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|Other Titles: ||The analysis of selling investment link product through brokerage channel|
|Authors: ||吳雅雯;Wu, Ya-wen|
|Keywords: ||投資型保單;保險經代人通路;insurance brokerage channels;investment linked product|
|Issue Date: ||2010-01-11 02:03:49 (UTC+8)|
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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