FOR WHOM

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.

OBJECTIVE

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.

COVERAGE

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.

PEDAGOGY

A judicious mix of conceptual discussions, case studies, role plays and other exercises. The programme will be intensive and would require active involvement of the participants.

DATE & VENUE

This programme will be held during October 13 - 15, 2008 at IIMK Campus, Kunnamangalam, Calicut. Accommodation will be provided on a twin sharing basis in the IIMK Guest House.

LAST DATE

Nomination forms duly filled along with the Course Fee should reach the MDP Office latest by October 03, 2008.

FEE

Residential : Rs.15,000.00
Non-Residential : Rs.12,000.00