摘要
面对已经走过了16年的代理制寿险营销模式,人们普遍认为它正处在十字路口:有人认为它已风光不再;有人认为它地位不可替代;有人认为它需要完善和创新……实际上,尽管代理制寿险营销模式存在种种弊端,但是,它过去、现在和将来相当长一段时间内都会在寿险营销模式中占主导地位。当然,鉴于代理制寿险营销模式自身的缺陷以及由此造成的危害,也迫切需要对其进行改革。改革的思路是:告别"人海战术"粗放式经营的做法,逐步向"精英团队"转变;实行"老人老办法,新人新办法",将符合条件的营销员转为正式职工。
Given the fact that the marketing model of life insurance agent system has developed for 16 years, people hold various opinions toward its destiny ： some argue it will decay with time, while others believe it is irreplaceable. In fact, despite the deficiencies accompanied with life insurance agent system, it has always been, and will be dominating the market in a considerably long time. Meanwhile, reform is needed obviously. The main ideas are abandoning the extensive operating of ＂ humans tactic＂ transforming to ＂elite team＂ gradually, and carrying out the policy of ＂Old meth- ods for veterans, New methods for new employees. ＂ Finally, qualified salesmen will be promoted to formal employees.
出处
《哈尔滨商业大学学报（社会科学版）》
2009年第3期3-6,98,共5页
Journal of Harbin University of Commerce:Social Science Edition
基金
辽宁省高校人文社科重点研究基地项目(20060224)
关键词
代理制寿险营销模式
人海战术
西点计划
增员
the marketing model of life insurance agent system
humans tactic
west point plan
insurance reinforcement
