On November 25, the Life Insurance Department of the China Banking and Insurance Regulatory CommissioninsuranceThe company issued the “PersonalinsuranceSales Management Measures (Draft for Soliciting Opinions)” (hereinafter referred to as “Measures”)insuranceThe relevant behaviors of insurance institutions and insurance sales personnel in sales activities were regulated.
The “Measures” divide sales activities into two types: core sales activities and auxiliary sales activities.The core sales activity refers to the insurance sales entity and the insured entering into insurancecontractThe main process includes signing insurance policies, etc.; auxiliary sales activities refer to sales strategy formulation, promotion, sales training, and after-sales customer service activities for the conclusion of insurance contracts.
Hierarchical management of sales staff
The “Measures” require that insurance institutions should establish and implement a hierarchical management system for sales personnel and conduct hierarchical management of sales personnel.
Specifically, insurance institutions caneducateBackground, years of experience, assessment status, business quality, training and testing status, integrity evaluation results, etc. are graded. The grade system should be no less than four grades, with one being the lowest grade. Sales personnel should be promoted from low to high within the hierarchical management system, and newly hired sales personnel should be graded as level one for the first time.
The “Measures” put forward requirements for the integrity management of sales staff. Insurance institutions shall establish and implement a management system for the integrity evaluation of sales personnel. The integrity evaluation should include at least the quality management status of the sales staff, the company’s rewards and penalties, the quality management status of the insurance policies sold, the status of visits and litigation, the status of supervision and punishment and the company’s internal accountability, and the status of participation in criminal cases.
rightInsurance ProductsHierarchical management
The “Measures” regulates insurance sales activities. The insurance company shall classify the product level into one to four levels based on indicators such as product complexity, risk level, and payment burden. Level one is the lowest level, and level four is the highest level.
Among them, ordinary life insurance products and accident insurance products are in principle low complexity; new life insurance products, ordinary health insurance products, and ordinary annuity insurance products are in principle medium complexity; new health insurance products, new annuity insurance products and policies Type products (named to be determined) are, in principle, highly complex. Investment-linked insurance and policy products with investment accounts and non-guaranteed returns are high-risk products. In addition, products with a payment period of one year or less are in principle low payment products; products with a payment period of 6 years and above are high payment products.
Differentiate authorization for sales staff to sell products
On the basis of the above two items, insurance institutions should establish and implement a differentiated authorized sales management system for sales personnel. According to the classification results of sales personnel and insurance product classification results, the sales personnel shall be differentiated to authorize the products that can be sold, and the product authorization catalogue shall be established one by one. The authorized scope of insurance institutions’ products should match the level of sales staff, and the scope of authorized products should be gradually expanded as sales staff levels are promoted.
Not only that, insurance companies should establish a system for assessing insurance needs and risk tolerance of policyholders. Except for group insurance, if a customer purchases long-term life insurance products, the insurance institution shall carry out the insurance demand analysis and risk tolerance assessment of the insured person before each insurance purchase to ensure that the product risk level matches the customer’s risk tolerance, and the product payment burden level , The insurance amount and payment period selected by the customer match the customer’s payment ability.
Norms and businessBankIn-depth cooperation with exclusive cooperation outlets
“Measures” for insurance companies and businessBankThe in-depth cooperation of exclusive cooperation outlets has been regulated. Each exclusive outlet can only choose one of the following cooperation modes to cooperate.
One is that insurance companies can send personnel to businessesBankExclusive cooperation outlets provide auxiliary consultation in special areas. If a commercial bank considers that the insurance company personnel are required to provide auxiliary consultation in the agency business, it shall guide the customer to the auxiliary consultation area, and record and record the entire process. If the customer has the purchase intention after receiving the auxiliary consultation, the sales staff of the commercial bank shall continue to complete the insurance sales activities. The responsibility for sales management shall be borne jointly by the insurance company and the commercial bank.
The second is that insurance companies can send sales personnel to special sales areas of exclusive cooperative outlets to sell insurance products, and provide audio and video recordings of the entire sales process, and commercial banks provide service support such as venues, audio and video recordings. The sales management responsibility shall be borne by the insurance company independently.
Avoid the purpose of stimulating short-term sales
The “Measures” require that insurance companies should establish a real-name system for sales behaviors, and record the names and practice license numbers of insurance salespersons truthfully and completely in the insurance policy and core business systems, except for sales through the Internet.At the same time, insurance companies should fully consider the possible impact of product design, sales incentive plans, and channel commission settings on insurance policy decisions and sales behaviors, and avoid stimulating short-term sales to induce consumers to surrender and recycle policies in the short term.Pledgeloan.
Insurance institutions should establish a sound management system for self-insurance and mutual insurance, clarify the approval process for self-insurance and mutual insurance, commission accrual and assessment rules, dispute resolution principles, and accountability mechanisms, and continue to strengthen self-insurance and mutual insurance. Mutual insurance management ensures that self-insurance and mutual insurance are derived from the real insurance needs of the insured and are compatible with the risk tolerance and continuous payment capabilities of the insured.
Insurance institutions shall not use the purchase of insurance products as a condition for sales personnel to enter the company, become a regular member or be promoted, and shall not allow self-insurance and mutual insurance to participate in any form ofPerformanceAssessment and business competition. Insurance institutions should prudently evaluate the commission accrual rules for self-insured parts to avoid arbitrage of self-insured parts or mutual insurance parts by sales personnel. Insurance institutions shall continue to strengthen the monitoring of risk indicators for self-insurance and mutual insurance, and take necessary management and corrective measures for branches and sales personnel whose monitoring results are obviously abnormal.
(Author: Li Zhihong, Editor: Ma Chunyuan)
(Source: 21st Century Business Herald)
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