Insurance Sales Management (PIM, Islamabad)

February 12 – 13, 2020

Venue: PIM, Islamabad.

COURSE DESCRIPTION

Sales management is a business discipline which is focused on the practical application of sales techniques and the management of a firm’s sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business.

To do an effective sales management you need to be fully aware of your industry’s core concepts, the products, the sales-marketing relationship, the step by step personal and corporate selling process, and the team leadership skills. The sales management in insurance demands lot of proactivity, learning thrust, team building skills, consistency and disciplined efforts to achieve the set objectives.

Managing a sales team is one of the most important position in an insurance company. Great sales managers have a profound impact on the productivity of their sales teams and produce better sales results. Managing a sales team is also one of the most challenging positions in an insurance company, and it requires a unique set of skills. Unfortunately, most front-line sales managers start their sales management careers ill-equipped to effectively manage a team of salespeople. So, where do great front-line sales managers come from?

A sales manager can leverage improved management skills over the entire sales team. For example, if a sales manager manages 10 salespeople, improving that manager’s effectiveness represents a 10:1 return on investment opportunity.

COURSE CONTENTS

• Fundamentals concepts of insurance /Takaful
• The Insurance sales concept
• Insurance Sales and Marketing Relationship
• Important Insurance/takaful Products
• Personal Selling Process
• Insurance Sales Management

LEARNING OUTCOMES

• To understand the basic insurance and takaful concepts
• To understand the key insurance and takaful products
• To understand the relationship between sales and marketing
• To learn about various stages of personal and corporate selling process
• To learn about the effective sales management