【作者】 李鑫；

【导师】 毛传新； 王成著；

【作者基本信息】 东南大学 ， 工商管理（专业学位）， 2022， 硕士

【摘要】 1992年美国友邦保险公司(AIA)把保险代理人制度引入到中国,到2015年原中国保监会取消了寿险代理人从业资格考试的要求,将代理人执业资格的录用下放到各家保险公司。各家保险公司将个人代理人渠道作为主要的业务开拓渠道,拉开了全面扩张代理人团队的帷幕。但为了扩大业务量、维持团队考核、减少人员流失,在代理人数量和业务量高速发展的同时,由于基础工作不扎实、采用粗犷式发展管理模式、人员参差不齐也带来了许多问题,人海战术对保险公司的可持续发展带来了巨大的风险隐患,并且导致保险行业整体的社会认可度较低。本文通过文献分析、问卷研究、比较分析、个人访谈对A寿险公司个人代理人培训管理进行了相关研究。首先通过调阅国内外相关理文献,为本文提供了理论依据;再通过调研A寿险公司代理人相关的培训资料,对A寿险公司代理人培训管理进行整体分析;然后通过设计调查问卷进行了问卷调查,利用CIRO培训评估模型对所收集到的调研数据进行归纳分析,发现A寿险公司的代理人目前的培训管理工作难以满足公司及代理人发展的需要,原因主要来自代理人制度和培训管理两个方面:一是代理人制度本身的缺陷,导致寿险代理人法律定位不明确,监管及行业对其准入、资格认证、培育养成等工作开展不到位;二是公司内部培训需求不充分、培训内容未跟上行业发展步伐、未有效开展培训评估、培训效果没有很好的呈现。通过与境外寿险业优秀经验进行对比,并结合相关的培训管理理论,以长期可持续发展的角度出发,从政府、行业、公司三个层面提出优化建议。更多还原

【Abstract】 In 1992,AIA introduced the insurance agent system into China.By 2015,the former CIRC cancelled the qualification requirements for agents,and the former CIRC delegated the employment of agent qualification to various insurance companies.Insurance companies have successively taken the personal agent channel as the key business direction and comprehensively expanded the agent team.However,in order to expand the business volume,maintain the team assessment and reduce the loss of personnel,while the number of agents and business volume are developing at a high speed,many problems have also been brought about due to the lack of solid basic work,the adoption of rough development management mode and uneven personnel.The crowd tactics have brought huge risks to the sustainable development of insurance companies,and led to the low social recognition of the insurance industry as a whole.This dissertation researches the personal agent training management system of the A life insurance company through literature analysis,questionnaire research,comparative analysis and interview.Firstly,it provides a theoretical basis for this paper by consulting the relevant theoretical literature at home and abroad;Then,by investigating the training materials related to the agents of the A life insurance company,this paper makes an overall analysis of the agent training management of the A life insurance company;Then,through the design of the questionnaire,the questionnaire survey is carried out,and the collected survey data are summarized and analyzed by using the CIRO training evaluation model.It is found that the current training management of the agents of the A life insurance company is difficult to meet the needs of the development of the company and agents.The reasons mainly come from two aspects: first,the defects of the agent system itself lead to the unclear legal positioning of life insurance agents,The supervision and industry fail to carry out their access,qualification certification,cultivation and other work in place;Second,the company’s internal training demand is insufficient,the training content does not keep up with the pace of industry development,the training evaluation is not carried out effectively,and the training effect is not well presented.By comparing with the excellent experience of overseas life insurance industry,combined with relevant training management theories,and from the perspective of long-term sustainable development,this paper puts forward optimization suggestions from the three levels of government,industry and company.更多还原