An Empirical Study on Salesperson’s Training and Performance: Evidence from a Life Insurance Company

• Main Authors: KAO, HSIU-FENG, 高秀鳳
• Other Authors: 詹芳書
• Format: Others
• Language: zh-TW
• Published: 2017
• Online Access: http://ndltd.ncl.edu.tw/handle/h9yjem

碩士 === 東吳大學 === 財務工程與精算數學系 === 105 === Agency channel is usually the main distribution channel of life insurance companies at present, and the sales performance can be boosted by professional training program. However, there is no comprehensive research on whether there is a positive correlation between professional training and sales performance by now. In the past, the methodology of study on the correlation between professional training and sales performance was normally questionnaire survey. In my study, agents who have life sale’s working experience over 3 years are the main factor of the analysis, and the training as an independent variable. Following by using regression analysis approach to test the conditional correlation in professional training and sales performance, the testing results show that there is an insignificant correlation between training inputs and sales achievements, and therefore the insurance company should review the training program continuously and evaluate whether the outcome is worthy of investing in the agency professional skills training. Nevertheless, the result indicates that the acquirement of professional certification by agents exist a strongly relationship with sales performance instead. It is recommended that the insurance company should invest in the professional training on agents for the sake of enhancing their professional qualification rate, and helping them in increasing sales performance.