摘要
针对我国现行代理人体制导致的高投入、高增员、高脱落的“三高”现象,以及代理人客户服务专业能力不足的窘状,中国保险业应尽快试行“代理—雇佣混合制”,可以从代理人营销文化建设、保险公司经营方式从粗放型向集约型转变、客户为导向的销售管理体制、代理人绩效管理、代理人专业化与职业化五个方面建立“代理—雇佣混合制”研究体系。
In light of the" three high" phenomenon, namely high input, high recruitment and high attrition, of the current insurance agent mechanism in China and inadequate customer service capability of agents, this article holds that China should try out the "mixed agent and employment system"at its earliest. This can be proceeded from the following five aspects:construction of an agent culture, change of operation mode from an extensive style to an intensive style, client-oriented sales management mechanism, agent performance management and agent specialization and professionalization.
出处
《保险研究》
CSSCI
北大核心
2006年第6期45-47,共3页
Insurance Studies
关键词
代理—雇佣混合制
个人代理人
寿险营销
agent-employment system
individual agent
life insurance distribution