Sales Personnel and their Training - The Tool to Get Competitive Advantage

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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 : INS034 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 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.


Understand the possible ways of entering into foreign markets

Understand the insurance market situation after liberalization of the insurance sector in India


Entering, Indian insurance market, training, sales personnel, perform, better, provide, competitive advantage, conflicts, customer, sales, personnel, agents, areas

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