Study On The Turnover Problem Of Telephone Sales Staff And Countermeasure In Chinese Life-insurance

The traditional insurance sales model has been generated a growing number of drawbacks on presence,in order to developing better of insurance,changes the wrong cognition of the concept of insurance,guides people to have a correct understanding,the development of new insurance marketing channel has very important significance.Under of the background,Insurance telemarketing supplement traditional insurance sales model,is gradually become one of the important sales channels of the insurance industry.Insurance telemarketing shares for a certain market,by conforming to the current consumer?s spending habits and taking advantage of technical resources to provide efficient services.But it also encountered the problem of staff retention,according to the relevant data life insurance agents have a13-month retention rate of 9%-13%.From the nature of the insurance telemarketing,the channel belongs to probabilistic selling strategy,the number of sales staff decides the scale of insurance company's operating performance.The most direct impact of low retention rate,high turnover rate is to reduce the company's premium income,increases the cost of human resource management,at the same time,the adverse effects will spread to other employees,affect their work enthusiasm and cohesion.How to effectively reduce the turnover rate is the subject of this paper.First,this paper described the development situation of life Insurance telemarketing in our country at present,mode and characteristic of the channel relative to the traditional insurance sales model,it affirmed the role of insurance telemarketing in China?s Insurance Development.Then pointed out the problems of the turnover of insurance sales agents,and analyzed the effects of low retained?high churn rate,and from both internal factors and external factors analyzed the factors that may affect insurance telephone sales personnel.At the same time,this paper expounded the rise of the Internet how to influenced insurance telemarketing.About reasons of insurance telephone sales personnel,this paper took an example of DH life insurance Guangzhou branch to analyze,and the life insurance of DH Guangzhou branch current personnel mobility as well as all aspects of company management system were expounded,and then on this basis of the above content,the sales staff of the company has carried on the questionnaire,and by using SPSS19.0 statistical analysis software analyzed the survey results,found out the factors which were influence turnover:recruitment,training,motivation,team building,etc.Finally,in view of the above factors and problems,put forward suggestions to increase China's life insurance electricity sales of life insurance agents retained.Meanwhile,according to the current era of "big data",the insurance telemarketing channel how to developes itself,elaborates from the unity of "the net electricity “,in other words make "network marketing "and" power off" in combination with.