VICENTE M.A. PINA, CLU, ChFC, FLMI, LLIF, a senior consultant in the Training and Development Department of LIMRA International, Windsor, Conn., an insurance marketing and research association, has noticed some changes in training trends in both his own work and that of LIMRA's member companies. Here's what he had to say.

ICP: Traditionally, insurance companies have used a mix of proprietary training, including on-site training (in the field and in the sales office), reg

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