Návrh strategie řízení prodejních sil v pojišťovně

Abstract

The thesis deals the insurance company „Česká pojišťovna“, specifically with its agencies Opava and Bruntál. Česka pojišťovna is currently struggling with a high fluctuation of its salespersons. This fluctuation primarily relates to sellers "newcomers", who have been working for the company for a short time. The goal of the thesis is to create ground for research based on processing of theoretical foundations of the current sales force adaptation programme and subsequently propose changes that will increase the effectiveness of the management of the sales forces. The thesis is divided into 5 self-contained parts. The first part shows the theoretical foundations of the chosen subject, especially the theory of sales force management and human resources management. The second part characterizes the insurance company and its adaptation programme. The other sections deal with the accomplished research itself, in particular with the methodology of the research and the analysis of data. On the basis of the information obtained, a strategy was designed that modifies the current adaptation programme and aims to eliminate high fluctuation and consequently increase the efficiency of this programme.