The Competency Model of Insurance Salespeople: A Qualitative Meta-analysis

Abstract

Abstract:

Following the steps of Qualitative Meta-analysis, in this study we firstly collect literature on insurance sales people's knowledge, skills, motives, attitudes, and self-concept, and then we excerpt, encode and classify the qualitative findings in the literature, finally we build insurance salespeople's ETV competency model, which includes Expertise, Traits, and Value. We argue that ETV model could be used as the reference criterion for insurance and general salespeople's recruitment, training and selection. Meanwhile, it also offers guidance for further empirical study.

Key words: Qualitative Meta-analysis, competency, insurance sales force, sales force

Wei Hongguo, Li Hai. The Competency Model of Insurance Salespeople: A Qualitative Meta-analysis[J]. , 2015, 27(7): 146-155.

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