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

Mode of delivery

face to face

Type

compulsory

Recommended or required reading and other learning resources/tools

Glaser K. L., Inside the insurance industry – Third edition (2014)

Planned learning activities and teaching methods

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

Assessment methods and criteria

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%).

Prerequisites and co-requisites

Module Business Administration for Insurance

Infos

Degree programme

Banking and Finance (engl.)

Cycle

Bachelor

ECTS Credits

3.00

Language of instruction

English

Curriculum

Full-Time

Academic year

2023

Semester

4 SS

Incoming

No

Learning outcome

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.

Course code

1229-19-01-VZ-EN-36