Impact of Professional Competence Perception and Customer Knowledge Management on Performance of Life Insurance Salesperson

• Main Authors: Meng-Ying You, 游孟穎
• Other Authors: Wan-Ling Chang
• Format: Others
• Language: zh-TW
• Published: 2016
• Online Access: http://ndltd.ncl.edu.tw/handle/41146303408319620130

碩士 === 朝陽科技大學 === 保險金融管理系 === 104 === Life insurance sales staff is the first line of the face of consumers who is also a life insurance company to create a major source of revenue, how to improve sales performance, has been the focus of business community and academia. Changes in recent years with the insurance market and the increase in the type of goods, a test of the possibility of multiple life insurance sales and changing market conditions, improve itself professional competence perception to absorb new knowledge, with customer knowledge management behavior Thereby increasing individual sales performance. In this study, the performance of life insurance sales focus, the use of IPO models, inferences whether the sales staff of professional competence perception and customer knowledge management to improve sales performance. This study used questionnaires, issued a total of 285 questionnaires, collecting data for the network 165, the actual paper copies of valid questionnaires was 97, a total of 262 valid questionnaires, information to data processing SPSS19.0 version, analysis, and using descriptive statistics, regression analysis and hierarchical regression methods methods of analysis and hypothesis testing. Finally, this study show of result in life insurance sales through professional competence perception and customer knowledge management positively affect sales performance. Therefore, this study suggests the life insurance industry should recruit the clerk with professional competence perception and customer knowledge management, and then Individuals and organizations to promote sales of insurance sales.