Opinion ID: 1160300
Heading Depth: 2
Heading Rank: 2

Heading: Combined Insurance Company of America:

Text: Combined Insurance Company is principally engaged in selling health and accident insurance throughout the United States. It has no local offices, since its insurance is sold mostly through personal public contact. This involves two principal sales features, namely, the renewal of existing policies and the sale of new policies. Of critical importance to our consideration is the renewal of existing six-month health and accident policies. In order to carry out this personal-contact sales schedule, representatives of Combined Insurance Company are formed into teams, with a Sales Manager as the supervisor of each team. The success of the program renders critical the maintaining of a full team complement, as well as the employment of effective sales techniques. The Company provides a computerized printout list of existing policyholders to each Sales Manager, and each person listed on the printout must be contacted by the team members. The various employees are paid on a commission basis, with the Sales Manager receiving cash and incentive bonuses, together with a percentage of the income from the policies renewed or those sold for the first time by the members of his team. When hired, the employee is required to attend a two-weeks school at the expense of the Company in the course of which the members of the class participate in intensified training sessions where they are introduced to the benefits of the various sales techniques developed by the Company over a span of fifty-two years. When this instruction is completed, the trainees are tested and directed to utilize these newly acquired sales methods as they go about selling the appellant's insurance. Immediately following the completion of the training school program, the new employees take their respective State insurance examinations under the sponsorship of Combined Insurance Company. Upon obtaining his or her license, and being assigned to a particular team, the new salesperson then embarks upon a one-month in the field training schedule under the tutelage of the Sales Manager.