COVID-19疫情對人身保險業銷售業績的影響-以南山人壽G公司為例

Abstract

在過去人身保險業的文獻中，有對人身保險業，超級業務員做深度訪談的研究，保險公司經營績效的實證研究，業務員專業與工作績效關係之研究，相關研究非常豐富，關於法定傳染病，對人身保險業務員銷售業績影響的研究，則十分缺乏。 本研究以南山人壽保險公司，G分公司D通訊處，在COVID-19初期109年和爆發110年兩年的業績報表做研究。研究議題包含（1）COVID-19對整體業務收入與整體保費收入有無影響（2）COVID-19對前三名頂尖業務人員與一般業務員的影響差異，（3）三級警戒對人身保險業務員，業務收入與保費收入的影響（4）首年度業務收入及首年度保費收入，因為COVID-19對不同年資的影響差異，（5）金融危機與COVID-19，對保險業務員的影響誰比較嚴重。 研究結論（一）整體業務收入共計減少5,596,307元，總保費收入增加25,427,145元。（二）前三名頂尖業務人員不敵疫情，業務收入都減少，研究十名一般業務員，共有6名業務員收入下降，4名業務員收入成長。（三）三級警戒110年，5.6.7三個月，每月業務收入皆顯著衰退。三級警戒時當月實收保費-躉繳減少5571萬元，當月實收保費減少7183.1萬元。（四）研究顯示年資10年以下，年齡40歲以下業務員收入及保費收入兩項指標，都是衰退，受到COVID-19影響最大、人數最多。（5）COVID-19比金融危機對保險業務員的影響更加嚴重。 本研究能夠補足法定傳染病對人身保險業務員銷售業績的影響的研究缺口。

In the literature of the life insurance industry in the past, there are researches on in-depth interviews with the life insurance industry and super salesmen, empirical research on the business performance of insurance companies, and research on the relationship between the salesperson's profession and work performance. There is a lack of research on the impact of infectious diseases on life insurance salespersons and sales performance. In this research, Nanshan Life Insurance Co., Ltd., G Branch D Communications Office, conducted a study on the two-year performance statements of the 109-year and 110-year outbreak of COVID-19. The research topics include (1) Does COVID-19 affect the overall business income and overall premium income? (2) The difference between the impact of COVID-19 on the top three top business personnel and general business personnel, (3) Level 3 vigilance on life insurance business (4) First-year business income and first-year premium income, because of the difference in the impact of COVID-19 on different seniors, (5) Who is more affected by the financial crisis and COVID-19 on insurance salespersons? Research conclusions (1) The total business income decreased by RMB 5,596,307, and the total premium income increased by RMB 25,427,145. (2) The top three top salespersons lost to the epidemic, and their business income decreased. After studying ten general salespersons, a total of 6 salespersons’ incomes declined, and 4 salespersons’ incomes increased. (3) 110 years of the three-level alert, three months of 5.6.7, and the monthly business income has declined significantly. During the alert level 3, the monthly paid-in premiums - single payment decreased by 55.71 million yuan, and the monthly paid-in premiums decreased by 71.831 million yuan. (4) Research shows that the two indicators of income and premium income of salespersons under the age of 10 years and under the age of 40 are both declining, and they are most affected by COVID-19 and have the largest number of people. (5) COVID-19 has a more serious impact on insurance salesmen than the financial crisis. This study can fill the gap in the research on the impact of statutory infectious diseases on the sales performance of life insurance salesmen.