本文關(guān)鍵詞： 個人代理人 留存率 培訓(xùn) 激勵　出處：《鄭州大學(xué)》2014年碩士論文　論文類型：學(xué)位論文

【摘要】：在保險業(yè)的發(fā)展中,保險個人代理人已成為我國保險業(yè)特別是壽險業(yè)良性運行和全面發(fā)展的重要基礎(chǔ),為完善保險市場、溝通保險供求、促進(jìn)保險業(yè)的快速發(fā)展發(fā)揮了十分重要的作用,在創(chuàng)新銷售模式、提高服務(wù)效率、提高保險公司的市場拓展能力、普及保險知識以及加速保險業(yè)發(fā)展等方面發(fā)揮了積極作用。但是,隨著我國經(jīng)濟社會的快速發(fā)展,保險業(yè)發(fā)展進(jìn)入新的階段,保險個人代理人隊伍素質(zhì)低下、誠信缺失、銷售誤導(dǎo)、流失率過高等問題日益凸顯。個人代理人隊伍嚴(yán)重流失,造成的不良影響,嚴(yán)重困擾和阻礙了保險營銷隊伍的穩(wěn)定和保險業(yè)的可持續(xù)發(fā)展。隨著我國保險市場的全面開放,市場主體競爭日益激烈,各保險公司間競爭歸根到底是人才的競爭,如何吸引人才、留住人才成為保險業(yè)越來越重視的問題。 鄭州中心支公司個人代理人留存狀況表現(xiàn)是：一是個人代理人頻繁入職離職,二是個人代理人隊伍素質(zhì)參差不齊。主要原因：一是招聘過程中準(zhǔn)入門檻低、增員方式多樣、培訓(xùn)體系不完善、激勵制度不科學(xué)；二是個人代理人缺乏長期職業(yè)規(guī)劃及素質(zhì)良莠不齊引發(fā)短期行為；三是委托代理制度下個人代理人身份地位不明確、傭金制度不合理、存在雙重納稅問題。 認(rèn)識問題是解決問題的前提,分析問題的實質(zhì)是尋找最優(yōu)解決問題的途徑的基礎(chǔ)。從原因分析可知,造成個人代理人隊伍低留存的原因是多方面的,從根本上改善壽險個人代理人隊伍低留存率的現(xiàn)狀,還需從造成問題的原因著手。 為此分別保從險公司、個人代理人及政府與保險監(jiān)管部門三個主體出發(fā)解決個人代理人隊伍低留存的問題。一是保險公司提高準(zhǔn)入門檻、建立科學(xué)的培訓(xùn)體系、完善考核機制和監(jiān)管力度；二是提高個人代理人的綜合技能；三是明確個人代理人的法律身份、將其納入社會保障體系、加強行業(yè)監(jiān)管提升行業(yè)形象。
[Abstract]:In the development of the insurance industry, individual insurance agents have become an important basis for the benign operation and overall development of the insurance industry in China, especially the life insurance industry. In order to improve the insurance market and communicate the supply and demand of insurance, Promoting the rapid development of the insurance industry has played a very important role in innovating sales patterns, improving service efficiency, and improving the ability of insurance companies to expand their markets. Popularizing insurance knowledge and accelerating the development of insurance industry have played a positive role. However, with the rapid development of our country's economy and society, the insurance industry has entered a new stage, the quality of individual insurance agents is low, and the integrity of insurance agents is lacking. Misguided sales, high wastage rate and other problems have become increasingly prominent. The stability of the insurance marketing team and the sustainable development of the insurance industry have been seriously troubled and hindered. With the comprehensive opening of the insurance market in our country, the competition of the main body of the market is increasingly fierce, and the competition among the insurance companies is, in the final analysis, the competition for talents. How to attract and retain talents has become a more and more important issue in the insurance industry. The retention status of individual agents in Zhengzhou Central Branch Company is as follows: first, personal agents frequently enter and leave the post, and second, the quality of personal agents is uneven. The main reasons are: first, the low entry threshold and various ways of increasing personnel in the recruitment process, The training system is not perfect, the incentive system is not scientific, the second is the lack of long-term career planning of individual agent and the intermingled quality between good and bad, the third is that the status of individual agent is not clear under the principal-agent system, and the commission system is unreasonable. There is a double tax problem. Understanding the problem is the premise of solving the problem, and analyzing the essence of the problem is the basis of finding the best way to solve the problem. From the analysis of the reasons, we can know that there are many reasons for the low retention of the personal agent team. In order to improve the low retention rate of personal agents, we should start with the causes of the problems. To solve the problem of low retention of individual agents, insurance companies, individual agents, and government and insurance regulatory authorities, respectively, set out to solve the problem of low retention of individual agents. First, insurance companies raised the entry threshold and set up a scientific training system. Improve the assessment mechanism and supervision; second, improve the comprehensive skills of individual agents; third, clear the legal identity of individual agents, bring them into the social security system, strengthen industry supervision to enhance the image of the industry.
【學(xué)位授予單位】：鄭州大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2014
【分類號】：F842.3

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