【作者】 张涛；

【导师】 肖煜；

【作者基本信息】 河海大学 ， 工商管理， 2007， 硕士

【摘要】 本文通过对A保险江苏分公司代理人制进行描述、分析、总结，并借鉴国外的先进经验和制度，开展创新式思维，试图找到一套有利于A保险江苏分公司代理人制度持续、健康发展的方法和策略。基于以上目的，本文首先介绍了将A保险江苏分公司代理人制作为分析研究对象，提出研究背景和研究目的，确定和研究相关的基本思路和方法，勾勒出论文的整体框架和结构。其次，导入保险代理人制的概念，介绍了保险代理人制的相关理论，主要包括客户关系管理理论、顾问式行销理论、激励理论。探讨国内保险代理人制的发展历程，引用了美国代理人制的发展历程和日本代理人制的变迁，综合评述国内外保险代理人制的现状、发展和前景。再次，以A保险江苏分公司为实例，从代理人制建立的背景到代理人制基本方案重点介绍了江苏A代理人制的现状。并对A保险江苏分公司的代理人制运行的效果和存在的问题进行分析，以及重点在于提出完善和解决问题的建议。从建立吸引和适合高素质人才的代理人薪资体系、完善绩效管理激励制度、建立合适企业文化加强企业凝聚力和推动客户关系管理，探讨如何使A保险江苏分公司代理人制更好的实施。最后，得出基本结论和对未来的展望。随着中国加入WTO，大量外资保险公司进入中国市场，竞争的加剧和保险市场的成熟，必然对中国保险业有所促进。相信中国的代理人制会趋向于合理和不断完善，A保险江苏分公司在现有代理人制基础上进行改造和提高，一定会促进公司的发展。更多还原

【Abstract】 The article is describing, analyzing and summing-up the Agent system of A Insurance Company JiangSu Branch, and using the advanced experiences and system from abroad for reference to develop the innovative thinking, trying to find a way and strategy to improve the continuously and healthy development of the Agent system of A Insurance Company JiangSu Branch.Based on the intention stated hereinbefore, the article firstly introduces research background and purpose targeting the agent system of A Insurance Company JiangSu Branch, ascertains the basic thoughtway and methods related to the research work, and describe the whole framework of the paper.Secondly, the article introduces the conception of the agent system and the related theories, mainly including CRM Theory, Consulting Sales Theory, Inspiring Theory. Meanwhile, it discusses about the developing course of domestic insurance agent system, adducing American agent system developing course and Japanese agent system vicissitude, synthetically comments on the present situation, development and foreground of the agent system domestic and abroad.Thirdly, taking A Insurance Company JiangSu Branch as an example, the article mainly introduces the present state of the company’s agent system, from the setting-up background to the essential scheme. Moreover, it analyzes the operating effect and current problems of the Agent system of A Insurance Company JiangSu Branch and the key point is giving advise on perfecting and problem solving. It also discusses putting the agent system into better practice by building up Agent’s compensation system which is more attractive to and suitable for high-quality talents, perfecting performance management and inspiring system, establishing proper enterprise culture to enforce the enterprise cohesion and promoting customer relationship management.Lastly, it comes up to the essential conclusion and future prospects. In the movement of China joining WTO, a great number of foreign insurance companies entered Chinese market. More tempestuous competition and maturity of insurance market consequentially accelerate Chinese insurance industrial progress. It’s believable that Chinese agent system will getting more and more reasonable and continuously perfecting. Reconstruction and enhance based on current agent system done by A insurance company will certainly boost the company’s development.更多还原