TITLE

Building a Model Life Sales Force

AUTHOR(S)
Verzone, Ronald D.
PUB. DATE
April 2011
SOURCE
Best's Review;Apr2011, Vol. 111 Issue 12, p72
SOURCE TYPE
Trade Publication
DOC. TYPE
Article
ABSTRACT
The article focuses on factors responsible for declining number of active life insurance agents in the U.S. and also suggests ways for building a model for enhancing life insurance sales force in the country. It mentions that on-the-job training models appear less than compelling for attracting and retaining highly motivated recruits. It highlights State Farm Life Insurance Co.'s model which offers an agent a way to build customer relationships and handling first meeting with a client.
ACCESSION #
60618459

 

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