管理资源LIMRA公司 高级经理培训课程全套1（含讲义幻灯学员手册）Trainers .doc

I/R Codes: 95.77 9951.00 arketinganagement SERIES IMPROVINGPERFORMANCE Trainer’s Guide 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 advisor before taking any actions based on the material in this book. Third Printing:April 1992 ?1996 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. 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 are completing 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 your company, you may be a field officer, a member of the training staff, or the head of a field sales office. In turn, the person completing the module may be a manager, assistant manager, or supervisor. Overview of the Marketing Management Series The Marketing Managem