Sales Force Turnover: An Exploratory Study of the Indian Insurance Sector = Prihodek od prodaje: raziskovalna študija o indijskem zavarovalniškem sektorju

Abstract

The insurance sector in India is rising rapidly to bring in growthand employment opportunities. Insurance companies are basicallyhuman intensive, and human resources act as an undoubteddifferentiator. Quality manpower and its retention would act as alitmus test. Turnover of sales force has been high because of lowentry and exit barriers. The paper addresses issues of recruitment,retention and turnover of sales force in insurance companies.An attempt is made to integrate them to Maslow’s NeedHierarchy. A survey was conducted among 350 employees whoworked in or had left insurance companies to analyze factors thatinfluenced their decisions and job satisfaction. The data were treatedwith factor analysis. Factors such as Safety & Security, Social &Esteem and Personal Work Style emerged as the influencers tojoin insurance companies. Primary Needs and Social & Self EsteemNeeds were the factors associated with job satisfaction; Stress,Career Advancement and Work Environment emerged as factorsfor leaving the companies.

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