Sales Organization for Financial Products
• Sales and marketing policy in insurance companies • Forms of sales organisation for banking and insurance products • Advantages and disadvantages of individual sales forms • Critical examination of the quality of consulting services • Overlapping and distinguishing aspects of banking and insurance products • Analysis of various commission systems • HR aspects in sales o Requirement profiles o Training and further education measures for sales staff o Recruiting • Customer Relationship Management • Balanced scorecard
Banking and Finance (English)
Studienjahr, in dem die Lerneinheit angeboten wird
Semester in dem die Lehrveranstaltung angeboten wird
Lernergebnisse der Lehrveranstaltung
After successful completion of this course, students can • outline various forms of sales organisation of typical financial products and highlight the differences between them • name and interpret the most important sales-related key figures • present various forms of commission systems and identify the respective advantages and disadvantages • critically analyse the consulting services of banks, insurance companies, agencies or brokers in this area and draw conclusions for improvement possibilities.
Kennzahl der Lehrveranstaltung