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Agency operations and sales management
MAP20070000372
Agency operations and sales management / Carol A. Hammes...[et. al.]. — 2nd ed. — Malvern : Insurance Institute of America, 1986
2 vol. ; 24 cm . — (Acredited Adviser in Insurance ; 83)
Course guide. December 5, 1991 and May 7, 1992 examinations. -- XIX, 149 p. ; 28 cm
Sumario: I. Agency formation and environment -- II. Planning and organizing -- III. Staffing, directing, and controlling -- IV. Client services management -- V. Agency financial management -- VI. Producer-insurer relations -- VII. Public image of the agency -- VIII. Agency growth and customer communications -- IX. Market segmentation and target marketing -- X. Introduction to sales management -- XI. Sales management II -- XII. Automation and the agency -- XIII. The producer's legal and ethical responsibilities; professionalism
ISBN 0-89462-026-6
1. Agencias de seguros ‌. 2. Marketing ‌. 3. Management ‌. 4. Obras generales ‌. I. Hammes, Carol A. ‌. II. Insurance Institute of America ‌. III. Acredited Adviser in Insurance ; 83 ‌. IV. Title.
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