The Contribution And Development Of Group Trainers In Life Insurance Marketing

Since life insurance sales agent system has been introduced to China in 1992 by AIA, it has been widely used in China and has played an important role in life insurance markets. After that, the number of agency insurance salesmen has rapidly increased, and they have played the most important role in life insurance marketing. In life companies, the most closely associated job with the insurance salesmen is group trainer and it plays a very important role in Chinese life insurance sales. Due to the supporting and assisting from the group trainers, life insurance salesmen can achieve their goals. Group trainers are just like a bridge that makes the back-office and the insurance salesmen get together. New policies or projects could not be implemented in insurance company without group trainer's help. However, with the change of the social environment, there are many problems starting to appear gradually in the management and marketing of insurance salesmen. In this thesis, we can see the workflow of the group trainers and the effect of the group trainer's work in the insurance sales, the necessity and the improvement measures of the group trainer's work and the introduction of the group trainer's work and marketing models of other areas. Therefore, we can learn a lot of things to improve the Chinese group trainer's work.This thesis firstly describes the origin of the group trainers. Then, it introduces the development and the responsibilities of the group trainers, and the marketing models of Japanese insurance, Taiwan and the United States. According to the comparison of these areas with Chinese insurance marketing and group trainer's work, the thesis finally presents some suggestions for Chinese group trainers.