This book presents a complete discussion of life insurance distribution. It begins by putting life insurance distribution within the broader context of distribution and marketing in general, thus demonstrating why life insurance distribution is different. It then goes on to discuss the history of how distribution, as we know it today, developed, and the ten primary distribution channels that exist in the business. With all of this as background, the book continues with more detail and discusses the various functions performed by distribution, and how distribution systems are managed today. It also goes into more specifics regarding the compensation and the economics of distribution. The text concludes with a discussion of managing distribution channel conflict, and how distribution of life insurance is expected to evolve in the near future.
Author(s): Douglas J. Bennett, Walter H. Zultowski
Series: ACTEX Professional Series
Edition: 1
Publisher: ACTEX Publications
Year: 2014
Language: English
Pages: 105
City: Winsted, CT
COVER
TABLE OF CONTENTS
FOREWORD
PREFACE
Chapter 1 INTRODUCTION TO DISTRIBUTION
Chapter 2 THE HISTORY OF LIFE INSURANCE DISTRIBUTION
Chapter 3 THE PRIMARY LIFE INSURANCE DISTRIBUTION CHANNELS
Chapter 4 THE FUNCTIONS OF DISTRIBUTION IN THE LIFE INSURANCE BUSINESS
Chapter 5 THE MANAGEMENT OF DISTRIBUTION
Chapter 6 DISTRIBUTION COMPENSATION
Chapter 7 THE ECONOMICS OF LIFE INSURANCE DISTRIBUTION
Chapter 8 USING A PROJECTION MODEL FOR COMPENSATION DESIGN
Chapter 9 WHICH DISTRIBUTION CHANNEL IS BEST?
Chapter 10 THE FUTURE OF LIFE INSURANCE DISTRIBUTION
Chapter 11 CONCLUSION
BIBLIOGRAPHY
INDEX
BOOK EDGE
BACKCOVER
