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首页> 外文期刊>The Journal of grey system >The Selection of Life Insurance Sales Representatives Training Program by Using the AHP and GRA
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The Selection of Life Insurance Sales Representatives Training Program by Using the AHP and GRA

机译：利用AHP和GRA选择寿险销售代表培训方案。

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摘要

The purpose of this paper is to propose a evaluation method which can help life insurance companies to select an appropriate training program for their sales representatives. The criteria for establishing the proposed algorithm are derived from a literature review and interviews with a group of experts in the life insurance industry. The modified Delphi method is then adopted to analyze those results The proposed algorithm also incorporates the analytic hierarchy process (AHP) to determine the weights of evaluation. Finally, Grey relational analysis (GRA) is then performed to identify the most appropriate training program for sales representatives in life insurance companies. By providing life insurance companies with an effective means of evaluating training programs, the human resource management in life insurance companies can improve the productivity of their sales representatives after employing an appropriate training program.
机译：本文的目的是提出一种评估方法，以帮助人寿保险公司为其销售代表选择合适的培训计划。建立该算法的标准来自文献综述和对寿险行业专家小组的采访。然后采用改进的Delphi方法对结果进行分析。提出的算法还结合了层次分析法（AHP）来确定评估的权重。最后，执行灰色关联分析（GRA），以为人寿保险公司的销售代表确定最合适的培训计划。通过为人寿保险公司提供评估培训计划的有效手段，人寿保险公司的人力资源管理在采用适当的培训计划后可以提高其销售代表的生产率。

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