Recruitment and selection of successful sales agents

Bucharest 24 September 2019 - 25 September 2019

Trainer: Elizeu Folescu


Recruitment and selection successful sales agents seminar focuses on improving the performance of the manager in the current environment by developing critical managerial skills and competencies for the first years of activity in the areas of activity planning, recruitment and selection.

Target group

The course is addressed to people who manage financial services sales teams (unit managers, team leaders, agency managers, sales coordinators and sales inspectors) with a minimum of 6 months experience in the field and who are responsible for planning, organization, recruitment, selection, training or coordination.

Course objectives

The seminar helps managers to:

  • Build and implement a team action plan
  • Improvement of recruitment techniques and results
  • Develop better practices, processes and tools
  • Determining factors motivating agents to help them improve their performance and accountability at work
  • Establishing performance standards to manage the efficiency and effectiveness of work


Module 1 - Planning and Establishing Recruitment Objectives

  1. Opening of the seminar, presentation of ISF-LOMA partnership, presentation of the participants
  2. Objectives, analysis of expectations
  3. The management process
  4. Organizing / establishing job description
  5. Planning and setting goals

Module 2 - Recruitment

  1. Sources and methods of recruitment

Module 3 - Selection

  1. Techniques and tools used in the selection

Module 4 – Action Plan

  1. Teamwork: Develop a recruitment plan on a target market
  2. Presenting team plans
  3. Action plans and conclusions


Elizeu Folescu PFA, AIAM has over 18 years of experience in management and personal development domain. Most of his activity was dedicated to life insurance where he was an agent, insurance inspector, agency manager, development manager or managing partner as well as LIMRA certified trainer. The sales structures he coordinated counted up to 1000 persons from agent to area manager, within 2 companies that became the second most important companies in life insurance in Romania. He trained over 2000 persons for developing sale abilities and sales management for different levels of experience. Starting with 2015 he became Senior Regional Executive and trainer for LL Global Inc. (LIMRA LOMA) – the world leader in research, education and development in life and health insurance and pensions.

He followed management courses at Cornell University, GenRe Bussiness School and CII (The Chartered Insurance Institute – London), Harvard Manage Mentor, the Advanced Management Development and Training Programme of Middlesex University Bussiness School London, LIMRA’s CIAM program.


  • Executive Leadership at Cornell University;
  • Master Practitioner of Neuro-Linguistic Programming certified by the SNLP (Society of Neuro-Linguistic Programming) Dr. Richard Bandler;
  • Professional Financial Advisor certified by LIMRA;
  • Associated Insurance Agency Manager certified by LIMRA;
  • Since 2005, LIMRA instructor for development programs designed for executives and managers.

Duration / Period

The seminar will last for 16 hours organized in 4 modules:

  • Module 1 - Monday April 2, 2018
  • Module 2 - Monday April 16, 2018
  • Module 3 - Monday April 23, 2018
  • Module 4 - Monday May 7, 2018


The investment for this program is 600 lei + VAT.


At the above fee, the following discounts will be granted:

  • 5% for registration and payment until the 2nd of March 2018;
  • 5% for the registration of at least 2 persons within the same organization.

The discounts can be cumulated.

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