摘 要近年来，在经济快速发展的大背景下，人民生活水平也逐渐提高，促使人们的保障意识也逐渐提高，随之而来的，保险行业的竞争也日趋激烈。电话销售和互联网寿险等信息销售模式就是在激烈竞争的市场环境中出现出的新型营销方式，是通过电话、互联网等进行快速便捷的通讯方式，将产品信息在短时间内有效便捷的传递给客户。近几年，电销模式已经成为很多企业营销模式的首选，无需面对面和走出去即可实现交易，为人们的生活提供了极大地便利。由于保险电销模式的特殊性，不能直接与客户进行联系，所以在发展过程中显露出了种种不足及限制性因素，制约着电销行业的发展，拿平安寿险沈阳电销中心为例，客户信息数据质量不高，经常出现错号空号等现象，消磨电销从业人员的积极性，导致工作效率低下，浪费时间成本；寿险电销人员专业素质不高，管理困难，消极怠工；电销行业人员流动性大，导致一部分客户随销售人员流失。这些问题都是制约寿险电销发展模式的关键，完善和解决这些问题，有利于电话销售模式更好的应用于保险行业，也利于提高保险行业电话营销方式的安全性和可靠性。关键词：电销模式；SWOT 分析；拓展方案AbstractIn recent years, in the context of rapid economic development, people’s living standards have gradually improved. Promote people’s security awareness is also gradually improved, followed by the increasingly fierce competition in the insurance industry. Telemarketing, internet life insurance and other information sales models are new marketing methods emerging in the fiercely competitive market environment. They are quick and convenient communication methods such as telephone and Internet, which effectively and conveniently deliver product information to customers in a short time. In recent years, the telephone sales mode has become the first choice of many enterprises, which can realize transactions without face to face and going out, providing great convenience for residents live.Due to the particularity of the insurance e-sales mode, it is impossible to contact with customers directly, so in the pr...
