本文關(guān)鍵詞： 員工滿意度 銷售績(jī)效 五項(xiàng)特質(zhì) 人壽保險(xiǎn)　出處：《華東理工大學(xué)》2013年碩士論文　論文類型：學(xué)位論文

【摘要】：調(diào)查數(shù)據(jù)顯示,中國(guó)保險(xiǎn)行業(yè)營(yíng)銷人員總流失率每年高于50%,大規(guī)模的人員流失導(dǎo)致了保險(xiǎn)行業(yè)發(fā)展普遍面臨增員困難,績(jī)效下降。工作滿意度研究認(rèn)為,員工滿意度與流失率正相關(guān),而在服務(wù)行業(yè),滿意度會(huì)直接影響工作績(jī)效。 根據(jù)我國(guó)目前人壽保險(xiǎn)公司的經(jīng)營(yíng)模式,營(yíng)業(yè)單位銷售業(yè)績(jī)是“人力,定著率,實(shí)動(dòng)率,拜訪次數(shù),成交比率,人均件數(shù),件均保費(fèi)”的函數(shù)。 國(guó)際壽險(xiǎn)研究協(xié)會(huì)(LIMRA)的研究表明,高績(jī)效壽險(xiǎn)銷售人員的五項(xiàng)特質(zhì)是：(1)對(duì)行業(yè)、公司以及自身的信心；(2)每天出勤,參加早會(huì)；(3)認(rèn)真記錄工作日志；(4)勤于拜訪客戶；(5)每天檢查學(xué)習(xí)和進(jìn)修。這五項(xiàng)特質(zhì)被認(rèn)為是影響銷售人員業(yè)績(jī)的直接因素。 本文試圖從業(yè)務(wù)人員銷售績(jī)效與保險(xiǎn)公司內(nèi)部員工滿意度之間的關(guān)系,分析探討人壽保險(xiǎn)公司內(nèi)部員工滿意度對(duì)銷售人員績(jī)效的影響,進(jìn)而從改善內(nèi)部管理入手,提升保險(xiǎn)業(yè)的銷售業(yè)績(jī)。具體為,通過相關(guān)研究,發(fā)現(xiàn)內(nèi)勤人員滿意度如何影響銷售人員的五項(xiàng)特質(zhì),進(jìn)而影響其銷售業(yè)績(jī)。 通過從太平人壽保險(xiǎn)有限公司選擇四家有代表性的分公司作為研究對(duì)象,在對(duì)四家分公司中各150名內(nèi)勤人員和100名業(yè)務(wù)銷售人員所做的調(diào)查和訪談基礎(chǔ)上,根據(jù)對(duì)相關(guān)數(shù)據(jù)的分析和討論,發(fā)現(xiàn)了內(nèi)部員工滿意度直接影響了業(yè)務(wù)人員的五項(xiàng)特質(zhì),進(jìn)而影響了公司業(yè)績(jī)。 最后,本文提出了通過提高內(nèi)部員工滿意度進(jìn)而促進(jìn)保險(xiǎn)業(yè)專業(yè)化、改善經(jīng)營(yíng)績(jī)效的相關(guān)管理建議。
[Abstract]:The survey data show that the total turnover rate of marketers in China's insurance industry is higher than 50 per year. The large-scale turnover of personnel has led to the general difficulties in the development of the insurance industry and the decline in performance. Employee satisfaction is positively correlated with turnover rate, while in service industry, satisfaction directly affects job performance. According to the current business model of life insurance companies in China, the sales performance of business units is a function of "manpower, fixed rate, actual rate, number of visits, transaction ratio, per capita number of pieces, average premium per piece". Research by the International Life Insurance Research Association (LIMRAA) shows that the five traits of high performance life insurance salespeople are: 1) confidence in the industry, companies, and themselves. Attend the morning meeting and attend the morning meeting. (3) keep a careful record of the work log. 4) pay close attention to visiting customers. 5) check your study and study every day. These five traits are considered to be the direct factors affecting the performance of the sales staff. This paper attempts to analyze the influence of the internal employee satisfaction on the sales performance of the life insurance company from the relationship between the sales performance of the business personnel and the internal employee satisfaction of the insurance company, and then to improve the internal management. To improve the sales performance of the insurance industry. Specifically, through the relevant research, find out how the satisfaction of the internal service staff affect the five characteristics of the sales staff, and then affect their sales performance. Through selecting four representative branch companies from Taiping Life Insurance Co., Ltd as the research object, on the basis of the investigation and interview of 150 domestic staff and 100 sales personnel in each of the four branches, According to the analysis and discussion of the relevant data, it is found that the internal employee satisfaction directly affects the five characteristics of the business personnel, and then affects the performance of the company. Finally, this paper puts forward the related management suggestions to improve the performance of the insurance industry by improving the satisfaction degree of the internal employees and promoting the specialization of the insurance industry.
【學(xué)位授予單位】：華東理工大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2013
【分類號(hào)】：F272.92;F842.3

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