The Practice Of Salesman's Competence Model In Insurance Trade

Insurance industries is one of the most fast developed industries in recent years. With its'developing , salesman in this trade is increasing ,which has caused many troubles between the rising number and the imbalanced development. Now,the market of insurance trade is further opening,salesman is becoming one of the core- competition of a company .We focused our research on insurance trade,proposed the competence model of salesman in insurance trade,on the basic of general marketing competence models ,we using the method of behavior event interview firstly, from the twelve aspects to explore the competence model they are initiative, oriented achievement, customer service, information collection, understanding of human intercourse, influence, self-confidence, relationship building, analysis thinking, organization promise, cultivate others and specialty knowledges. The outcomes explain the excellent salesmen are better than common salesmen in nine aspects, they are initiative, oriented achievement, customer service, information collection, understanding of human intercourse, influence, self-confidence, relationship building, analysis thinking.Beside this, we also used questionnaire survey to quest for the basic contents of competence model. In this process many statistics methods were used such as item-analysis, reliability-analysis, confirmtory factory analysis. According case-analysis and literature summarization.We gained the particular dimension's behavior-anchor.At last the competence model of salesman in insurance trade had completed. In this research the mostly conclusions reveal that:Firstly, the competence model includes nine dimensions, they are plan, oriented achievement, customer serving, learning, understanding of human intercourse, self-confidence, analysis thinking and adapting. Secondly, We generalized the nine dimension's particular contents and it's behavior-anchor.