联系我们

论文查询结果	返回搜索

论文编号：	6069
作者编号：	2120112779
上传时间：	2013/12/18 17:15:03
中文题目：	保险销售队伍的激励方法研究
英文题目：	The study of Insurance Agents Incentive Mechanism– the Case Study of China Life Insurance Company Tianjin Branch
指导老师：	戚安邦
中文关键字：	保险公司 销售队伍 激励方法
英文关键字：	Insurance company, sales force, incentive Mechanism
中文摘要：	我国保险业近年来发展势头迅猛，保费收入超过十年以超GDP的增速扩张，政府相关政策支持、社会老龄化加剧、保险深度的巨大空间引起了商业保险公司之间全方位的竞争。保险公司业务发展的基石是过硬的销售队伍，各家保险公司都无例外的将吸收和培养保险销售人才作为管理工作的重点。中国人寿天津分公司是中国人寿保险公司的省级子公司，2006年开始实行战略转型之后，中国人寿天津分公司以蓬勃的生机高速发展，从天津寿险市场竞争情况来看，公司市场份额占比28.15%，稳居天津寿险市场第一。然而，目前公司的销售队伍也存在平均年龄老化、综合素质有待提高、人员流失率不断增加、平均保费收入水平不高的想象，建立和完善一套更加全面科学的销售队伍激励管理制度迫在眉睫。目前各家商业寿险公司的销售队伍激励方法有许多共同点，主要围绕保险销售人员基本管理办法（以下简称“基本管理办法”）展开，这样的激励方法存在激励手段单一、注重短期利益、轻视人才培养、缺乏文化引领等问题。本文希望通过对中国人寿天津分公司的案例分析，研究我国寿险商业保险公司销售队伍激励的改善空间。本文在系统阐述了销售队伍激励问题的相关文献的基础上，阐明了目前寿险市场、寿险销售队伍和其管理现状，并从三个角度剖析了中国人寿天津分公司的销售队伍情况，总结了队伍激励中存在的问题。最后，本文尝试从物质激励、非物质激励两个方面对公司的队伍激励制度进行研究。
英文摘要：	In recent years, China's insurance industry developed rapidly with a expansion speed greater than China’s growth rate of GDP. Government policy support, an aging society intensifies, and the large insurance market potential caused fierce competition among commercial insurance companies. Insurance companies have to pay attention to their sales forces and marketing personnel to earn more competitive advantages in the market. China Life Insurance Tianjin Branch is one of CLIC's provincial subsidiaries. In 2006, the company began to implement its strategic transformation; China Life Insurance Tianjin Branch has a market share accounted 28.15% in Tianjin Insurance market, ranking first in Tianjin life insurance market. However, there the company's sales force also exists many problems, such as an average age of aging, the overall quality to be improved, increasing staff turnover, low average premium level. To establish and improve a more comprehensive set of scientific management system for its sales force is very important. Currently, many Chinese commercial insurance companies motivate their sales force in quite similar way—mainly around the basic insurance sales management approach (The Basic Law). These ways to motivate such incentives have many shortcomings, such as too much focus on short-term interests, impropriate personnel training and lack of company cultural. This paper starts from the case study of China Life Insurance Tianjin Branch, with the attempt to research the improvement of China's life insurance companies’ sales force incentive. This paper systematically expounded the sales force incentive problems on the basis of relevant literature to clarify the current insurance market, insurance sales force and its management status, and analyzed from three angles of China Life Insurance Tianjin Branch's sales team. Finally, this paper attempts to give some improvement suggestions, from material incentives and non-material incentives prospective, for the company.
查看全文：	预览  下载(下载需要进行登录)