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论文编号：	14991
作者编号：	2320224003
上传时间：	2024/12/9 10:09:55
中文题目：	C人寿保险公司T分公司银行保险代理制销售人员管理问题与改进研究
英文题目：	Research on Management Problems and Improvement of Bancassurance Agency Sales Personnel in C Life Insurance Company T Branch
指导老师：	袁庆宏
中文关键字：	人寿保险公司；银行保险；代理制；销售人员
英文关键字：	Life Insurance Company; Bancassurance; Agency System; Sales Personnel
中文摘要：	社会经济发展和人民生活水平的显著提高，人们对生活质量追求的日益提升，导致了保险尤其是人寿保险需求量的不断增加，推动了人寿保险行业规模不断扩大。中国人寿保险市场在过去的几年中呈现出稳步增长的态势，但人均保费及保单持有量仍较低，未来具有很大发展潜力。作为人寿保险的主要业务渠道之一，银行保险是银行通过与保险公司签订保险产品委托代理协议，保险公司通过银行渠道代理销售保险产品以及银行收取手续费的一种业务模式。在此处，“代理”指一种行为，即保险公司通过银行渠道达成对私保险业务合作、委托代理销售保险产品的行为。本文中所研究的银行保险代理制销售人员中的 “代理制”，则倾向于一种具体的保险销售人员用工制度，是指保险公司与销售人员签订代理合同，销售人员根据保险业务量收取佣金，不享有社会保险等福利待遇的一种用工制度。随着金融市场复杂性和不确定性的增加，监管形式的趋严，为了更好地适应日益多变的保险市场，越来越多的保险公司在销售人员用工制度方面做出改变，从合同制用工转变为更匹配保险销售人员工作特点的代理制用工，这种用工形式的转变面临着诸多挑战，包括如何平衡保险代理制销售人员用工制度和用工风险；如何实现代理制销售人员的有效管理和控制机制；如何在保障公司业务发展的同时，确保代理制销售人员的员工粘性和工作积极性等。目前保险代理制销售人员是保险从业人员的主流。作为人寿保险公司银行保险竞争因素的一部分，代理制销售服务人员的人员管理问题已经成为直接影响着保险公司银行保险经营状况与业务绩效表现的重要课题。 本研究以C人寿保险公司T分公司（以下简称C寿险公司T分公司）银行保险代理制销售人员管理问题为例，深入探讨其管理现状与存在的问题。通过对C寿险公司T分公司企业实例进行详细分析，对公司组织架构、人员构成、业务模式等方面的研究，了解银行保险代理制销售人员在实际工作中的具体情况。同时，结合文献分析，梳理国内外相关研究成果，为研究提供理论支持。此外，还开展了企业调研，通过问卷调查、访谈等方式，获取银行保险代理制销售人员和销售团队负责人员及内部管理人员的反馈和意见。发现工作灵活性高、管理较困难、公司融合度较差等银行保险代理制销售人员特点，分析用工风险、日常管理控制、用工成本和员工粘性等方面的管理问题。在分析过程中，充分考虑用工风险与用工成本相互关联、日常管理与员工粘性相互影响等各种因素。基于这些分析，提出了严格把控人员选用，合规辅助压缩风险因素；完善团队管理与团队建设，增强整体自治能力；加强渠道协同与精细化管理，优化用工成本管控；提升员工关怀与价值认可，推动员工融入认同一系列改进策略。旨在提高银行保险代理制销售人员的工作积极性和效率，降低管理成本和风险，进而为C寿险公司T分公司银行保险代理制销售人员的有效管理提供实践指导，同时也为寿险同业公司提供有益借鉴。
英文摘要：	The remarkable improvement in socio-economic development and people's living standards, along with the escalating pursuit of quality of life, has resulted in the continuous growth of demand for insurance, particularly life insurance. This has driven the expansion of the life insurance industry. The Chinese life insurance market has witnessed a steady upward trajectory in the past few years. However, the per capita premiums and the number of policy holdings remain relatively low, suggesting significant potential for future growth. As one of the primary business channels for life insurance, bancassurance refers to a business model where banks enter into an agency agreement for insurance products with insurance companies. Insurance companies sell insurance products through bank channels and banks collect commissions. Here, "agency" denotes an action where insurance companies achieve private insurance business cooperation and agency sales of insurance products through bank channels. The "agency system" for bancassurance agency sales personnel studied in this thesis leans towards a specific employment system for insurance sales personnel. It means that insurance companies sign agency contracts with sales personnel, who receive commissions based on the volume of insurance business and do not enjoy social insurance and other welfare benefits. With the increasing complexity and uncertainty of the financial market and the stricter regulatory forms, in order to better adapt to the ever-changing insurance market, an increasing number of insurance companies have made changes in the employment system for sales personnel, shifting from contract-based employment to the agency system that better matches the working characteristics of insurance sales personnel. This transformation in the employment form faces numerous challenges, including how to balance the employment system and risks for insurance agency sales personnel; how to achieve an effective management and control mechanism for agency sales personnel; and how to ensure the employee loyalty and work enthusiasm of agency sales personnel while guaranteeing the business development of the company. Currently, insurance agency sales personnel are the mainstream of insurance practitioners. As part of the competitive factors for bancassurance of life insurance companies, the personnel management of agency sales service personnel has become an important issue that directly affects the operation and business performance of insurance companies' bancassurance. This thesis takes the management of bancassurance agency sales personnel in C Life Insurance Company T Branch (hereinafter referred to as Branch T of C Life Insurance Company) as an example to deeply explore its current management situation and existing problems. Through a detailed analysis of the enterprise case of Branch T of C Life Insurance Company, including research on the company's organizational structure, personnel composition, and business model, the specific working conditions of bancassurance agency sales personnel in actual work are understood. Simultaneously, combined with literature analysis, relevant research results at home and abroad are sorted out to provide theoretical support for the thesis. In addition, enterprise research has also been carried out, and feedback and opinions of bancassurance agency sales personnel, sales team leaders, and internal managers are obtained through methods such as questionnaires and interviews. Discover the characteristics of bancassurance agency sales personnel such as high work flexibility, difficult management, and poor integration into the company, and analyze management issues in aspects such as employment risks, daily management control, employment costs, and employee loyalty. During the analysis process, various factors such as the interrelation between employment risks and employment costs and the mutual influence between daily management and employee stickiness are fully considered. Based on these analyses, a series of improvement strategies are proposed, including strictly controlling personnel selection and using compliance assistance to compress risk factors; improving team management and team building to enhance overall autonomous capabilities; strengthening channel coordination and refined management to optimize employment cost control; enhancing employee care and value recognition to promote employee integration and recognition. The aim is to enhance the work enthusiasm and efficiency of bancassurance agency sales personnel, reduce management costs and risks, thereby providing practical guidance for the effective management of bancassurance agency sales personnel of Branch T of C Life Insurance Company and also offering beneficial references for peer life insurance companies.
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