【正文】 mers with convenient, prehensive presales service. Meanwhile, both sides should establish a mon customer database, through analysis of database information at any time to understand the operation of the joint customers, cooperation, effective implementation of customer relationship management. Bank Insurance has a bright future, not only for insurance panies to sell channels and product innovation, but also enrich the bank39。s management structure and service levels. Prospects of China39。s economic development prospects, Mixed will be the financial industry to adapt to our inevitable choice for the international market petition, so China must vigorously develop bancassurance. China39。s insurance industry is at an important period of rapid growth, the scale of growth of bank and insurance business, policy development, structural optimization, business innovation, in 2010 with a larger space for development. First, development is great. Average annual premium ine in China grew more than 20% of the national economy one of the fastest growing industries. End of 2008, ranked sixth in the world, premium ine has grown to new insurance powers. Insurance assets to average annual growth of 1 trillion yuan in the rapid accumulation of momentum, is expected by 2010 more than 5 trillion yuan. Nevertheless, the insurance industry assets, the proportion of total financial sector assets still less than 5%, insurance in particular bancassurance, also a great space for development. Second, the high demand for insurance. With the next year to our economy as a whole is good, business assets, and household wealth will continue to increase for next year39。s expansion of the insurance market has created opportunity for development. Development banks will continue to serve as insurance industry, one of the main channel, follows both life insurance products, multichannel parallel, simultaneous individual customers and corporate clients the road and continue to maintain a certain percentage increase in premium ine growth in China next year to occupy an important position. Third, market structure is changed. With the deepening of reform insurance panies and mercial banks to enter insurance sector substantive approved, the insurance market will be significant changes in structure. China Life, Ping An, the Chinese insurance market capitalization of listed panies have such a global leader。 Banking insurance panies will cut a striking figure in the next year, and in the near future to increase market share。 foreign investment insurance, and influence in the country accounting for the gradual decrease polarization, the trend will bee increasingly fierce petition significantly. A strong policy to support innovation efforts. 2010, insurance regulation is expected to further relax the policy, insurance panies, business scope and sources of funds will continue to expand cooperation to develop new plementary bank and insurance space. Equity funds, infrastructure investment, insurance panies, financial management, derivatives, insurance, all assets managed, global cash management, online, policy loans and other new business areas will have a substantive breakthrough. In addition, the financialbased insurance products are expected to resume sales in 2010 will further increase the size of bankinsurance market. 附 錄 2對(duì)銀保合作未來(lái)發(fā)展的展望商業(yè)銀行與保險(xiǎn)公司的業(yè)務(wù)合作，使銀行保險(xiǎn)業(yè)務(wù)成為金融業(yè)一個(gè)具有巨大贏利潛力的領(lǐng)域。能否很好解決好目前存在的問(wèn)題，將極大地影響我國(guó)銀行與保險(xiǎn)業(yè)合作的未來(lái)前景?，F(xiàn)階段我國(guó)保險(xiǎn)業(yè)發(fā)展銀行保險(xiǎn)的對(duì)策應(yīng)該包括以下幾個(gè)方面：轉(zhuǎn)變銀保合作的經(jīng)營(yíng)理念。對(duì)銀行來(lái)講，代理保險(xiǎn)是金融一體化的前奏，是銀行自身發(fā)展的需要，不是夕陽(yáng)式的短期行為，更不能單純地停留在增加銀行儲(chǔ)蓄存款的低層次認(rèn)識(shí)水平上。這個(gè)觀念要灌輸?shù)姐y行的每一個(gè)員工的思想里，使其工作由被動(dòng)轉(zhuǎn)為主動(dòng)。對(duì)保險(xiǎn)公司來(lái)講，則要樹(shù)立全新的市場(chǎng)經(jīng)營(yíng)理念，除在產(chǎn)品、管理、服務(wù)、培訓(xùn)等方面下功夫外，還可以適當(dāng)?shù)卦黾忧捌谕度?，為銀行代理提供有效的宣傳等配套服務(wù)。銀保合作的核心是尋找共同的客戶(hù)市場(chǎng)，并提供多元化服務(wù)，保證客戶(hù)的長(zhǎng)期滿(mǎn)意度，留住老客戶(hù)，吸引新客戶(hù)。為此，保險(xiǎn)公司應(yīng)與銀行組成市場(chǎng)拓展專(zhuān)家小組，充分開(kāi)發(fā)與利用客戶(hù)資源，對(duì)市場(chǎng)進(jìn)行細(xì)分、確定相應(yīng)的目標(biāo)市場(chǎng)，針對(duì)不同需求層次的準(zhǔn)客戶(hù)和潛在客戶(hù)設(shè)計(jì)相應(yīng)的保險(xiǎn)產(chǎn)品和營(yíng)銷(xiāo)策略。一是開(kāi)發(fā)適銷(xiāo)的銀行保險(xiǎn)產(chǎn)品。這是銀行保險(xiǎn)業(yè)務(wù)得以發(fā)展的關(guān)鍵。二是服務(wù)創(chuàng)新，提升服務(wù)內(nèi)涵價(jià)值。目前可嘗試開(kāi)展諸如信函賬單、電話(huà)服務(wù)和信用卡銷(xiāo)售等新型銷(xiāo)售方式。完善利益分配機(jī)制。在市場(chǎng)經(jīng)濟(jì)條件下，任何企業(yè)都是以獲得最大利潤(rùn)為目標(biāo)，作為銀行也不例外。銀行代理保險(xiǎn)能否取得最大利益成為銀行保險(xiǎn)工作能否突破的關(guān)鍵。業(yè)務(wù)發(fā)展初期，利潤(rùn)少，銀行的積極性不大。保險(xiǎn)公司應(yīng)和銀行共同商定銷(xiāo)售人員的激勵(lì)考核辦法，采取獎(jiǎng)勵(lì)基金與銷(xiāo)售業(yè)績(jī)、產(chǎn)品組合、業(yè)務(wù)增長(zhǎng)量以及目標(biāo)實(shí)現(xiàn)率相掛鉤的方法，調(diào)動(dòng)銀行銷(xiāo)售人員的積極性。銀行在利益分配上要克服短期行為，要有前瞻性、連續(xù)性，將手續(xù)費(fèi)或傭金足額分配給經(jīng)辦人員，以充分調(diào)動(dòng)員工開(kāi)展這項(xiàng)業(yè)務(wù)的積極性，激活銀行保險(xiǎn)市場(chǎng)。加強(qiáng)從業(yè)人員的業(yè)務(wù)培訓(xùn)和市場(chǎng)營(yíng)銷(xiāo)力度。保險(xiǎn)業(yè)務(wù)專(zhuān)業(yè)性強(qiáng)，險(xiǎn)種的開(kāi)發(fā)、產(chǎn)品的銷(xiāo)售、售后的服務(wù)是一個(gè)系統(tǒng)工程，因此從業(yè)人員的專(zhuān)業(yè)知識(shí)培訓(xùn)已成當(dāng)務(wù)之急。保險(xiǎn)公司和銀行應(yīng)該積極引入歐洲的銀行保險(xiǎn)業(yè)務(wù)經(jīng)驗(yàn)，并結(jié)合國(guó)內(nèi)銀行的特點(diǎn)，加強(qiáng)對(duì)專(zhuān)門(mén)負(fù)責(zé)保險(xiǎn)代理業(yè)務(wù)人員的培訓(xùn)，使之有能力應(yīng)付各種技術(shù)性和專(zhuān)業(yè)性問(wèn)題，使客戶(hù)在銀行買(mǎi)保險(xiǎn)也能享受專(zhuān)業(yè)化服務(wù)。加快技術(shù)開(kāi)發(fā)，推廣“銀保通”。實(shí)現(xiàn)銀行保險(xiǎn)業(yè)務(wù)處理的電子化，解決保單流轉(zhuǎn)緩慢、承保質(zhì)量低、管理有漏洞等問(wèn)題。銀保雙方要舍得增加必要的投入，添置和更新計(jì)算機(jī)設(shè)備，建立銀行與保險(xiǎn)公司之間的網(wǎng)絡(luò)系統(tǒng)。尤其是保險(xiǎn)公司要加強(qiáng)內(nèi)部自動(dòng)核保系統(tǒng)、投保信息管理系統(tǒng)、結(jié)算系統(tǒng)與銀行的合作，開(kāi)發(fā)出適合銀行保險(xiǎn)需要的業(yè)務(wù)處理系統(tǒng)，在承保、核保、理賠和其他售后服務(wù)等方面全面實(shí)現(xiàn)計(jì)算機(jī)網(wǎng)絡(luò)管理，建立統(tǒng)一的操作平臺(tái)，為客戶(hù)提供方便、完善的售前售后服務(wù)。同時(shí)，雙方應(yīng)建立共同客戶(hù)數(shù)據(jù)庫(kù)，通過(guò)對(duì)數(shù)據(jù)庫(kù)信息的分析，隨時(shí)了解共同客戶(hù)的經(jīng)營(yíng)狀況、合作情況，有效實(shí)施客戶(hù)關(guān)系管理。銀行保險(xiǎn)有著廣闊的發(fā)展前景，不僅能促進(jìn)保險(xiǎn)公司進(jìn)行銷(xiāo)售渠道和產(chǎn)品創(chuàng)新，也能豐富銀行的經(jīng)營(yíng)結(jié)構(gòu)和服務(wù)層次。展望中國(guó)經(jīng)濟(jì)發(fā)展的前景，混業(yè)經(jīng)營(yíng)將成為我國(guó)金融業(yè)適應(yīng)國(guó)際市場(chǎng)競(jìng)爭(zhēng)的必然選擇，因此我國(guó)必須大力發(fā)展銀行保險(xiǎn)。中國(guó)保險(xiǎn)業(yè)正處于快速成長(zhǎng)的重要時(shí)期，銀保業(yè)務(wù)規(guī)模增長(zhǎng)、政策拓展、結(jié)構(gòu)優(yōu)化、業(yè)務(wù)創(chuàng)新，在2010年具有較大的發(fā)展空間。 一是發(fā)展?jié)摿Υ?。我?guó)保費(fèi)收入年均增長(zhǎng)超過(guò)20％，是國(guó)民經(jīng)濟(jì)中發(fā)展最快的行業(yè)之一。2008年末，保費(fèi)收入世界排名第六位，已成長(zhǎng)為新興的保險(xiǎn)大國(guó)。保險(xiǎn)資產(chǎn)規(guī)模以年均增長(zhǎng)1萬(wàn)億元的態(tài)勢(shì)快速積累，預(yù)計(jì)2010年將超過(guò)5萬(wàn)億元。盡管如此，保險(xiǎn)業(yè)資產(chǎn)占金融業(yè)資產(chǎn)的比重仍不足5％，保險(xiǎn)特別是銀保業(yè)務(wù)還有著很大的發(fā)展空間。 二是投保需求高。隨著明年我國(guó)經(jīng)濟(jì)的整體向好，企業(yè)資產(chǎn)和居民財(cái)富將繼續(xù)增加，為明年保險(xiǎn)市場(chǎng)規(guī)模的拓展創(chuàng)造了發(fā)展契機(jī)。銀行將繼續(xù)作為保險(xiǎn)公司展業(yè)的主要渠道之一，遵循產(chǎn)壽險(xiǎn)并重、多渠道并行、個(gè)人客戶(hù)和法人客戶(hù)并舉的道路，繼續(xù)保持一定比例的增幅，在明年國(guó)內(nèi)保費(fèi)收入增長(zhǎng)中占據(jù)重要地位。 三是市場(chǎng)格局變化大。伴隨著保險(xiǎn)公司經(jīng)營(yíng)體制改革的深化以及商業(yè)銀行進(jìn)入保險(xiǎn)領(lǐng)域的實(shí)質(zhì)性獲批，保險(xiǎn)市場(chǎng)的格局將會(huì)發(fā)生重大變化。中國(guó)人壽、中國(guó)平安、中國(guó)人保等上市公司市值已經(jīng)居于全球領(lǐng)先地位；銀行系保險(xiǎn)公司將會(huì)在明年嶄露頭角，并在短期內(nèi)迅速提升市場(chǎng)份額；外資保險(xiǎn)在國(guó)內(nèi)占比和影響力逐步降低，兩極分化、激烈競(jìng)爭(zhēng)的趨勢(shì)將會(huì)日益顯著。 四是政策支持創(chuàng)新力度強(qiáng)。2010年，保險(xiǎn)監(jiān)管政策有望進(jìn)一步放松，保險(xiǎn)公司業(yè)務(wù)經(jīng)營(yíng)范圍和資金運(yùn)用渠道將不斷擴(kuò)大，為銀保互補(bǔ)合作拓展新的空間。股權(quán)投資基金、基礎(chǔ)設(shè)施項(xiàng)目投資、保險(xiǎn)公司理財(cái)、衍生品交易、保險(xiǎn)資產(chǎn)全托管、全球現(xiàn)金管理、網(wǎng)上保單質(zhì)押貸款等新型業(yè)務(wù)領(lǐng)域?qū)⒂袑?shí)質(zhì)性突破。此外，理財(cái)型保險(xiǎn)產(chǎn)品也有望在2010年恢復(fù)銷(xiāo)售，將進(jìn)一步增加銀保業(yè)務(wù)的市場(chǎng)規(guī)模。 28