LIMRA公司 高级经理培训课程全套1Workbook.doc

PAGE I/R Codes: 95.77 9951.00 arketinganagement SERIES IMPROVINGPERFORMANCE Workbook LIMRA supports and enhances the marketing functionsof its member insurance companies around the worldthrough 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 advisorbefore taking any actions based on the material in this book. Third Printing:July 1994 ?1997 LIMRA International, Inc.Hartford, Connecticut Printed in U.S.A. Copyright ? 1985 Life Insurance Marketing and Research Association, Inc.Hartford, Connecticut Printed in U.S.A. No part of this publication may be reproduced in any formwithout the written permission of LIMRA International, Inc.Hartford, Connecticut 06141. PAGE 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 success as a manager is closely tied to the success 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 meet company goals. Recruiting for Results and Selecting for Success, 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