IIM Kozhikode

Sales Management for Insurance Sector
Program Director: Prof. Anandakuttan B. Unnithan
October 13-15, 2008
At IIM Kozhikode
Fee: Residential - Rs. 15,000/- & Non-Residential - Rs. 12,000/-

Objectives: The programme will focus on the specific issues of managing the sales effort in the insurance sector. Maximizing the sales force productivity is the thrust area.

For: This programme is meant for executives and managers responsible for developing and managing sales teams in the insurance sector. Typically there is a vital role for the frontline sales executives in the marketing of insurance products. Since such products are intangible and the benefit to the customer is normally long term, a lot depends on the frontline executive and the success of organizations depends on the ability to create and manage sales teams. This programme is targeted at middle level managers with the responsibility for sales performance.

Contents:

The Sales Effort - Selling intangible services with focus on insurance, psychology of customers- Why do people go for insurance?, customer resistance and handling stalling, Effective Sales process management. Managing the dyadic interaction with the customer.

Sales Force Management - Sales force productivity, Training for sales effectiveness, leading and motivating teams, Monitoring sales, Relationship management, Technology in sales force management.

Mail your queries to
Prof. Anandakuttan B. Unnithan : anandunnithan@iimk.ac.in

For any additional information/enquiry, write to: -
The MDP Office,
Indian Institute of Management Kozhikode,
Kunnamangalam P.O.,
Kozhikode - 673571, Kerala, India.
Phone: +91-495-2803001
Fax: +91-495-2803010-11
E-mail: mdp@iimk.ac.in
Refer: CoolAvenues' MDP Alert

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