Course Course Summary Section 1 Content Section 1 Content Left Section 1 Content Right 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: 8/1/2015 - 1/31/2019 8/1/2012 - 8/31/2015 8/1/1995 - 7/31/2012 12/1/1982 - 7/31/1995 Credit Recommendation & Competencies Section 2 Content Section 2 Content Left Section 2 Content Right Level Credits (SH) Subject Upper-Division Baccalaureate 3 Business Management Description Section 3 Content Section 3 Content Left Section 3 Content Right 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 Section 4 Content Section 4 Content Left Section 4 Content Right Instructional Strategies: Case Studies Practical Exercises Methods of Assessment: Examinations Minimum Passing Score: 70% Supplemental Materials Section 5 Content Section 5 Content Left Section 5 Content Right Section 6 Content Section 6 Content Left Section 6 Content Right Button Content Rail Content 1 Other offerings from American Institute For Chartered Property Casualty Underwriters/The Institutes Addressing Commercial Liability Risk (AICP-0052) Addressing Commercial Property Risk (AICP-0051) Claims in an Evolving World (AICP-0127) Connecting the Business of Insurance Operations (AICP-0053) Developing Personal Insurance Solutions (AICP-0098) Evaluating Commercial Underwriting Risks (AICP-0139) Exploring Reinsurance Products and Transactions (AICP-0104) Holistically Assessing Risk (AICP-0158) Impacting the Bottom Line of Insurance Financials (AICP-0056) Increasing Your Insurance IQ (AICP-0156) View All Courses Page Content