A Study on the Performance of the Life Insurance Agents

[[abstract]]摘要 本論文的研究目的主要是希望藉由分析C 壽險公司之業務員的實際績效與其 個人特性進行探討。透過資料的具體量化及有效的分群，以達到對壽險公司而言， 在選才、育才、留才與教育訓練等人力資源管理系統參考之用；對壽險業務員而 言，也能有效地提升個人的職涯規劃能見度。 本研究採用因素分析、群集分析與多重比較分析。首先利用因素分析將實際 績效分成四個因素，分別為增員量、業績量、客戶量及年資與契約品質量，用以 代表業務員的績效因素。就增員量而言，會因業務員之年齡、教育程度和所屬單 位組別有顯著差異；就業績量而言，會因業務員之性別、年齡、教育程度和職級 有顯著差異；就客戶量而言，會因業務員之年齡、教育程度、職級和所屬單位組 別有顯著差異；就年資與契約品質量而言，會因業務員之性別、年齡、教育程度 和職級有顯著差異；在群集分析當中，將壽險業務員分為需加強專業技能訓練、 資深壽險顧問特質、穩定發展特質、基層業務主管特質四群。[[abstract]]ABSTRACT In this thesis the mayor purpose which focuses on the performance and personal characteristics of the salesmen is presented By analyzing the information and data of the salesman surveys concrete quantity and effective sub-group are not only useful for insurance companies but also benefit for salesmen Factor analysis cluster analysis and the multiple comparisons are adopted in this study Firstly there are four factors in factor analysis including the quantity of rookie boosting performance quantity customer volume and the quantity of experience contract quality which represent the factors of the salesmen Regarding the quantity of rookie boosting there are significant differences among age education and affiliation With reference to the performance significant discrepancy among sex education grade and affiliation can be also observed Concerning the customer volume there are significant differences among age education grade and affiliation In respect to experience it can significantly clearly distinguish from sex age education and grade As for cluster analysis the salesmen are grouped into four sub-groups which include salesmen who need to improve professional skills senior insurance consultants salesmen having stable growth in performance and basic business leaders respectivel