人壽保險業經營管理策略之研究-以A分處為例

本論文以保險公司A分處為例，進行人壽保險業經營管理策略之個案研究。由個案A營業處的分析可得知，其藉由以身示範、招募人才、完善訓練、鎖定高資產客群名單及建立系統訓練模式，落實經營管理與創造單位文化；銷售理念上，亦以利人利己的觀念，瞭解客戶的需求，為客戶進行保險規劃，成功於2007年順利成立自己的通訊處。尤其主管以身示範，針對市場、商品、個案、經營、人才，每天不斷強化，並結合會計師講座稅務的訓練，增加同仁的專業程度，成為保險公司營業處的示範單位。

關鍵字

保險；管理策略；經營模式

並列摘要

This study employs an operation office of an insurance company, hereafter “Case A,” as the case study to explore the operation and management strategies of the life insurance industry. Analysis of Case A reveals that the director of Case A acts as the role model of the office, recruits personnel, optimizes personnel training procedures, identifies high-value clients, and proposes systematic training models to implement operation and management strategies and to develop the office culture. In terms of sales management strategies, the operation office adheres to the principle of “helping others, helping oneself”. For example, employees of the office identify the needs of each client and plan custom insurance packages accordingly. In 2007, the operation office successfully established its correspondence office. In sum, Case A has become the paradigm office of the insurance company owing to the supervisor serving as a role model, constantly improving the performance of the office in terms of market, products, client relationship, operation, and talent cultivation strategies, and hiring an accountant to hold tax-related seminars and training to enhance employee professionalism.