【摘要】：1992年，美國(guó)友邦將代理制引進(jìn)中國(guó)，這項(xiàng)制度成為中國(guó)保險(xiǎn)業(yè)幾十年高速發(fā)展的原動(dòng)力之一，總體來(lái)說(shuō)，我國(guó)的保險(xiǎn)營(yíng)銷員代理制發(fā)展良好，且成為了壽險(xiǎn)市場(chǎng)經(jīng)營(yíng)的主渠道。但是快速的發(fā)展也無(wú)法掩蓋代理制存在的問(wèn)題，隨著時(shí)間流逝，代理制的缺點(diǎn)逐漸顯現(xiàn)，保險(xiǎn)營(yíng)銷員法律地位不明確、準(zhǔn)入機(jī)制不健全、培訓(xùn)和晉升機(jī)制不健全、傭金制度不合理、誠(chéng)信缺失、監(jiān)管機(jī)制存在缺口等很多方面，代理制無(wú)法滿足現(xiàn)有保險(xiǎn)市場(chǎng)的競(jìng)爭(zhēng)環(huán)境，整個(gè)壽險(xiǎn)業(yè)的可持續(xù)發(fā)展也面臨著嚴(yán)峻的考驗(yàn)。此時(shí)，對(duì)中國(guó)保險(xiǎn)營(yíng)銷員現(xiàn)行管理制度的改革迫在眉睫，能否找到一個(gè)科學(xué)有效的營(yíng)銷制度，對(duì)我國(guó)壽險(xiǎn)市場(chǎng)乃至整個(gè)保險(xiǎn)市場(chǎng)的快速健康協(xié)調(diào)發(fā)展起著關(guān)鍵作用。 本文在介紹了發(fā)達(dá)國(guó)家美國(guó)及日本目前的保險(xiǎn)市場(chǎng)及其營(yíng)銷員管理制度后，結(jié)合中國(guó)保險(xiǎn)市場(chǎng)現(xiàn)狀，提出了其發(fā)展結(jié)果對(duì)于我們的重要意義。進(jìn)而引出了中國(guó)現(xiàn)行的保險(xiǎn)市場(chǎng)營(yíng)銷員管理體制——代理制及員工制。深入闡述了這兩大制度的特點(diǎn)，發(fā)展優(yōu)勢(shì)，以及在中國(guó)現(xiàn)行市場(chǎng)的局限性。最后通過(guò)案例，得出結(jié)論，提出適合中國(guó)國(guó)情及保險(xiǎn)市場(chǎng)發(fā)展的新?tīng)I(yíng)銷員管理模式——將員工制與代理制相結(jié)合的管理模式，并提出可操作性的實(shí)際方案。 本文注重規(guī)范分析與實(shí)證分析，并綜合運(yùn)用了歸納，演繹，分類，比較等方法，開始通過(guò)對(duì)比研究方法，結(jié)合國(guó)外先進(jìn)經(jīng)驗(yàn)，對(duì)我國(guó)營(yíng)銷員制度進(jìn)行了全面的考察，，再運(yùn)用理論聯(lián)系實(shí)際的方法，對(duì)我國(guó)保險(xiǎn)營(yíng)銷員管理進(jìn)行了深入的研究和分析，從而提出發(fā)展建議，使研究更具有科學(xué)性，合理性及現(xiàn)實(shí)性，對(duì)我國(guó)保險(xiǎn)行業(yè)的持續(xù)發(fā)展及保險(xiǎn)營(yíng)銷員體制改革有一定的現(xiàn)實(shí)指導(dǎo)意義。
[Abstract]:In 1992, American friends introduced the agency system into China, which became one of the driving forces for the rapid development of China's insurance industry for several decades. In general, the agency system of insurance marketers in China developed well and became the main channel for the operation of the life insurance market. However, the rapid development of the agency system cannot cover up the problems existing in the agency system. With the passage of time, the shortcomings of the agency system gradually appear, the legal status of insurance marketers is not clear, the access mechanism is not perfect, and the training and promotion mechanisms are not perfect. The commission system is unreasonable, the credit lacks, the supervision mechanism exists the gap and so on many aspects, the agency system cannot satisfy the existing insurance market competition environment, the entire life insurance industry sustainable development also faces the severe test. At this time, it is urgent to reform the current management system of Chinese insurance marketers. Whether we can find a scientific and effective marketing system plays a key role in the rapid and healthy development of our country's life insurance market and even the whole insurance market. This paper introduces the insurance market and its marketer management system in developed countries, America and Japan, and puts forward the significance of the development of the insurance market for us in the light of the current situation of China's insurance market. And then leads to China's current insurance market marketers management system-agent system and employee system. The characteristics of the two systems, the advantages of development and the limitations of the current market in China are expounded. Finally, through the case, we draw a conclusion, and put forward a new marketer management mode, which is suitable for China's national conditions and the development of insurance market, which combines the employee system with the agency system, and puts forward an operational practical scheme. This paper focuses on normative analysis and empirical analysis, and synthetically applies the methods of induction, deduction, classification, comparison and so on, and begins to conduct a comprehensive investigation on the marketer system of our country by means of comparative research methods and combined with advanced experience of foreign countries. Using the method of combining theory with practice, this paper makes a deep research and analysis on the management of insurance marketers in China, and then puts forward some suggestions for development, which makes the research more scientific, reasonable and realistic. It is of practical significance for the sustainable development of insurance industry and the reform of insurance marketer system.
【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
【分類號(hào)】：F842.3

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本文編號(hào)：2370320