本文關(guān)鍵詞： 保險(xiǎn) 營(yíng)銷(xiāo) 培訓(xùn) 培訓(xùn)體系　出處：《貴州財(cái)經(jīng)大學(xué)》2017年碩士論文　論文類(lèi)型：學(xué)位論文

【摘要】：隨著我國(guó)金融市場(chǎng)的改革和經(jīng)濟(jì)全球化的腳步不斷加快,金融保險(xiǎn)行業(yè)得以迅猛發(fā)展,國(guó)外保險(xiǎn)公司看到了中國(guó)保險(xiǎn)市場(chǎng)的巨大發(fā)展?jié)摿?紛紛涌入中國(guó)與國(guó)內(nèi)現(xiàn)有保險(xiǎn)公司爭(zhēng)奪市場(chǎng)份額,保險(xiǎn)行業(yè)的競(jìng)爭(zhēng)逐漸步入白熱化階段,國(guó)內(nèi)保險(xiǎn)公司的發(fā)展正面臨著巨大的困難和嚴(yán)峻的挑戰(zhàn)。由于市場(chǎng)環(huán)境的改變,金融保險(xiǎn)行業(yè)的競(jìng)爭(zhēng)逐漸變?yōu)槿瞬诺母?jìng)爭(zhēng),營(yíng)銷(xiāo)人員是保險(xiǎn)公司參與市場(chǎng)競(jìng)爭(zhēng)的基層一線(xiàn)人員,其專(zhuān)業(yè)技能和綜合素養(yǎng)與公司業(yè)務(wù)發(fā)展和經(jīng)營(yíng)效益息息相關(guān)。若想在激烈的競(jìng)爭(zhēng)中擁有同行業(yè)不可輕易復(fù)制的競(jìng)爭(zhēng)優(yōu)勢(shì),培訓(xùn)無(wú)疑是提高營(yíng)銷(xiāo)人員專(zhuān)業(yè)技能、綜合素養(yǎng)、挖掘其內(nèi)在潛能、促進(jìn)公司人力資本增值和銷(xiāo)售能力提高的重要途徑。本文研究對(duì)象——RBAS公司是一家股份制財(cái)險(xiǎn)公司。近年來(lái),RBAS公司業(yè)務(wù)不斷發(fā)展壯大,在業(yè)務(wù)高速發(fā)展和公司轉(zhuǎn)型之時(shí),較低門(mén)檻招入了大量素質(zhì)參差不齊、產(chǎn)能低、專(zhuān)業(yè)不對(duì)口及流動(dòng)性較大的營(yíng)銷(xiāo)人員。營(yíng)銷(xiāo)隊(duì)伍的現(xiàn)狀特征不僅決定了其銷(xiāo)售能力和服務(wù)水平不高,還容易讓公司陷入銷(xiāo)售誤導(dǎo)和投訴糾紛等麻煩中,造成公司出現(xiàn)客戶(hù)投訴率升高、轉(zhuǎn)保和續(xù)保率下降等問(wèn)題,從而對(duì)公司良好品牌形象和多項(xiàng)經(jīng)營(yíng)指標(biāo)產(chǎn)生了許多負(fù)面影響。為提升公司銷(xiāo)售能力、服務(wù)水平和核心競(jìng)爭(zhēng)力,促進(jìn)培訓(xùn)取得實(shí)效,并將有限的培訓(xùn)投入更多地轉(zhuǎn)化為公司經(jīng)營(yíng)效益,就有必要對(duì)RBAS公司營(yíng)銷(xiāo)人員培訓(xùn)體系進(jìn)行優(yōu)化�；诖吮尘�,在對(duì)員工培訓(xùn)文獻(xiàn)綜述、相關(guān)理論深入學(xué)習(xí)的基礎(chǔ)上,本文首先對(duì)RBAS公司業(yè)務(wù)發(fā)展現(xiàn)狀以及營(yíng)銷(xiāo)所面臨的困難和嚴(yán)峻的挑戰(zhàn)進(jìn)行分析。其次,根據(jù)RBAS公司的營(yíng)銷(xiāo)人員培訓(xùn)體系現(xiàn)狀,通過(guò)問(wèn)卷調(diào)查的方式分析和總結(jié)RBAS公司營(yíng)銷(xiāo)人員培訓(xùn)體系的問(wèn)題,如:公司學(xué)習(xí)氛圍不濃厚、沒(méi)有做好培訓(xùn)效果評(píng)估和培訓(xùn)無(wú)法滿(mǎn)足營(yíng)銷(xiāo)人員的需求等。并對(duì)存在問(wèn)題的原因進(jìn)行了深入分析。最后,結(jié)合公司實(shí)際,提出公司營(yíng)銷(xiāo)人員培訓(xùn)體系的優(yōu)化方案,即:樹(shù)立良好培訓(xùn)理念,搭建學(xué)習(xí)型組織、開(kāi)展好培訓(xùn)需求分析、確保培訓(xùn)計(jì)劃的制定與公司戰(zhàn)略發(fā)展相匹配、豐富培訓(xùn)內(nèi)容和選擇合適的培訓(xùn)方法、強(qiáng)化內(nèi)部培訓(xùn)講師隊(duì)伍建設(shè)和有效開(kāi)展培訓(xùn)效果評(píng)估工作。
[Abstract]:With the reform of our financial market and the accelerated pace of economic globalization, the financial and insurance industry has developed rapidly, and foreign insurance companies have seen the huge development potential of China's insurance market. One after another, the competition in the insurance industry has stepped into the white-hot stage. The development of domestic insurance companies is facing enormous difficulties and severe challenges. Due to the change of the market environment, The competition in the financial and insurance industry has gradually turned into a competition for talents. The marketers are the grassroots front-line personnel of insurance companies who participate in market competition. Its professional skills and comprehensive literacy are closely related to the company's business development and operating efficiency. If you want to have the competitive advantage that cannot be easily replicated in the same industry in the fierce competition, training is undoubtedly to improve the marketing personnel's professional skills, comprehensive literacy, To tap its inherent potential, to promote the increase of human capital and the improvement of sales ability. The object of this paper is RBAS, a joint-stock property insurance company. In recent years, the business of RBAS has been growing and growing. At the time of the rapid development of business and the transformation of the company, the lower threshold has brought in a large number of uneven quality and low production capacity. The current characteristics of the marketing team not only determine that their sales ability and service level are not high, but also easily lead the company into problems such as misleading sales and complaints and disputes. Causes the company to appear the customer to complain the rate to rise, the reinsurance and the renewal rate to decline and so on the question, thus to the company good brand image and the many management indexes has produced many negative effects, in order to enhance the company to sell the ability, the service level and the core competition ability, It is necessary to optimize the training system of RBAS Company in order to promote the effectiveness of training and transform the limited training investment into the company's operating efficiency. Based on this background, this paper summarizes the literature on employee training. On the basis of in-depth study of relevant theories, this paper first analyzes the current business development situation of RBAS Company and the difficulties and severe challenges faced by marketing. Secondly, according to the current situation of marketing personnel training system of RBAS Company, This paper analyzes and summarizes the problems of marketing personnel training system in RBAS Company by means of questionnaire survey, such as the lack of strong learning atmosphere in the company, The training effect evaluation and training can not meet the needs of marketers, etc. The reasons for the problems are analyzed deeply. Finally, combined with the actual situation of the company, the optimization scheme of the marketing personnel training system is put forward. That is, to establish a good training concept, build a learning organization, carry out a good training needs analysis, ensure that the formulation of training plans and the company's strategic development match, enrich the training content and choose the appropriate training methods, Strengthen internal training instructor team building and effectively carry out training effectiveness evaluation work.
【學(xué)位授予單位】：貴州財(cái)經(jīng)大學(xué)
【學(xué)位級(jí)別】：碩士
【學(xué)位授予年份】：2017
【分類(lèi)號(hào)】：F272.92;F842.3

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