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保险实训报告书精编4篇

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保险实训报告书篇1

实习的每一天是繁忙而又充实的,每天的劳顿换来工作上的一点点起色和认可是值得的。

实习期间我主要跟随寿险部的齐总拓展企业补充医疗保险业务,每天的工作内容有电话约见,客户拜访,合同谈判,还有后期的企业年金的产品宣导。每一项工作都让我学到了新的知识,开拓了我的视野,让我在全新的感受中不断收获进步的喜悦。我从实习的每一个阶段来谈我的感受,希望我的这篇商业保险行业实习报告可以作为参考范例。

天和是于20xx年成立的保险经纪机构,公司董事长和产寿险部总经理都是保险营销精英出身,目前在上海有一家分公司。产险方面以与中石化合作为基础不断拓展新业务,寿险以企业补充医疗保险为主逐步推广企业年金,客户有北京市卷烟厂等一些大型企业。公司规模不大,人事结构简单,内勤人员每个人既负责承保也负责客服,各自按客户划分工作范围和职责。秘书,出纳,人事由助理一肩挑。外勤人员负责业务联系,底薪加提成,激励机制简单易行。我选择天和实习,因为它小而员工分工不细,我可以在两个半月的时间里接触参与到每一个工作环节而不会因为是实习生受到排斥。

承保,客服也好,外勤业务洽谈也好,都需要了解险种和合同条款。所以我首先是学习企业补充医疗保险的合同条款。通过一段时间的学习,我感觉各个公司的合同条款相差无几,都是直接在基本医疗保险的基础上确定费用保险项目和费用保险层次,只是需要被保险共同分担的部分可以通过企业补充医疗保险让保险人分摊一部分,这样能够再次降低被保险人的费用负担。比如说,保险公司可报销的药品和诊疗项目完全与基本医疗一致,都是以《北京市基本医疗保险和工伤保险药品目录》为准(详情可参考具体合同)。保险人只需根据客户想要报销的比例来厘算费率。所以产品差异化不明显,那么保险公司或中介机构只能靠客户关系和售后服务取胜。

在熟悉了险种和合同条款之后,接下来我的实习工作就是承保与客服。因为企业补充医疗保险是团体险,而且参加了基本医疗的在职和退休职工都能参与(有些将被保险扩展到职工子女),所以没有核保,没有体检,保险经纪公司需要做的就是统计被保险人的性别,年龄和人数,根据企业保障程度需要和保险公司协商起草保险合同条款。协商合同内容是一项艰巨的任务,作为经纪公司代表客户,在合同里应尽量考虑到客户利益,尽量争取更有利的承保条件,所以必须字斟句酌。比如说新增被保险人的条件,离职被保险人的退费,索赔的期限,保险责任,除外责任等项目。事实证明,每一条每一款双方都要沟通许多个来回,最终达成一致意见需要一段时间的磨合。而我们在磨合中逐渐熟悉了专业术语,学会了思虑周全。

当然工作往往是交叉的和相互渗透的,在和保险公司就新的协议进行协商的同时,客服是不断穿插其中的。尽管企业补充医疗保险费用报销即理赔是定期进行的,但由于理赔过程中会碰到许多争议和被保险人困惑的地方,所以经常需要中介机构与双方进行沟通。我的实习周记里就提到过一个典型的案例,被保险人和保险人双方就某一种药品是否属于报销范围意见不一致,而且双方都收集了相关资料来证明自己的意见是有理有据的。结果我们通过多方咨询和查找政策规定,最后才给了客户满意的答复。企业补充医疗保险的保险期限是一年(类同于财产保险),客户稍有不满意转而投向其他公司的这种现象是很正常的。这些事例让我明白,实际工作要求我们不仅熟悉合同条款这些看得见的东西,还必须随时了解与产品相关的政策与规定,比如说随时把握可报销药品目录的变动情况,基本医疗保险的相关政策调整情况以及医疗改革试点的相关规定等等。

逐渐熟悉了承保,客服的工作职责和范畴之后,我就开始企盼做一些更具有挑战性的工作——电话约见与客户拜访。表达了个人意向之后,齐总非常赞赏我的勇气和自我挑战精神,他鼓励我并且给了我一些建议。平素给学生上课一直停留在讲理论的层面上,真正自己去身体力行还是新媳妇坐轿——头一回。刚开始问题多多:打电话之前把许多情形都想到了,可是电话一拨通,忘词了,比头一次上讲台还紧张;电话通了,人家一听保险经纪公司,啪,挂掉了;找到人力资源处的人,也了解到客户正在办理企业补充医疗保险,别人说竞争企业太多,筛选都选不过来,等明年吧,不知道如何应对了。事后发现自己有几个方面做得不到位:一是对合同条款还是不熟悉,所以有点心虚,才会忘词;二是不懂得迂回曲折,保险两个字人家忌讳,咱可以尽量不提,只提客户感兴趣的医疗费用报销的事;三是企业竞争太多,选都选不过来,我们何不直接告诉它,漏掉了这个可能就错过了最好的。通过不断自我反省和齐总建议,现在基本能够实现突破重重阻碍获得人力资源处管理人员的联系方式,企业基本情况,有没有办理企业补充医疗保险,是否有意向等等一些基本信

保险实训报告书篇2

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保险实训报告书篇3

:今年暑假,我有幸到中国人寿保险股份有限公司xx支公司进行了为期40天的实习,在这一个多月的实习中我学到了很多在课堂上和书本上根本就学不到的知识, 受益匪浅。

:xx年暑假期间,本学院要求在校学生参加社会实践活动。

:是让大学生有一个了解社会的学习机会,接触实际,了解社会。增强劳动观点和社会主义事业心、责任感,并能够观察经济活动、识别和分析社会经济问题,借以实际地运用学过的专业知识,也希望能带来一些启示,培养初步的实际工作能力和专业技能。

:深入到社会经济单位的内部;再是参与性,必须亲自参加调查研究。

:xx年7月16日—xx年8月27日

:xxx省xxx市中国人寿保险公司

:本专业范围内的工作及保险方面的相关内容

公司中国人寿保险股份有限公司xxx分公司隶属于中国人寿保险股份有限公司,是xxx寿险市场上最大的专业公司,公司拥有员工 3000 余人,下设 10 个经营单位,所辖机构50个,服务网络遍布城乡。20xxx 年公司实现保费收入 亿元,占xxx地区寿险市场 70% 以上。总承保金额 920 亿元,共为 1072 万人次提供保险保障,累计给付 亿元,为xxx的经济发展和社会稳定做出了积极贡献。先后获得国家 和省市级荣誉80 多次,连续六年被省公司授予“先进单位”;连续八年获省市“守合同、重信用企业”和“消费者满意单位”;连续四届被省委、省政府授予“最佳文明单位”;连续两届被中央精神文明委授予“全国创建文明行业先进单位”。公司现已发展成为市场占有率高、专业人才多、技术力量强、机构网络全、运作经验丰富、偿付能力充足、服务质量优良的现代化一流商业寿险公司(20xxx年企业年报)。

我要参加实践的单位在我市xxx西路上,那个高高耸立的人寿保险形象企业。在朋友的介绍下,我来到了保险公司,参加本学期的暑假实践活动,xxx月xxx日上午我见到了xxx科长,她一看上去就让人感觉到非常老练,也是代表现代职业女性的素质,更让人信任。今天就开始上班了,此行目的是对保险工作进行了一次深入细致的调查。

这是我第一次到保险公司参加社会实践活动,更多的是向前辈学习和自我努力。我国的保险事业已经发生了翻天覆地的变化,人们的保险意识得到了很大的提高,保险队伍的素质得到了加强。在政府的正确领导下,在中国保健会的监督指导下,人寿保险公司的业务得到了很大发展,各项工作取得了一定成绩,是与党的保险政策分不开的,是与全国保险人的辛勤工作分不开的,我在公司里能够深深的体会到了保险工作的重要性和必须性。业务人员忘我的工作精神和精湛的业务水平给我留下了深刻的印象。

我开始去的时候,因为没有参加上岗的业务培训,就先被分在后勤营销科,主要负责公司业务所需单据表格、各个科室的正常材料供给,次工作随说简单,但又重要,因为每天各科室的材料和工作能否正常工作,最先是由才开始的。具备负责认真的态度和良好的保险知识,提供有误的单据,是违规行为,重则是无法律保护的白纸,所以齐全、正确的单据证明和核实,成为我们科室的重中之重。还需要有执着的敬业精神,一丝不苟的工作态度和刻苦钻研的学习精神。

在实践调查中由于工作需要,我要在许多个部门中进出,不仅仅在工作上能帮上忙,也学习到了很多专业知识,大家都很喜欢帮助新人,不懂的地方指导新人成了公司的不成文的规定,所以新来的员工能很快的适应岗位,在这过程中我对保险工作有了更加深刻的了解和认识,深深的感到保险作为一项社会公益事业对于国家和人民的重要性,对于即将加入wto的中国来讲,保险业既是一个新兴产业,也是新世纪拉动中国经济增长的主要因素。对于我们普通百姓来说,必须加强保险意识,真正的理解“人民保险,利国利民”的含义。

现阶段我国的保险企业大多数还处在一种推销或者说推销营销转变的阶段,营销观念还处于萌芽状态,在这种情况下来研究保险营销及创新则应首先了解保险市场的营销现状。

近年来,新险种开发较多,但仍不能适应保险市场需求。为在业务竞争中取得优势,保险公司不断开发新险种,尤其是寿险险种。但从市场需求来看,保险产品的创新思路狭窄,形式单一。比如在抵消通货膨胀因素的保单设计方面,难以适应保险市场的需求。与险种单一的状况相吻合,保险产品的同构现象十分严重。据有关资料分析,我国各保险险种结构的相似率达90%以上。这样一种状况不仅使各保险公司在一种低水平上重复“建设”,无法构造自身的优势,而且导致过度竞争,造成社会生产力和资源的浪费。

要有层次的理解保险营销概念,其与保险市场有关的人类活动,现阶段我国的保险市场处于较高的垄断地位,新的营销观念尚处于萌芽状态,保险营销人员整体素质不高,极不适应保险消费市场需求,必须寻求创新。要求:

(1)注重经营关系,留住顾客;

(2)突出营销中的文化含量和品位,建立企业文化和塑立美丽的形象。

保险并非等于保险推销。保险营销的重点在于投保人的需要,是围绕满足投保人的需要而进行的整体营销,即从搜寻保险市场上的需求一直到完成险种设计以及对投保人投保后的服务等一整套营销活动。而保险推销的重点则在于保险产品本身,主要是为了销售保险产品而进行的活动。具体表现为:保险营销不仅仅包含保险推销,而且还包括保险市场预测、设计新险种、协调保险企业的内部环境、外部环境以及经营活动的目标,促进保险企业在竞争中取胜等内容;保险营销还是一种注重长远利益的保险企业活动,也就是在注重促销的同时还注重树立保险企业的形象,为保险企业的发展作出预测与决策,而保险推销则侧重于短期利益,是一种为获得眼前的销售利润而采取的一种行为。虽然保险营销和保险推销都以盈利为目的,但保险营销是通过投保人的满意而获得利润,而保险推销则是通过直接的销售来获得利润,所以,从营业员的角度来看,营业员要与顾客很好地沟通以保持密切的联系,淡化卖保单的商业行为,强化作客户永远朋友的服务行为。从保险企业的角度来看,保险营销要求保险企业建立一套远比保单推销复杂的营销系统,来完成包括调查分析、实际营销、售后服务在内的一系列活动。

保险实训报告书篇4

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