An Interrelated Study between Characteristics and Performances of a Salesman---An Empirical Study of Life Insurance Agents and Bank Clerks

[[abstract]]摘 要 近十年來的台灣金融情勢，受到全世界大型化潮流的影響，也展開金融改革。 在面臨市場競爭的保險業務員和銀行行員，為因應微利時代的來臨與金控公司的成 立，未來無論在專業執照的取得或與人際網絡的經營模式都與以往從事保險招攬有 釵h不同。本研究欲探討保險業務員與銀行行員在面臨未來艱困環境之下，必須具 備何種之員工特質，才能創造更高的績效。另一方面亦提供企業在招募銷售人員時， 一個遵循的條件與依據。 綜觀，保險公司業務員與銀行行員各有其優勢，但因不同的職場因素而也有各 自的弱點。本研究以大高雄地區的從業人員為研究對象，採便利抽樣的方式作問卷 調查，再以SPSS10 0(Statistical Package for Social Science)為分析工具，找出與其年 收入有正相關的因子，亦即何種特質為其優勢，因為收入通常就是業績的表徵。 本研究從保險業務員樣本八個變項之中，找出學歷、工作時數、職務、拜訪次 數等四個因素，對績效依變數的影響最大且皆呈現正相關。同理，在銀行行員樣本 中發現工作時數、證照數、職務、拜訪次數等四個因素，對績效依變數的影響最大 且皆呈現正相關。 針對分析結果提出結論與建議，除了對保險業與銀行業有所建言之外，希望藉 由多數人的經驗，讓業務員與行員不須花費昂貴的學費與時間即可學習到如何利用 自己的特質走出自己的路，創造輝煌的業績與收入。[[abstract]]ABSTRACT The financial circumstances in Taiwan for last decade were influenced by the whole world which pushed us to bring up financial innovation Facing a competitive market the life insurance agents and the bank clerks should take different steps from what they did Because of tiny profit and establishment of Financial Holding Companies they should take chances to acquire some professional certificates and well conduct interpersonal relationship The purpose of this research is to explore what kind of characteristics they should have to achieve a better performance in this difficult environment And the other purpose is to give a good rule for the enterprises to comply with while they are selecting new salesmen or saleswomen Basically the agents and the clerks have their own merits and also weaknesses because of different working circumstances This study investigates the workers in these two job fields in Kaohsiung area by questionnaire of convenient specimen And then this study trying to find the correlative factors which have some kind of relationship with their year revenue analyzed the result with SPSS10 0 That is this study wants to research the characteristics of their own that make them have good year revenues which mean good selling performances This study searched out 4 factors from 8 independent variations for life insurance agents they were educational degree working hours rank of office and visiting frequency We found these 4 factors had most influence and plus correlation on their performances Then this study searched out 4 factors from 8 independent variations for the bank clerks alike This time we found that working hours number of certificates rank of office and visiting frequency had most influence and plus correlation on their performances Finally we submitted some conclusions and suggestions to the insurers and the bankers first And the most important we hope the life insurance agents and the bank clerks can learn how to make efficient performances and create their future by well making use of the good characteristics of their own without costing much money and much tim