本文選題：北京平安壽險(xiǎn) + 銷售人員��； 參考：《中國地質(zhì)大學(xué)（北京）》2013年碩士論文

【摘要】：在經(jīng)濟(jì)全球化趨勢(shì)下，人才作為財(cái)富的創(chuàng)造者、戰(zhàn)略的執(zhí)行者成為了市場(chǎng)競(jìng)爭(zhēng)的焦點(diǎn)，保險(xiǎn)行業(yè)針對(duì)人才早已打響了沒有硝煙的戰(zhàn)爭(zhēng)。在銷售團(tuán)隊(duì)建設(shè)方面，卓越的銷售人員是壽險(xiǎn)公司的資本性資源，是再生型、可持續(xù)資源。中國保險(xiǎn)行業(yè)的一個(gè)特色是代理人管理的成敗直接影響著保險(xiǎn)公司的銷售業(yè)績(jī)，個(gè)人壽險(xiǎn)營銷制度是當(dāng)前以及未來相當(dāng)長(zhǎng)的一段時(shí)期內(nèi)壽險(xiǎn)業(yè)的主要營銷模式，然而壽險(xiǎn)公司面臨一個(gè)共同的難題——銷售人員留存率很低，銷售人員工作績(jī)效不高。壽險(xiǎn)公司如何培養(yǎng)、打造一流的銷售團(tuán)隊(duì)已經(jīng)成為制約公司發(fā)展的至關(guān)重要的因素。壽險(xiǎn)公司通過培訓(xùn)、教育確保新人成為“有經(jīng)驗(yàn)的銷售人力”已成為促進(jìn)公司戰(zhàn)略實(shí)施、保持公司和新競(jìng)爭(zhēng)優(yōu)勢(shì)的必經(jīng)之路。 本文以中國平安人壽保險(xiǎn)股份有限公司北京分公司（文中簡(jiǎn)稱北京平安壽險(xiǎn)）銷售人員作為研究對(duì)象，，運(yùn)用組織行為學(xué)和人力資源管理理論，同時(shí)運(yùn)用文獻(xiàn)法、訪談法、調(diào)查問卷、比較分析等研究方法，立足北京平安壽險(xiǎn)公司現(xiàn)實(shí)，針對(duì)現(xiàn)行的銷售人員培訓(xùn)體系展開研究，分析現(xiàn)狀，查找問題，剖析成因，提出對(duì)策。該論文由五個(gè)篇章組成，第一篇章概括介紹了確定論文題目的背景、論文研究的目的與研究意義，理清了研究?jī)?nèi)容和思路；第二部分首先界定文章中涉及的主要概念，然后系統(tǒng)闡釋國內(nèi)外培訓(xùn)體系研究現(xiàn)狀及理論依據(jù)；第三部分通過訪談法和調(diào)查問卷了解北京平安壽險(xiǎn)銷售人員培訓(xùn)體系現(xiàn)狀，發(fā)現(xiàn)問題，剖析原因；第四部分在分析問卷結(jié)果的基礎(chǔ)上，明確完善北京平安壽險(xiǎn)銷售人員培訓(xùn)體系的指導(dǎo)思想、堅(jiān)持原則，從而提出優(yōu)化意見；第五部分是研究結(jié)論及后續(xù)研究展望，旨在對(duì)北京平安壽險(xiǎn)優(yōu)化銷售人員培訓(xùn)體系提供有效參考。
[Abstract]:In the trend of economic globalization, as the creator of wealth, the executive of the strategy has become the focus of the market competition. The insurance industry has already struck a war without smoke for the talents. In the construction of the sales team, the outstanding salesmen are the capital resources of the life insurance company, the regenerative and sustainable resources. China insurance industry. One characteristic is that the success or failure of the agent management directly affects the sales performance of the insurance company. The personal life insurance marketing system is the main marketing mode of the life insurance industry for a long period of time. However, the life insurance company faces a common problem - the sales staff retention rate is very low, and the sales staff performance is not high. How to cultivate the life insurance company and build a first-class sales team has become a crucial factor restricting the development of the company. Through training, the life insurance company ensures that the new people become "experienced sales manpower" has become the only way to promote the implementation of the company's strategy and maintain the advantages of the company and the new competition.
This paper takes the sales staff of Limited by Share Ltd Beijing branch of China Ping An Life Insurance Company as the research object, using the theory of organizational behavior and human resource management, at the same time using literature, interview, questionnaire, comparative analysis and other research methods, based on the reality of Beijing's safe life insurance company. The sales personnel training system is studied, the analysis of the situation, the analysis of the problems, the analysis of the causes, and the countermeasures. The paper is composed of five chapters. The first chapter introduces the background of the thesis, the purpose and significance of the research, the content and the thought of the research are clarified. The second part first defines the main points involved in the article. Concept, and then systematically explain the domestic and foreign training system research status and theoretical basis; the third part through interviews and questionnaires to understand the status of Beijing safe life insurance sales personnel training system, the problems, analysis of reasons, the fourth part on the basis of the analysis of the results of the questionnaire, to improve the Beijing safety life insurance sales personnel training body clearly. In the fifth part, the fifth part is the research conclusion and the future research prospect, which aims to provide an effective reference for the optimization of the sales personnel training system for the safe life insurance of Beijing.

【學(xué)位授予單位】：中國地質(zhì)大學(xué)（北京）
【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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