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Agency operations and sales management

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      <subfield code="a">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.</subfield>
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