| Summary: | 碩士 === 輔仁大學 === 應用統計學研究所 === 98 === The present study adopted the method of questionnaire survey to explore the relationship among campaign management, satisfaction of administration and performance of salespersons in case of a domestic life insurance company.
The population of the study was about the salespersons from a domestic life insurance company, involving 1,500 participants which were randomly selected by the stratified sampling method. The total useable and analyzable questionnaires returned were 1,066 with a rate of 71.1%. The data were analyzed by using the method of descriptive and inferential statistics , including t-tests, one-way ANOVA, multiple comparison method, product-moment correlations, and logistic regressions. The following conclusions were made in the present study :
I. The satisfaction and importance of administration has a positive effect on the performance of salespersons, and the satisfaction of administration has more influence than the importance of administration.
II. The campaign management execution has positive and significant influence on the performance of salespersons. So, managers should strengthen the campaign management of his subordinate salespersons in order to increase the performance of salespersons.
III. The support of family member has a positive effect on the performance of salespersons. The study suggests that family members accompany salespersons to solicite customers to participate in the insurance contract and train the second-generation of salespersons to work in life insurance company. That can improve the support of family members, and also can increase the performance of salespersons.
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