壽險業務人員之教育訓練對工作績效之影響-以某壽險公司為例

A study of the correlation between training and work performance

劉心美(Hsin-Mei Liu)

指導教授 ： 鄭晉昌

國立中央大學/管理學院/人力資源管理研究所碩士在職專班/碩士(2006年)

摘要

本研究主要探討壽險業務人員工作績效與教育訓練之相關性；瞭解不同背景業務人員在受過教育訓練後，對於其保險專業知識、工作態度、行銷技巧及工作習慣之提昇與改善是否有幫助，進而影響其工作績效。據此，企業可透過一系列有計劃之教育訓練來提高業務人員產能及定著率。研究內容包含下列各點：一、瞭解壽險業務人員對於教育訓練成效之認同度以及人口統計變項與工作績效評核結果的次數分配狀況。二、探討不同背景業務人員的工作績效評核結果的人數分佈之差異分析。三、瞭解壽險業務人員之不同的教育訓練成效認同度對於其工作績效評核結果的人數分佈之影響。
本研究的結果如下：一、業務人員的職級愈高，年齡愈大，年資愈深或工作
時間愈長，則其每月平均保費收入與每月承保件數皆愈高，但其中的年齡變項在50歲以上時，其業務人員的每月平均保費收入較高之人數反而降低。二、年資在兩年以下的業務員有50%的人數之上季責任額達成率未達60%，但是年資在2年以上者，其上季責任額達成率未達60%的人數只剩20%左右。三、對於教育訓練成效認同度低的業務人員，其每月平均保費收入和每月承保件數二方面的績效評核結果愈低的人數分佈較多。相反的，對於教育訓練成效認同度高的業務人員，其每月平均保費收入和每月承保件數二方面的績效評核結果愈高的人數分佈較多。四、教育訓練成效的認同度高低並不會明顯地影響業務人員的上季責任額達成率之人數分佈。

關鍵字

工作績效評核結果 ； 教育訓練成效

並列摘要

The objective of this study is to verify a correlation between training and work performance. Work performance was measured using the following three factors: (1) Monthly average FYP (First Year Premium); (2)Insurance contracts sold per month; and (3)Last quarter’s sales achievement rate cash value of contracts sold
The subjects of this study were approximately 200 agents randomly selected from a branch office of a life insurance company located in Chung-li, Northern Taiwan. The statistic methods we used are Chi square and frequency distribution.
According to our study, the final conclusions are listed below:
1. For those older, long service or higher positions of agents in the company, their financial results were mostly better than the younger and short service agents’ work performance with lower positions. However, when the ages of the agents were higher than 50, then their work performance became worse than before.
2. The financial results for the agents with long working hours (more than 6 hours per day) were much better than the others with short working hours.
4. The financial results were mostly better for the agents reporting a high satisfaction rate for the company’s training program, than the agents reporting low satisfaction rates.

並列關鍵字

Training ； KASH ； work performance

參考文獻

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