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|Title: ||壽險業傑出業務人員績效之研究 : 以全球人壽MDRT為例|
|Other Titles: ||A study of performance for top life insurance agents : the case of MDRT members in aegon life insurance company|
|Authors: ||林金蘭;Lin, Chin-lan|
郝充仁;Hao, Chung-jen;李雅婷;Lee, Ya-ting
|Issue Date: ||2010-01-11 01:56:46 (UTC+8)|
The decreasing term insurance business in Taiwan is prospering steadily, creating rising competition in the market. In order to maintain competitive, the insurance companies are in need of searching for quality sales personnel to service their customers, increasing their status in competition, and understanding the qualities that shape an exceptional sales personnel; all of these points are equally important.
The aim of this study is to explore and analyze, through a form of an interview,the backgrounds, special personal qualities, areas being upgraded or improved, and method of sales of exceptional sales personnel, using colleagues of 2005’s MDRT from worldwide as study targets.
The conclusions of this study are summarized as follows:一、Background: From a “gender” perspective, female sales tend to fare better than male sales; from an “age” perspective, 40 to 49 years old tend to do better; from an “education history” perspective, people with college or university degrees tend to do better; from an “employment experience” perspective, 3 to 6 years of working experience tend to do better.二、Personal qualities: The majority of the colleagues possesses an easy-going, easy-to-get-along quality, and is constantly learning new things.三、Areas being upgraded or improved upon: Emphasis is placed on tax courses, or finance courses.四、Method of sales: Most sales use a method of consumer needs and are then analyzed.
|Appears in Collections:||[保險學系暨研究所] 學位論文|
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