A Study on Training Effectiveness and Sales Performance of Insurance Salespersons –A Case of M Life Insurance Company
| Autor: | LEE, PAI-HUNG, 李柏宏 |
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| Rok vydání: | 2019 |
| Druh dokumentu: | 學位論文 ; thesis |
| Popis: | 107 At present, life insurance companies are recruiting a large number of talents. In this way, the companies can not only expand their business scales, but also increase the growth of performance. The education and training of the sales in life insurance companies is a very important work in the company. Although the training content of each company may be different, the purpose is the same. The purpose is to train high-level life insurance business personnel, make them have a great performance in the business performance, and to retain and train talents. How to plan effective training content is an important issue for life insurance companies. This study used the sales of M life insurance company as the sample and explored the relationship between the training effectiveness and sales performance. The research results are as follows: 1. Most of the items in the facet of the training effectiveness had higher agreed proportion than that of the items of sales performance. Among the items of sales performance, the item “The number of client visiting for me have increased after participating in the training course” and “My FYC have raised after participating in the training course” had lower agreed proportion. It meant that although the company’s training effectiveness for the business personnel is good, how to turn it into sales performance still have a way to go. 2. For some items that whether agree that training effectiveness is correlated with sales performance, the agreed proportion of men was higher than that of women, and the proportion of supervisors was higher than that of new recruits. Therefore, the company can strengthen training for women and newcomers to enhance sales performance. 3. The overall training effectiveness was higher correlated with the item “The ability of collecting the information related to prospective clients have increased” of sales performance. In addition, the item “I have learned the skills of promotion and recruitment” of the facet of training effectiveness and “I have improved my ability of recruitment interview” of the facet of sales performance also had high positive correlation. Hence, the company can strengthen the training of “skills of promotion and recruitment” to increase the ability of recruitment interview for sales, thus improving sales performance. |
| Databáze: | Networked Digital Library of Theses & Dissertations |
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