Research On The Optimization Of The Training Scheme For The Sales Personnel Of BT Insurance

In recent years,in order to promote further social stability and enable people to deal with unknown risks more comfortably,the state has vigorously promoted the development of the insurance industry.Insurance sales staff is the core competitiveness of insurance companies.An effective training program enables the company’s sales staff to continuously improve in terms of professional knowledge,business skills,service awareness and professionalism.As a new type of insurance intermediary company,the sales model,operation and management of the company are very different from those of traditional insurance companies,but the training program basically follows the program of traditional companies.From the current situation of the company’s sales staff training,it is obvious that its training program cannot meet the requirements of the current rapid business development.How to optimize the training program to effectively train excellent sales staff to match the company’s business development needs and to prepare for strengthening the company’s market competitiveness in the future.This thesis focuses on the optimization of a specific training program for the sales force of BT Insurance Company.First of all,based on the research on the training program of sales staff of BT Insurance Company,we applied the theories of "cognitive assimilation learning","adult learning" and "people management" to comprehensively review the training program of sales staff.We used questionnaires and in-depth interviews to find out that the training program of sales staff was not sufficiently researched and analyzed;the training course content was not innovative and comprehensive;the training methods lacked diversity;the number of full-time internal instructors was insufficient and the skills of part-time field instructors were not sufficient;the training effect evaluation method was simple and not applied in practice.The problems of training effectiveness evaluation are simple and not applied.Secondly,the problems in the training program were further analyzed,and the root causes were the lack of strategic coordination and guidance in training,weak training organization and management,training methods not keeping up with the times,inadequate training incentive mechanism,and lack of training effect evaluation system.Then,according to the current problems faced by BPS Insurance Company and their causes,the training program was optimized from five perspectives: training demand analysis,training course content,training methods,training faculty,and training effect evaluation.Finally,to effectively ensure that the optimal training program can be implemented,the specific contents are: the guarantee of funding budget,the guarantee of system,the guarantee of organization,the guarantee of teacher quality,and the guarantee of culture.The results of this study show that the quality of sales force training has been improved,as shown by the comparison of sales force training needs,training content setting,training method selection and training results.This study not only helps to optimize and improve the training program for sales staff of BT Insurance Company,but also has some reference value for the exploration of sales staff training system of new insurance intermediary enterprises.