上(shang)證(zheng)報(bao)中(zhong)國證(zheng)券網訊(xun)（記(ji)者 韓(han)宋輝(hui)）上(shang)海證(zheng)券報(bao)記(ji)者獲悉(xi)，近日，銀(yin)保(bao)監會(hui)中(zhong)介部就《保(bao)險(xian)銷售(shou)指引（征(zheng)求意(yi)見稿）》（下稱《指引》）在業(ye)內征(zheng)求意(yi)見。《指引》從業(ye)務開展條件、業(ye)務管理規(gui)則、適當性管理和(he)銷售(shou)活動規(gui)則等方面全(quan)面規(gui)范了保(bao)險(xian)銷售(shou)行為，明確(que)提出建立保(bao)險(xian)銷售(shou)能力(li)分級體系(xi)，引導保(bao)險(xian)銷售(shou)人員把合(he)適的(de)產品(pin)賣給合(he)適的(de)人。

　　不同于(yu)以(yi)往(wang)某個渠道(dao)或某類業(ye)務在銷售方面(mian)的(de)(de)規范性(xing)要求，《指(zhi)引(yin)》面(mian)向(xiang)所有保(bao)險(xian)(xian)公(gong)司、保(bao)險(xian)(xian)專業(ye)代理機(ji)構、保(bao)險(xian)(xian)兼業(ye)代理機(ji)構、保(bao)險(xian)(xian)經(jing)紀機(ji)構的(de)(de)所有保(bao)險(xian)(xian)銷售人員，是銀保(bao)監會(hui)對于(yu)各(ge)渠道(dao)、各(ge)業(ye)務的(de)(de)保(bao)險(xian)(xian)銷售行為的(de)(de)一次統一規范，讓通過不同渠道(dao)購買不同保(bao)險(xian)(xian)產品的(de)(de)保(bao)險(xian)(xian)消費者能夠受(shou)到(dao)同等程度(du)的(de)(de)權(quan)益保(bao)護(hu)。

　　《指引》要求保(bao)(bao)險(xian)銷售(shou)(shou)(shou)(shou)機構(gou)建(jian)立(li)完善保(bao)(bao)險(xian)銷售(shou)(shou)(shou)(shou)人(ren)(ren)員管(guan)理(li)(li)制度，包括嚴格保(bao)(bao)險(xian)銷售(shou)(shou)(shou)(shou)人(ren)(ren)員招錄(lu)管(guan)理(li)(li)、加強保(bao)(bao)險(xian)銷售(shou)(shou)(shou)(shou)人(ren)(ren)員執業登記管(guan)理(li)(li)，建(jian)立(li)培(pei)訓管(guan)理(li)(li)制度、銷售(shou)(shou)(shou)(shou)能(neng)(neng)(neng)力(li)分級體(ti)系(xi)、考核制度、誠(cheng)(cheng)信管(guan)理(li)(li)、檔案管(guan)理(li)(li)管(guan)理(li)(li)等(deng)。《指引》明確要求建(jian)立(li)保(bao)(bao)險(xian)銷售(shou)(shou)(shou)(shou)人(ren)(ren)員銷售(shou)(shou)(shou)(shou)能(neng)(neng)(neng)力(li)分級體(ti)系(xi)，即綜(zong)合考察銷售(shou)(shou)(shou)(shou)人(ren)(ren)員的從業年限、學歷知識、誠(cheng)(cheng)信記錄(lu)等(deng)情況，根據(ju)保(bao)(bao)險(xian)產品的復雜度和專業性要求，區分銷售(shou)(shou)(shou)(shou)人(ren)(ren)員能(neng)(neng)(neng)力(li)資質(zhi)進行委托(tuo)授權。

　　業內人(ren)(ren)(ren)(ren)士表示，當前保(bao)險(xian)銷(xiao)(xiao)售(shou)(shou)人(ren)(ren)(ren)(ren)員呈現數量多(duo)、學歷參差不齊、專業能力欠佳(jia)等(deng)特(te)點，面對(dui)一些復(fu)雜的保(bao)險(xian)產品(pin)，尤其是長期限(xian)、高額(e)度(du)的人(ren)(ren)(ren)(ren)身(shen)險(xian)產品(pin)，部分銷(xiao)(xiao)售(shou)(shou)人(ren)(ren)(ren)(ren)員自身(shen)都沒有完(wan)全理解明白，銷(xiao)(xiao)售(shou)(shou)誤(wu)(wu)導時有發生。建立保(bao)險(xian)銷(xiao)(xiao)售(shou)(shou)人(ren)(ren)(ren)(ren)員銷(xiao)(xiao)售(shou)(shou)能力分級體系(xi)，既有利(li)(li)于(yu)保(bao)險(xian)公司(si)、保(bao)險(xian)中介機(ji)構等(deng)對(dui)保(bao)險(xian)銷(xiao)(xiao)售(shou)(shou)人(ren)(ren)(ren)(ren)員的管理，也讓保(bao)險(xian)銷(xiao)(xiao)售(shou)(shou)人(ren)(ren)(ren)(ren)員在專業能力范(fan)圍之內銷(xiao)(xiao)售(shou)(shou)保(bao)險(xian)產品(pin)，有利(li)(li)于(yu)減(jian)少銷(xiao)(xiao)售(shou)(shou)誤(wu)(wu)導。

　　《指引》要求(qiu)(qiu)保(bao)險(xian)(xian)銷(xiao)售(shou)(shou)機(ji)構(gou)建立保(bao)險(xian)(xian)客戶適(shi)(shi)當(dang)(dang)性制(zhi)度(du)，將(jiang)合適(shi)(shi)的(de)保(bao)險(xian)(xian)產品(pin)和(he)(he)服(fu)務(wu)通過適(shi)(shi)當(dang)(dang)的(de)保(bao)險(xian)(xian)銷(xiao)售(shou)(shou)渠道和(he)(he)保(bao)險(xian)(xian)銷(xiao)售(shou)(shou)人(ren)員(yuan)銷(xiao)售(shou)(shou)給適(shi)(shi)當(dang)(dang)的(de)客戶。《指引》從市場適(shi)(shi)當(dang)(dang)、渠道適(shi)(shi)當(dang)(dang)、銷(xiao)售(shou)(shou)方(fang)(fang)式適(shi)(shi)當(dang)(dang)、人(ren)員(yuan)適(shi)(shi)當(dang)(dang)、需求(qiu)(qiu)匹配適(shi)(shi)當(dang)(dang)等方(fang)(fang)面提出了具體要求(qiu)(qiu)。其中，“人(ren)員(yuan)適(shi)(shi)當(dang)(dang)”方(fang)(fang)面與上(shang)述分級制(zhi)度(du)緊急銜接，要求(qiu)(qiu)保(bao)險(xian)(xian)銷(xiao)售(shou)(shou)機(ji)構(gou)應(ying)當(dang)(dang)綜合考察保(bao)險(xian)(xian)銷(xiao)售(shou)(shou)人(ren)員(yuan)的(de)能(neng)力品(pin)質，根(gen)據(ju)保(bao)險(xian)(xian)產品(pin)的(de)復雜程(cheng)度(du)和(he)(he)專業(ye)知識要求(qiu)(qiu)，匹配不同能(neng)力資質的(de)保(bao)險(xian)(xian)銷(xiao)售(shou)(shou)人(ren)員(yuan)進行銷(xiao)售(shou)(shou)。