Versicherungsvertrieb

The insurance sales sector is facing numerous challenges. European regulation is making it more difficult to access the market as an independent agent or broker and is changing the way they practice their profession. The reputation of sales suffers from scandals, the consequences of decades of unreflected growth policies and the general accusation that costs are too high. Demographic developments are leading to an ageing workforce and considerable concerns about the next generation. The book Versicherungsvertrieb sheds light in a well-founded and detailed manner on economic theories and their explanatory content for the existence of sales as well as the framework conditions in the insurance brokerage market. This includes the regulatory characteristics of insurance sales, the strategic and operational organization of sales management in insurance companies and the management of brokerage companies. The basic idea of insurance and insurance brokerage as a service is consistently pursued, in contrast to traditional, goods-based presentations of the industry. The book is therefore particularly suitable for bachelor's and master's students of insurance sales, but also for practitioners in the industry who want to understand the basic structures of sales and actively shape its future.