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 (engl.)
Language of instruction
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.