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论文编号：	153
作者编号：	052226
上传时间：	2007/12/18 14:24:12
中文题目：	寿险企业销售人员管理研究
英文题目：	The Study of Management of Sal
指导老师：	李东进
中文关键字：	寿险;销售人员;培训;激励;品质管
英文关键字：	Life Insurance;Sales Staff;Tra
中文摘要：	个人寿险营销机制的引进为寿险公司扩大业务规模、提高经济效益发挥了重要作用，己显示出了勃勃生机和活力，并己成为寿险业营销主渠道。目前我国寿险公司采取以寿险销售人员代理制为主，其它营销渠道为辅的营销模式，因此，对销售人员的管理是企业经营管理中重要的一环，能否激发销售人员的积极性直接关系到企业效益的好坏。鉴于此，各寿险企业在对销售人员管理的不断探索中，积极对销售人员管理制度、方式进行变革和创新。但在销售人员管理上出现了销售队伍整体素质下降、销售业绩停滞不前甚至下滑、销售人员特别是优秀销售人员流失率高、重要客户流失、缺乏诚信等现象，而且日益明显。这些现象的出现主要有以下原因:培训体系不健全，培训缺乏有效性与针对性;激励偏差的存在导致激励作用不强制约销售队伍发展;销售人员品质管理不力等。针对这些原因，本文提出了一些建议:开发并完善系统培训体系、建立相应的激励机制、从制度建设方面加强对销售人员业务品质的管理等，最后结合平安保险公司的管理现状对以上情况进行了剖析。主要从五个方面加以阐述： 第一部分:介绍了论文研究的背景、意义，并提出了本文的研究内容与方法。第二部分: 相关理论回顾。第三部分：介绍了保险行业发展现状及未来的发展趋势，同时提出了寿险企业销售人员管理存在的3大系统问题。第四部分:在对以上系统问题进行深入分析的基础上，提出适应我国国情的寿险企业销售人员管理的对策与建议。第五部分:结合平安保险公司销售人员管理的情况，通过分析获取销售人员管理的有益启示。 本文的创新之处在于针对目前寿险企业销售人员管理存在的主要问题，着重在以下两个方面进行了创新:一是对目前寿险企业销售人员管理存在的培训、激励、业务品质关键问题进行分析，提出针对性改善措施与实施举措。二是结合平安保险公司销售人员管理实务的案例，获取有益的借鉴与启示。 对于我国寿险企业来说，要在放开眼界、借鉴吸收国际保险各种先进管理经验和经营方式的前提下，立足于中国保险市场，积极创新，探索符合中国特色、适合公司特点的销售人员管理之路。
英文摘要：	The introduction of individual agent marketing mechanism of life insurance plays an important role for the life insurance companies to expand business scale and improve economic efficiency. Besides, it has displayed its vitality and become the main channel for marketing of life insurance. At present our country's life insurance companies adopt the marketing mode of employing life insurance salesmen on commission as the main method and take other marketing channels as supporting methods. Therefore, sales management is an important part of enterprise management. Whether the enthusiasm of the salesmen can been inspired has a direct impact on the efficiency of the enterprise. For this reason, every life insurance company should take changes and innovation for the sales management models positively during their exploration of management. But during this progress it have arisen such problems as shortage of marketing administrative management, marketing standstill or even a decline, drain on excellent marketing salesmen, competency decline of them and drain on important customers, lack of honesty and so on. All of these problems have become more and more prominent. We can find the main reasons for these problems mentioned above: it has not established a scientific enlisting system to screen marketing salesmen; it is deficient in training; it does not have a perfect proficiency assessment system; salary system has not really effect inspiration; inner supervision is not the best and so on. For these reasons this paper offers the following countermeasures: develop and refine training system, establish an effective system for motivation, strength the quality of sales staff from the aspect of system building and so on .In the end it analyze the above problems by contrasting to the present management situations of Ping An Insurance .It mainly elaborate from the following five aspects: Chapter One: introduction of background, meaning and relevant theories of this paper and putting forward the main content and methods of this research. Chapter Two: reviewing of the relevant theories. Chapter Three: Introduction on the present development and future trends of China's life insurance industry. Meanwhile, putting forward its three system problems. Chapter Four: based on the analysis of the factors above, giving some corresponding countermeasures and suggestions. Chapter Five: by contrasting with the sales management of Ping An Insurance, getting some useful enlightenment by analysis. Based on the main problems existing in sale management about life insurance company, two new creative aspects are discussed as follows: at first the author put forward some perfect countermeasures by analyzing training, instituting and inner supervision. Secondly by combing with the management cases of the Ping An Insurance Company, the paper gives some useful experience. For China’s life insurance, in order to push forward marketing, we should establish an effective system for motivation. So we should open our mind to learn from the international advanced management experiences.
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