ZBPA人寿保险公司代理人销售管理体系研究

发布时间：2018-06-03 23:22

本文选题：代理人 + 销售管理　；参考：《山东理工大学》2014年硕士论文

【摘要】：ZBPA是一家大型的人寿保险销售公司,是最早在淄博进行代理人销售管理的公司,目前年保费品平台约在1.8亿,代理人队伍规模在3000人左右,在淄博人寿保险市场其市场份额位列前茅。寿险销售是ZBPA寿险公司的强项,但是目前公司寿险代理人管理体系尚且存在一些问题。这些问题如果不能够得到及时解决,将会影响人寿保险的业绩,进而影响企业的核心竞争力。基于此,本文对ZBPA寿险代理人销售管理问题展开研究。本文分为五大部分。第一部分主要介绍本课题的研究的背景和研究的目的和意义,并对相关文献综述和理论基础进行介绍；第二部分寿险市场及其销售管理体系的特点进行介绍,分析人寿保险市场发展现状,阐述销售管理对寿险经营的意义,并对寿险销售管理体系的特点进行论述；第三部分是对ZBPA人寿保险公司及其销售管理体系介绍,其中包括组织架构与职责、日常管理体系、销售企划体系、培训体系和运作体系,同时重点说明销售管理体系在ZBPA公司中的战略地位；第四部分是对ZBPA公司代理人销售管理体系的优势与问题进行分析,其优势包括销售支持工具开发优势,信息化销售平台优势等,同时阐述ZBPA公司代理人销售管理体系所存在的问题；第五部分重点研究ZBPA公司销售管理体系改进方案及措施,包括对代理人招聘、培训辅导、销售支持体系、日常管理体系、绩效管理体系的在操作规范及措施。本文针对寿险代理人销售管理体系提出了一系列改进措施,对今后寿险企业加强代理人销售管控具有借鉴和参考意义。
[Abstract]:ZBPA is a large life insurance sales company, is the earliest agent in Zibo sales management company, the current annual premium products platform is about 180 million, the number of agents in the 3000 people, In Zibo life insurance market its market share ranks first. Life insurance sales is the strength of ZBPA life insurance company, but there are still some problems in the management system of life insurance agent. If these problems can not be solved in time, it will affect the performance of life insurance, and then affect the core competitiveness of enterprises. Based on this, this paper studies the sales management of ZBPA life insurance agents. This paper is divided into five parts. The first part mainly introduces the background of the research and the purpose and significance of the research, and introduces the related literature review and theoretical basis. The second part introduces the characteristics of the life insurance market and its sales management system. This paper analyzes the present situation of life insurance market, expounds the significance of sales management to life insurance management, and discusses the characteristics of life insurance sales management system. The third part introduces ZBPA life insurance company and its sales management system. It includes organizational structure and responsibility, daily management system, sales planning system, training system and operation system, and emphasizes the strategic position of sales management system in ZBPA company. The fourth part is to analyze the advantages and problems of the agent sales management system of ZBPA, including the advantages of the development of sales support tools, the advantages of information-based sales platform, etc. At the same time, the problems existing in the agent sales management system of ZBPA Company are expounded. The fifth part focuses on the improvement scheme and measures of the sales management system of ZBPA Company, including the recruitment of agents, training and guidance, sales support system, daily management system, etc. Performance management system in the operational specifications and measures. This paper puts forward a series of improvement measures for life insurance agent sales management system, which has reference and reference significance for future life insurance enterprises to strengthen agent sales management and control.
【学位授予单位】：山东理工大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：F842.3

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