太平人寿保险公司内部员工满意度对销售绩效的影响研究

发布时间：2018-02-21 18:56

本文关键词： 员工满意度销售绩效五项特质人寿保险　出处：《华东理工大学》2013年硕士论文　论文类型：学位论文

【摘要】：调查数据显示,中国保险行业营销人员总流失率每年高于50%,大规模的人员流失导致了保险行业发展普遍面临增员困难,绩效下降。工作满意度研究认为,员工满意度与流失率正相关,而在服务行业,满意度会直接影响工作绩效。根据我国目前人寿保险公司的经营模式,营业单位销售业绩是“人力,定着率,实动率,拜访次数,成交比率,人均件数,件均保费”的函数。国际寿险研究协会(LIMRA)的研究表明,高绩效寿险销售人员的五项特质是：(1)对行业、公司以及自身的信心；(2)每天出勤,参加早会；(3)认真记录工作日志；(4)勤于拜访客户；(5)每天检查学习和进修。这五项特质被认为是影响销售人员业绩的直接因素。本文试图从业务人员销售绩效与保险公司内部员工满意度之间的关系,分析探讨人寿保险公司内部员工满意度对销售人员绩效的影响,进而从改善内部管理入手,提升保险业的销售业绩。具体为,通过相关研究,发现内勤人员满意度如何影响销售人员的五项特质,进而影响其销售业绩。通过从太平人寿保险有限公司选择四家有代表性的分公司作为研究对象,在对四家分公司中各150名内勤人员和100名业务销售人员所做的调查和访谈基础上,根据对相关数据的分析和讨论,发现了内部员工满意度直接影响了业务人员的五项特质,进而影响了公司业绩。最后,本文提出了通过提高内部员工满意度进而促进保险业专业化、改善经营绩效的相关管理建议。
[Abstract]:The survey data show that the total turnover rate of marketers in China's insurance industry is higher than 50 per year. The large-scale turnover of personnel has led to the general difficulties in the development of the insurance industry and the decline in performance. Employee satisfaction is positively correlated with turnover rate, while in service industry, satisfaction directly affects job performance. According to the current business model of life insurance companies in China, the sales performance of business units is a function of "manpower, fixed rate, actual rate, number of visits, transaction ratio, per capita number of pieces, average premium per piece". Research by the International Life Insurance Research Association (LIMRAA) shows that the five traits of high performance life insurance salespeople are: 1) confidence in the industry, companies, and themselves. Attend the morning meeting and attend the morning meeting. (3) keep a careful record of the work log. 4) pay close attention to visiting customers. 5) check your study and study every day. These five traits are considered to be the direct factors affecting the performance of the sales staff. This paper attempts to analyze the influence of the internal employee satisfaction on the sales performance of the life insurance company from the relationship between the sales performance of the business personnel and the internal employee satisfaction of the insurance company, and then to improve the internal management. To improve the sales performance of the insurance industry. Specifically, through the relevant research, find out how the satisfaction of the internal service staff affect the five characteristics of the sales staff, and then affect their sales performance. Through selecting four representative branch companies from Taiping Life Insurance Co., Ltd as the research object, on the basis of the investigation and interview of 150 domestic staff and 100 sales personnel in each of the four branches, According to the analysis and discussion of the relevant data, it is found that the internal employee satisfaction directly affects the five characteristics of the business personnel, and then affects the performance of the company. Finally, this paper puts forward the related management suggestions to improve the performance of the insurance industry by improving the satisfaction degree of the internal employees and promoting the specialization of the insurance industry.
【学位授予单位】：华东理工大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F842.3

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