The Analysis of Life Insurance Salesperson''s Performance

[[abstract]]本研究以保險業務人員為研究對象，欲瞭解目前業務人員的銷售概況，及具體洞悉業務人員對業務績效評估。經由相關文獻的探討，並利用統計之因素分析及複迴歸分析，以得悉研究結果，並對本研究所提出之「個人銷售績效」、「團隊銷售績效」及「從業年資績效」三構面加以驗證。 對此三個構面主要獲致的研究結果為： 1.「個人銷售績效」與所在區域無相關，但以「團體銷售績效」來看，中南部地區較為類似，而中北部地區和金融機構則在「從業年資績效」方面較相同；主要的都會區其績效均有所不同，。 2.在「個人銷售績效」方面，女性表現較男性優秀。 3.主管級人員對「個人銷售績效」優於一般職級業務人員；而「團隊銷售績效」與「從業年資績效」是一般職級業務人員表現優於主管級人員。 4.銷售件數愈多，則績效會愈高。 5.高學歷人員之績效對「個人銷售績效」和「從業時間績效」方面優於低學歷人員，但以「團隊銷售績效」方面看來是不因學歷的高低而有差別。 6.年齡愈高的業務人員，其銷售績效表現得愈好。年齡愈高者，或許在社會的經歷較多，故銷售技巧亦較熟練。 希望藉由本研究之成果發現，探究業務人員個人背景的因素以增進業務績效，並提出在壽險銷售研究上的意涵，以及對壽險公司提出與業務人員管理與銷售上相關的建議。[[abstract]]This study focuses on the performances of life insurance. We apply Factor Analysis and Regression Analysis to investigate selling situation of life insurance marketing. In Addition, we further explore the relationship among “Individual sales performance”, “Team sales performance” and “The performance affected by career time”. We found the following conclusions: 1.“Individual sales performance” has nothing to do with locality. “Team sales performance” in the middle and southern Taiwan is similar. Performances of financial institutions are similar in the middle and northern Taiwan. The performance was different between main principle, northland-midland and southern land were different, there were diversity. When it comes to performance, there exits many differences between the urban areas; the performance of the middle and northern Taiwan is not exactly the same; however, the performance of the middle and southern Taiwan is completely different. 2.For “Individual sales performance” saleswomen are outstanding in the rest of the factors. 3.The position of executives were better than the position of salespeople in “Individual sales performance”. The position of salespeople were better than the position of executives is “The performance affected by career time”. 4.The quantity of selling cases is significantly related to performance. 5.The performance about “Individual sales performance” and “The performance affected by career time”is higher educational background better than lower. Nonetheless, the “Team sales performance”is nothing to do with educational background and performance. 6.The sales performance of elder salesperson is better than that of younger salesperson. It is because that those elders have more social experience so that they are more skillful on insurance-selling. The result of analysis comes up with the findings: In the life insurance marketing, personal background is crucial to the salesperson and is significantly related to sales performance. Besides, it also provides mutually advice at salesperson’s management and selling for the life insurance company