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    Please use this identifier to cite or link to this item: http://tkuir.lib.tku.edu.tw:8080/dspace/handle/987654321/32383

    Title: 保險經代人通路銷售投資型保單之探討
    Other Titles: The analysis of selling investment link product through brokerage channel
    Authors: 吳雅雯;Wu, Ya-wen
    Contributors: 淡江大學保險學系保險經營碩士在職專班
    郝充仁;Hao, Chung-jen
    Keywords: 投資型保單;保險經代人通路;insurance brokerage channels;investment linked product
    Date: 2007
    Issue Date: 2010-01-11 02:03:49 (UTC+8)
    Abstract: 近年來壽險業者為因應金融經濟環境的改變,包括利差損、資金投資受限、責任準備金提存等問題,強制分紅保單全面停售改由不分紅保單與自由分紅保單取代。因此壽險業者圖思轉型相繼開發新險種,其中大多數以投資型保險商品為主力業務。





    Due to dramatic changes of financial and economical environment in the past few years,
    including loss from interest rate, limit to investment vehicle, policy reserve issues, etc,
    insurance field has altered compulsory participating policy to non-participating policy and
    participating policy. New insurance policy also emerged in Taiwan Market, and investment
    linked insurance is one of the most important drivers.
    Insurance brokerage channels has great achievement in registered sales force and premium income in recent year, however, brokerage channel has no comparable resource as
    insurers provide regardless of education and training to financial planning and sales skills on investment linked product to transform themselves rapidly to fit in products and strategies changing. This study is in the standing of brokerage channel to probe into its opinions on product shifting to investment linked product by case study and has the conclusion as follow,
    1. Because of mainstream of insurance market, brokerage changes alter its attitude toward investment linked products from rejection, wait and see to enthusiasm to avoid being eliminated through market
    2. Insurance sales should be positioned as financial advisors and relationship selling is no longer workable. To increase opportunity to close sale, professional training, flexible promotional campaign and holding seminar are essential.
    3. The elementary to affect sales force to sell investment link product include commission schemes, the instant and elastic after-sales service provided by insurers.
    4. Owe to investment linked product having flexible feature, insurance broker will have
    to take administration quality into consideration when choosing insurance company.
    Insurance brokers also concern the reputation, image and fame of insurance for long term
    Appears in Collections:[保險學系暨研究所] 學位論文

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