Optimal selection of training program for Taiwanese life insurance sales representatives by using analytic hierarchy process method and sensitivity analysis

Abstract

This work presents an analytic hierarchy process (AHP) method to objectively select training program based on the results of interviews with experts in the field. Analysis results indicate that the experts select the most appropriate training programs based on the following rank: selling ability, diversified ability, and professional ability. By providing life insurance companies with an effective means of evaluating training programs, the proposed AHP method can reduce overhead costsand enable human resource management to understand the necessary competences in the life insurance sales representatives sector under the rapidly changing environment. Moreover, performed through use of Expert Choice software, sensitivity analysis can survey weight of the degree of influence with an alternative hierarchy.

Keywords and phrases:

• Training program
• life insurance
• sales representative
• AHP
• sensitivity analysis