Research On Sales Of Cross-selling In Property Insurance And Life Insurance In Insurance Group

As the rapid development of economy and society in China, the residents’ incomelevel is on the rise continuously, the mass’demand for insurance becomes diverse, deeptransformation of the society and establishment of harmonious society puts forwardhigher and newer requirement on operation of insurance industry. At the same time, themarket competition bodies insurance industry in China increase, the clients’ purchasingbehavior becomes more rational. The sales force is confronted with bottleneck in thedevelopmentm, the operational cost of the insurance company increases, the increasingspeed of business goes down, channel expansion of new clients for the corporationbecomes much difficult. Therefore, each company commences focusing on exploringconsumption potential and potential value from the clients who are currently available.Moreover, as the technology of information and data processing in the insuranceindustry develop, cross-selling of the property insurance and life insurance becomespossible, this paper discusses and studies cross-selling of the property insurance and lifeinsurance in the insurance industry.In accordance with the background and target of research aforementioned literature,experience, survey, induction, logical reasoning, the normative analysis and empiricalanalysis with cases are adopted as research methodology in this paper. At the beginningof this paper, the formation background for the cross-selling in the insurance industryand historical and practice of cross-selling insurance are described fully at home andabroad. Then, the state and character of insurance industry in China are analyzed, therelevant concepts and theoretical foundation of cross-selling are discussed from theangles of cooperation and division, combination of factors, transaction cost, thenecessity to implement cross-selling business in insurance industry of China is given indetail, so are the positively impact and crucial factors restricting its developmentbrought by cross-selling to the insurance company. At last, this paper, through analyzingproblems appeared in selling cross-selling process, puts forward correspondingsolutions and proposals for improvement, and the author also gives related clues andsuggestions on follow-up study in the realm of cross-selling.