Building a Model Life Sales Force

Verzone, Ronald D.
April 2011
Best's Review;Apr2011, Vol. 111 Issue 12, p72
Trade Publication
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.


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