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| Author: | Morgan, G. |
| Title: | The management of salesforces: the case of life insurance. |
| Journal: | Personnel Review
1990 : VOL. 19:3, p. 16-22 |
| Index terms: | PERSONNEL MANAGEMENT SALES MANAGEMENT LIFE INSURANCE SALESMEN |
| Language: | eng |
| Abstract: | The difficulties in managing a salesforce are examined. The "professionalisation" of selling through strategic human resource management and government legislation is advocated. The propositions are based on research carried out in a large insurance company over a twelve months period. Contradictions and strains created by the mode of management, particularly affecting the salesforce and customers, are explored. However, the company's salesforce has been highly productive compared with other companies selling life insurance. This derives from four factors which the management have sought to utilize to maximum effect - these relate to market position, material rewards, social rewards and management control. |
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