COMPARISON OF PERFORMANCE OF SALES TRAINING GRADUATES AND NONGRADUATES

IN ORDER TO DETERMINE IF A LIFE INSURANCE SALES TRAINING COURSE (LUTC) HAS A FAVORABLE EFFECT ON SALES AGENTS' PERFORMANCE, 88 LUTC GRADUATES WERE COMPARED WITH AN EQUAL NUMBER OF NONGRADUATES. THE GROUPS WERE MATCHED ON STATE OF RESIDENCE, AGE WHEN APPOINTED, LENGTH OF SERVICE, AND EARNINGS FROM THE SALE OF AUTO, LIFE, AND FIRE INSURANCE IN THE YEAR LUTC WAS BEGUN. PERFORMANCE COMPARISONS WERE THEN MADE FOR THE YEAR LUTC WAS BEGUN AND THE YEAR COMPLETED. WHILE THE GROUPS PERFORMED ABOUT THE SAME DURING THE YEAR IT WAS BEGUN, THE TRAINED GROUP PRODUCED SIGNIFICANTLY MORE 1ST-YR LIFE INSURANCE PREMIUMS, ON SIGNIFICANTLY LARGER LIFE POLICIES, DURING THE YEAR TRAINING WAS COMPLETED. IN ADDITION TO THE SALES TRAINING, OTHER REASONS FOR THE RESULTS ARE DISCUSSED.