A Study on the relation between training and performance of saleperson－take saleperson of life insurance in I-lan for example

• Main Authors: Lee Yaw-Chung, 李耀宗
• Other Authors: Ph.D. Yu Chien
• Format: Others
• Language: zh-TW
• Published: 2002
• Online Access: http://ndltd.ncl.edu.tw/handle/71313750176305466657

碩士 === 南華大學 === 管理研究所 === 90 === The competitive insurance is becoming obviously in our country. For obtaining the winner situation every insurance company supplies the various insurance products and excellent service for customers. The policy of extending employees expects to lift productive and reduces the payment to affair about the people. Because the salesman is the brain of management in insurance area, one of the important titles is which improve the training education for salesman. The research issues the 480 copies of question, retains 408 copies of question, the 335 effective copies, to the salesman in the braches I-Lan of Shin Kong, Cathay, Nan Shan, Fubon, Mercuries, New York Insurance Company. The function of SPSS check the background of salesman, the professional attitude, the performance ability and the relation for the effective training education by card evolution. The result after the research: 1. The obvious difference from the changing item of personal background and the effective training education. 2. The course of training education (KASH) lifts the ability in management for insurance salesman. 3. KASH influences the personal total ability (exchange insurance payment, the effective affair, the reaching rate of responsibility, the sale grade, the check result). 4. The obvious difference from the leading type and the personal reaching rate. 5. The valuable training influences the personal effective insurance collection for salesman. 6. No obvious difference from the changing item of personal background and the personal effective show. Offer the several suggestions based on the investigation of research: A. The suggestion to the insurance company 1. The training course plan shall be suitable for the timing and the need. 2. Help and assist the salesman to get the various licenses. 3. Improve the quality of employee. 4. Play and offer the role of the financial plan. 5. Build the system and the lecturer group. 6. Complete the idea of training education. 7. Unit the training education and lift position of job. 8. Improve the professional ability of the trainer for planning education. 9. Set up the perfect training system. B. The suggestions to salesman 1. The whole life learning and improving the growing in self. 2. The cultivation of skill to the relationship of people. 3. Lift the service quality and effective by technology of computer.