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  4月18日金融一线消息,国家金融监督管理总局发布《关于推动深化人身保险行业个人营销体制改革的通知》(以下简称《通知》)。《通知》指出,保险公司应当结合产品类型、销售难易和复杂程度、业务发展方向等,审慎、合理、差异化地确定个人代理渠道产品的费用假设。健全完善费用分摊机制,加强总费用与各类费用之间的统筹规划,明确总费用水平和费用结构。加强费用投放和测算管理,做到各期费用分摊合理、计量准确。强化预算执行考核刚性约束,加强费用假设回溯分析,实现精算假设费用、预算费用和考核费用相统一。

  以下为《通知》全文:

  为贯彻落实《国务院关于加强监管防范风险推动保险业高质量发展的若干意见》精神,推动人身保险行业建立管理体系科学、利益分配公平、激励机制有效的营销体制,培养笃守诚信理念、筑牢合规意识、明悉客户需求、具备专业知识、提供优质服务的高素质保险销售人才队伍,促进人身保险行业高质量发展,现就有关事项通知如下:

  一、本通知所称保险销售人员包括代理制保险销售顾问和员工制保险销售顾问等。代理制保险销售顾问,是指与保险公司签订委托代理合同、从事保险代理业务的人员。员工制保险销售顾问,是指与保险公司签订劳动合同、专门从事保险销售的员工。

  二、压实保险公司主体责任。保险公司应当切实承担保险销售人员合规管理和风险管理的主体责任。董事会承担个人营销体制发展战略、经营策略及其重大规划制定的最终决策责任;总公司管理层承担个人营销体制的机制构建、决策执行、风险管理的主要责任;各级分支机构和管理人员根据总公司授权承担保险销售人员的日常管理责任。保险公司对其委托的保险销售人员的销售行为管理依法承担法律责任。

  三、提升保险销售人员专业化水平。保险公司应当持续强化保险销售人员全流程管理,健全完善保险销售人员招募选任、岗位培训、销售授权、行为管控、考核评价、激励约束、档案管理等制度体系,增强保险销售人员的合规意识、专业水平和服务能力,提升客户满意度。依法依规做好保险销售人员诚信信息登记及管理工作,确保程序规范严谨、内容真实准确,不得隐瞒、伪造诚信记录。

  四、引导保险销售人员职业化发展。保险公司应当优化代理制保险销售顾问的管理机制,逐步构建支持保险销售顾问长期服务的组织架构、晋升体系和佣金薪酬激励制度。对于隶属于营销团队或参与营销团队管理发展的保险销售顾问,应当精简优化销售队伍层级,科学合理发放佣金激励,根据承担的营销、团队管理等不同职能实施相应激励政策,推动销售利益向直接保险销售顾问倾斜。对于自主开展保险销售活动的独立个人保险代理人,应当建立长期可持续的佣金薪酬激励制度,加强成本和风险管控,杜绝层级利益。

  五、支持公司员工依法自愿转换为保险销售人员。在依法合规、公平自愿的前提下,签订劳动合同的员工可以与保险公司协商探索转换为员工制或代理制保险销售顾问。公司员工取得相应销售资质并纳入保险销售顾问管理后,可以根据保险公司授权及销售能力分级情况销售相应保险产品。保险公司要建立健全保险销售顾问转换管理制度,防范潜在利益冲突和道德风险,确保转换前后人员行为合规、风险管理有效、内部运转平稳。

  六、深化执行“报行合一”。保险公司应当结合产品类型、销售难易和复杂程度、业务发展方向等,审慎、合理、差异化地确定个人代理渠道产品的费用假设。健全完善费用分摊机制,加强总费用与各类费用之间的统筹规划,明确总费用水平和费用结构。加强费用投放和测算管理,做到各期费用分摊合理、计量准确。强化预算执行考核刚性约束,加强费用假设回溯分析,实现精算假设费用、预算费用和考核费用相统一。

  七、增强长期服务能力。保险公司应当根据既定的佣金政策、费用预算和考核机制,做好总体佣金的核算。建立与产品设计、费用结构相契合,与业务品质、服务质量相匹配的佣金激励设计和递延发放机制。对于缴费期5年(含)至10年的保单,佣金发放时间不得少于3年;对于缴费期10年及以上的保单,佣金发放时间不得少于5年。引导保险销售人员长期留存,持续为客户提供良好服务。对于不同类型保险销售人员,保险公司应当建立平衡合理的佣金激励分配机制,切实保障保险销售人员合法权益。

  八、强化合规和风险管理。保险公司应当强化个人营销制度设计、产品研发、行为管控、费用管理等环节中的合规管理和风险监测,有效识别异常销售行为、销售套利风险等,及时预警并进行干预,保护保险消费者合法权益。建立因保险销售人员违法违规导致经济损失的佣金薪酬追索扣回机制,切实防范操作风险。

  九、坚持以客户为中心。保险公司应当建立健全适当性管理制度,完善相关风险管理、培训考核、执业规范、监督问责等机制,打造客户全生命周期服务体系,确保将合适的产品和服务提供给合适的消费者,更好满足消费者日益增长的保险保障和财富管理需求。充分发挥科技赋能作用,建立团队管理、合规管理和专业提升等信息化平台,提升客户服务数智化水平。加强对保险销售人员的行为管理,不得宣传仅以保费、佣金等为衡量标准的荣誉称号。

  十、增强职业认同感和归属感。保险公司应当主动加强与地方政府、各地保险行业协会和相关部门的沟通,推动支持保险销售人员按照灵活就业人员相关政策参加社会保险、办理居住证等,有力有效提升保险销售人员福利保障水平。中国保险行业协会应当推动建立具有中国特色的保险销售人员职业荣誉评价体系。

  十一、充分发挥行业组织作用。中国保险行业协会应当建立人身保险产品分类和保险销售人员分级标准,组织保险公司稳妥有序做好保险销售人员分级评价工作。建立健全保险销售人员诚信信息管理和运用机制,规范保险销售人员在市场主体间的合理有序流动。

  十二、依法严格监管。金融监管总局、各金融监管局依法加强法人监管,关注个人营销体制机制的科学性、稳定性和可持续性。各金融监管局应当严格落实属地监管责任,加强调查检查,强化保险销售行为监管,防范销售误导和套利风险。对于违反监管要求的机构和个人,依法依规严肃查处追责。区分保险销售人员个人责任和公司管理责任,统筹做好尽职免责和失职双罚。

  十三、保险专业代理机构、保险经纪人,以及其他开展人身保险产品销售和提供保险服务的机构和渠道,参照本通知有关要求执行。

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