Agency Operations and Sales Management

Insurance Institute of East Africa
Online study mode
Brunei House, 3rd Floor I Witu Road off Lusaka Road P.O. Box 16481 - 00100 Nairobi, Kenya
5 weeks
Jun 17 - Jun 17 2020

Course Description

This course focuses on insurance agency formation and the environment in which producers work. It describes and applies organizational management principles to the agency environment, reviews how to develop the public image of the insurance agency with an insurance consumer, and proposes solutions to the various issues agency principals and managers face. 
It covers this through the following broad areas of study and at the end of the course the learner will be able to understand: 
  • Agency Formation and Environment
  • Organizational Management
  • Agency Sales Management
  • Personal Production Plans

Course Intake: Ongoing!

Course Outline

  • Module 1:   Agent’s Duties and Remedies 
  • Module 2:   Insurance Producers and Agency Law 
  • Module 3:   Producer Licensing 
  • Module 4:   Insurance Agency Contracts 
  • Module 5:   Legal Forms of Organization 
  • Module 6:   Operating Affiliations 
  • Module 7:   Organizational Management and Planning 
  • Module 8:   Organizational Management and Organizing 
  • Module 9:   Organizational Management and Leading 
  • Module 10:   Organizational Management and Controlling 
  • Module 11:   Agencies and Sales Management 
  • Module 12:   Sales Management Systems 
  • Module 13:   Agency Sales Management Planning—Developing a Process 
  • Module 14:   Sales Management Organizational Structure 
  • Module 15:   Staffing and Producer Hiring 
  • Module 16:   Producer Compensation and Performance 
  • Module 17:   Agency Sales Management Case Study 
  • Module 18:   Personal Production Plan Process 
  • Module 19:   Personal Production Plans Summary 
  • Module 20:   Time Management 
  • Module 21:   Negotiation 
  • Module 22:   Personal Production Plan Case Study

Price: USD 335

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