A study of the role, competency and achievements for an insurance salesman

• Main Authors: Tang Chung Hsing, 湯中新
• Other Authors: C.Y.Tsao
• Format: Others
• Published: 2009
• Online Access: http://ndltd.ncl.edu.tw/handle/08539029792629504996

碩士 === 長庚大學 === 企業管理研究所在職專班 === 97 === In Taiwan, insurance industry faces many new challenges; from outside, there is the pressure of new competitors entering the market after Taiwan joins WTO; from inside, since the banking business is more liberal after new government policy releases, insurance companies also encounter new competitors from banking. In the early time, before the concept of insurance has been introduced broadly to Taiwan, most of the business came from the personal relationship. If you have bigger personal networks, you will get more business. However, so far the insurance rate is over 200%, and the insurance product is not only for life insurance, but also packed with investment and structure notes. It is getting more and more important for the role of an insurance sales, who is the one explains and introduces the products to clients to prevent the misunderstanding. And it is not only the competition between insurance companies, but also with banking, property insurance and stocks. To strengthen the relationship with existing customers and remain the market share, salesman would need to contact with clients often. Training the salesman is the most important issue for insurance company after they find the business. I also lead a sales team in the company and deeply identify with it. Thus I have a research here about the correlation and index between the achievement and the info about the gender, age and the confidence at their first interview, then give it to the supervisor as a critical reference for committee development. The responsibility of an insurance salesman is not only selling out the products like the salesman in other industries, but also providing the after sales service and giving the feedback of the market info. to their company. Providing a good after sales service can drive the business of re-purchase and create new opportunity, and it is also the reason that the salesman can have the job longer and take it as a career. Thus, if the salesman can be given correct instruction and encouragement when first entering the company, they will increase confidence, identification and honor on themselves, further on their achievement. It can benefit on both company and the staff to create the sales and the personal development.