Commissions : the beginning of the end? New approaches to compensation

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      <subfield code="a">Commissions </subfield>
      <subfield code="b">: the beginning of the end? New approaches to compensation</subfield>
      <subfield code="c">by Jeremy Forty and Keith Walter</subfield>
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      <subfield code="a">In almost all life insurance markets around the world, commissions are the main way salespeople and advisors get paid. Commissions are key to generating sales in an industry that often requires large amounts of sales effort to find customers and persuade them to buy insurance. For companies operating in high-growth and emerging markets, the direct link between sales volume and commissions creates a variable cost structure that helps manage expenses. Commissions in these markets help share risks and rewards between life companies and distributors, which, in turn, helps to build distribution systems cost effectively. In many ways, they have been a positive influence</subfield>
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      <subfield code="t">Emphasis</subfield>
      <subfield code="d">New York : Towers Watson, 1987-</subfield>
      <subfield code="g">30/09/2011 Número 3  - 2011 , p. 2-6</subfield>
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