TP人寿山东分公司电销专员激励方案再设计

发布时间：2018-02-27 19:54

本文关键词： 保险公司电销专员激励方案再设计　出处：《山东大学》2013年硕士论文　论文类型：学位论文

【摘要】：近些年,随着国内保险行业规模的不断扩大与电子商务技术的迅速发展,电话营销模式逐渐成为各大保险公司新的业务增长极与发展制高点,因此作为企业发展重要支撑点与主动力的人力资源这一要素,成为了企业在这一领域提升竞争力的关键环节。而电销专员团队作为保险电话营销业务的一线力量,其职业素养、业务水平以及个人潜能的发挥都对企业的经济效益、市场任务以及长短期发展战略的实现产生着重要影响。在这一形势下,如何以科学有效的方法激励员工发挥其最大潜能,实现企业与员工的双成长,成为保险电销行业最为关心和迫切解决的问题。当前,关于传统保险代理人激励方面的研究成果已相对成熟,但是针对保险电话营销这一新的经营模式,对电销专员这一群体进行激励研究的理论还不多,这也是本文写作中最大的亮点。本论文共分为六个章节,按照绪论部分、理论综述、激励现状、方案设计以及结论建议的逻辑顺序逐一论述。在对有关激励理论进行梳理与总结的基础之上,笔者选取国内业务规模较大、具有一定代表意义的TP人寿作为研究对象,通过在山东分公司电销中心进行访谈及问卷调查的方式,取得了丰富的一手资料,并在此基础上认真分析了企业当前的激励措施、效果、问题,针对性地对电销专员激励方案进行了再设计。通过论述本文认为：面对激烈竞争的行业现状,电销专员的忠诚度、业务能力以及工作素养成为企业核心竞争力,对于电销专员的激励状况将在很大程度上影响公司业绩水平与发展前景,因此针对当前激励方案中存在的不足,建议企业采取人性化的管理理念,满足员工合理需求,拓宽员工发展前景,切实增强员工的安全感、归属感、依赖感、幸福感以及荣誉感,旨在实现员工的高留存率、高活动率、高绩效,有效提升企业效益,增强企业竞争力。希望该研究能够为TP人寿山东分公司实现员工与组织的双赢提供参考,同时也希望为行业内其他公司的发展产生借鉴意义。
[Abstract]:In recent years, with the continuous expansion of the scale of domestic insurance industry and the rapid development of e-commerce technology, the telephone marketing model has gradually become the new business growth pole and the commanding point of development of major insurance companies. Therefore, as an important supporting point and main driving force of enterprise development, human resource has become a key link for enterprises to enhance their competitiveness in this field. The exertion of business level and individual potential has an important influence on the economic benefit, market task and the realization of long-term and short-term development strategy of the enterprise. Under this situation, how to motivate the employees to exert their maximum potential scientifically and effectively, Realizing the double growth of enterprises and employees has become the most concerned and urgent problem in the insurance industry. At present, the research results of the traditional insurance agent incentive have been relatively mature, but in view of the new business model of insurance telephone marketing, there are few theories on the incentive research to the electric marketing specialist. This is also the biggest bright spot in this writing. This paper is divided into six chapters, according to the introduction, theoretical review, incentive status, scheme design and conclusion of the logical sequence of recommendations, on the basis of combing and summing up the incentive theory, The author chooses TP Life, which has a large domestic business scale and a certain representative significance, as the research object. Through the way of interview and questionnaire survey in the electricity Marketing Center of Shandong Branch, the author has obtained rich first-hand information. On the basis of this, the incentive measures, effects and problems of the enterprise are analyzed, and the incentive scheme of the electric sales specialist is redesigned. This paper argues that in the face of the fierce competition in the industry, the loyalty, business ability and work accomplishment of the electric marketing specialist become the core competitiveness of the enterprise. To the extent that the incentive status of the electric sales commissioner will affect the performance level and development prospects of the company, it is suggested that the enterprise should adopt the humanized management concept to meet the reasonable needs of the employees in view of the shortcomings of the current incentive scheme. To broaden the development prospects of employees and enhance their sense of security, belonging, dependence, happiness and honor, in order to achieve high retention rate, high activity rate, high performance, and effectively enhance the efficiency of the enterprise. It is hoped that this study can provide a reference for the realization of win-win situation between employees and organizations in TP Life Shandong Branch, as well as for the development of other companies in the industry.
【学位授予单位】：山东大学
【学位级别】：硕士
【学位授予年份】：2013
【分类号】：F272.92;F842.3

【参考文献】