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Paper Information

Journal:   SANAAT-E-BIMEH   FALL 2014 , Volume 29 , Number 3 (115); Page(s) 95 To 124.
 
Paper: 

THE INSURANCE SALESMEN COMPETENCY MODEL FOR THE IMPLEMENTION OF COMPETENCY-BASED MANAGEMENT

 
 
Author(s):  ABILI KHODAYAR, NIKKHAH FARKHANI ZAHRA*, SALEHNIA MONIREH
 
* PAYAM NOOR UNIVERSITY, KHORASAN RAZAVI BRANCH
 
Abstract: 

Insurance salesmen have an important role in the profitability and competitiveness of the insurance industry at micro and macro levels. A coherent approach to the selection and development of the practitioners in the field and the determination of competencies required of them is important.
This study is meant to identify the competencies required in insurance by using the Delphi technique and white resource based theory and pragmaticm approach. Then, the competences has been recognized and ranked, using the network analysis. To measure the validity of the methodology, the LISREL software and confirmatory factor analysis were used. The results indicated that the competencies of problem solving, communication, insurance knowledge, occupational ethics, the ability to take advantage of information technology, creativity, risk management, emotional intelligence, familiarity with various financial services and familiarity with internet marketing techniques are the most important competencies required for the insurance sellers, respectively. The results of this study will guide the insurance industry managers in human resource planning area. In addition, the above mentioned results can help managers in the fields of staffing, recruitment, training and performance evaluation of sales network.

 
Keyword(s): INSURANCE SALESMEN COMPETENCY, COMPETENCY-BASED MANAGEMENT, COMPETENCY-BASED RECRUITMENT, FUZZY ANALYTIC NETWORK PROCESS
 
References: 
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