Discussion on life insurance telemarketing business model－In Case C Company’s cancer insurance

• Main Authors: LU, AI-CHU, 陸愛珠
• Other Authors: Jhih-Ling Chiu
• Format: Others
• Language: zh-TW
• Published: 2016
• Online Access: http://ndltd.ncl.edu.tw/handle/79734958274226759405

碩士 === 銘傳大學 === 風險管理與保險學系碩士在職專班 === 104 === Although life insurance telemarketing one of the four marketing channels, in the process of introducing more than twenty years in Taiwan, although in 2006 and 2008 to create the beginning of more than 8 billion annual premium (FYP), but since then, six consecutive That is the beginning of the annual premium income showed significant decline, are less than 7 billion yuan, according to insurance associations and even the latest statistics show that in early 2015 the annual premium income of 5.77 billion yuan, compared with the previous year decline of 9.3%. Overall, electricity sales in Taiwan's insurance market has been faced with the fact that sharp decline, coupled with the industry generally faces the risk of a crisis, "two low and two high"; the second low premiums and low value persistency ratio is too low, two high is staff turnover and insurance deed withdrawal rate (policyholders exercise the right to revoke the contract) is too high, both almost more than two percent, the overall indications that domestic electricity sales Insurance path for future development, is facing unprecedented challenges. In this study, cancer insurance telemarketing business executive management mode to explore the theme of conduct; most of the relationship in general, administrators and managers is a kind of antithesis between, if business executives to uphold "fair, attention, motivation, caring." character formula, that is fair to the member's (equal footing), so that the crew can work in the field much attention, timely encouragement and care, and thus play a fusion of both management and service roles, the business performance naturally can be doubly effect. From in-depth interviews with front-line personnel in electricity sales, we made the following research proposals, hoping to telemarketing business executives helpful in organizational management: (I) the right frame of mind and cognitive business executives；(II) the relative fair：(1) the exclusion of selfishness and prejudice (2) non-fixity patronizing crew；(III) cultivate more outstanding members of the leading group with high rates (IV) pay attention to each and every member belongs