Research Of Insurance Salesmen’s Career Stability,based On Two-Factors Theory

Insurance practitioners are cornerstone of the development of insurance industry.As the most important component of insurance practitioners,insurance salesman will face a major change after new economic normality and new insurance law amendment.Insurance industry has some issues including practitioners’ visible growth of number,varied quality,high turnover,and intense competition of the industry.How to retain salesmen,promote practitioner’s quality,mobilize workenthusiasm,achieve stable and high quality team,are key factors of reducingoperation cost,ensuring transformation and upgrading of institutions,developing insurance’s role risk prevention and keep stability,and expanding influence of insurance industry.This project is according to the view of Two-Factors Theory,by data analysis and comparative analysis,it researches on the career stability of insurance salesmen,finding out current issues,analyzing on causes,and proposing solutions.Initially,it will describe researchbackground and meaning,content,methods,frame,relative literatures concepts and theoretical basis.After that,comparing insurance salesmen in developed region includingAmericanJapanese and Taiwan with China,in legal status,income system,long-term security,promotion system,education and training,data analysis concludes that Chinese salesmen career stability is low.Firstly,salary system is faulty,general income is relative low,social security is insufficient;secondly,promotion route is obstructed,long-term incentive needs to be improved,training is less and unsystematic,lack of long-term career planning,self-growth is limited;The three is the legal status is vague,the lack of occupational identity,sense of security and belonging is low,the degree of engagement is ordinary,retention willingness and incentive satisfaction is low as well.Then,based on Two-Factor Theory,this project will analyses the causes of instability of Chinese insurance salesmen from 8 aspects,including fuzzylegal status of the insurance salesman,unreasonablecommission salary system,difficulty to guaranteesalary treatment,social environment change which effects on insurance marketing,<Labour Contract Law> implementation which effects on Marketing Institution,lack of growth space in insurance marketing team,low accomplishment,lack of recognition and appreciation.Finally,from the two aspects of Hygienic Factorsand Motivators,the project proposes9 targeted and operable countermeasures,which is hopeful to enhance occupationstability of insurance salesmen,and raise career attractiveness of the insurance industry.These countermeasures contains strengthening the supervision and management of insurance salesmen,improve scientificity and fairness of salary system,promoting flat personnel organizational structure,exploring a variety of salesmen employment system,optimizing external environment,the construction of multi-level training system,establishing a scientific and reasonable incentive system,strengthening career planning,and strengthening the insurance corporate culture construction.