Influence of Educational Traning on Performance for Life Insurance Salespeople

• Main Authors: Chiung-Hui Lo, 羅瓊惠
• Other Authors: 紀麗秋
• Format: Others
• Language: zh-TW
• Published: 2014
• Online Access: http://ndltd.ncl.edu.tw/handle/tu4db6

碩士 === 國立虎尾科技大學 === 經營管理研究所在職專班 === 102 === Abstract The life insurance representatives are the source of business income source of insurance companies, and are the core of business. Hence, employee training for the life insurance representatives is important to the company, as the quality of training affects the corporate image of the company and the work performances of the sales representatives. This study aims to discuss the correlation between the life insurance educational training and work performances, and explore whether the training can provide practical experiences and enhance work performances. A questionnaire survey was conducted to the life surance representatives in Jiayi, Yunlin, and Nantou areas. The data were analyzed using SPSS for descriptive statistics, factor analysis, reliability analysis, t test, one-way ANOVA, correlational analysis, and regression analysis. Based on the results, the conclusions are as follows: 1. The majority of the respondents are married women, young and middle-aged adults in the age group of 36-45, have an educational level of senior high school (vocational high school) or below, have work experience of less than 3 years, making them willing to accept challenges, whose title is life insurance consultant (SR), and their FYB (first year premium) and FYC (first year commission) are 610,000~1 million NTD and 250,000~720,000 NTD respectively. 2. The cognition to the importance of educational training is in the order of “I learn about the policy contents and professional knowledge after training”, “I learn about the significance and function of relevant insurance knowledge after training”, “I learn about the relation between business system, organization development and function after training” and “I realize that the life insurance representatives should have enthusiasm in their work”. 3. The key factors to influence the work performance are in the order of “I believe only by cultivating customer emotion and establish reputation can the work performance be improved”, “I believe that knowing well about the companies’ products can meet customers’ needs” and “I believe that while selling the products, I can strive a higher profit for the customers”. 4. There is a significant difference in the work performances after training for representatives of different age groups. 5. In terms of the effect of educational training, for the factor “spiritual potential education”, “I think that the educational training process is the best opportunity for independence” and “I think that educational training evaluation achievement continuously encourages and affirms the growth” are the most important. Under the factor “organizational development and cultivation”, “I learn about the significance and function of relevant insurance knowledge after training” and “I learn about business development and management after taking the supervisor training courses in the educational training” are the most important. 6. In terms of the education work performance, the important items under the factor “organizational team management” are “I think talent cultivation and management should have work division and responsibility” and “I can listen to and identify the customers’ needs”. The main items under the factor “promotional management” are “My career has been developing stably” and “Overall, I’m satisfied with my current job”. The main items under the factor “income distribution management” are “I think the FYC of the current year is higher than that of the previous year” and “I think there is an increasing number of new policies this year”. 7. The dimensions of “spiritual potential education” and “organizational development cultivation” of educational training have a significant difference to the work performance.