本文主要目的在探討金融控股公司於進行交叉銷售時教育訓練體系之規劃研究。在總體環境與個體環境產生變革之促使下，金融業跨業兼營各類商品將會逐漸成為未來趨勢，本文希望以目前國內實際從事金融商品交叉銷售之金融保險業為研究範圍，並以負責規劃相關教育訓練活動之執行者及受訓者為研究對象，透過人員問卷查詢與訪談，及報章雜誌等相關文獻之探討，進一步分析交叉銷售時訓練體系規劃可行架構，期能對新興之金融控股公司進行交叉銷售活動時有所助益。
研究中首先透過金融業傳統教育訓練體系之分析，分別探討產物保險，人壽保險，銀行與證券公司之訓練體系，發現企業教育訓練方式將隨產業急遽變化而轉變。次則分析金融控股公司設立對金融產業之影響，包括商品，客層區隔與交叉銷售通路，而以花旗銀行為例。繼而以訪談及問卷查詢彙整結果，發現金融控股公司成立後，進行交叉銷售對企業訓練單位及受訓員工皆產生影響。最後綜合本研究結果，提出對業者進行交叉銷售訓練模式與相關實務執行之建議。期望透過本研究，能對從事交叉銷售訓練之金融控股公司或非金融控股公司與相關人員有所助益，且使其教育訓練模式之效益極大化。 / Under the pressure of changes from macro and micro environments, cross selling of various products and services among different financial industries become a trend in the near future The purpose of this paper is to analyze the establishment of training system for the cross selling demand in financial holding company. The analysis covers the financial insurance industry with practical cross-selling experience of financial products, and targets persons who are responsible to plan related training activities and trainees. The analysis method is through questionnaire survey and interview, as well as investigation of media reporting, to further analyze the possible framework of cross selling training system, with an aim to benefit those booming financial holding companies while they implement cross selling activities. Propose certain recommendations for the booming financial holding companies while they implement the cross selling activities.
The study begins with analysis of traditional training system of the financial industry, including property insurance, life insurance, banks and security companies, and discovers the training methods shall change with the rapid change of the industry. Followed by analysis of the impact of financial holding companies to industry, including products, customer segmentation, and cross-selling, taking CITI CORP. as example. Then consolidates result collected from the interview and survey, finds out that after the financial holding company set up, cross selling has impacted both training persons and trainees. Lastly this paper proposes recommendations for companies doing cross selling training and practical execution, expecting to benefit both financial holding companies and non-holding companies, related persons who work on cross selling training, and to maximize the effectiveness of training models.
| Identifer | oai:union.ndltd.org:CHENGCHI/G0090932811 |
| Creators | 郭育信, Kuo, Yu-hsin |
| Publisher | 國立政治大學 |
| Source Sets | National Chengchi University Libraries |
| Language | 中文 |
| Detected Language | English |
| Type | text |
| Rights | Copyright © nccu library on behalf of the copyright holders |
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