【摘要】：人保財險黑龍江分公司在黑龍江保險市場是歷史最悠久、規(guī)模最大的財產(chǎn)保險公司。在六十多年的發(fā)展中，通過為廣大客戶和經(jīng)濟社會發(fā)展服務(wù)，創(chuàng)造了行業(yè)第一的市場地位。但近幾年，省內(nèi)財險市場競爭加劇，市場主體快速增加，作為龍江財險市場份額第一的保險公司，在眾多市場主體的圍攻下，面臨更多地挑戰(zhàn)和困難。提升財險公司自身優(yōu)勢的有效途徑之一就是加強銷售人員管理，怎樣能夠在應(yīng)對外部環(huán)境的同時，彌補內(nèi)部自身不足，加強銷售人員管理以提升企業(yè)銷售產(chǎn)能，，鞏固和強化市場地位，對人保財險黑龍江分公司至關(guān)重要。 本文根據(jù)銷售渠道和人力資源管理的相關(guān)理論，首先運用宏觀環(huán)境分析方法，對人保財險黑龍江分公司所處的宏觀環(huán)境進(jìn)行了系統(tǒng)地分析。然后運用波特五力模型對黑龍江財產(chǎn)保險行業(yè)競爭環(huán)境進(jìn)行了全面的分析，總結(jié)了外部機會與威脅。其次，通過對公司行業(yè)地位和銷售人員管理現(xiàn)狀的分析，查找出銷售人員管理存在的問題，對人保財險黑龍江分公司銷售人員管理進(jìn)行了系統(tǒng)地研究。在此基礎(chǔ)上提出，為提高人保財險黑龍江分公司的銷售產(chǎn)能和在市場上的競爭力，進(jìn)而在激烈地市場競爭中繼續(xù)保持領(lǐng)先地位，公司應(yīng)實行銷售人員管理改革，并擬定了具體的改革措施。最后，本文論述了實施銷售人員管理改革的措施，包括實施渠道清分、理清業(yè)務(wù)來源，優(yōu)化組織架構(gòu)、深化專管專營，實施人員調(diào)配、整合業(yè)務(wù)資源，完善職級體系、規(guī)劃職業(yè)生涯，強化績效考核、實施目標(biāo)管理，完善激勵體系、規(guī)范薪酬管理等內(nèi)容。
[Abstract]:PICC Heilongjiang Branch is the oldest and largest property insurance company in Heilongjiang insurance market. In more than 60 years of development, through the general customer and economic and social development service, created the industry first market position. However, in recent years, the competition in the property insurance market in the province has intensified and the main body of the market has increased rapidly. As the first insurance company in Longjiang property insurance market share, the insurance company is facing more challenges and difficulties under the siege of many market subjects. One of the effective ways to enhance the property insurance company's own advantage is to strengthen the sales personnel management, how to deal with the external environment, make up for the internal deficiencies, strengthen the sales staff management to enhance the sales capacity of the enterprise. Consolidate and strengthen the market position, to the people's Insurance Heilongjiang Branch of property insurance is essential. Based on the theory of sales channel and human resource management, this paper firstly analyzes the macro environment of PICC Heilongjiang Branch by using macro-environment analysis method. Then, the competition environment of Heilongjiang property insurance industry is analyzed comprehensively by using Porter five-force model, and the external opportunities and threats are summarized. Secondly, through the analysis of the company's position in the industry and the current situation of the sales staff management, the author finds out the problems existing in the sales staff management, and makes a systematic study on the sales personnel management in Heilongjiang Branch of PICC property Insurance. On this basis, it is proposed that in order to improve the sales capacity and market competitiveness of PICC Heilongjiang Branch, and then continue to maintain a leading position in the fierce market competition, the company should carry out the sales personnel management reform. Concrete reform measures have been drawn up. Finally, this paper discusses the measures to implement the management reform of sales personnel, including the implementation of channel separation, clarification of business sources, optimization of the organizational structure, deepening of exclusive management and franchise, implementation of personnel deployment, integration of business resources, and improvement of the grade system. Planning career, strengthening performance appraisal, implementing target management, perfecting incentive system, standardizing salary management and so on.
【學(xué)位授予單位】：哈爾濱工業(yè)大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2014
【分類號】：F842.3;F272.92

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