The Research On Staff Pattern Of Insurance Salesmen In Changsha

Since1992when American International Assurance first brought personalmarketing system to China, the insurance market of our country has changed a greatdeal. After almost20years’ development, some negative influences have manifestedthemselves, involving unstable agent team, illegal operations and so on, whichseriously affect the development of insurance market. It’s necessary to reform thissystem for the purpose of rebuilding the image of insurance agent and achievingsustainable development of insurance industry. Some companies in our country haveput the reform into practice, and making the agent a member of company is a positiveexploration of this reform. Carrying out this new pattern makes great sense not onlyfor the insurance agents, but also for clients, insurance companies, insuranceintermediaries and the whole society. There are few researches about insurance agentstaff system, so the research about this new pattern will do good to the reform ofpersonal marketing system.This thesis uses three methods, namely theoretical analysis, questionnaire surveyand case analysis to study insurance agent staff system. It firstly expound theoreticalbasis of this new pattern. Comparing it with other marketing patterns, such aspersonal marketing system, this thesis highlights its features. This thesis illustrates itsfeasibility in theory by introducing relative theories at home and abroad such asincentive theory. Secondly, this thesis collects information about the insurance agents’real life and their attitude towards their job though questionnaire survey. Supposingthat the insurance agents are not satisfied with their current situation and that they canaccept staff system, it tests the hypothesis based on principal component analysis. Theresults support the hypothesis, which states that the new pattern is popular withinsurance agent. Then, taking advantages of the case of Changsha League BenefitCompany, it elaborates this new pattern’s implementation, including cost, result,difficulties and so on. Finally, aimed at giving a hand to the management of insuranceagent for insurance companies and insurance intermediaries, it puts up somepenetrating suggestions.