IFRS 17 影響下保險業務員職涯地圖研究

Abstract

保險業為因應 IFRS 17 會計公報實施，需調整產品結構，讓保險產品回歸保障本 質，將一改過去台灣保險產品以儲蓄型商品為銷售主力的市場環境，然而要改變業務 員銷售市場接受度低以及相對不熟悉之保障型產品時，身為保險業主管需調整業務員 的心態與技術，使之維持績效，降低市場改變帶來的衝擊。因此，本研究旨在針對 IFRS 17 對於業務員多方影響做出管理與培訓之計議，並且結合筆者過去於海軍服役之 經歷與 F-公司業務員職涯藍圖，給予保險業者人才管理上之建議，且鼓勵廣大保險業 務員使之成為創業家。\n業務員的知識與行銷技巧能透過集團資源加以培訓，且基於自我激勵及外在獎勵 之動機打造創業家氛圍，促使業務員在大環境動盪之下仍能夠化危機為轉機，創造時 間及財務自由的全人生活。因此，F-公司提供企業大學進行培訓，且透過三環管理及 業務制度激勵業務員，並借力集團整合行銷支持之情況下，讓身為銜接保險公司與客 戶之業務員，不僅得以在這轉淚點前穩住陣腳、打造專屬舞台，創造自身價值。

ABSTRACT\nIn response to the implementation of IFRS 17, the insurance industry needs to adjust the product structure to refocus on its nature of protection. This will impact on the market condition since Taiwan’s insurance products were mainly sold by savings-oriented products. However, the salespersons preform low degree of acceptance of relatively unfamiliar protection products. Therefore, it is crucial that the insurance industry executives need to adjust the mindset and improve skills of the salespersons to maintain their performance and reduce the negative impacts on market changes. Hence, this research aims to make management and training suggestions for the multifaceted impacts of IFRS 17 on sales personnel. With the combination of author’s past experience in the Navy and Fubon’s career blueprints for sales personnel, the author provides advice on the talent management of insurance companies, and encouraging insurance salesmen to become entrepreneurs as well.\nThe knowledge and marketing skills of salespersons can be trained through the resources of Fubon group. Furthermore, with the entrepreneurial environment which could be cultivated through the self-motivation and external rewards, salespersons could turn crises into opportunities under the turmoil of the general environment, and create both time and financial freedom lifestyle by the mechanisms. Therefore, Fubon provides corporate universities for training, motivates salespersons through the three-ring management and business rewarding system, and leverages the group`s integrated marketing support so that salespersons could make connection between the insurance company and customers successfully. In a nutshell, we hope that the salespersons can not only have a clear career path but also create their own value under IFRS 17.