| The increase on the competitors in the Chinese life insurance market diversifies the market bodies and intensifies the competition in this industry. As the leader, China Life Insurance needs to build the long run competitive advantage to stand out in this area. The innovation in the sale channel will be the optimal choice to realize this goal.This paper mainly researches the sale pattern of China Life Insurance Company Hanzhong Branch through the application of theories on "S" hypothesis, incentive system, personal sale pattern and relationship between clients. It firstly reviews the related theories on the development of life insurance in China and summarizes the status of this industry. Through analyzing the current sale pattern of China Life Insurance Company Hanzhong Branch, this paper detects the problems of this pattern and puts forward the solutions to them. The problems include "orphan insurance" and the limitation of current sale pattern. The solution is to differentiate the services on human resource, sales and management and to design the regional sale pattern. The specific steps include the regional partition on "orphan insurance", enrolling the highly qualified agents, standardizing the service procedure, applying the KPI performance evaluation, improving the IT support and training system.This paper analyzes the development and status of China Life Insurance Company Hanzhong Branch, points out the problems in this process, comes up with the idea of designing regional sale pattern and finds a new development direction for this industry. |
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