It’s about building a book of business: incentives of insurance salespersons from future renewals

Most property-liability insurance contracts are short-term contracts which can be renewed at expiration. With an average policy renewal rate of 89%, selling a policy not only generates immediate revenue but also results in expected future revenue for an agency. Outside employment options give salesp...

Ausführliche Beschreibung

Bibliographische Detailangaben

Veröffentlicht in:	Geneva papers on risk and insurance. Issues and practice 2019-10, Vol.44 (4), p.702-731
Hauptverfasser:	Berry-Stölzle, Thomas R., Eckles, David L.
Format:	Artikel
Sprache:	eng
Schlagworte:	Compensation Economics and Finance Finance Insurance Liability insurance Original Paper Risk Management Salespeople Wages & salaries
Online-Zugang:	Volltext
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