Research On Competency Development Of Life Insurance Sales Personnel In Hebei Province Based On Professional Characteristics

In recent years,the life insurance industry in Hebei Province has maintained a momentum of sustained and rapid development.Hebei is a large insurance province,but from a national perspective,it cannot be said that it is a strong insurance province.Along with the development of the industry,the management model is extensive,the industry image is not good,and the overall quality of marketing personnel is low.The fierce competition caused by the comprehensive opening of the industry will further amplify these problems,seriously affecting the sustainable and healthy development of the life insurance industry in Hebei Province.Life insurance sales personnel are the most basic marketing units of insurance companies.The rapid growth of the number of life insurance marketers and the uneven quality have gradually attracted people's attention.The misleading behavior of some low-quality employees in sales has not only damaged.The interests of insurance consumers also undermine the image of insurance companies,and further damage the status of the insurance industry in people's minds.Whether they are qualified for the work is crucial to the standardized management and healthy development of the entire industry.At present,domestic research on competency is mostly concentrated at the management level.There are few researches on the competency of life insurance sales personnel,and the research on life insurance sales personnel in specific regions is almost zero.The loss of sales personnel in the life insurance industry in Hebei Province is serious and it is difficult to retain.At present,there is a lack of effective standards for recruitment,training and performance appraisal.Based on this situation,this paper takes the specific group of sales personnel based in life insurance marketing in Hebei Province as the research object,discusses the competency model of sales personnel in Hebei life insurance industry,and how to further develop through the optimization of training system and performance management system.Its competence.This article is divided into three parts,a total of six chapters.The first part is mainly the research background and literature review,including a summary of the theoretical research on introduction and competency.The second part mainly studies the construction of the competency model,including the occupational characteristics of life insurance sales personnel in Hebei Province and the construction of the competency model of life insurance sales personnel in Hebei Province.The third part is to study the direction and method of further developing the competency of life insurance sales personnel in Hebei Province in combination with the competency model constructed in the previous section,as well as the research shortcomings and prospects,including the development,research shortage and prospect of the life insurance sales personnel of Hebei Province.This paper firstly uses the literature analysis method to consult a large number of documents related to competency,competency factors,training system and assessment management,and carefully read and analyze these documents.The results of the previous research were summarized and summarized,and various factors affecting the competency characteristics of life insurance sales personnel in Hebei Province were summarized.The competency factors suitable for life insurance sales personnel in Hebei Province were sorted out and selected,and the competency elements of life insurance sales personnel in Hebei Province were finally sorted out.For the three dimensions,competency quality dimension A,competency quality dimension B,competency quality dimension C.Because there are many factors of competency,it is difficult to develop at the same time.Therefore,using the behavioral event interview method and the expert group evaluation method,the weight analysis of the competency dimension B is carried out,and the six B-classes that have the greatest impact on the life insurance sales personnel in Hebei Province are calculated.Competency elements are prioritized for development.In order to ensure the validity of the competency weights,the results of the competency weights are tested by the scenario test method.Different competency factors are verified by different methods,and then the ways and methods for further developing the life insurance sales personnel of Hebei Province are sought.Main findings and conclusions: Through investigation and research,the competency factors of life insurance sales personnel in Hebei Province are three dimensions,and the competency quality dimension A is four types of ability: A1 professional skills,A2 personal characteristics,A3 interpersonal communication,A4 management ability,It can be refined into the competency dimension B,and the competency dimension B is 15: B1 professional knowledge and skills,B2 learning and development,B3 work experience,B4 mentality,B5 adaptability,B6 image temperament,B7 self-regulation ability,B8 interpersonal skills,B9 achievement desire,B10 influence,B11 initiative,B12 customer service,B13 time management,B14 information collection and analysis ability,B15 communication ability.The competency dimension B can extend 50 competency qualities downwards,which is recorded as the competency dimension C.It is not listed here.See the text for details.Among the six most influential B-level competency factors,according to the influence weights,they are: communication ability,professional knowledge and skills,customer service,interpersonal skills,achievement desire,information collection and analysis ability.Combining the elements of competency and its weight,it further proposes many directions for the improvement and development of competency factors,and provides direction and method for the development of life insurance sales personnel in Hebei Province,in order to select and increase the sales staff of Hebei life insurance industry.Have a certain reference value.