近几年，随着人们对保险的重视程度越来越高，保险业呈现出良好的发展趋势。 国外的保险公司争相进入我国市场，这让原本很有发展前景的国内保险公司生存 越来越难。因此，保险公司对代理人的质量有了更高的要求，保险行业的高速发 展和高质量的销售人员是分不开的。全世界各个国家都通过研究保险代理人的制 度来完善对代理人的管理。面对竞争如此激烈的市场环境，PA 人寿辽宁分公司在 代理人管理的过程中也面临着诸多问题，如何通过调整代理人管理制度，降低员 工流失率，提高保费收入，是 PA 人寿辽宁分公司急需解决的问题。 代理人管理是保险公司发展过程中最重要的一个环节，代理人管理的结果直接会 影响到保险公司的保费收入，本文主要以PA 人寿辽宁分公司为例，通过对 PA人寿 辽宁分公司代理人管理制度的研究，可以归纳为:增员、培训和留存三个方面的问题。 本文通过以上三个方面结合保险代理人的实际情况提出优化方案。希望通过该方案推 动保险代理人队伍做大做强，提升PA人寿辽宁分公司的市场竞争力。 关键词：保险业、PA 人寿辽宁分公司、代理人管理、优化方案II Study on optimization of insurance Agent management of PA Life Insurance Liaoning Branch Abstract Recent,the insurance industry has increasingly developed,wcich benefits from people’s emphasis on it .Foreign insurance companies also enter and take over the Chinese market rapidly, which makes it more and more difficult for the domestic insurance companies which had a good development prospect to survive.Therefore, insurance companies have higher requirements for the quality of agents,.The high-quality development of the insurance industry and high-quality sales personnel are inseparable.All countries in the world improve the management of insurance agents by studying the system of insurance agents.Facing such fierce competition in the market environment, PA Life Liaoning branch also faces many problems in the process of agent management. By adjustingagent management how to reduce staff turnover rate and increase premium income is an urgent problem for PA Life Liaoning branch. Agent management in insurance company is one of the most important links in the process of development, The agent management standard is a direct result of the premium income of insurance company. This article mainly takes an example of PA life liaoning branch Through the research on the agent management system of PA Life Insurance Liaoning Branch, it can be summarized as three problems:developing, training and retention.This paper puts forward an optimization scheme based on the income, assessment, training and welfare of insurance agents from the above three aspects.It is hoped that the insurance agent team can be enlarged and strengthened through this scheme, and the market competitiveness of Liaoning branch of life insurance can be improved. Key Words: The insurance industry,PA Life Insurance Liaoning Branch ,Agent management，Optimization schemeIII 目录 摘要.................................................................................................................................... I Abstract..............................................................................................................................II 第1 章 绪论......................................................................................................................1 1.1 研究背景..............................................................................................................1 1.2 研究意义..............................................................................................................2 1.2.1 理论意义...................................................................................................2 1.2.2 实践意义...................................................................................................3 1.3 国内外研究综述..................................................................................................3 1.3.1 国外研究综述............................................................................................3 1.3.2 国内研究综述............................................................................................4 1.3.3 文献述评...................................................................................................5 1.4 研究的思路和方法.............................................................................................. 6 1.4.1 研究思路...................................................................................................6 1.4.2 研究方法...................................................................................................7 1.5 论文主要内容与结构...........................................................................................8 1.6 本文创新点..........................................................................................................9 第2 章 PA人寿辽宁分公司代理人管理现状.................................................................11 2.1 PA人寿辽宁分公司概况....................................................................................11 2.2 PA人寿辽宁分公司代理人增员标准及待遇.....................................................12 2.2.1PA 人寿辽宁分公司代理人增员标准......................................................12 2.2.2PA 人寿辽宁分公司代理人佣金标准......................................................15 2.2.3PA 人寿辽宁分公司代理人基本福利......................................................17 2.3 PA人寿辽宁分公司代理人培训体系介绍.........................................................18 2.4 PA人寿辽宁分公司代理人留存情况分析.........................................................19 2.5 PA人寿辽宁分公司代理人现状问卷调查.........................................................20 2.6 本章小结............................................................................................................22 第3 章 PA人寿辽宁分公司代理人管理存在的主要问题............................................. 23IV 3.1 保险代理人增员流程不规范.............................................................................23 3.2 保险代理人培训效果不达预期.........................................................................24 3.3 保险代理人留存难............................................................................................ 25 3.4 本章小结............................................................................................................26 第4 章 PA 人寿辽宁分公司代理人管理优化建议.........................................................28 4.1 关于代理人增员方面的建议.............................................................................28 4.1.1 对增员对象规范要求..............................................................................28 4.1.2 优化招聘流程..........................................................................................29 4.1.3 创新增员平台..........................................................................................31 4.2 关于代理人培训方面的建议.............................................................................31 4.2.1 分析代理人实际需求..............................................................................31 4.2.2 优化培训内容..........................................................................................32 4.2.3 培训效果评估..........................................................................................36 4.3 关于代理人留存方面的建议.............................................................................37 4.3.1 完善代理人职业生涯规划...................................................................... 37 4.3.2 创新代理人绩效管理系统...................................................................... 38 4.3.3 改善代理人薪酬福利制度...................................................................... 38 第5 章 结论与展望.........................................................................................................42 5.1 结论................................................................................................................... 42 5.2 展望................................................................................................................... 43