ANALYSIS OF SALES FORCE:
RETIREMENT SERVICES STRATEGIES

Scheduled Release: 2000-2001 now available
Publication Price: $1895.00

Overview [Table of Contents] [Order Report]

Methodology
Universe of Companies
Press Release

This report identifies key retirement services trends that impact on sales force strategies. Analysis of Sales Force: Retirement Services Strategies is a new report from DGL Consultants, which presents quantitative insights from leading 1st and 2nd Tier Group Retirement Services providers. This report will enable you to develop sales strategies that will position your company most effectively in the marketplace.

Sales forces are increasingly under competitive pressure to become more selective about whom they approach and what their sales message will be. This report helps address fundamental distribution issues such as whether there appears to be a greater shift towards specialization. Sales force organizations are changing in order to implement these shifts in sales strategies.

Table of Contents [Overview] [Order Report]

INTRODUCTION

WHOLESALER
Single vs. Multi Product
Single vs. Multi Channel
200 Summary
210 Product
220 Distribution
230 Company Size
240 Company Ownership
250 Territory
260 Spans of Control
270 Benchmarks

INSIDE SALES
Single vs. Multi Product
Single vs. Multi Channel
300 Summary
310 Product
320 Distribution
330 Company Size
340 Company Ownership
350 Benchmarks

CHANNEL MANAGER
Single vs. Multi Product
Single vs. Multi Channel
400 Summary
410 Product
420 Distribution
430 Company Size
440 Company Ownership
450 Spans of Control
460 Benchmarks

SALES MANAGER
Single vs. Multi Product
Single vs. Multi Channel
500 Summary
510 Product
520 Company Size
530 Distribution
540 Company Size
550 Company Ownership
560 Levels: National vs. Divisional
570 Spans of Control
580 Benchmarks