Systems analysis of training and development of sales personnel in insurance organizations in Russia (on the example of "Ingosstrakh" and JSC "Zetta insurance")
Blinova T.N.1, Dyuyzen E.Yu.2
1 Дальневосточный институт управления – филиал федерального государственного бюджетного образовательного учреждения высшего образования «Российская академия народного хозяйства и государственной службы при Президенте Российской Федерации»
2 Хабаровский государственный университет экономики и права
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Journal paper
Russian Journal of Entrepreneurship *
Volume 19, Number 6 (June 2018)
* Этот журнал не выпускается в Первом экономическом издательстве
Abstract:
The article analyzes the systems of development and training of sales staff on the example of two insurance companies in Russia ("Ingosstrakh" and "Zetta insurance"), which differ in size, duration of operation and market position. The authors identify the current trends in the insurance market, as well as the features of the functioning of insurance companies that affect the sales staff as an object of management; consider the organization, planning, topics, as well as the forms of training and development of sales personnel. In addition, the publication identifies the problems inherent in the training and development of trade personnel of insurance companies and their branches in Russia, as well as the ways to overcome them.
Keywords: personnel training, insurance organizations, insurance agents, insurance intermediaries, problems of personnel development and training, trends in the development of the insurance market
JEL-classification: G22, G20, G29
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