Research On Competency Structure Of Insurance Sales Staff

The insurance is one kind of economical compensational system,which has the safeguard function to the market economical growth and development that cannot be substituted.The continual development of the insurance business can further guarantee the economical development.On the one hand,the bigger the insurance business development scale,the more the agglomeration safe fund,the stronger the economical compensation ability which provides to product,thus the economy can be developed more quickly.On the other hand,money can be used in investing by the insurance company after withdrawing each responsibility reserve fund from the safe fund,which also provides the sufficient fund safeguard to the society expanded reproduction.Therefore,there is extremely positive significance to developing the insurance business.The three parts are included:The first part summarizes the concepts of competency,the evolvement of competency,the investigation of the salesperson's competency and the measures of competency.Therefore the operation concept comes into being:the competency is the traits/characteristics that help determine job performance.This part provides the theoretical significance for the next investigation.The second part studies on the model of the salesperson's competencies by factor analysis. A "salesperson competency scale" is constructed which is composed of thirty-one items.The reliability coefficient of the whole scale is 0.93,and the reliability coefficient of each sub-scale is 0.684,0.916,0.889,0.909,0.783,which shows this scale is reliability.The forth part probes into the effect of population variables,such as sex,age,years of schooling,working life,marketing object,specialized background and present position,on the score of salesperson competencies by One-way ANOVA,LSD and T Test.