A Study On The Incentive Mechanism For Salesman In A Life Insurance Company-under The Background Of Management System Reform

China's insurance industry has been maintained the rapid development since recovery in 1979,the development of life insurance industry is particularly striking.However,the establishment of life insurance marketing system is an important system which guarantee the high speed development of life insurance industry.The life insurance salesman has become the main channel of the life insurance company.By the end of 2017,the salesman of the insurance industry is up to 806.94 million people.However,with the change of the social and economic environment of the development of China's insurance industry,some of the institutional mechanism contradictions in the management of insurance salesman gradually appear,which has become the bottleneck of the development of life insurance in China.Under this background,China's insurance regulatory authorities launched the project of reforming the management system of insurance salesmen.The A-life insurance company has an important position in the insurance market of our country.In the background of the deepening of the reform of the management system of the insurance salesman,it is of great theoretical and practical significance to explore and improve the incentive mechanism which promote the development of the A-life insurance company,and the reform of the management system of the life insurance salesman in our country.On the background of the reform of the management system of insurance salesmen in China,we combine the existing research results.First,this paper explores the theoretical and legal basis of improving the incentive mechanism of insurance salesman of the A-life insurance company,reveals the background of the reform of the management system of the insurance salesmen in China,and then we investigate the current mechanism of the A-life insurance company and analysis the incentive effect.Finally,we give some suggestions to optimize the incentive mechanism of A-life insurance salesmen.The full paper is divided into six parts.The main contents and conclusions are as follows:The introduction describe the background,significance of the topic,research object and the methods.We combine the domestic and foreign related research results through literature retrieval,define the connotation of the subject and determine the research methods of the paper which lays foundations for the follow-up study.The second part is the basis of the research on the incentive mechanism of life insurance salesmen.Through the introduction of principal-agent theory,incentive theory and other related theories which lays a theoretical foundation for improving the incentive mechanism of life insurance salesmen,and establishes the legal basis and management rules for improving the incentive mechanism of life insurance salesmen through the combing of relevant laws and regulations of the management of insurance salesmen in China.The main points are as follows: under the guidance of principal-agent theory and incentive theory,the incentive mechanism of insurance salesman of the A-life insurance company improved should be in accordance with the regulations of China's Insurance Law and related laws and regulations.The third part is the background analysis of the life insurance salesman management system reform.Through the combination of historical analysis and realistic analysis,the data and related historical data are used to analyze the system reform of China's life insurance salesman,and pointing out that the development of the life insurance industry in China is facing a marketing bottleneck,the reform of the life insurance salesman management system is in a critical stage,and the A-life insurance company's reform which about the marketing staff incentive mechanism should comply with the requirements of the insurance salesman management system reform.The fourth and fifth parts are the actual analysis of the incentive mechanism of the A-life insurance company and the evaluation of the incentive effect.Through market survey methods such as sample surveys and interviews,the A-life insurance company's life insurance marketing development and current incentive mechanisms were comprehensively analyzed.The overall structure of the marketer incentive system and its incentive content were comprehensively revealed.The current incentive mechanism was analyzed through the four indicators in two dimensions.and explored the problems and caused which about the effect of the incentive mechanism.The main viewpoints and conclusions are as follows: The A-life insurance company has built insurance salesman incentive system,but there are many problems such as paying attention to incentive function and ignoring restriction supervision,paying attention to short-term incentive and ignoring long-term incentive,paying attention to the quantity of business and ignoring the quality of business,paying attention to explicit incentive and ignoring recessive incentive,resulting in the weakening of incentive effect.The design of incentive mechanism lacks systematic strategic planning,internal balance of incentive system and perfect external environment.The sixth part is the suggestion to improve the marketing staff incentive mechanism of A-life insurance branch.Using the method of normative analysis,based on theoretical analysis and market research and analysis,the general idea of optimizing the marketing staff incentives for A-life insurance branches is proposed,and the suggestions for improving incentive and restraint mechanisms are improved.The main viewpoints and conclusions are as follows: Optimizing the marketing staff incentives of A-life insurance branches should follow the incentive theory,and improve the overall framework of the incentive mechanism according to the characteristics,development positions and requirements of life insurance salesmen,and at the same time,improve commission incentives,training incentives and organizational incentives,at the same time,strengthen the restraint mechanism,through the emphasis on reputation incentives,the current regulatory policies and self-discipline constraints,to achieve the maximum effect of life insurance marketer incentive mechanism.The main innovation of this paper is: Focusing on the incentive mechanism of A-life insurance company's marketing staff,getting the latest data,using life insurance salesman and life insurance managers as research objects to ensure that the research conclusions are true and reliable;at the same time,from the incentive subject and target,the four indicators of the two dimensions analyze the incentive effect and enhance the objectivity of the research results and the pertinence of relevant strategies.However,this article only selects a representative group for investigation and research,and does not conduct research on all salesmen of the company.Among the recommendations,we give the idea and design framework about the design of differential commission,but due to the limitation of technical conditions,no actuarial calculation is performed.The inspection will be further studied in the follow-up work.