壽險業務人員人際及銷售職能之人格特質與績效的相關研究-以訓練成果為干擾變項

• Main Author: 許金滿
• Other Authors: 任慶宗
• Format: Others
• Language: zh-TW
• Published: 2008
• Online Access: http://ndltd.ncl.edu.tw/handle/75777215121363134283

碩士 === 佛光大學 === 管理學系 === 96 === Sales agents are always the important sales channels of life insurance industry. Nowadays, life insurance companies pay more attention and invest massive resources on selecting right staff and job training. This research is using competency model, to find out the relationship between the sales performance, personality and competency. After reviewing literatures, the research analyses competence as well as core competence which the life insurance sale agents need. And develops the questionnaire according to the situation type gauging's analysis system, does take the narrative question as the real diagnosis investigation tool. The questionnaire has two main competence characteristics: interpersonal competence and sales competence, included in 90 questions. Carries on the number of times assignment, the regression analysis according to the correlation data and so on, discovered that in this research institute discusses in function, no matter is the interpersonal networking or sells ability, there is relevance to the performance. Expressed that the enterprise may also apply the similar way to select the sales staff, and aims at the main influencing factor to implement the appropriate education and training to the staff, lets the insurance business when train sales, displays the biggest effectiveness. The research result demonstration different competence expression degree, direct influence its achievements performance.