本文選題：個險 + 銷售渠道��； 參考：《吉林大學》2017年碩士論文

【摘要】：隨著新國十條的頒布,遞延養(yǎng)老、醫(yī)療統(tǒng)籌可購買健康險等政策的試點和推廣,保障型產(chǎn)品將為我們帶來巨大的市場機遇。而個險銷售渠道作為保障型產(chǎn)品銷售的主力軍,在壽險業(yè)快速發(fā)展的新時期已經(jīng)無法滿足自身發(fā)展及市場競爭的要求。從市場競爭態(tài)勢看,保險市場近年來迎來的飛速發(fā)展的關鍵時期,人民保險觀念逐漸增強,市場競爭環(huán)境日趨激烈。從自身發(fā)展態(tài)勢看,中國人壽作為老牌國有大型保險企業(yè),有著不錯的市場和口碑。而吉林省分公司繼承了老國企優(yōu)勢的同時,也無可避免的在新的市場經(jīng)濟形勢下凸顯了自身的弊端。用工體制不規(guī)范、崗位職責不明晰、績效考核不健全等一系列問題制約了公司的長遠、健康發(fā)展。中國人壽吉林省分公司個險銷售渠道在面臨這這些問題的同時還面臨著營銷人員隊伍老化、隊伍技能較弱、新人留存率較低等一系列問題,在市場競爭同主要競爭對手的對標中也處于下風,并有被繼續(xù)擴大差距的風險。本文通過對保險市場的整體分析、對吉林省壽險市場的分析、對中國人壽吉林省分公司自身現(xiàn)狀的分析,以及市場需求分析、競爭態(tài)勢分析和自身發(fā)展態(tài)勢分析,得出中國人壽吉林省分公司個險銷售渠道管理體系的優(yōu)化方向和具體實施步驟。本文通過對“331”管理模式即:“三位一體”、“三大平臺”及“一個大綜合”運作模式的介紹,給出中國人壽吉林省分公司個險銷售渠道管理體系優(yōu)化的方案。三位一體,即隊伍建設、業(yè)務發(fā)展、基礎管理這三項個險銷售渠道的主要工作,實現(xiàn)統(tǒng)籌兼顧,協(xié)調發(fā)展。三大平臺,即城區(qū)平臺、兩鄉(xiāng)平臺、收展平臺這三個個險銷售渠道的主要平臺,實現(xiàn)協(xié)同并進,同步發(fā)展。大綜合,即綜合管理體系,是三位一體、三大平臺協(xié)同發(fā)展的重要保障。三位一體的經(jīng)營理念,是訴求業(yè)務發(fā)展、隊伍建設、基礎管理的協(xié)調并進、統(tǒng)籌兼顧,強調的是經(jīng)營理念和模式的專業(yè)、標準和固化。三大平臺分類經(jīng)營的理念,是訴求城區(qū)、兩鄉(xiāng)、收展平臺各自潛力的激發(fā),避免平臺發(fā)展之間的相互掩蓋,以模式經(jīng)營擴面,以特色經(jīng)營深耕。成熟的“331”組織架構可以培育高效穩(wěn)定的運作團隊,形成標準化的運作模式,降低干部調整帶來的影響。分工明確、運行穩(wěn)定的組織架構,也能促進員工提升專注力,快速成長,讓優(yōu)秀人才脫穎而出。成熟的“331”組織架構可以形成縱橫聯(lián)動的運作體系,使指揮系統(tǒng)和作戰(zhàn)單元有效對接,形成高效的“大平臺”作戰(zhàn)模式,提升渠道競爭能力。
[Abstract]:With the promulgation of the new ten national policies, the pilot and promotion of the policies such as deferral of the old-age care, health insurance as a whole and so on, the guarantee products will bring us great market opportunities. As the main force of the security product sales, the individual insurance sales channel has been unable to meet the requirements of its own development and market competition in the new period of rapid development of the life insurance industry. From the market competition situation, the insurance market in recent years ushered in the key period of rapid development, people's insurance concept gradually strengthened, the market competition environment is becoming increasingly fierce. From its own development situation, China Life, as a large-scale old state-owned insurance company, has a good market and reputation. Jilin Branch inherited the advantages of the old state-owned enterprises, but also unavoidable in the new market economy situation highlighted their own shortcomings. A series of problems, such as irregular employment system, unclear job responsibilities and imperfect performance appraisal, have restricted the company's long-term and healthy development. While facing these problems, China Life Jilin Branch also faces a series of problems, such as aging marketing staff, weak team skills, low retention rate of new people, and so on. In the market competition with the main competitors in the opposition is also in the wind, and there is a risk that the gap will continue to widen. Through the whole analysis of the insurance market, the analysis of the life insurance market of Jilin Province, the analysis of the current situation of Jilin Branch of China Life Insurance Company, the analysis of the market demand, the analysis of the competition situation and the analysis of its own development situation, The optimization direction and concrete implementation steps of the management system of individual insurance sales channel of China Life Insurance Jilin Branch are obtained. Through the introduction of "331" management mode, that is, "Trinity", "three platforms" and "one big comprehensive" operation mode, this paper gives the scheme of optimizing the management system of the individual risk sales channel of China Life Insurance Jilin Province Branch. Trinity, that is, team building, business development, basic management of these three risk sales channels of the main work, to achieve overall consideration, coordinated development. Three major platforms, that is, urban platform, two rural platform, the main platform of the three risk sales channels, to achieve coordinated and simultaneous development. Grand synthesis, that is, integrated management system, is an important guarantee for the coordinated development of the three platforms. The trinity management concept is the pursuit of business development, team building, basic management coordination, overall consideration, the emphasis is on the professional management concept and model, standards and solidification. The concept of classified management of the three platforms is to appeal to the stimulation of the potential of the urban area, the two townships and the development platform, to avoid the mutual cover-up between the development of the platform, to expand the scope of the mode management, and to manage the deep ploughing with the characteristics. The mature "331" organization structure can cultivate efficient and stable operation team, form standardized operation mode and reduce the influence of cadre adjustment. Clear division of labor, stable organizational structure, can also promote staff concentration, rapid growth, so that outstanding talent stand out. The mature "331" organization structure can form the operational system of vertical and horizontal linkage, make the command system and the combat unit connect effectively, form an efficient "big platform" combat mode, and enhance the channel competition ability.
【學位授予單位】：吉林大學
【學位級別】：碩士
【學位授予年份】：2017
【分類號】：F842.3;F274
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本文編號：1952439