Can Competence Test Predict Salesperson Retention Rate？An Empirical Test on N-life Insurance Company

• Main Author: 黃建勳
• Other Authors: 許文彥
• Format: Others
• Language: zh-TW
• Published: 2013
• Online Access: http://ndltd.ncl.edu.tw/handle/16452719371008716220

碩士 === 逢甲大學 === 金融碩士在職專班 === 101 === Abstract This study was initiated by the motivation to investigate why sales agents’ retention rate in N Life Insurance Company had been poor during the past few years. Especially, when it is more than ever a critical time for the insurance industry to recruit quality sales force to develop the market. Unfortunately, the turnover rate of sales agents for the whole industry has stayed quite high for some time, leading to a repeated cycle of recruiting and losing of the sales force. How to reduce the turnover rate and recruit effectively is apparently an important issue life insurance companies have to face. This study aims to investigate if N Life Insurance Company’s competency adaptive tests for new sales agents can predict the factors influencing their retention rate and determine how they are related through empirical analysis. A total of 131 invalid data were obtained through the new sales force database from organizational development related departments of N Life Insurance Company. Regression analysis of independent data shows that with human factors added, the accuracy of the tests would result in errors, making it impossible to conclude effectively. But overall, this study can provide important practical thinking for life insurance companies.