壽險公司業務單位運作之成功模式探討－以P壽險公司通訊處為例

台灣壽險市場的競爭日趨白熱化，大多數的壽險公司採用直接銷售之方式銷售保單，故需要培養大量的業務人員來進行。由於壽險公司無法直接管理業務人員，必須透過通訊處之組織架構來管理業務人員及發展業績，故通訊處是否能運作順遂，直接影響業務人員及業績多寡。本研究為定性之探索性研究，在以直營業務人員為銷售主力的壽險業中，選擇研究者從事之壽險公司，經營表現最佳之通訊處為個案研究對象，以公開資料之蒐集、實際參與活動、並以深度訪談的方式，來探討其經營內容，並尋找出成功之因素與模式。本研究從四項構面來探討，分別為願景、激勵、領導與組織架構之設計，透過深入訪談來了解內容與實踐運作方式。在研究中發現，遠大但可及的願景，對通訊處業績目標與業務人員生涯規劃有絕對的影響。通訊處處經理之激勵方式與領導模型，為確保願景落實的關鍵，最後發現，擁有完善的管理組織，對日益龐大的業務人員組織，有多重的功能，並能分擔領導者的功能。研究者之工作內容與通訊處之發展息息相關，希望藉由本研究，能系統化分析並歸納出一可依循之模式，使之可以順利複製，以供壽險公司、通訊處處經理參考與運用，最終之目的，是希望台灣壽險公司能正常發展，以提供完善之保險功能，幫助社會順利規避風險，生活無憂。

關鍵字

壽險公司；業務單位；成功模式

並列摘要

Assurance business market becomes more and more competitive in Taiwan. Due to direct sales business style, most assurance companies recruit and cultivate salesman. Owing to business promotion channel, Assurance Company cannot manage salesmen directly but apply “Agency Organization” to regular salesman and expand business. Whether sales revenue is good or not depends on the administration of Agency Organization. This study is qualitative study. Sampling is the best performance Agency Organization in the company student works. The data are collected by first data and bilateral discussion. Researcher could conclude the factories and modeling by analyze the business operating. The study is in four parts: vision, incentives, leadership and design organization structure, All the four parts are gained by mutual discussion on job function affaires and office operation topics. In study we could know that a reasonable and realistic vision have great influence on communication office’s sales quota and salesmen’s personal career plan. The incentive and leadership are keys to complement the vision. Outcome is that a well organized management leading to multifunction of group and share leader’s partial job function. Student’s job is related to Agency Organization. By this study, a modeling could be systemized and analyzed. Assurance company and could mimic and learn the good modeling. The goal is to help Assurance Company create a successful business development to avoid the business risk and maintain social and area financial stability.