發(fā)布時間：2018-03-20 08:27

  本文選題：分紅保險　切入點：個人代理　出處：《吉林大學(xué)》2013年碩士論文　論文類型：學(xué)位論文

【摘要】：近些年來，保險作為新興的理財工具，逐漸被人們認識并走進了千家萬戶，其中分紅型保險以其下有保底，上不封頂，比銀行收益高又安全又有人打理的優(yōu)勢深受人們的喜愛�？墒侨藗冊谫徺I分紅型保險的時候因某些原因了解的并不全面，致使后期存在了一些退保的隱患，對保險公司及客戶本人都帶來損失。如何使分紅保險業(yè)務(wù)能夠有效推廣下去，對保險公司有著重要意義。本文以P公司的分紅型保險為例，通過對P公司分紅型保險產(chǎn)品的研究，采用理論與實際相結(jié)合、問卷調(diào)查、實證分析的方法發(fā)現(xiàn)其中的不足，并提出分紅型保險推廣改進的方法，進而有效的控制分紅保險業(yè)務(wù)的退保風(fēng)險，增加P公司的收益。 分紅保險，最早于十八世紀七十年代出現(xiàn)在英國，是指投保人購買保險后，除了享受保障外，還可享受保險公司根據(jù)其盈余所給付的一定比例的紅利，而且紅利不領(lǐng)取的情況下還可以復(fù)利計息、購買交清增額或者抵繳保費。P公司分紅保險的產(chǎn)品類型：低端的三鑫產(chǎn)品，中端的吉星產(chǎn)品，高端護身符，尊越人生。目前主要的銷售渠道有：個人代理、銀保渠道、電話銷售、網(wǎng)絡(luò)銷售、中介公司銷售。P公司分紅型保險的服務(wù)模式主要是售前、售中、售后的服務(wù)，不同階段給予不同的服務(wù)。 目前，P公司分紅型保險銷售渠道發(fā)展迅速，整體來看渠道種類還比較有限，個人代理、銀行等中介銷售、電話銷售為主要的銷售渠道，其中也有一些問題，，例如代理人方面：保險代理人素質(zhì)的參差不齊，違法亂紀的行為經(jīng)常出現(xiàn)，內(nèi)部管控制度還是不夠健全，代理人不能按照客戶的實際需求去推薦產(chǎn)品；銀行與中介機構(gòu)銷售渠道方面，在產(chǎn)品的宣傳方面不夠真實，用好的方面來吸引客戶購買，經(jīng)常出現(xiàn)銷售誤導(dǎo)，更嚴重者騙取保戶的保費，形成短期融資，攜款潛逃。銷售與售后脫節(jié)，不斷出現(xiàn)客戶投訴與退保行為；銷售模式上也出現(xiàn)方法老套，效果不是很顯著。服務(wù)模式因代理人的脫落造成對客戶的服務(wù)接管方面出現(xiàn)問題，引起客戶滿意度下降。 P公司分紅保險業(yè)務(wù)推廣改進的措施主要是：研發(fā)出純養(yǎng)老型產(chǎn)品，降低分紅型保險的市場費率；大力發(fā)展網(wǎng)絡(luò)營銷，加強在網(wǎng)絡(luò)上的投資與推廣；提供顧問式行銷，幫助客戶合理科學(xué)的設(shè)計產(chǎn)品組合方案；在代理人選擇方面，嚴格按照大專以上的學(xué)歷方可加入到保險公司的原則，吸納優(yōu)秀的高素質(zhì)的人才儲備起來，集中培訓(xùn)，合格才上崗。同時加強對銀行從事保險業(yè)務(wù)人員的管理，在人們購買分紅型保險時一定要向客戶說明：只有當(dāng)保險公司實際經(jīng)營結(jié)果優(yōu)于產(chǎn)品定價假設(shè)時，才會分紅。通過以上措施，使P公司分紅型保險得到有效推廣。
[Abstract]:In recent years, as a new financial tool, insurance has gradually been known and entered thousands of households. The advantages of higher, safer and better care than banks are loved by people. However, when people buy profit-sharing insurance, they do not have a comprehensive understanding of it for some reasons, resulting in the existence of some hidden dangers of reinsurance in the later period. It is of great significance to the insurance company how to spread the dividend insurance business effectively. This paper takes P Company's dividend type insurance as an example. Through the research of P company's dividend insurance products, using the combination of theory and practice, questionnaire survey, empirical analysis method to find out the shortcomings, and put forward the dividend type insurance promotion and improvement method, And then effectively control the risk of dividend insurance business, increase P company's income. Dividend insurance, which first appeared in Britain on 1770s, refers to a certain proportion of dividends paid by the insurance company according to the surplus paid by the insurance company after the policyholder has taken out insurance, in addition to enjoying the protection. Moreover, if the dividend is not received, it can also take compound interest and interest, and buy the product types of the dividend insurance policy of the company. P: the low-end Sanxin product, the mid-end lucky star product, and the high-end talisman. At present, the main sales channels are: personal agent, bank insurance channel, telephone sales, network sales, intermediary company sales. P company dividend type insurance service mode is mainly pre-sale, in-sale, after-sale services, Different services are given at different stages. At present, the distribution insurance sales channels of company P are developing rapidly. On the whole, the types of channels are still relatively limited. Personal agents, banks and other intermediary sales, telephone sales are the main sales channels, among which there are also some problems. For example, agent: the quality of insurance agent is uneven, illegal behavior often appears, the internal control system is not perfect enough, the agent can not be in accordance with the actual needs of customers to recommend products; In terms of the sales channels of banks and intermediary organizations, they are not true enough in the promotion of their products. They often use good aspects to attract customers to buy, and often mislead sales. More seriously, they cheat the insurance premiums of the insured, and form short-term financing. Absconding with money. Sales and after-sale disconnect, customer complaints and withdrawal of insurance continue to appear; sales patterns also appear old-fashioned, the effect is not very significant. Service model due to the fall off of the agent caused problems in customer service take-over, Reduce customer satisfaction. The measures for the promotion and improvement of P Company's dividend insurance business are as follows: developing pure old-age products and reducing the market rate of profit-sharing insurance; vigorously developing network marketing, strengthening investment and promotion on the network; and providing consultancy marketing. To help customers to design a reasonable and scientific product mix; in the selection of agents, strictly in accordance with the principles of college education or above to join insurance companies, to absorb excellent high-quality talent reserves, and concentrate training, At the same time, we should strengthen the management of insurance personnel in the banks. When people buy profit-paying insurance, they must explain to their customers: only when the actual operating results of the insurance companies are better than the product pricing assumptions, Through the above measures, P company dividend insurance can be effectively promoted.
【學(xué)位授予單位】：吉林大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2013
【分類號】：F842.3

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