Identifying the Training Needs for Life Insurance Sales Representatives via Grey System Method

摘要

This research shows the ranking ten necessary competencies for life insurance sales representatives from the most important competence to the least important, but still crucial, competence is showed as followings: ,(1) Problem solving, (2) Emotional intelligence, (3) Communication, (4) Collective competence, (5) Using IT, (6) Diversified financial service, (7) Understand customer needs, (8) Ethics, (9) Culture compatibility, and (10) Professional knowledge. The findings of this study may help life insurance companies design more effective training for their sales representatives. Moreover, this study may help life insurance companies identify priority of training needs under shortage of time and budget.