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

Case Code: INS034 Case Length: 03 Pages Period: 2003 Pub Date: 2003 Teaching Note: Available

Price: Rs.100 Organization: Varied Industry: Insurance Countries: India Themes: -

Abstract Case Intro

Abstract

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.

Issues

• Understand the possible ways of entering into foreign markets
• Understand the insurance market situation after liberalization of the insurance sector in India

Keywords

Entering Indian Insurance Market, Training Sales Personnel, Perform Better, Provide Competitive Advantage, Sales Personnel

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