教育訓練與業務績效之相關性研究－以宜蘭地區壽險業從業人員為例

南華大學機構典藏系統 > 管理學院 > 企業管理學系(管理科學碩/博士班,非營利事業管理碩士班) > 博碩士論文-管理科學碩博士班 > Item 987654321/21022

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题名:	教育訓練與業務績效之相關性研究－以宜蘭地區壽險業從業人員為例
其它题名:	A Study on the relation between training and performance of saleperson--take saleperson of life insurance in I-lan for example
作者:	李耀宗 Lee, Yaw-Chung
貢獻者:	管理研究所于健 Yu, Chien
关键词:	教育訓練;統計分析;績效能力;壽險業 the training education;the statistic analysis;the performance ability;insurance industry
日期:	2002
上传时间:	2015-05-27 13:40:20 (UTC+8)
摘要:	我國壽險業的競爭已漸趨白熱化，各家保險公司為爭取競爭優勢，不斷推出更具競爭性的差異化保單商品、提供優質的保戶服務、獎勵增員等措施，以期提高生產性，降低人件費用。由於業務員是壽險業的經營主體，加強業務員的教育訓練是壽險業的重要課題之一。本研究以新光、國泰、南山、富邦、三商、紐約等在宜蘭縣之營業單位業務人員為對象，共發出問卷480份，回收408份，有效問卷335份。透過統計套裝軟體SPSS之運用，以卡方檢定之統計分析，逐一檢定業務人員之背景資料、專業態度、績效能力及其參與教育訓練成效之關聯性。經研究結果發現：一、個人背景變項與教育訓練的成效達顯著差異。二、教育訓練課程(KASH)與業務人員壽險經營事業能力的提升成正相關。三、KASH的課程影響個人績效(換算保費、招攬件數、責任額達成率、業績排名、考核結果)的表現。四、領導風格與個人達成率的表現成顯著差異。五、訓練的滿意度對業務員個人在保費績效方面具影響性。六、個人背景變項和個人績效的表現，並無顯著性差異。根據研究調查發現，提出下列具體建議：一、對壽險公司之建議 1. 課程規劃應符合訓練需求及時代潮流 2. 協助並輔導業務人員取得各項證照 3. 人員素質之提升 4. 扮演提供財務規劃之角色 5. 講師陣容及制度的確立 6. 教育訓練理念的貫徹 7. 人事升遷應與教育訓練相結合 8. 提升教育訓練規劃人員之專業能力 9. 建立完整訓練評估體系二、對業務人員之建議 1. 力求自我成長、終身學習 2. 人際關係技巧的培養 3. 使用電腦科技、提升服務品質與效率 The competitive insurance is becoming obviously in our country. For obtaining the winner situation every insurance company supplies the various insurance products and excellent service for customers. The policy of extending employees expects to lift productive and reduces the payment to affair about the people. Because the salesman is the brain of management in insurance area, one of the important titles is which improve the training education for salesman. The research issues the 480 copies of question, retains 408 copies of question, the 335 effective copies, to the salesman in the braches I-Lan of Shin Kong, Cathay, Nan Shan, Fubon, Mercuries, New York Insurance Company. The function of SPSS check the background of salesman, the professional attitude, the performance ability and the relation for the effective training education by card evolution. The result after the research: 1. The obvious difference from the changing item of personal background and the effective training education. 2. The course of training education (KASH) lifts the ability in management for insurance salesman. 3. KASH influences the personal total ability (exchange insurance payment, the effective affair, the reaching rate of responsibility, the sale grade, the check result). 4. The obvious difference from the leading type and the personal reaching rate. 5. The valuable training influences the personal effective insurance collection for salesman. 6. No obvious difference from the changing item of personal background and the personal effective show. Offer the several suggestions based on the investigation of research: A. The suggestion to the insurance company 1. The training course plan shall be suitable for the timing and the need. 2. Help and assist the salesman to get the various licenses. 3. Improve the quality of employee. 4. Play and offer the role of the financial plan. 5. Build the system and the lecturer group. 6. Complete the idea of training education. 7. Unit the training education and lift position of job. 8. Improve the professional ability of the trainer for planning education. 9. Set up the perfect training system. B. The suggestions to salesman 1. The whole life learning and improving the growing in self. 2. The cultivation of skill to the relationship of people. 3. Lift the service quality and effective by technology of computer.
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