Prabandhan: Indian Journal of Management

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Attrition and Retention of Sales People: A Diagnostic Study of the Insurance Sector


Affiliations
1 Associate Director, Rakshpal Bahadur Group of Institutions Bareilly, Uttar Pradesh, India
2 Associate Professor, Rakshpal Bahadur Management Institute Rakshpal Bahadur Group of Institutions Bareilly, Uttar Pradesh, India
     

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The insurance sector today stands as a business growing at a rate of 15-20% annually. In spite of spite of this growth, in the present scenario, the insurance industry is facing a grave challenge as far as retaining sales professionals is concerned. Around 35% attrition rate has been reported in the frontline sales category only. The present study aims to find out the factors that cause attrition in the insurance sector and how do these dimensions vary across the personal characteristics of the sales professionals.

Keywords

Insurance Industry, Attrition, Job Satisfaction, Retention, Sales Professional, Recruitment

M1, M5, M8

Paper Submission Date : July 22, 2013 ; Paper sent back for Revision : August 24, 2013 ; Paper Acceptance Date : January 11 , 2014.

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  • Attrition and Retention of Sales People: A Diagnostic Study of the Insurance Sector

Abstract Views: 219  |  PDF Views: 0

Authors

Mili Sehgal
Associate Director, Rakshpal Bahadur Group of Institutions Bareilly, Uttar Pradesh, India
Nitin Pathak
Associate Professor, Rakshpal Bahadur Management Institute Rakshpal Bahadur Group of Institutions Bareilly, Uttar Pradesh, India

Abstract


The insurance sector today stands as a business growing at a rate of 15-20% annually. In spite of spite of this growth, in the present scenario, the insurance industry is facing a grave challenge as far as retaining sales professionals is concerned. Around 35% attrition rate has been reported in the frontline sales category only. The present study aims to find out the factors that cause attrition in the insurance sector and how do these dimensions vary across the personal characteristics of the sales professionals.

Keywords


Insurance Industry, Attrition, Job Satisfaction, Retention, Sales Professional, Recruitment

M1, M5, M8

Paper Submission Date : July 22, 2013 ; Paper sent back for Revision : August 24, 2013 ; Paper Acceptance Date : January 11 , 2014.




DOI: https://doi.org/10.17010/pijom%2F2014%2Fv7i7%2F59342