流动性大、收入低，保险营销员的下一站在哪儿？
<section style="box-sizing: border-box;"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin-top: 10px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;"><section style="display: inline-block;width: 100%;vertical-align: top;border-style: solid;border-width: 3px;border-radius: 8px;border-color: rgb(62, 62, 62);padding: 5px;overflow: hidden;box-sizing: border-box;"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="text-align: right;margin-top: 5px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;"><section style="display: inline-block;width: 98%;vertical-align: top;background-color: rgba(255, 183, 77, 0.55);box-sizing: border-box;"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="text-align: left;margin: -5px 0% 5px;transform: translate3d(-5px, 0px, 0px);-webkit-transform: translate3d(-5px, 0px, 0px);-moz-transform: translate3d(-5px, 0px, 0px);-o-transform: translate3d(-5px, 0px, 0px);box-sizing: border-box;"><section style="display: inline-block;width: 100%;vertical-align: top;background-color: rgba(254, 183, 77, 0.55);padding: 15px;box-sizing: border-box;"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="box-sizing: border-box;"><section style="line-height: 1.8;text-align: justify;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">近日，中国保险行业协会发布了《2015-2018年中国保险营销员普查报告》（以下简称“报告”）。报告显示，受2015年取消营销员资格考试政策实施的影响，保险营销员人数从2015年开始快速上升，同时，退出（脱落）人数也呈上升趋势，<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">整个营销员队伍人员流动性较大。</strong></span>2015-2017年寿险营销员保持75%以上增员率的同时，脱落率也一直在50%上下。此外，随着整个行业的快速发展，保险营销员中低收入人员比重在逐年下降，但是<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">绝大多数人仍处于低收入水平，月均收入不足2000元的占比超过半数。</strong></span></p></section></section></section></section></section></section></section></section></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="box-sizing: border-box;"><section style="box-sizing: border-box;"><p style="box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="text-align: center;margin: 20px 0% 10px;box-sizing: border-box;"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;padding-right: 8px;padding-bottom: 8px;padding-left: 8px;background-color: rgb(245, 213, 66);box-sizing: border-box;"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin-top: -10px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;"><section style="padding: 3px;display: inline-block;border-bottom: 1px solid rgb(62, 62, 62);line-height: 1;letter-spacing: 0.8px;font-size: 18px;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">我国保险营销员女性为主、学历偏低</strong></p></section></section></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-top: 6px solid rgb(255, 111, 0);border-left: 6px solid rgb(255, 111, 0);border-right-color: rgb(255, 111, 0);border-bottom-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-top: 6px solid rgb(255, 111, 0);border-right: 6px solid rgb(255, 111, 0);border-bottom-color: rgb(255, 111, 0);border-left-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="display: inline-block;color: transparent;clear: both;box-sizing: border-box;"></section></section><section style="border-width: 1px;border-style: none solid;border-color: rgb(255, 111, 0);border-radius: 6px;word-wrap: break-word;box-sizing: border-box;margin: -13px 3px;padding: 12px;background-color: rgb(255, 255, 255);"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="text-align: justify;line-height: 1.8;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">报告显示，从2014年至2018年，<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">保险营销员女性占比一直高于男性。</strong></span>其中，寿险公司女性营销员占比较为稳定，一直保持在70%上下；产险公司的男性营销员占比呈现逐年小幅增长的趋势，截至2018年已达49.12%，基本与女性营销员相当。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">从学历来看，<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">保险营销员的学历以高中及中专、大专学历为主</strong></span>，2018年高中及以下学历人群占比超过65%，本科及以上学历占比不足13%。值得关注的是，寿险公司营销员整体学历水平低于产险公司，更缺少高学历的精英人才。这无疑为寿险行业转型、回归保障，重点销售较为复杂的保障性人身险产品带来了一定压力。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;"><span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">培训对于营销员展业具有实质帮助，但是，我国营销员月均培训时长普遍集中在16小时以下。</strong></span>报告显示，仅有29.16%的营销员月均培训时长在16小时以上。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">从培训的内容来看，当前营销员培训重保险知识和营销技巧，轻法律法规和道德规范。报告显示，90%的营销员接受了保险专业知识的培训，75%的营销员接受了营销技巧的培训，但是，基础金融知识、法律法规特别是禁止性规定、行为道德规范等方面的培训参与人数相对较少，均在50%上下。</p></section></section></section></section><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-bottom: 6px solid rgb(255, 111, 0);border-left: 6px solid rgb(255, 111, 0);border-top-color: rgb(255, 111, 0);border-right-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-bottom: 6px solid rgb(255, 111, 0);border-right: 6px solid rgb(255, 111, 0);border-top-color: rgb(255, 111, 0);border-left-color: rgb(255, 111, 0);box-sizing: border-box;"></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-top: 6px solid rgb(255, 167, 38);border-left: 6px solid rgb(255, 167, 38);border-right-color: rgb(255, 167, 38);border-bottom-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-top: 6px solid rgb(255, 167, 38);border-right: 6px solid rgb(255, 167, 38);border-bottom-color: rgb(255, 167, 38);border-left-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="display: inline-block;color: transparent;clear: both;box-sizing: border-box;"></section></section><section style="border-width: 1px;border-style: solid none;border-color: rgb(255, 167, 38);border-radius: 6px;word-wrap: break-word;box-sizing: border-box;margin: -13px 3px;padding: 12px;background-color: rgb(255, 255, 255);"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;"><section style="max-width: 100%;vertical-align: middle;display: inline-block;box-sizing: border-box;"><img data-ratio="0.5390625" src="https://lymx.com.cn/source/plugin/csdn123_news/display_picture.php?url=https%3A%2F%2Fmmbiz.qpic.cn%2Fmmbiz_jpg%2FaNjLObicsY9icShCicbmamibdP5xQFK7RRvp6nBIcS761Z1yY65IFOrDNXIRbU2iayiaHL0UhdPKNJAQsyQQrhkKZ4DQ%2F640%3Fwx_fmt%3Djpeg" data-type="jpeg" data-w="640" style="vertical-align: middle;box-sizing: border-box;"></section></section></section></section><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-bottom: 6px solid rgb(255, 167, 38);border-left: 6px solid rgb(255, 167, 38);border-top-color: rgb(255, 167, 38);border-right-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-bottom: 6px solid rgb(255, 167, 38);border-right: 6px solid rgb(255, 167, 38);border-top-color: rgb(255, 167, 38);border-left-color: rgb(255, 167, 38);box-sizing: border-box;"></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="box-sizing: border-box;"><section style="box-sizing: border-box;"><p style="box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="text-align: center;margin: 20px 0% 10px;box-sizing: border-box;"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;padding-right: 8px;padding-bottom: 8px;padding-left: 8px;background-color: rgb(245, 213, 66);box-sizing: border-box;"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin-top: -10px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;"><section style="padding: 3px;display: inline-block;border-bottom: 1px solid rgb(62, 62, 62);line-height: 1;letter-spacing: 0.8px;font-size: 18px;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">寿险营销员脱落率在50%上下</strong></p></section></section></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-top: 6px solid rgb(255, 111, 0);border-left: 6px solid rgb(255, 111, 0);border-right-color: rgb(255, 111, 0);border-bottom-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-top: 6px solid rgb(255, 111, 0);border-right: 6px solid rgb(255, 111, 0);border-bottom-color: rgb(255, 111, 0);border-left-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="display: inline-block;color: transparent;clear: both;box-sizing: border-box;"></section></section><section style="border-width: 1px;border-style: none solid;border-color: rgb(255, 111, 0);border-radius: 6px;word-wrap: break-word;box-sizing: border-box;margin: -13px 3px;padding: 12px;background-color: rgb(255, 255, 255);"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="text-align: justify;line-height: 1.8;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">报告显示，受2015年取消营销员资格考试政策实施的影响，保险营销员人数从2015年开始快速上升，2015-2017年均绝对增长率超过30%，<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">每年净增数均超过110万，2017年末达到784.64万人</strong></span>（中介机构营销员未纳入统计范围，下同）。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">但<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">从2018年情况看，保险营销员人数出现负增长</strong></span>，截止到2018年5月，全国共有保险营销员约764万人，其中产险营销员约114万人，寿险营销员约650万人，总人数较2017年同比下降2.65%。这其中固然受保险公司“一季度主打开门红、二三季度抓组织发展”传统习惯的影响，但总体而言，之前几年人数快速增长的趋势在今年难以持续。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">与行业每年的增员人数快速增加同步，退出（脱落）人数也呈上升趋势，这一点在寿险公司中反映的更为明显。2015-2017年寿险营销员保持75%以上增员率的同时，脱落率也一直在50%上下。</p></section></section></section></section><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-bottom: 6px solid rgb(255, 111, 0);border-left: 6px solid rgb(255, 111, 0);border-top-color: rgb(255, 111, 0);border-right-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-bottom: 6px solid rgb(255, 111, 0);border-right: 6px solid rgb(255, 111, 0);border-top-color: rgb(255, 111, 0);border-left-color: rgb(255, 111, 0);box-sizing: border-box;"></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-top: 6px solid rgb(255, 167, 38);border-left: 6px solid rgb(255, 167, 38);border-right-color: rgb(255, 167, 38);border-bottom-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-top: 6px solid rgb(255, 167, 38);border-right: 6px solid rgb(255, 167, 38);border-bottom-color: rgb(255, 167, 38);border-left-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="display: inline-block;color: transparent;clear: both;box-sizing: border-box;"></section></section><section style="border-width: 1px;border-style: solid none;border-color: rgb(255, 167, 38);border-radius: 6px;word-wrap: break-word;box-sizing: border-box;margin: -13px 3px;padding: 12px;background-color: rgb(255, 255, 255);"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;"><section style="max-width: 100%;vertical-align: middle;display: inline-block;box-sizing: border-box;"><img data-ratio="0.5578125" src="https://lymx.com.cn/source/plugin/csdn123_news/display_picture.php?url=https%3A%2F%2Fmmbiz.qpic.cn%2Fmmbiz_jpg%2FaNjLObicsY9icShCicbmamibdP5xQFK7RRvpc0l8Rbgd1icycL56vJdiak7U8MgIlywEhE0WLDLf3Vgv4vYfjHzDJhBw%2F640%3Fwx_fmt%3Djpeg" data-type="jpeg" data-w="640" style="vertical-align: middle;box-sizing: border-box;"></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="text-align: center;margin-top: 10px;margin-bottom: 10px;box-sizing: border-box;"><section style="max-width: 100%;vertical-align: middle;display: inline-block;box-sizing: border-box;"><img data-ratio="0.40625" src="https://lymx.com.cn/source/plugin/csdn123_news/display_picture.php?url=https%3A%2F%2Fmmbiz.qpic.cn%2Fmmbiz_jpg%2FaNjLObicsY9icShCicbmamibdP5xQFK7RRvp3TWHTkhzAlYbbvIFrxOEIDMAyN1eS8R5ichIGTveXDSwNpfmcOibhvcw%2F640%3Fwx_fmt%3Djpeg" data-type="jpeg" data-w="640" style="vertical-align: middle;box-sizing: border-box;"></section></section></section></section><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-bottom: 6px solid rgb(255, 167, 38);border-left: 6px solid rgb(255, 167, 38);border-top-color: rgb(255, 167, 38);border-right-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-bottom: 6px solid rgb(255, 167, 38);border-right: 6px solid rgb(255, 167, 38);border-top-color: rgb(255, 167, 38);border-left-color: rgb(255, 167, 38);box-sizing: border-box;"></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-top: 6px solid rgb(255, 111, 0);border-left: 6px solid rgb(255, 111, 0);border-right-color: rgb(255, 111, 0);border-bottom-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-top: 6px solid rgb(255, 111, 0);border-right: 6px solid rgb(255, 111, 0);border-bottom-color: rgb(255, 111, 0);border-left-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="display: inline-block;color: transparent;clear: both;box-sizing: border-box;"></section></section><section style="border-width: 1px;border-style: none solid;border-color: rgb(255, 111, 0);border-radius: 6px;word-wrap: break-word;box-sizing: border-box;margin: -13px 3px;padding: 12px;background-color: rgb(255, 255, 255);"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="text-align: justify;line-height: 1.8;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;"><span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">低从业年限、低职级是营销员流动性的“不稳定因子”。</strong></span>报告显示，受2015年以来新进入行业的营销员人数快速增长影响，工作年限在1年以内和1-3年的保险营销员占比明显上升，而工作年限在3年以上的仅占约16%。相对而言，保险营销员的从业时间越长，对行业的认知就会越加深刻，获得成功的概率就越大。而目前整个行业中工作年限较短的人数占据较大比重，给行业的持续经营带来了不稳定因素。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">此外，职级越高的营销员曾从事过的公司数量越多，预期留在公司的时间越久。这一趋势与从业年限类似，虽然高职级的员工曾经在较多企业中工作过，但正是因为这些工作经验帮助他们排除了不稳定因素，同时较高的职级也使这类型的员工更珍惜当前的工作，稳定性更高。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;"><span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">报告还显示，缺少归属感和收入水平低是高流动率的“导火索”。</strong></span>有一半的营销员选择了 “收入来源单一，收入水平偏低且不稳定”以及与保险公司“关系不稳定，缺少归属感”这两个选项；其次是“缺少劳动保障”和“税负较重”，占比均超过三分之一。通过对比不同年龄对于高流动性的看法，可以发现，税负较重对于高龄营销员来说是更重要的因素，而职业发展问题则是较年轻的营销员主要担忧的问题。</p></section></section></section></section><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-bottom: 6px solid rgb(255, 111, 0);border-left: 6px solid rgb(255, 111, 0);border-top-color: rgb(255, 111, 0);border-right-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-bottom: 6px solid rgb(255, 111, 0);border-right: 6px solid rgb(255, 111, 0);border-top-color: rgb(255, 111, 0);border-left-color: rgb(255, 111, 0);box-sizing: border-box;"></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-top: 6px solid rgb(255, 167, 38);border-left: 6px solid rgb(255, 167, 38);border-right-color: rgb(255, 167, 38);border-bottom-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-top: 6px solid rgb(255, 167, 38);border-right: 6px solid rgb(255, 167, 38);border-bottom-color: rgb(255, 167, 38);border-left-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="display: inline-block;color: transparent;clear: both;box-sizing: border-box;"></section></section><section style="border-width: 1px;border-style: solid none;border-color: rgb(255, 167, 38);border-radius: 6px;word-wrap: break-word;box-sizing: border-box;margin: -13px 3px;padding: 12px;background-color: rgb(255, 255, 255);"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;"><section style="max-width: 100%;vertical-align: middle;display: inline-block;box-sizing: border-box;"><img data-ratio="0.5953125" src="https://lymx.com.cn/source/plugin/csdn123_news/display_picture.php?url=https%3A%2F%2Fmmbiz.qpic.cn%2Fmmbiz_jpg%2FaNjLObicsY9icShCicbmamibdP5xQFK7RRvpOacYk72g4KPTdvrptMX7NMfRqxJDibaJvN1cdDia0dgfEE0gbyvZVb5w%2F640%3Fwx_fmt%3Djpeg" data-type="jpeg" data-w="640" style="vertical-align: middle;box-sizing: border-box;"></section></section></section></section><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-bottom: 6px solid rgb(255, 167, 38);border-left: 6px solid rgb(255, 167, 38);border-top-color: rgb(255, 167, 38);border-right-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-bottom: 6px solid rgb(255, 167, 38);border-right: 6px solid rgb(255, 167, 38);border-top-color: rgb(255, 167, 38);border-left-color: rgb(255, 167, 38);box-sizing: border-box;"></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="box-sizing: border-box;"><section style="box-sizing: border-box;"><p style="box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="text-align: center;margin: 20px 0% 10px;box-sizing: border-box;"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;padding-right: 8px;padding-bottom: 8px;padding-left: 8px;background-color: rgb(245, 213, 66);box-sizing: border-box;"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin-top: -10px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;"><section style="padding: 3px;display: inline-block;border-bottom: 1px solid rgb(62, 62, 62);line-height: 1;letter-spacing: 0.8px;font-size: 18px;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">50%的营销员月收入低于2000元</strong></p></section></section></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-top: 6px solid rgb(255, 111, 0);border-left: 6px solid rgb(255, 111, 0);border-right-color: rgb(255, 111, 0);border-bottom-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-top: 6px solid rgb(255, 111, 0);border-right: 6px solid rgb(255, 111, 0);border-bottom-color: rgb(255, 111, 0);border-left-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="display: inline-block;color: transparent;clear: both;box-sizing: border-box;"></section></section><section style="border-width: 1px;border-style: none solid;border-color: rgb(255, 111, 0);border-radius: 6px;word-wrap: break-word;box-sizing: border-box;margin: -13px 3px;padding: 12px;background-color: rgb(255, 255, 255);"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="text-align: justify;line-height: 1.8;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">营销员收入情况的改善离不开整个行业的快速发展。报告显示，近年来低收入人员比重在逐年下降，而<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">高收入人员比重在逐年上升，其中月均收入在2万元及以上的人数占3.35%</strong></span>，较2014年同比上升了1.36个百分点。但是，月均收入不足2000元的人员占比仍然超过半数，新增人员月均收入在2000元及以下的比重高达六成以上，绝大多数人仍处于低收入水平。</p></section></section></section></section><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-bottom: 6px solid rgb(255, 111, 0);border-left: 6px solid rgb(255, 111, 0);border-top-color: rgb(255, 111, 0);border-right-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-bottom: 6px solid rgb(255, 111, 0);border-right: 6px solid rgb(255, 111, 0);border-top-color: rgb(255, 111, 0);border-left-color: rgb(255, 111, 0);box-sizing: border-box;"></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-top: 6px solid rgb(255, 167, 38);border-left: 6px solid rgb(255, 167, 38);border-right-color: rgb(255, 167, 38);border-bottom-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-top: 6px solid rgb(255, 167, 38);border-right: 6px solid rgb(255, 167, 38);border-bottom-color: rgb(255, 167, 38);border-left-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="display: inline-block;color: transparent;clear: both;box-sizing: border-box;"></section></section><section style="border-width: 1px;border-style: solid none;border-color: rgb(255, 167, 38);border-radius: 6px;word-wrap: break-word;box-sizing: border-box;margin: -13px 3px;padding: 12px;background-color: rgb(255, 255, 255);"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;"><section style="max-width: 100%;vertical-align: middle;display: inline-block;box-sizing: border-box;"><img data-ratio="0.559375" src="https://lymx.com.cn/source/plugin/csdn123_news/display_picture.php?url=https%3A%2F%2Fmmbiz.qpic.cn%2Fmmbiz_jpg%2FaNjLObicsY9icShCicbmamibdP5xQFK7RRvpLlM9JueNkWtjpsCuVaR6GcmjGicMUOAAGdmrf5KHoqIC9icq0T0lxF0w%2F640%3Fwx_fmt%3Djpeg" data-type="jpeg" data-w="640" style="vertical-align: middle;box-sizing: border-box;"></section></section></section></section><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-bottom: 6px solid rgb(255, 167, 38);border-left: 6px solid rgb(255, 167, 38);border-top-color: rgb(255, 167, 38);border-right-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-bottom: 6px solid rgb(255, 167, 38);border-right: 6px solid rgb(255, 167, 38);border-top-color: rgb(255, 167, 38);border-left-color: rgb(255, 167, 38);box-sizing: border-box;"></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-top: 6px solid rgb(255, 167, 38);border-left: 6px solid rgb(255, 167, 38);border-right-color: rgb(255, 167, 38);border-bottom-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-top: 6px solid rgb(255, 167, 38);border-right: 6px solid rgb(255, 167, 38);border-bottom-color: rgb(255, 167, 38);border-left-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="display: inline-block;color: transparent;clear: both;box-sizing: border-box;"></section></section><section style="border-width: 1px;border-style: solid none;border-color: rgb(255, 167, 38);border-radius: 6px;word-wrap: break-word;box-sizing: border-box;margin: -13px 3px;padding: 12px;background-color: rgb(255, 255, 255);"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="text-align: center;margin-right: 0%;margin-left: 0%;box-sizing: border-box;"><section style="max-width: 100%;vertical-align: middle;display: inline-block;box-sizing: border-box;"><img data-ratio="0.5265625" src="https://lymx.com.cn/source/plugin/csdn123_news/display_picture.php?url=https%3A%2F%2Fmmbiz.qpic.cn%2Fmmbiz_jpg%2FaNjLObicsY9icShCicbmamibdP5xQFK7RRvp4ZACvIRpJHOwNYKk78BbIfZoXA6GuIVEy2qDf3uNrYB2cjvia8jcmcg%2F640%3Fwx_fmt%3Djpeg" data-type="jpeg" data-w="640" style="vertical-align: middle;box-sizing: border-box;"></section></section></section></section><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-bottom: 6px solid rgb(255, 167, 38);border-left: 6px solid rgb(255, 167, 38);border-top-color: rgb(255, 167, 38);border-right-color: rgb(255, 167, 38);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-bottom: 6px solid rgb(255, 167, 38);border-right: 6px solid rgb(255, 167, 38);border-top-color: rgb(255, 167, 38);border-left-color: rgb(255, 167, 38);box-sizing: border-box;"></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-top: 6px solid rgb(255, 111, 0);border-left: 6px solid rgb(255, 111, 0);border-right-color: rgb(255, 111, 0);border-bottom-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-top: 6px solid rgb(255, 111, 0);border-right: 6px solid rgb(255, 111, 0);border-bottom-color: rgb(255, 111, 0);border-left-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="display: inline-block;color: transparent;clear: both;box-sizing: border-box;"></section></section><section style="border-width: 1px;border-style: none solid;border-color: rgb(255, 111, 0);border-radius: 6px;word-wrap: break-word;box-sizing: border-box;margin: -13px 3px;padding: 12px;background-color: rgb(255, 255, 255);"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="text-align: justify;line-height: 1.8;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">随着工作年限的增长，营销员积累了人脉和经验后，年收入也随之增长，但<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">整体的收入水平还是在月均1万元以下。</strong></span></p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">从营销员收入来源来看，<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">普通业务员的收入来源比较单一，主要依靠佣金收入</strong></span>，其佣金收入低于1%的比例高达41.2%；<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">高级别的营销员往往承担团队管理职责，享受组织利益或相关管理津贴</strong></span>，其佣金外收入占比也相对更高，<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">总监级别的营销员佣金外收入占比高于20%的有23.8%。</strong></span></p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">报告显示，在各学历营销员中，<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">绩优营销员（保费30万元及以上）随着学历的提升而明显上升，硕士及以上学历人群中高绩效营销员占比最高，约占39.94%</strong></span>，而高中以下学历总绩优营销员仅占13.53%。绩优营销员占比随着从业年限的增加而上升，从业10年以上的营销员中绩优营销员占比高达53.38%。此外，受行业特点的影响，产险和寿险公司中绩优营销员曾经从事行业的种类有所不同。由于产险业务主要来自车险、企财险等，因此曾经在制造业及交通运输、仓储、邮政业工作过的人员中，产险绩优营销员产生率最高；而寿险营销员中，有银行、其他金融业和房地产行业背景的成为绩优营销员的可能性较大。</p></section></section></section></section><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-bottom: 6px solid rgb(255, 111, 0);border-left: 6px solid rgb(255, 111, 0);border-top-color: rgb(255, 111, 0);border-right-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-bottom: 6px solid rgb(255, 111, 0);border-right: 6px solid rgb(255, 111, 0);border-top-color: rgb(255, 111, 0);border-left-color: rgb(255, 111, 0);box-sizing: border-box;"></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="box-sizing: border-box;"><section style="box-sizing: border-box;"><p style="box-sizing: border-box;"><br style="box-sizing: border-box;"></p></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="text-align: center;margin: 20px 0% 10px;box-sizing: border-box;"><section style="display: inline-block;min-width: 10%;max-width: 100%;vertical-align: top;padding-right: 8px;padding-bottom: 8px;padding-left: 8px;background-color: rgb(245, 213, 66);box-sizing: border-box;"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin-top: -10px;margin-right: 0%;margin-left: 0%;box-sizing: border-box;"><section style="padding: 3px;display: inline-block;border-bottom: 1px solid rgb(62, 62, 62);line-height: 1;letter-spacing: 0.8px;font-size: 18px;box-sizing: border-box;"><p style="box-sizing: border-box;"><strong style="box-sizing: border-box;">下一站：走精品化之路+建立诚信体系</strong></p></section></section></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-top: 6px solid rgb(255, 111, 0);border-left: 6px solid rgb(255, 111, 0);border-right-color: rgb(255, 111, 0);border-bottom-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-top: 6px solid rgb(255, 111, 0);border-right: 6px solid rgb(255, 111, 0);border-bottom-color: rgb(255, 111, 0);border-left-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="display: inline-block;color: transparent;clear: both;box-sizing: border-box;"></section></section><section style="border-width: 1px;border-style: none solid;border-color: rgb(255, 111, 0);border-radius: 6px;word-wrap: break-word;box-sizing: border-box;margin: -13px 3px;padding: 12px;background-color: rgb(255, 255, 255);"><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="margin: 10px 0%;box-sizing: border-box;"><section style="text-align: justify;line-height: 1.8;box-sizing: border-box;"><p style="white-space: normal;box-sizing: border-box;">2017年以来，保险业切实贯彻“保险姓保”，在行业发展中更加突出保险的风险保障功能，以寿险公司为例，更加注重发展长期储蓄型和保障型产品较多的期缴业务，而该类业务正是营销员为主的个险渠道的核心优势。2018年前三季度，该渠道共实现保费收入1.5万亿元，占全国总保费的48.3%。下一阶段，随着行业持续推动转型升级，各家公司在营销员发展方面投入的关注和资源只会进一步提升，这也为营销员队伍的发展提供更多助力。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">同时，监管部门对营销员的发展也极为关心，2018年7月，银保监会下发了《保险代理人监管规定(征求意见稿)》，力求通过构建新的保险营销员监管制度框架，规范营销员市场准入、行为规范、经营规则、市场退出等一系列行为，不断强化合规管理以及经营机构管理职责，为行业以及营销员发展提供健康、可持续的监管环境和经营环境，推动营销员队伍有序发展。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">对此，报告建议，坚定发展营销员队伍的信心，走“精品营销”发展之路；加强营销员诚信体系建设，提升队伍素质形象。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">具体来说，在精品化发展方面，<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">一是</strong></span>探索建立更为合理的代理人基本法和组织结构、运行模式，尝试引入独立代理人制度和代理人扁平化管理机制，通过减少营销员队伍中间层级，降低经营成本和保险费率；<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">二是</strong></span>转变代理人的传统营销理念和销售职能，要更多站在消费者的角度，成为他们咨询风险保障的专业顾问，提升保险营销的附加值；<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">三是</strong></span>要走出单纯依赖“人”开展营销的模式，加强与网销、电销等渠道之同互通合作，实现线上线下信息共享，资源融合，强化落地服务；<span style="color: rgb(55, 111, 188);box-sizing: border-box;"><strong style="box-sizing: border-box;">四是</strong></span>要借力科技手段为营销员赋能，借助云计算与大数据分析细分市场和客户，为营销员提供精准目标群体，提升销售队伍平均产能和留存率。</p><p style="white-space: normal;box-sizing: border-box;"><br style="box-sizing: border-box;"></p><p style="white-space: normal;box-sizing: border-box;">在诚信体系建设方面，目前我国全民统一的诚信体系正在逐步建立完善中，保险行业协会也建立了营销员个人信息查询系统。建议下阶段进一步完善相关系统，全面记录的销员的违规记录、有效投诉记录和销售状况，并纳入国家个人信用信息管理系统，一方面便于客户查询营销员的销售记录和诚信记录，决定是否在该名营销员处投保，并为营销员进行信用评级打分；另一方面在大数据系统的帮助下，保险公司可以实现营销员销售和诚信数据的后台监控分析，提升营销员的管理透明度，引导整体营销队伍形成诚信至上的行业氛围，改善惟业绩是举的观念，切实提升营销质量。</p></section></section></section></section><section style="height: 16px;box-sizing: border-box;"><section style="height: 100%;width: 24px;float: left;border-bottom: 6px solid rgb(255, 111, 0);border-left: 6px solid rgb(255, 111, 0);border-top-color: rgb(255, 111, 0);border-right-color: rgb(255, 111, 0);box-sizing: border-box;"></section><section style="height: 100%;width: 24px;float: right;border-bottom: 6px solid rgb(255, 111, 0);border-right: 6px solid rgb(255, 111, 0);border-top-color: rgb(255, 111, 0);border-left-color: rgb(255, 111, 0);box-sizing: border-box;"></section></section></section></section><section class="V5" style="box-sizing: border-box;" powered-by="xiumi.us"><section style="box-sizing: border-box;"><section style="text-align: right;box-sizing: border-box;"><p style="box-sizing: border-box;">图表来源：中保协《2015-2018年中国保险营销员普查报告》<br style="box-sizing: border-box;"></p><p style="box-sizing: border-box;">中国保险报记者 朱艳霞</p><p style="box-sizing: border-box;">编辑 房文彬</p></section></section></section></section>
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