The results of a study conducted at Caucasus University have been published in the international peer-reviewed journal Economist.
The article, entitled “Strategic Challenges of Sales Management and Development Prospects in Georgia’s Insurance Industry,” presents an in-depth analysis of sales management practices within the Georgian insurance sector.
The authors of the study are Lasha Khurtsidze, a graduate of the Business Administration program at Caucasus University School of Business, Master of Business Administration, and Professor Tengiz Verulava of Caucasus University School of Business.
Lasha Khurtsidze has more than 14 years of professional experience in sales, management, and consulting across a wide range of industries, including insurance, automotive, construction, hospitality, IT, and retail. He currently serves as Sales Director at AmeriCars and is the owner of Artelo Group.
Reference:
Verulava, T., Khurtsidze, L. (2025). Strategic Challenges of Sales Management and Development Prospects in Georgia’s Insurance Industry. Economist, 21(3), 101–122.
The journal Economist is indexed in the international scientific database ERIH PLUS.
Abstract
Georgia’s insurance sector faces significant managerial challenges, particularly in the area of sales management. The study aims to analyze systemic problems related to sales management within the Georgian insurance market. The research employs a critical literature review methodology, examining theoretical models, international best practices, and the specific characteristics of the Georgian market.
The paper provides a detailed discussion of the structural organization of sales management, the role of digital technologies, the limited adoption of customer-oriented approaches, and challenges related to human resource management. The findings indicate that improving sales management requires systemic reforms, enhanced staff qualifications, and the digital transformation of sales processes. These measures are essential for strengthening the competitiveness of the insurance sector and increasing customer trust.
