Need for Training Sales Personnel in Insurance Organizations

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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.

Case Details:


Case Code : INS032 For delivery in electronic format: Rs. 100;
For delivery through courier (within India): Rs. 100 + Rs. 25 for Shipping & Handling Charges


Case Length : 03 Pages
Period : 2003
Pub Date : 2003
Teaching Note : Available
Organization : Varied
Industry : Insurance
Countries : India


The case discusses the role of sales personnel in the effective selling of an insurance product. It also discusses the impact of poor customer service on the performance of the insurance company.

The case discusses the objectives of sales training programs and focuses on the need for providing continuous training to sales personnel to deliver superior customer service. The benefits of cross-training of employees are also examined.


Understand the importance of imparting training to sales personnel

Understand the role of customer service in effective selling

Understand the objectives of training programs for sales personnel


Role, sales personnel, effective, selling, insurance product, impact, poor customer service, performance, insurance company, objectives, sales training programs, continuous training, sales personnel, superior customer service, cross-training

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