Studies On Sales Staff Training Model In YG Life Insurance Company

The insurance industry in China has mushroomed since its return in 1980.By 2016,insurance premiums have reached 3.1 trillion RMB,with an increase of 27.5%,and the total assets have reached 15.12 trillion RMB,with an increase of 22.31%.China has overtaken Japan to become the second largest insurance market in the world.With the fast growth of the insurance industry,foreign insurance companies have started establishing their business in China and joined the highly competitive insurance market.Meanwhile,the massive leap forward in the industry over the last 30 years is gradually showing its consequences.It has become a reality that the competition in the insurance industry is the competition of company personnel.Sales staff are the cornerstone of an insurance company whose primary concern is to train its salespeople to improve their professional competence in order to increase insurance premiums and meet the company's developmental needs.Insurance companies have formed their own sales training methods over the last 20 years.They not only have helped develop professional knowledge,skills,attitude and self-evaluation,but also have contributed towards the growth of insurance companies.However,as a result of the societal development and change of working age,education,experience etc.,those training methods are showing their disadvantages and are not meeting the needs of salespeople in the current insurance industry,especially in the areas of training needs and model building which are considerably lagging behind those in foreign insurance companies.This dissertation uses literature review,questionnaires and case studies to shed light on current staff training studies that provide a reliable theoretical framework and to analyse from different angles the disadvantages of current sales staff training in insurance companies.Through studies on staff training theories and models and building on competence-based staff training strategies,this dissertation proposes that competence-based YG staff training model is an answer to the problems existing in the current sales staff training.It suggests that company development strategy and personal career planning are the foundations of a sales staff training model;the four steps of predicting training needs,planning and formulating,implementing and evaluating are at the core of building a successful training model.It also proposes the competence-based staff training strategies.