 Canadian and 215 United States universities. We are sure that this broader base for theses titles reported will greatly enhance the value of this important annual reference work. While Volume 24 reports these submitted in 1979, on occasion, certain universities do report theses submitted in previous years but not reported at the time.
