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

I/R Codes:

arketing
anagement
SERIES
IMPROVING
PERFORMANCE
Workbook
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:July 1994
©1997 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
UNIT 2 Planning Effective Training
UNIT 3 Training in Action
UNIT 4 Continuous Development
UNIT 5 Influencing Motivation
INTRODUCTION
People are a business resource and your ess as a manager is closely tied to the ess of these people on the job. Since the most important problems that managers face are people problems, this module of the Marketing Management Series focuses on the management activities necessary to improve performance by setting standards, providing knowledge building skills, solving problems, and influencing motivation. Management means “getting things done through others.” Your management role is to help the people who report to you to reach their top performance in order to pany goals.
Recruiting for Results and Selecting for ess, two other modules in the Marketing Management Series, deal with locating and hiring sales representatives. The decision to hire is just one step in the process of human resource development. Good