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Compact case
Subject category: Marketing
Authors: HK Singhal; D Prasad
Published by: IBS Center for Management Research
Published in: 2003
Length: 3 pages
Data source: Published sources

Abstract

The case discusses the role of sales personnel in the effective selling of an insurance product. It also discusses the impact of poor customer service on the performance of the insurance company. The case discusses the objectives of sales training programmes and focuses on the need for providing continuous training to sales personnel to deliver superior customer service. The benefits of cross training of employees are also examined.

Teaching and learning

This item is suitable for postgraduate courses.
Industry:

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Abstract

The case discusses the role of sales personnel in the effective selling of an insurance product. It also discusses the impact of poor customer service on the performance of the insurance company. The case discusses the objectives of sales training programmes and focuses on the need for providing continuous training to sales personnel to deliver superior customer service. The benefits of cross training of employees are also examined.

Teaching and learning

This item is suitable for postgraduate courses.

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Industry:

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