1
مازندران-شهرستان چالوس-ح 17 شهریور- خ کوروش-شهرک شهید نواب-ک طبیعت 1- دست چپ- بن بست فرعی اول- دروازه سبزرنگ
2
سمنان- کیلومتر 5 جاده دامغان-دانشگاه سراسری سمنان- پردیس شماره 1- دانشکده اقتصاد، مدیریت و علوم اداری
Abstract
Net sales as marketing executive arm of the insurance industry is an instrument of paramount importance to the success of this industry at the point of customer contact, Therefore, identification, screening challenges and approaches for appropriate action in this sector is essential. The purpose of this study is the identification and screening of the challenges facing the insurance industry's sales network, The practical result of the process of data collection and descriptive. Researchers in order to achieve the research objectives, the first step through literature review identified 14 challenges as the challenges facing the sector. In the second step, through theoretical sampling 7 election experts and their opinions were collected through a questionnaire with Likert 5 and Data were analyzed using Fuzzy Delphi technique. According to the results obtained in the present, six challenging academic credentials and a lack of consideration for the grant of executive agencies, and lack of proper training, quality, continuous, constant monitoring of the lack of representation, lack of attention to the needs assessment for clients and insurance improper distribution sales network, low commission rate representatives of foreign sales network with new ways of selling insurance policy sales network in the insurance industry is the main problem to be solved solutions proposed.
SiahSarani, M. , Zarei, A. and Zarei, A. (2016). Identification and screening of the challenges facing the sales network in insurance industry and solution using Fuzzy Delphi Technique. New Marketing Research Journal, 5(Special Issue), 111-124.
MLA
SiahSarani, M. , , Zarei, A. , and Zarei, A. . "Identification and screening of the challenges facing the sales network in insurance industry and solution using Fuzzy Delphi Technique", New Marketing Research Journal, 5, Special Issue, 2016, 111-124.
HARVARD
SiahSarani, M., Zarei, A., Zarei, A. (2016). 'Identification and screening of the challenges facing the sales network in insurance industry and solution using Fuzzy Delphi Technique', New Marketing Research Journal, 5(Special Issue), pp. 111-124.
CHICAGO
M. SiahSarani , A. Zarei and A. Zarei, "Identification and screening of the challenges facing the sales network in insurance industry and solution using Fuzzy Delphi Technique," New Marketing Research Journal, 5 Special Issue (2016): 111-124,
VANCOUVER
SiahSarani, M., Zarei, A., Zarei, A. Identification and screening of the challenges facing the sales network in insurance industry and solution using Fuzzy Delphi Technique. New Marketing Research Journal, 2016; 5(Special Issue): 111-124.
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