Course

Course Summary
Credit Type:
Course
ACE ID:
AICP-0074
Organization's ID:
AAI 83
Organization:
American Institute For Chartered Property Casualty Underwriters/The Institutes
Location:
Classroom-based
Length:
11 weeks (44 -- 55 hours)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Upper-Division Baccalaureate 3 Business Management
Description

Objective:

The course objective is to provide students with the knowledge of agency operations and sales management, including considerations for agency formation, sales management, market segmentation, managing information technology, and customer service.

Learning Outcomes:

  • Conduct effective operations and sales management for an insurance agency or brokerage
  • Manage agency financials, including revenue and expense control, taxation considerations, financial ration analysis for agency operations, and agency valuation
  • Understand the agency environment, including laws and regulations pertaining to agency operations, producer licensing, operating affiliations, organizational management, planning, organizing, leading, controlling, agency sales management and systems, staffing, hiring, compensation, and performance evaluation
  • Develop a sales management process, structure, and personal production plans

General Topics:

  • Agency formation and environment
  • Organizational management
  • Agency sales management
  • Personal production plans
  • Producer-insurer relations
  • Public image of the insurance agency
  • Agency growth and customer communications
  • Market segmentation and target marketing
  • Managing agency information technology
  • Agency customer service management
  • Agency financial management
Instruction & Assessment

Instructional Strategies:

  • Case Studies
  • Practical Exercises

Methods of Assessment:

  • Examinations

Minimum Passing Score:

70%
Supplemental Materials