Life Insurance Product Sales Agents Misleading Research

The agent sales misleading problem of personal insurance not only seriously damage the legitimate rights and interests of consumers, but also affect the healthy development of insurance industry.Information asymmetry between agent and applicant is the primary cause of agent sales misleading problem.The article summary sales misleading concepts and use the information asymmetry theory to analysis agent sales misleading problem. The article analysis the endowment insurance of exclusive life (share out bonus) case, and finally puts forward relevant countermeasures.Paper’s main work:1.This paper defines the concept of sales misleading, and summarizes all kinds of sales misleading’s forms.The form of sales misleading has four types, including deceit (8items), hide (8items), induced (4items) and other sales misleading behavior(5items), a total of25items.2.Combining the theory of information asymmetry,we analyzes the problem of sales misleading. The agents’information superiority is the main reason for the sales misleading.3.The article analysis the endowment insurance of exclusive life (share out bonus) case.We calculate the investment returns of product and safeguard function.4. We analysis the sales misleading behavior of product by using the asymmetric information theory, put forward the corresponding countermeasures. Consumer should master basic insurance knowledge. Agent should keep integrity sales in the sale work specification. Insurance companies improve the sales process and strengthen the control of agent’s sales process. Supervision departments optimize regulatory regime of agent and insurance company.