河北省X人寿保险公司销售人员管理激励机制的研究.pdf

摘 要 摘 要 自上个世纪八、九十年代以来，保险业在我国的发展可以用 “腾飞”二字形容，其 经营能力及保费规模屡创佳绩，社会保障职能表现突出。经过近四十年改革开放的洗礼， 保险这个社会的稳定器，已成为众多不确定性 险管理的重要手段，其经济补偿与资本 融通功能也越来越得到政府、企业及居民的认可与信赖。但随着经济的发展和人民生活 水平的不断提高，保险市场的竞争越来越激烈，如何建立有效的激励机制，吸引、培育 并留存更多的销售人员，是保险公司亟待解决的一个问题。 本文以河北省X 人寿保险公司销售人员为研究对象，对销售人员激励机制进行研究， 共分为五个部分。第一部分简要阐述了研究的背景、意义、研究现状，第二部分概括主 要包含的激励理论。第三部分对河北省X 人寿保险公司销售人员激励机制现状进行分析， 指出目前公司存在销售人员素质偏低、短期化行为严重、培训效果不佳等现状。第四部 分针对公司现有情况提出相关绩效机制整改建议与方法，一是提高销售人员准入标准， 二是制定合理的任务目标，三是完善薪酬制度，四是建立绩效评估，五是改进培训机制。 第五部分对文章进行总结。 关键词 寿险 销售人员 激励 机制 I Abstract Abstract Since the 1980s and 1990s, the development of the insurance industry in our country can be described as Soaring”, its management ability and premium scale received significant successes, and its social security function showed outstanding effects. After nearly 40 years of reform and opening up, insurance as the stabilizer of our society, have become the important instruments for risk management in many areas. Its economic compensation and capital financing function are receiving more and more recognition and trust from government, enterprise, and residents. However, with the development of economy and continuously improvement of living standards, the competition within insurance in becomes more and more intense. It is still an important topic that how to establish an effective incentive mechanism to attract, cultivate and keep more sales specialists in our near future. This article used sales personnel in Hebei Life-insurance Company as the object of study, and discussed about the sales personnel incentive mechanism. The article is divided into five sections. The first part briefly introduced the background, research significance, and current