F. The current sales modes of salespersons conjlict with
CRM.
At present, the marketing mainstay in most insurance
enterprises is still insurance canvassers and the customer
resource is their lifeline. If the customer data fed back from
insurance canvassers is to be extracted by rationally linking
with the communication condition, insurance canvassers
would have to disclose their customer resources, which is
far from the current insurance sale practice. It is hard to
realize the transformation of sales concepts brought by
CRM in a short run and difficult for companies to obtain the
information of customers or potential customers from
insurance canvassers, accordingly resulting in failure of
customer resource share. For the moment, domestic CRM
pays more attention to the management of insurance
canvassers, while demands with real focus on customers
themselves fail to play a due role because of various
emphases of insurance enterprises on their strategies.
Meanwhile, the staggering qualities of insurance canvassers
and inadequate insurance service consciousness also affect
the function of CRM.