中国人寿保险公司(大连)电话销售实习报告实习报告1.doc

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1、大连东软信息技术职业学院高职实习报告实习报告题目：中国人寿保险公司（大连）电话销售实习报告Internship Report on Telesales in China Life Dalian Branch系 所： 专 业： 学生姓名： 学生学号： 指导教师： 导师1 导师2 导师职称： 导师1职称 导师1职称 实习单位： 完成日期： 年 月 日 大连东软信息技术职业学院Dalian Neusoft Institute of Information TechnologyInternship Report on Telesales in China Life Dalian BranchAbstr

2、actAs the largest life insurance company in china, China Life is not only the leading individual life insurance and annuity products supplier, supplier of the leading group life insurance and annuity products, leading casualty suppliers, leading health insurance suppliers, and more by Holdings of Ch

3、ina Life Asset Management Co., Ltd. Becoming largest insurance asset managers and one of the largest institutional investors in China.Key words: Leading, Largest中国人寿保险公司（大连）电话销售摘 要作为中国最大的人寿保险公司， 中国人寿不但是领先的个人人寿保险与年金产品供应商、领先的团体人寿保险和年金产品供应商、领先的意外险供应商、领先的健康险供应商，更通过控股的中国人寿资产管理有限公司成为中国最大的保险资产管理者， 并成为中国最大的

4、机构投资者之一。关键词：领先，最大ContentsAbstractI摘 要III.Introduction to the Industry11.1 Industry Profile11.2 Development in the Local Area1II.Introduction to the Internship22.1 Introduction to HP22.2 Job Description22.3 Major-job Relevance2III.Practice Content and Procedure3IV.Improvement Suggestions4V.Summary an

5、d Experience5Reference6Acknowledgement7I. Introduction to the Industry1.1 Industry ProfileChinese insurance market has experienced rapid growth; however, compared with developed insurance market, insurance penetration of the Chinese insurance market is still in the lower level.Total premium income o

6、f Chinas life insurance and non-life insurance accounted for the proportion of gross domestic product (GDP) was 1.7% and 1.0% in 2006; over the same period, 8.3% and 2.2%, respectively, in Japan and the United States there are 4.0% and 4.8%.Compared with developed insurance market, the Chinese insur

7、ance market, life insurance and non-life insurance business, insurance density is relatively low.Until December 31, 2006, China life insurance density and non-life insurance density were $ 34 and $ 19; over the same period, Japan was 2,829 U.S. dollars and 760 U.S. dollars, and 1,790 dollars and 2,1

8、34 dollars in the United States.The relatively low insurance penetration and insurance density, as well as the rapid development of China insurance market in recent years demonstrate the potential for further growth in the Chinese insurance market.1.2 Development in the Local AreaThe total populatio

9、n number of Dalian is 554 million, with GDP of 1,406 billion Yuan, an increase of 14% over the previous year; personaverage gross domestic product (GDP) of $ 25,379; urban and rural savings deposits of 90.5 billion Yuan; year-on-year increase of 7.9%; residents per capita incomeof 7,446 Yuan, an inc

10、rease of 8%, the Engels coefficient of 43% year-on-year growth of 2.1 percentage points; the net income of farmersis 3900 Yuan, a year-on-year growth of 4.3%, the Engels coefficient of 48.1% year-on-year growth of 0.4 percentage points.In 2002, total premium income3.55 billion Yuan, death, disabilit

11、y, medical claims and expiry of the payment of 320 million Yuan; the insurance depth of 2.6% year-on-year growth of 0.5Percentage points; insurance density of 628 Yuan, a year-on-year growth of 136%.II. Introduction to the Internship2.1 Introduction to China LifeChina Life Insurance Company Limited

12、is the largest specialized commercial life insurance company in the mainland of china, is the first mainland Chinese financial enterprises listed in Hong Kong and the United States at the same time. The European currency in 2003 named the best in Asia insurance companies, the selection of the 2003 F

13、ortune 500 companies, China Life Insurance Company Limited re-elected to the worlds top 500 rankings and have increased significantly. China Life ranked first in premium income, total assets, scale and market share for eight consecutive years in the industry.2.2 Job Description1. According to the hi

14、gh-potential client list of the company, to complete the insurance sales target with high standards of customer service by phone.2. Provide customers with fast, accurate and professional inquiries and service requirements.3. Assist the supervisor to complete specific project tasks.2.3 Major-job Rele

15、vance1. A college degree or above2. Articulate, fluent in Mandarin, good communication skills;3. Work seriously, self-motivated, hard-working, a team player. III. Practice Content and Procedure1. Eight-day pre-employment training, including training in grooming, clothing, and surgery.2. Products int

16、roduction.3. Sales training and answers for the training of the network of public relations and give answers to the difficulties in sales process.4. Psychological counseling for employment pressure, and to learn psychological counseling.IV. Improvement SuggestionsThe biggest enemy of you is yourself

17、. If you do not have confidence with the products of company and cannot convince you, how can you convince customers? After several months internship in China Life Insurance Dalian Branch, and under the guidance of the leadership and colleagues, I have made a lot of progress in all aspects. I not on

18、ly learned theoretical knowledge, but also self-awareness of the overall quality. The most important thing is not only so that I learned to do things, but also taught me how to behave. V. Summary and ExperienceThe goal of My internship is to learn ban assurance workflow, how to run network operators

19、, how to communicate and get along with different people. Before I get into the company, I heard: insurance than people do, Insurance is a lie that gave me a lot of pressure. At the beginning, I always do not have confidence, do not believe the companys products, even do not trust my ability, and on

20、ce consider that I am not fit to do the insurance. But then, we took a closed systematic training, first of all, from the self-understanding to know a company and then to recognize the industry as a whole, I think training is the maximum benefits the company gave me. I understand that, whether to do

21、 any industry, as any role, build confidence on the company, the product and the industry is very important. Reference陈文辉.中国人身保险2005年发展报告M.中国财政经济出版社，2004，47.丁孜山.丁蔚.保险发展与创新M. 复旦大学出版社，2006，84-86.郭松平.保险营销M.高等教育出版社，2003，39-40.AcknowledgementLasted for nearly two months this paper finally finished writin

22、g, during thesis writing process I have met numerous difficulties and obstacles, and have overcame them with the help of students and teachers. Particularly to thank my thesis advisor-Mrs. LiuQiaomei, her selfless guidance and help me making changes and improvements patiently. Scholars must be thank

23、ed who are referred in this paper. The article refers to the number of scholars of literature, without the help and inspiration of the research of scholars, I will be very difficult to complete the writing of this thesis.Written papers will inevitably be inadequate due to my limited academic standards, and to urge teachers and Jacky criticism and correction!