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Full-Text Articles in Business
Strategies For Insurance Agency Managers To Retain Customers And Improve Revenue, Daniel Lee Jackson
Strategies For Insurance Agency Managers To Retain Customers And Improve Revenue, Daniel Lee Jackson
Walden Dissertations and Doctoral Studies
The cost of creating new property and casualty insurance accounts is much greater than the costs associated with sustaining current accounts. Property and casualty insurance agency managers lack strategies to retain customers, the retention of whom has been found to improve revenue. The purpose of this qualitative case study was to explore strategies for insurance agency managers to retain customers and improve revenue. The population used for the study was 4 insurance agency managers in the Northeastern United States. The conceptual framework was customer relationship management, which is a technological and organizational mechanism for buffering market instability by understanding customer …
Leader Strategies To Reduce Sales Personnel Attrition, Nicole Lea Hawkins
Leader Strategies To Reduce Sales Personnel Attrition, Nicole Lea Hawkins
Walden Dissertations and Doctoral Studies
Because sales are the primary revenue generators for insurance companies, reducing attrition of sales agents is essential to organizational success. The purpose of this single descriptive case study was to explore strategies that 6 Nebraskan sales leaders within the insurance industry used to reduce attrition. Participants had experience in sales leadership and the attrition of sales personnel and were able to provide insight into the unique perspectives on attrition in the insurance industry. Participants met the following criteria: (a) manage an insurance sales office or organization or (b) held an insurance sales leadership position for at least 1 year and …