Investment-Linked Insurance was introduced to the Taiwan market in 2001. It has since influenced the way insurance sales agents sell the products. Because of the level of complication of Investment-Linked Insurance compared with traditional insurance, and professional knowledge and skills needed during the selling process, an insurance sales agent needs to improve his competence in order to become a financial advisor for his customers.
However, literature review shows that most researchers focus on how to improve customer satisfaction, service quality, customer loyalty or the impact of training on sales. There are so few studies related to the development of a training system specifically designed for selling Investment-Linked Insurance.
According to the results from surveys, almost sixty percent of sales agents consider the ability of gathering and analyzing information or the understanding of political or economical status the skills they need the most. Moreover, almost fifty percent of sales agents believe the investment performance in the past does not affect the decision of customers for the purchases of Investment-Linked Insurance. At the same time, seventy percent of sales agents admit that customers tend to stay off Investment-Linked Insurance because of risk.
Not only do surveys show that sales agents need more skills, but also interviews indicate that sales agents are afraid that they can not improve their competence without a systematic training.
Therefore, we classify the knowledge and skills needed during the sale process for Investment-Linked Insurance. After the basic training sessions, sales agents will take five training modules, including data collection, interpretation of political or economical status, investment portfolio allocation, investment performance review and funds analysis. At the same time, sales agents follow the training steps of identification, learning, practices and articulation in order to get ready for Investment-Linked Insurance.
The benefits of this training system for Investment-Linked Insurance are two-folds, including the increase of time and cost efficiency for training and the enhancement of professional knowledge or skills.
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-1023109-142242 |
| Date | 23 October 2009 |
| Creators | Lee, I-chen |
| Contributors | David Shyu, Yih Jeng, Chin-Ming Chen |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | Cholon |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-1023109-142242 |
| Rights | not_available, Copyright information available at source archive |
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