Construction Of The Model Of Persuasion Characteristics Of Insurance Sales Staff

Along with the rapid development of economy in the21st century, our countryinsurance industry accelerated the pace of development, in the good developmentopportunity at the same time, the challenge is faced with a lack of high-qualitymarketing personnel. Sales work relationship between the gain and loss of thesurvival of the enterprise so that this research intends to, from the perspective ofinsurance salesmen how to persuade customers to study its success in sales activitiesin the characteristic elements of persuasion to convince consumers.Through this study for Ping An of China Yunnan branch29sales staff behaviorevent interview and interview materials coding analysis build contains initiativeself-confidence relationship to build flexibility into interpersonal understandingcustomer service oriented analytical thinking professional knowledge and skills,influence achievement oriented10persuade features elements of the insurancesalesmen persuaded model. And on this basis, combined with interviews to persuadecharacteristic elements of specific characteristics of behavior of insurance salesmenpersuaded the self-assessment questionnaire and his evaluation of the questionnaire.Self-reported questionnaire used to measure insurance salesman, he has bought theinsurance rating questionnaire used to measure the consumers, through the in-depthanalysis of the results found performance excellent general insurance sales staff topersuade characteristic and performance differences on the elements. Suggesting thatinsurance salesmen persuaded characteristics can be used to distinguish betweenperformance is outstanding person and the performance in general, Persuadecharacteristics is part of the insurance salesperson competencies.In compare of the different genders of insurance salesmen persuadedcharacteristics when found that different gender salesperson to convince existsignificant differences in some of the elements of characteristics.Female salesman inrelationship, interpersonal understanding, customer service orientation get significanthigher scores than male salesman. Male salesman have a higher scores inachievement oriented than women salesman.Study persuaded the behavior of features can be used for insurance salesman new employee training and sales performance of self monitoring and feedback ofothers, is a self help insurance sales personnel to learn and grow...