DRIVING PROFESSIONAL STANDARDS
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<strong>DRIVING</strong> <strong>PROFESSIONAL</strong> <strong>STANDARDS</strong><br />
2015 MII PROGRAMME DIRECTORY<br />
FIELD SALES DEVELOPMENT<br />
AND SUPERVISION<br />
Title<br />
2.15 Effective Agency Productivity (EAP)<br />
Title<br />
2.16 LIMRA - Regional Offices School (ROS)<br />
Duration<br />
Time<br />
Duration<br />
Time<br />
18 hrs 9.00 am to 5.00 pm<br />
4½ Days<br />
9.00 am to 5.00 pm<br />
Venue<br />
The Malaysian Insurance Institute City Centre<br />
Suite 6.0W, 6th Floor, Wisma Sime Darby, Jalan Raja Laut, 50350 Kuala Lumpur, Malaysia.<br />
Venue<br />
The Malaysian Insurance Institute City Centre<br />
Suite 6.0W, 6th Floor, Wisma Sime Darby, Jalan Raja Laut, 50350 Kuala Lumpur, Malaysia.<br />
Who Should<br />
Attend<br />
Key Learning<br />
Outcomes<br />
Key Course<br />
Contents<br />
• Life Insurance Agency Leader<br />
At the end of the course, participants will be able to:<br />
• Motivate and Inspire UM and AUM to advance into the Challenged Zone of Agency Building and<br />
understand How to Grow a large base of Agents<br />
• Enable UM and AUM to master 3 Effective Scripts for Pre-BOP, BOP & Post-BOP<br />
• Develop Solid Foundation for the 2nd Liner of Agency Leadership<br />
• Prepare UM and AUM for on- the-job training<br />
• Pre-BOP invitation<br />
• Support of BOP<br />
• Post-BOP Follow-up<br />
• Pre-contract Orientation<br />
• New Agent Induction (1st 3 months Training & Coaching of New Agent)<br />
• On-the-job training of Agency Administration & Agency Support<br />
Who Should<br />
Attend<br />
Key Learning<br />
Outcomes<br />
• Branch Managers<br />
• Regional Managers and head office Managers who work in capacities that have direct/indirect influence<br />
over field sales development and supervision.<br />
At the end of the course, participants will be able to:<br />
• Gain an understanding of the state of industry development versus other regional markets<br />
• Conduct an planning process for his/her assigned territory in line with company objectives<br />
• Analyse his/her regional operations and gain skills in resolving problems<br />
• Understand situational leadership and it’s application when working with sales team members<br />
• Work in team with field leadership to enhance effectiveness in Recruting, Selecting, Training and<br />
Performance Management to grow agencies<br />
• Conduct new market analysis and develop a plan to develop the identified market<br />
• Understand and apply motivation theory<br />
• Learn and apply field visit skills to enhance agency visit effectiveness<br />
• Understand time and financial management as the basis of business operation<br />
• Develop a personal development plan<br />
FEES<br />
MEMBER<br />
RM 1,650<br />
Key Course<br />
Contents<br />
• Marketing Operations Planning<br />
• Analysis of the Regional Officer’s Marketing Operation<br />
• Problem Solving<br />
• Individual Problem Analysis<br />
• Leadership<br />
• The Regional Officer’s Leadership Style<br />
• Team Survival<br />
• Building a Marketing Operation Team<br />
• Change Management<br />
• Concepts of Marketing<br />
• Recruiting in Your Operation<br />
• Selection in Your Operation<br />
• Training in Your Operation<br />
• Performance Management in Your Operation<br />
• Field Management Skills<br />
• Motivation Applied<br />
• Field Visits and Coaching<br />
• Field Visit Role-Play<br />
• Creating Action Plans for Improvement<br />
• Business Management<br />
• Your Personal Development Plan<br />
FEES<br />
MEMBER<br />
RM 4,000<br />
NON MEMBER<br />
RM 4,000<br />
78 79
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