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P20 – WORKSHOP ON DISTRIBUTION CHANNEL MANAGEMENT (Exclusively for LIC
of
India)
Background The marketer in the
Distribution Network is in direct interface with the prospect and the
customer. He or she symbolises the organisation’s market image. What is
of crucial importance is knowledge, skill and commitment levels of
officers and intermediaries constituting this network. Objectives On completion of the
workshop, the participants will gain both theoretical and practical
knowledge to: • Strengthen the
systems and processes of Distribution Network • Build a Strong
Brand Image • Appreciate the
nuances of service industry • Improve business
quality • Enhance customer
loyalty & customer retention • Attract
potential customers Contents • Service industry
- importance of distribution network. • The changing
profile of distribution network in Insurance Industry. • Role of
intermediaries in the context of Regulations. • Technology
issues in Distribution. • Finding the
correct product mix and related market mix. • Relations with
the service providers • Quality of
business and its impact on the market. • Expanding
distribution network - alternatives and direct marketing • Need based
marketing • Segmental
approach to marketing • Channel Conflict
Management –Case Studies & Role Plays • Interaction with
Brokers / Corporate Agents • Business Ethics Participants’
Profile Indian: Managers
(Sales) / Manager (B & AC – upto ADM cadre) from Divisional Offices
and Incharge of Branches of LIC Of India Overseas:
Executives / Officers handling marketing of life insurance products Duration:
3 Days Dates: I) 18.09.2008 - 20.09.2008 II) 04.12.2008 - 06.12.2008
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