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    Please use this identifier to cite or link to this item: http://tkuir.lib.tku.edu.tw:8080/dspace/handle/987654321/32438

    Title: 銀行櫃台行員銷售利率變動型年金商品之相關研究 : 以陽信銀行為例
    Other Titles: A study on Interest Sensitive Annuity's sale of bank counter-based on the case of Sunny Bank
    Authors: 趙美玲;Chao, Mei-ling
    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;李雅婷;Lee, Ya-ting
    Keywords: 利率變動型年金商品;銷售;銀行櫃台;Interest Sensitive Annuity;sale;bank counter
    Date: 2006
    Issue Date: 2010-01-11 02:08:35 (UTC+8)
    Abstract: 利率變動型年金保險商品是近年來銀行保險行銷通路中賣得最好的商品,其主要原因乃在於低利率的環境下,銀行為增加手續費收入,保險公司為了避免自身利差損的擴大,紛紛推出此種與銀行定存極為類似之金融商品。
    The product of Interest Sensitive Annuity is the best seller in the markets of banks in recent years. The main reason is that more and more insurance companies push this kind of product which is similar to term-deposits in order to decrease the interest loss, while under the environment of low interest rate, banks also want to increase the income of handling charge.
    This paper researches that what attitude, situation, and difficulties the bank counters confront for the product of Interest Sensitive Annuity in promotion. And the method is to make a survey among the counters of Sunny Bank by questionnaires.
    As for the counters’ attitude, the result shows the surveyed counters think the main reason for the successful sale of this product is that its declared interest rate is higher than term-deposits. The second is the pressure from selling record. Besides, Interest Sensitive Annuity is much less risky than funds.
    In the case of selling situation, this annuity is mostly accepted by female customers. The main source of customers is from the ones of term-deposits; the age of these customers is from 35-55. And each successful case takes about no more 30 minutes. Moreover, the counters will not be too positive to pursuit their customers. Usually they wait for customers coming and take the second-time promotion. When the counters explain their products, their focus is on the additional fee and rescission charge.
    Otherwise, the counters think the most difficulty will happen if the declared interest rate is lowered there will be much dispute and complication. The minor difficulty is the worry for the financial condition of the insurance company. And the third, the counters have no idea where the customers are.
    As to the reward for their selling achievement, they hope to share the insurance agency profit best. And the second best is domestic, oversea travels or a position promotion.
    Appears in Collections:[保險學系暨研究所] 學位論文

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