Open AccessResponsible Recruiting in Insurance Sales
Author(s) -
Gerriet Hinrichs
Publication year - 2019
Publication title -
regional and business studies
Language(s) - English
Resource type - Journals
eISSN - 2732-2726
pISSN - 2061-2311
DOI - 10.33568/rbs.2413
Subject(s) - business , german , sustainability , marketing , sales force , measure (data warehouse) , computer science , history , ecology , archaeology , database , biology
Recruiting processes imply a considerable potential for waste of resources, both in general and in the insurance sales area focused here. A comprehensible measure for sustainability in sales was identified and information offers of large German insurers on job offers in the field of sales force were analysed. While the recruitment of lateral entrants has no measurable influence on sustainable sales, clear correlations between the information offered for future salespeople and sustainable results were found. In addition, a clear negative correlation between multi-level marketing and sustainable insurance sales was found.