Research On Incentives Of Agency Insurance Salesman In Shandong Branch Of Z Life Insurance Company

The early nineteen ninties, American international insurance company the insurance agent system is introduced into the country, contributed to the insurance industry nearly 20 years of rapid growth. With the development of insurance market and the increasingly mature insurance industry competition is becoming increasingly fierce, various insurance companies in the insurance agent system is established based on the management system and incentive system gradually adapted to the requirements of the development of the industry and company, appeared in the insurance agent (also known as the insurance salesman) integral quality on the low side, the industry of high fluidity, industry low retention rate, sales of misleading customers phenomenon serious problems. These problems for the insurance industry was established earlier time company is existing problem, while development side, but the new chip company, is the essential sex problem, to solve these problems, a new insurance company can not be based, not to establish long-term development foundation.The life insurance company is a life insurance company new chips. The company set up and management of insurance agent team process, the above problems are gradually, become to affect the sustained and healthy development of the company's major hidden trouble. The author is engaged in the insurance agent team building and daily management process, through the observation and practice, sums up the insurance agents are concerned with the institutional and non institutional factors, and through questionnaires and interviews were performed by means of verification, although the data do not have a representative, but can react to the new chips the company's basic development status. The author hopes that this article useful discussion and reflection, for the company and the industry's future development to provide effective help.This article relates to the principal-agent theory and incentive theory. Insurance sales agent system can be regarded as the principal-agent system of a kind of deformation, but not exactly the same; the insurance company in insurance agents management process, in addition to rely on agent system includes incentives, there are still many other aspects of incentive methods, a set of system. The company based on the industry model of insurance agent incentive system, but by the agent system embedded factors, did not play a very good incentive effect.This paper uses questionnaire obtained data and interview results, the author's business operations conducted a summary and analysis, to discover the cause of insurance agents belonging to weak, low retention rate, high liquidity is the main reason of insurance agent system can not meet the insurance agent's basic survival needs, and not on the insurance agent development to form a good support.This paper first on agent system to implement the historical condition of inventory and analysis, pointed out that the agent system of corporate incentive mode problems; followed by the analysis of agent system of insurance marketing patterns of behavior, influence factors; finally, according to the industry and the company's development situation, put forward to reform the agent system, agent provide conditional fixed base salary system, fixed salary and sales performance has nothing to do with the insurance agent, but to enhance the quality and professional degree raise goals, to improve their ability of insurance salesmen.Based on the agency theory, incentive theory as the main theoretical research foundation, through the combination of theory and Practice Research of methods of analysis, focusing on our personal insurance agent system to conduct a comprehensive thinking, to improve China's Insurance Agent Incentive Model to undertake beneficial exploration. This paper on China's insurance companies to adapt to competition and sustainable development has a positive and practical significance, and at the same time to improve the individual insurance agent retained has certain practical significance.