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论文编号：	8150
作者编号：	2220110564
上传时间：	2016/5/24 21:42:50
中文题目：	中国人寿保险公司城区寿险营销队伍管理模式研究
英文题目：	Study on the management of Chinalife insurance company sales teamin urban
指导老师：	许晖
中文关键字：	中国人寿；城区寿险营销队伍；管理模式
英文关键字：	Chinalife Insurance; Life insurance sales team in urban; Management
中文摘要：	中国保险行业历经近二十年的发展变革中，市场环境、监管政策和管理模式都在发生变化，尤其是近年来寿险行业在全国范围内持续高速增长，寿险营销从业人员数量迅速攀升，其中业务高速增长的主要载体——寿险营销队伍的管理模式也在因需而变。因此对于各个寿险公司来说，营销队伍的规模、结构和管理质量都是核心竞争力的重要体现，也是寿险公司可持续发展中的关键一环。 从寿险营销队伍的发展历程来看，自从1992年个人代理人体制引入国内以来，对于代理人的管理便复制了友邦模式。目前，很多首批加入寿险营销行业的代理人已经步入中老年时期，行业的快速发展、信息化技术的应用和推广、寿险消费群体的年轻化、队伍中新人老人的融合等等诸多因素的变化，使得很多以老队伍作为营销主体的寿险公司在管理上面临极大挑战，这一挑战在城区范围内尤为突出。近年来，寿险业内很多管理人员在管理模式的变革上也进行了很多有益的尝试。 本论文在总结了人力资源管理相关理论和市场营销理论在寿险管理中的应用基础上，从城区寿险营销队伍的现状出发，通过对部分城区营销队伍调研、分析城区寿险营销队伍的管理现状及存在的问题。探讨自主化经营管理模式在城区寿险营销队伍管理中的作用及趋势，并提出了老队伍的基础管理、新人育成体系、新老队伍的融合与双向激励以及运营技术保障机制四个方面的实施保障。同时，以南开区支公司为典型案例进行分析，对其自主化经营管理模式实施效果和改进措施进行总结和评价。为中国人寿系统乃至同业公司城区寿险营销队伍管理模式的转变提供参考。最后，对本文的研究结果进行了总结，提出了文章存在的不足和对于寿险营销队伍管理模式的研究价值。
英文摘要：	In the development of nearly twenty years, the marketing environment, regulatory policy and management mode of China insurance are changing.Especially in recent years, the insurance industry maintained rapidly growth, and the number of insurance sales was increasing too. The management of insurance sales team is changing too, and it is becoming more important to the growth of insurance premium. So for all of the life insurance companies, the insurance sales team's scale, structure and management quality is core competitiveness in the market, and it is important to the sustainable development of life insurance. In the development of insurance sales team, since 1992, the individual agent system was introduced into the domestic, and it was replicated of the AIA management. Now, many of insurance sales agents has entered the aging period, confront the rapidly development and information technology application in life insurance and the younger consumer groups, some insurance companies are facing great challenges, and this challenge is particularly prominent in the urban area. In recent years, more and more managers tried to change the management of insurance sales team. The thesissummarized the application of human resource management theory and marketing theory in life insurance management, and it starts from the situation of the urban life insurance sales team, through the analysis of the problems, discusses the feasibility of independent management in insurance sales team, and puts forward some management measures, such as the basic management of the team, the cultivate of the news, the fusion of new and old team, etc. At the same time, analyzedNankai District branch as a typical case,summarized and evaluated the implementation effect of the independent management. Provide a reference for the transformation of urban life insurance sales team management. Finally, put forward the shortcomings of the article.
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