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Impact Of Sales Management Control Strategy On Sales Perfomance In Life Insurance Sector

Author

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  • Syahputra, S

Abstract

The purpose of this study is to discuss the impact of sales performance in life insurance sector. Sales performance in life insurance industry has seen a major concern to practitioners due to severe competition and to design marketing strategy. Further to that, one way to enhance sales performance in life insurance is by focusing on good strategy and developing salesforce. Life insurance need to have a good understanding of their strategy and salesforce management so that appropriate great marketing strategies directed towards sales management control strategy. The objective of this study is to examine the causal impact of several antecedents of sales performance in the context of insurance in Java Island, Indonesia. Thus, it will review the marketing literature on the sales performance ie., sales volume, market share, profitability and customer satisfaction. Next, we present the research framework, methods, measures and findings and conclusion. Finally, the results were discussed in terms of its contribution to the upgrading of life insurance strategies and recommendations for future research.

Suggested Citation

  • Syahputra, S, 2018. "Impact Of Sales Management Control Strategy On Sales Perfomance In Life Insurance Sector," MPRA Paper 92764, University Library of Munich, Germany.
    • Handle: RePEc:pra:mprapa:92764
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    File URL: https://mpra.ub.uni-muenchen.de/92764/1/MPRA_paper_92764.pdf
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    References listed on IDEAS

    as
    1. Theodosiou, Marios & Katsikea, Evangelia, 2007. "How management control and job-related characteristics influence the performance of export sales managers," Journal of Business Research, Elsevier, vol. 60(12), pages 1261-1271, December.
    2. Miao, C. Fred & Evans, Kenneth R. & Shaoming, Zou, 2007. "The role of salesperson motivation in sales control systems -- Intrinsic and extrinsic motivation revisited," Journal of Business Research, Elsevier, vol. 60(5), pages 417-425, May.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    sales volume; market share; profitability; life insurance;
    All these keywords.

    JEL classification:

    • L1 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance
    • M3 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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