Marketing Planning and Control Systems: From Agency Style to Nerve Center
PMI Corp is a century-old firm that pioneered the use of direct mail sales for life and health insurance. Over the past century, PMI Corp has evolved from a firm that focuses solely on direct mail into a multi-channel firm, selling insurance through agents, brokers and (still) through direct mail. Growing in tandem with PMI CorpÂ's sales force is the insurance regulatory environment, which has also become increasingly complex.
To respond to the complex regulatory environment—and to support the firmÂ's internal sales processes—PMI Corp decided to refine the process by which it generates, distributes, and manages sales opportunities (i.e. leads). PMI Cor... [ Read Article ]
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