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BUILDING PROFITABILITY WITH LIFE AND HEALTH SALES by Carol Hammes Although most independent insurance agencies sell some Life and Health insurance, only about one-fourth of them have a separate ...
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SELF-INSURANCE ADMINISTRATION/CAPTIVES IN A HARDENING MARKET by Carol Hammes Self-insurance programs, captives, and risk retention groups will grow dramatically as premiums increase. U...
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Many marketing managers and representatives may ask: "Why is a sales center important to me? Isn't it designed for niche- or target-marketing? How would this fit into my company, that wants Main Street business?"
Having a marketing-representative background provides me with a unique perspective on sales centers. I know that the marketing representative is much more than a "go-for" problem-solver, running down endorsements, acting as portable shrink between underwriters and agents, or being "the official news agency TAS," spouting party line. I know that marketing is the precursor to selling.