Exploration of the relationship between new life insurance agents'' characteristics and performance

• Main Authors: Yi-tung Yu, 虞憶東
• Other Authors: Horng,Min-Sun
• Format: Others
• Language: zh-TW
• Published: 2012
• Online Access: http://ndltd.ncl.edu.tw/handle/65448024837779226303

碩士 === 國立高雄第一科技大學 === 風險管理與保險研究所 === 100 === The objective of this study is to discuss the factors of sales performance and insurance policies amount. Descriptive statistics and multiple linear regression analysis are applied using samples from a group of new employed 665 life insurance agents in Company A from 2009 to 2011 in order to assess what characters of a high sales performance agent may have. Results revealed the new female agents were superior to man in sales performance or insurance policies amount. The younger or more exerted agent, the more polices generated. Therefore, it is a very significant impact on the increase of their monthly performance. Followup service was not effectively provided in northern Kaohsiung area than in southern Kaohsiung and Fongshan area, resulted in lower sales performance. The academic degree is another condition should be taken note of, an agent who is five-year program graduate, his/her sales performance was superior to high school or vocational degree as well as bachelor’s degree and above. Also, an agent who obtains a foreign currency or investment linked insurance product certificate outperformed the one who doesn’t. As a result, it may lead to a loss of price competition and hence the agent might quit, causing the lower retention rate.