Agency operations and sales management

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<title>Agency operations and sales management</title>
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<namePart>Hammes, Carol A.</namePart>
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<namePart>Insurance Institute of America</namePart>
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<publisher>Insurance Institute of America</publisher>
<dateIssued>1986</dateIssued>
<edition>2nd ed</edition>
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<abstract displayLabel="Summary">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.</abstract>
<note type="statement of responsibility">Carol A. Hammes...[et. al.]</note>
<note>Course guide. December 5, 1991 and May 7, 1992 examinations. -- XIX, 149 p. ; 28 cm</note>
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<topic>Agencias de seguros</topic>
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<topic>Marketing</topic>
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<subject authority="lcshac" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="MAPA20080555061">
<topic>Management</topic>
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<topic>Obras generales</topic>
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<title>Acredited Adviser in Insurance</title>
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<identifier type="isbn">0-89462-026-6</identifier>
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