依托邮政资源实现邮政保险又快又好发展第3稿.doc

ﻩﻩ依托邮政资源,实现邮政保险又快又好发展(第3稿) 　 　 　 　第一篇：依托邮政资源，实现邮政保险又快又好发展(第3稿)依托邮政资源ﻭ 　 实现邮政保险又快又好发展ﻭ 【内容摘要】ﻭ　　　 邮政系统当前是中邮人寿发展业务唯一的代理渠道,是我们需要紧紧依靠的后援面对邮政改革和保险行业激烈的竞争环境，中邮人寿在起步展业阶段,需要思考如何依靠、依托、依恋邮政,以保费、投资双轮驱动的模式实现邮政自办保险又好又快的发展在开业之初，不仅着力于保费规模增长,更要关注公司长远发展,一是处理好与邮政/银行关系，确保展业顺利进行,二是利用邮政渠道积极开拓市场,三是积极关注经营质量,确保公司经营的各项业务品质稳步改善,为公司长远发展奠定基础１ 　 目录 目录.．.........．.....．．...．...．．...．...．．．....．..．.．....．..．........．.．..．.．...．．．...．.....．．...．..．.．．.....．......．..............．．．2背景．....．.....．.......．.．....．..．.．．........．...．．..........．．..．.．......．..．........．....．.．...．....．......．．.....．..．．．......．.．．.４第一章 　 中邮人寿发展环境的ｓｗot分析....................．..．..．.....．．．．...．.....．.．.．........．...．．..．..．.51．1优势分析（stｒength)．.．..........．..．...................．.．....．．...．...........．...．.．.....．.．．.．...．.....．...51．1.1品牌优势.．.．..．..．......．．...．．....．..．.......．...........．．..．......．..．．．.．..．．．..．.........．.．.．．.....．．．５１.1.2网点优势．.．．.．.....．．..．.....．...．.．.....．.....．....．..．．.．．.．.．..．..........．.．..．......．...．........．．.．..51.1.3企业文化优势.....．.．．...．．.....．....．...．......．..............．.．...．..．...........．..．．......．......．...６1.１.4销售渠道优势..．....．..．....．...．...．....．......．....．．..．.....．.．......．...．......．...．......．.．．．.．．....61.1.5业务品种优势.............．..........．.．..．.......．.......．........．...．...．.．......．.....．...．..．.．..．．..7１.1.6丰富的客户群体..．．．．．..．...．.......．..．...．..．.......．.......．．..........................．....．.．...．．．7１.2劣势分析(weaknesｓ).．.．．.．.．.．............．.．........．.．..............．...．．...........．...．．....．..．.....．8１．2.１专业化经营不足..．.......．....．....．．．.....．．．..．...．.......．.....．.．．．...．.．.......．.．.．....．．..．．.．．.．81.２.2邮政自办保险仍需较长的摸索和磨合．...．...．...．....．.......．.......．．..．．．...．.．............８1.2．3在邮政代理渠道中还需积累竞争经验．.．.....．．...．．......．.．....．...．...．.．.....．.．...........8１．2.4仍需加强合规和风险管控．.......．．...．．..．......．．..．....．．.．......．.．....．...．．..．.．.......．......91.３机会分析（opportuｎｉｔies)...．．..．．..．．..........．..．.....．...．...........．......．...．．..．．.．......．.．.......９1．3.1国家扶持“三农”保险市场发展.．．.．...．.......．．...．..．..．.........．..................．........91.3．2银保业务进入转型和快速发展时期..．．...．.．...．..．..．..........．......．.．．．．..．．．．．.．...．.....9１.3.3客户群体日益成熟．．.....．....．....．..．..．..．.．...．....．......．..．......．．.....．..．...．.．..．.......．..．.91.4威胁分析（threａts）...．．...．.．..........．...．.....．.....．.．．．．.．.．..．..．.．.........．..．.........．...．．．．........．.101.4.1代理多家公司产品引起客户资源流向竞争对手..．．........．.....．．．...．..．．..．...．......101．4.2警惕产品结构失衡的风险..．．..．．...．..．....．................．..．....．....．.．......．.....．.....．．.101．4．3保险行业竞争激烈..．．.．.．.......．.．.．．．...．．.......．...．......．........．.．．．....．.....................1１1.4.４合规风险.......．...．.........．..．．．．.．．．..．..．．..．...．．........．．......．.．．．.．...........．.．...............１１第二章　 　 人寿保险的市场现状分析．.．．........．..．...．．.......．...．.．........．.....．．..．.....．....．................122.1农村寿险市场现状．．........．．．．.........．．．..........．...........．...．..．．．．...．.．......．....．．...．......．.．.．1２２.1.1当前农村保险市场特点.......．.........．...．.....．.．.．．．............．..．．.......．....．.．....．..．.．.1２2.1.2农村居民保险消费的特点.．..．..．.......．．．..．..........．.......．.．...．......．.．.............．....122.1.3农村保险市场的主要竞争对手.......．.......．．．....．．..．......．.............．....．.........．...1３２.1．４农村保险市场的销售策略分析.．..．.....．......．....．．.....．.．...............．...．．..．.．..．.．...１３2.2城市寿险市场现状．..............．....．...．........．..．........．．.．......．........．.............．．......．．..．..1３2.2．1城市保险市场的销售渠道．...．.．......．...．...．.．..．..．．．.．.....．........．.．.....．....．.．..．....．．1３２．２．2中邮人寿的销售策略分析.....．..．..．.．..．...．．....．...．....．．..．．．．．．..．..．.......．...．.......．..14第三章ﻭ 　落实中邮人寿战略的发展策略..．.....．...．.．.．........．........．..．...........．..．..．....．....．.....．.．１53.1准确定位,妥善处理与邮政/银行的关系..．..．.....．....．..．..．.......．.....．．...．．...．....．．.....．．．153.2合理激励，共享利益,共赢发展........．.．...．．......．．.．.．．．．...........．...．．．..．..........．.．.....．.153.３结合优势与机会，利用以下资源．．...........．．．．．．.....．．.．．．..．...．...．.．..．....．.....．.．.....．.．．..．.163.4严密监控,消除以下消极因素..........．...．......．.．.....．......．．.......．.....．..．.......．.........．...16第四章ﻭ 　 　发展中邮人寿业务的几点想法．..............．...．.．..．..．...．....．....．．．.....．.....．......．...．..．.．..１74.1在系统内部强化邮政自办保险的概念.....．．．.．．........．．.．..．.．．.............．．.....．．...．..．.....．．174.1.1向兄弟单位灌输中邮人寿是邮政自办保险的概念．.．......．..．．．..．...............．....17４.1.2在中邮人寿公司内部覆盖邮政文化．...．.......．...．.....．..．.．．.．..．..．.....．．.．．...．．．.．...．18 　　　 ２4.2加大“邮政保险”的宣传力度,培育市场群体．..........．．.．...．.....．...．...．...．.．.........．..１84.２.1在农村积极普及小额保险.......．.．.．......．.．．.．．..........．..．...........．．.......．.......．．..．.194.2.２在城市积极宣传中邮人寿服务便捷的优势.．........．.．...．...．.......．...．....．．...．.．..．.1９4.3依托渠道、回避分红战,打好亲情服务制胜牌...．．.．.．.....．.．..．..．．...．........．．．．...．...．．..20４．4实现客户资源综合开发，实现集团利益最大化．....．..．....．..．....．...．...．...．.............．．.．2１4.4．1大力吸收客户资源,实现保费、客户规模双增长....．．......．..．...．.....．.．...．.．..．.2１4.4.2鼓励开发承保客户资源,实现产品结构调整.......．．．.．．...........．.....．．.........．．．．２１4.4．3鼓励开发团险和大客户．.．.．..．.．....．..．..．.．..．...．..．.．。