本文選題：分紅保險(xiǎn)　切入點(diǎn)：個(gè)人代理　出處：《吉林大學(xué)》2013年碩士論文　論文類(lèi)型：學(xué)位論文

【摘要】：近些年來(lái)，保險(xiǎn)作為新興的理財(cái)工具，逐漸被人們認(rèn)識(shí)并走進(jìn)了千家萬(wàn)戶，其中分紅型保險(xiǎn)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(shì)深受人們的喜愛(ài)�？墒侨藗�?cè)谫?gòu)買(mǎi)分紅型保險(xiǎn)的時(shí)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(duì)保險(xiǎn)公司及客戶本人都帶來(lái)?yè)p失。如何使分紅保險(xiǎn)業(yè)務(wù)能夠有效推廣下去，對(duì)保險(xiǎn)公司有著重要意義。本文以P公司的分紅型保險(xiǎn)為例，通過(guò)對(duì)P公司分紅型保險(xiǎn)產(chǎn)品的研究，采用理論與實(shí)際相結(jié)合、問(wèn)卷調(diào)查、實(shí)證分析的方法發(fā)現(xiàn)其中的不足，并提出分紅型保險(xiǎn)推廣改進(jìn)的方法，進(jìn)而有效的控制分紅保險(xiǎn)業(yè)務(wù)的退保風(fēng)險(xiǎn)，增加P公司的收益。 分紅保險(xiǎn)，最早于十八世紀(jì)七十年代出現(xiàn)在英國(guó)，是指投保人購(gòu)買(mǎi)保險(xiǎn)后，除了享受保障外，還可享受保險(xiǎn)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(jì)息、購(gòu)買(mǎi)交清增額或者抵繳保費(fèi)。P公司分紅保險(xiǎn)的產(chǎn)品類(lèi)型：低端的三鑫產(chǎn)品，中端的吉星產(chǎn)品，高端護(hù)身符，尊越人生。目前主要的銷(xiāo)售渠道有：個(gè)人代理、銀保渠道、電話銷(xiāo)售、網(wǎng)絡(luò)銷(xiāo)售、中介公司銷(xiāo)售。P公司分紅型保險(xiǎn)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(xiǎn)銷(xiāo)售渠道發(fā)展迅速，整體來(lái)看渠道種類(lèi)還比較有限，個(gè)人代理、銀行等中介銷(xiāo)售、電話銷(xiāo)售為主要的銷(xiāo)售渠道，其中也有一些問(wèn)題，，例如代理人方面：保險(xiǎn)代理人素質(zhì)的參差不齊，違法亂紀(jì)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(shí)際需求去推薦產(chǎn)品；銀行與中介機(jī)構(gòu)銷(xiāo)售渠道方面，在產(chǎn)品的宣傳方面不夠真實(shí)，用好的方面來(lái)吸引客戶購(gòu)買(mǎi)，經(jīng)常出現(xiàn)銷(xiāo)售誤導(dǎo)，更嚴(yán)重者騙取保戶的保費(fèi)，形成短期融資，攜款潛逃。銷(xiāo)售與售后脫節(jié)，不斷出現(xiàn)客戶投訴與退保行為；銷(xiāo)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(duì)客戶的服務(wù)接管方面出現(xiàn)問(wèn)題，引起客戶滿意度下降。 P公司分紅保險(xiǎn)業(yè)務(wù)推廣改進(jìn)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(xiǎn)的市場(chǎng)費(fèi)率；大力發(fā)展網(wǎng)絡(luò)營(yíng)銷(xiāo)，加強(qiáng)在網(wǎng)絡(luò)上的投資與推廣；提供顧問(wèn)式行銷(xiāo)，幫助客戶合理科學(xué)的設(shè)計(jì)產(chǎn)品組合方案；在代理人選擇方面，嚴(yán)格按照大專(zhuān)以上的學(xué)歷方可加入到保險(xiǎn)公司的原則，吸納優(yōu)秀的高素質(zhì)的人才儲(chǔ)備起來(lái)，集中培訓(xùn)，合格才上崗。同時(shí)加強(qiáng)對(duì)銀行從事保險(xiǎn)業(yè)務(wù)人員的管理，在人們購(gòu)買(mǎi)分紅型保險(xiǎn)時(shí)一定要向客戶說(shuō)明：只有當(dāng)保險(xiǎn)公司實(shí)際經(jīng)營(yíng)結(jié)果優(yōu)于產(chǎn)品定價(jià)假設(shè)時(shí)，才會(huì)分紅。通過(guò)以上措施，使P公司分紅型保險(xiǎn)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(jí)別】：碩士
【學(xué)位授予年份】：2013
【分類(lèi)號(hào)】：F842.3

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