LIMRA公司 高级经理培训课程全套1（含讲义、幻灯、学员手册）--Trainers guide.doc

I/R Codes:

arketing
anagement
SERIES
IMPROVING
PERFORMANCE
Trainer’s Guide
LIMRA supports and enhances the marketing functions
of its member panies around the world
through original research, products, and services.
The content of this book is based on the best information available to the author at the time of its publication. While the author has every reason to believe that this information is reliable, the reader is cautioned to seek advice and counsel from a qualified attorney and/or financial advisor before taking any actions based on the material in this book.
Third Printing:April 1992
©1996 LIMRA International, Inc.
Hartford, Connecticut Printed in .
Copyright © 1985
Life Insurance Marketing and Research Association, Inc.
Hartford, Connecticut Printed in .
No part of this publication may be reproduced in any form
without the written permission of LIMRA International, Inc.
Hartford, Connecticut 06141.
Table of Contents
Page
INTRODUCTION 5
UNIT 1 Productive Supervision 14
UNIT 2 Planning Effective Training 24
UNIT 3 Training in Action 32
UNIT 4 Continuous Development 44
UNIT 5 Influencing Productivity 52
INTRODUCTION
This Trainer’s Guide is intended to help you monitor the performance of managers who pleting Improving Performance, a module of LIMRA’s Marketing Management Series. Careful review and implementation of the thoughts and suggestions contained in this guide will help you ensure that each person gets the most out of this module.
Throughout this guide, you are referred to as the “trainer”; the actual participant in the self-study program is referred to as the “manager.” Depending on the management development structure at pany, you may be a field officer, a member of the training staff, or the head of a field sales office. In turn, the pleting the module may be a manager, assistant manager, or supervisor.
Overview of the Marketing Management Series
The Marketing Management Series is a self-stu