Research Of Salesmen Management In Picc Heilongjiang Branch

PICC Heilongjiang branch is the most historical and the biggest propertyinsurance company in Heilongjiang insurance market. During many years’serving for the development of economic society and customers, PICCHeilongjiang branch became the leader in insurance market. But in recent years,as the number of insurance market companies grew rapidly, Heilongjianginsurance market became more competitive. As the leader of Heilongjianginsurance market, PICC Heilongjiang branch holds the first market share, facingmore difficulties and challenges. Salesmen management is an effective way toimprove strengths. How to start with enterprise external influence and solvinginternal contradictions to manage salesmen, promote company sales capacity,enhance and strengthen market status are crucial to PICC Heilongjiang branch.According to related theories of distribution channels and human resourcemanagement, this thesis uses macro-environment analysis in the first step toanatomize the macro-environment that PICC Heilongjiang branch faced.Secondly, this thesis uses Michael Porter’s Five Forces Model to fully analyzethe competitive environment of Heilongjiang insurance industry, and then sumsup the opportunities and threats. Thirdly, by the analysis of company’s industryposition and salesmen management, this thesis finds out the existing problems ofsalesmen management and systematically studies salesmen management of PICCHeilongjiang branch. Base on this research, this thesis suggests that under thenew situation, PICC Heilongjiang branch should carry out salesmen managementreform, and draw up reform measures to improve company’s sale capacity andcompetitiveness, so that it can maintain the leadership. At last, this thesis statesimplementing salesmen management reform measures, which includes channelsof distribution, clarifying business origin, optimizing organizational structure,enhancing specializing, implementing personnel deployment, integratingbusiness resources, improving the rank system, planning the career development,reinforcing performance assessment, implementing management by objectives,improving incentive system, standardizing salary management and so on.