华夏银行信用卡中心电销保险业务存在问题及解决方案摘 要华夏银行 2007 年 6 月 18 日正式发行华夏信用卡。华夏银行首发系列信用卡分为普通卡、金卡和钛金卡三种，在产品功能设计方面，华夏信用卡推出了多个创新功能与服务；在信用卡额度、还款期限、免息政策等方面皆有创新之举。另外也是为了进一步与信用卡客户建立长期稳固的合作关系，特向光大永明人寿申请了一款寿险产品以电话销售的方式提供给信用卡客户，伴随着电话销售的出现，与此相伴随的问题逐步显现，为避免问题像当初的保险代理人营销一样泛滥，我们深入认识电话销售，采取有利于电话销售长久发展的措施，对保险资源进行保护性的开发，以增强消费者对电话保险营销模式的信任度，促进电话保险业务的良性发展。本设计就目前保险电话销售的发展现状，分析出华夏银行信用卡中心电销业务存在以下三个问题：保险电销模式消费者认可度较低、售后服务不足，品牌忠诚度差、电话销售人员素质偏低。并根据出现的问题提出相应的解决方案，促进华夏银行信用卡中心的更好发展。关键词：电话销售；保险业务；发展现状；营销方案1AbstractHuaxia bank officially issued the Chinese credit card in June 18, 2007. The first series of credit cards of Huaxia Bank are divided into three kinds: ordinary card, gold card and titanium gold card. In the product function design, the Chinese credit card has several innovative functions and services, and there are innovations in credit card amount, repayment period, and interest free policy. In addition, in order to further establish a long-term and stable cooperative relationship with the credit card customers, the company has applied for a life insurance product to the credit card customers by telephone sales. With the emergence of telephone sales, the problems accompanying this are gradually appearing to avoid problems like the original insurance agent. As the marketing is overflowing, we have a deep understanding of the telephone marketing, the measures that are beneficial to the long-term development of the telep...
