Research On Cross Sales Problem Of Insurance Group Company

Insurance group internal production, life insurance companies are insurance agency business (i.e.: insurance group cross selling) is a kind of phenomenon of the insurance industry in recent years. Relative to a single business insurance companies, comprehensive financial and insurance group using the cross selling strategy, develop customer resources, with its convenient service and diverse products to meet the needs of our customers, strengthen the scale, specialization and competence of financial and insurance enterprises, has become the current domestic insurance industry development trend. At present, how to effectively carry out cross selling has become a hot topic of the financial and insurance group to build a new business growth and channel competition.This paper studies the development of Chinese and foreign theory of cross selling and cross selling business, will the relationship marketing theory, synergy theory combined with practice, to the Shihezi branch of China Life Insurance Company as an example, through literature, investigation method, inductive deductive method collecting relevant data, the data and data analysis, statistical, inductive, on the basis of summing up, find the key factors which influence the cross selling, and puts forward the China Life Insurance Company Shihezi branch of cross selling organization implementation steps and guarantee scheme.The main contents include:the first chapter introduces the background and significance of this paper, literature review of cross selling, research content, research objectives and key issues to be solved, the research method and innovation of this paper. The second chapter, introduces the basic concepts and theories of cross selling. The third chapter, introduces the application of cross selling in the insurance industry, and the main problems of China Life Insurance Shihezi branch to carry out cross selling business existence and reason. The fourth chapter, after analyzing the problems and causes of misunderstanding, understanding, from solution to improve the organizational structure, strengthen personnel training, improve sales team specialization level, the establishment of assessment incentive mechanism by marketing, business management system and other aspects of the establishment of cross selling, security system, to ensure that in the implementation of agency insurance business development strategy of life insurance company, promote cross sales steady growth, enhance the company’s overall competitive advantage. The fifth chapter, the problems and causes of business status, analysis of China Life Insurance Shihezi interaction in China Life Insurance Company Shihezi branch development of auto insurance agency cross selling, combined with industry, domestic and foreign cross selling theory put forward strategies of life insurance Shihezi branch development of auto insurance agency business, and puts forward the conclusion and enlightenment and research for the implementation of safeguard measures this strategy.