China's Life Insurance Sales Staff Motivating Factor Exploratory Study

With the continuous development and the increasingly fierce competition of the life insurance industry, the life insurance salespeople have become the main force of the life insurance companyies, their function played in the marketing of the life insurance is larger and larger. How to encourage their working will, and even inspired its active and effective potential, improve their performance and reach organizational goals, has become an important issue that the life insurance companyies are facing.The research used questionnaires to investigate the salespeople of life insurance companies about motivating. I hope that this research can help managers more accurately understand subjective feelings of the life insurance company sales, and improve the management capacity of the sales staff, increasing the satisfaction of salespeople, thereby enhancing the competitiveness of life insurance companies. So, this research has important practical significance.The research mainly used descriptive statistical methods,T test and one-way ANOVA, correlate and regression methods.The paper mainly analysized the importance and the satisfaction of the motivate factors and explored the motivate effects, and further analysized the difference of the importance and the satisfaction and the motivate effects of the motivate factors with different background variables of the sales incentives,and analysized the forecast capabilities of the motivate factors satisfaction to the overall satisfaction. The findings of the paper are as follows:According to the importantce arrangement, the top five motivate factors are total income, commissions, insurance, training and colleagues, and the least attention to the trophies. According to the satisfaction arrangement, the top five motivate factors are colleagues, public recognition, promotion, the domestic and foreign traveling and bonuses. The last five motivate factors are allowances, insurance, trophies, participatory objectives management and total income. Colleagues, supervisors and team are motivate factors which have good incentive effects.According to the importantce arrangement, material-type motivate factor is the first important factor and the second satisfactory factor,social-type motivate factor is the second important factor...