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

Art der Vermittlung

Präsenzveranstaltung

Art der Veranstaltung

Pflichtfach

Empfohlene Fachliteratur

Farny (2011) Versicherungsbetriebslehre, VVW, 5th edition

Lern- und Lehrmethode

Inputs (in class and online), individual work, presentation, discussion

Prüfungsmethode

Continuous assessment (student contributions and discussion during the seminar in class): 40%) and preparation of a written project paper (quality of the submitted paper and presentation: 60%).

Voraussetzungen laut Lehrplan

Module Business Administration for Insurance

Schnellinfos

Studiengang

Banking and Finance (English)

Akademischer Grad

Bachelor

ECTS Credits

3.00

Unterrichtssprache

Englisch

Studienplan

Vollzeit

Studienjahr, in dem die Lerneinheit angeboten wird

2021

Semester in dem die Lehrveranstaltung angeboten wird

4 SS

Incoming

Nein

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

1229-19-01-VZ-EN-36