I 摘要 保险行业近年来的发展呈现快速上升的趋势，越来越多的人加入保险行业，成 为保险行业的代理人之一。其中A公司四川分公司的保险代理人增长快速，随着 越来越多的代理人加入公司，业绩应该增长快速，可A公司四川分公司感觉近年 来新员工业绩增长乏力，究其背后的原因，竟然是新员工培训体系导致的。A公司 四川分公司的培训体系十几年来都没问题，为什么现在发现对新员工的辅导不足。 因此，本人以A公司四川分公司的新员工培训体系为研究背景，在相关理论 以及国内外学者的研究成果之上，利用问卷调查的方式对A公司四川分公司新员 工培训体系展开分析，找出其所存在的问题，具体研究内容为需求、课程、讲师、 培训运营管理等方面。其中，培训需求设计的主要问题是步骤缺失；培训课程主要 的问题是缺乏系统性、时代性、实用性等问题；培训讲师主要存在的问题是讲师技 能不足、公司对讲师没有统一的管理办法；培训运行管理的问题主要是没有电子化 的管理系统、没有统一的操班手册、培训的环境不够舒适等问题。 本文针对培训需求、培训课程、培训导师、培训的运营管理各方面存在的问题 相应提出了优化方案。在培训需求方面，本文新增了需求调查分析的流程。在培训 课程方面，本文针对培训体系所存在的问题，设计了一版实操性较强的新员工培训 体系课程，各保险公司可用于实际的培训过程中检验其培训效果。培训导师方面， 在遵循原有的评聘规则及课时奖励、年度表彰等基础上，新增了关于培训导师的考 核机制，包括晋升、维持、降级、解聘这四个维度；同时还根据不同的星级讲师匹 配了不同的技能培训课程；另外对各星级讲师可讲授的课程范围也做了统一的规 定，保证了各个培训的质量。为了吸引更多的代理人加入培训讲师的队伍中，针对 不同星级的讲师还配置了荣誉物品，例如：海报、徽章、聘书等，这一系列的管理 办法都将对导师的管理工作更加的规范化。关于培训的运营管理方面，也建议公司 引进或开发电子化的管理系统，方便全国、全省培训的统一管理，方便查询或追踪 相关培训信息。 关键词：保险代理人，新员工，培训体系，优化 ABSTRACT II ABSTRACT In recent years, the development of the insurance industry shows a fast-rising trend, more and more people join the insurance industry, become one of the agents of the insurance industry. Company a's insurance broker growth is fast, as more and more agents to join the company, the performance should grow fast, but companies feel that the new agent performance growth is weak in recent years, and the reasons is the result of the new trainee system. A company Sichuan branch's training system for more than a decade has been no problem, why now find the lack of guidance for New People. Therefore, I take A company Sichuan Branch's new personnel training system as the research background, on the correlation theory as well as domestic and foreign scholar's research achievement, mainly uses the questionnaire survey form, analysis of A company Sichuan branch's new personnel training system, including: Training demands, courses, mentors, training operations management and other issues. The main problem of training requirement design is the lack of steps. The main problems of the training course are lack of systematicness, timeliness and practicability, and the main problems of the training instructors are lack of their skills and unified management methods. The main problems of training operation management are that there is no electronic management system, no unified operation manual, and the training environment is not comfortable enough. In this paper, the training demands, courses, training instructors, training of the operation and management of the problems in the corresponding optimization program. In terms of training needs, this article adds a process for requirements survey analysis. In terms of training courses, this paper designs a new practical training system for the existing problems of the training system, which can be used by insurance companies in the actual training process to test its training effect. On the part of training instructors, on the basis of following the original evaluation rules, class rewards and annual recognition, a new evaluation mechanism of training instructors was added, including promotion, maintenance, demotion, screen capture these four dimensions; At the same time, different skill training courses are matched according to different star-level lecturers. In addition, the scope of courses that can be taught by star-level lecturers is standardized to ensure the quality of each training. In order to attract more agents to join the team of training lecturers, the lecturers of different stars are also equipped with honorary items, such as ABSTRACT III posters, badges, letters of appointment, etc., this series of management methods will mentor the Management of the more standardized. On the training of operational management, the company also recommended the introduction or development of electronic management system, to facilitate the national, provincial training of the unified management, easy to query or track relevant training information. Keywords: insurance agents, new personnel, training system, optimization 目录 IV 目录 第一章 绪论 .................................................................................................................... 1 1.1 研究背景 ........................................................................................................... 1 1.2 研究意义 ........................................................................................................... 2 1.3 研究内容 ........................................................................................................... 3 1.4 研究方法和技术路线 ....................................................................................... 3 1.4.1 研究方法 ................................................................................................ 3 1.4.2 技术路线 ................................................................................................ 4 第二章 理论基础 ............................................................................................................ 5 2.1 基本概念 ........................................................................................................... 5 2.1.1 培训的概念 ............................................................................................ 5 2.1.2 培训的类型 ............................................................................................ 5 2.1.3 培训体系的概念 .................................................................................... 6 2.1.4 保险代理人的概念 ................................................................................ 6 2.1.5 保险行业代理人新员工的定义 ............................................................ 7 2.2 培训相关理论 ................................................................................................... 7 2.2.1 目标设定理论 ........................................................................................ 7 2.2.2柯式培训评估理论 ................................................................................. 7 2.2.3新员工培训体系的相关研究 ................................................................. 8 第三章 A公司四川分公司保险代理人新员工培训体系现状及问题分析 .............. 12 3.1 A公司四川分公司基本情况 .......................................................................... 12 3.1.1 A公司及A公司四川分公司简介 ....................................................... 12 3.1.2 A公司四川分公司人员结构 ............................................................... 13 3.2 A公司四川分公司保险代理人新员工培训体系现状 .................................. 16 3.2.1 培训需求现状 ...................................................................................... 17 3.2.2 培训课程现状 ...................................................................................... 17 3.2.3 培训导师现状 ...................................................................................... 20 3.2.4 培训运营管理现状 .............................................................................. 21 第四章 A公司四川分公司保险代理人新员工培训体系问题分析 .......................... 22 4.1 A公司四川分公司新员工培训体系调查设计与分析 .................................. 22 4.1.1 调查问卷设计