| Notice by the General Office of the China Banking and Insurance Regulatory Commission of Implementing the Responsibilities of Insurance Companies and Strengthening the Administration of Insurance Salespersons | | 中国银保监会办公厅关于落实保险公司主体责任 加强保险销售人员管理的通知 |
| (No. 41 [2020] of the General Office of the China Banking and Insurance Regulatory Commission) | | （银保监办发〔2020〕41号） |
| For purposes of effectively promoting the implementation of the responsibilities of insurance companies, strengthening the administration of the sales practitioners (including individual insurance agents, employees engaging in insurance sales, and other personnel establishing employment relationship with the insurance companies, hereinafter referred to as “salespersons”) of insurance companies in terms of administration enhancement, quality improvement, transformation promotion and image building, among others, promoting the protection of the rights and interests of insurance consumers, and serving the high-quality development of the insurance industry, you are hereby notified of the relevant matters as follows: | | 为切实推动保险公司落实主体责任，从强管理、提素质、促转变、树形象等方面全面加强保险公司销售从业人员（含个人保险代理人、从事保险销售的员工以及其他用工关系人员，以下简称销售人员）管理，促进保险消费者权益保护，服务保险业高质量发展，现就有关事项通知如下： |
| I. Raising awareness in an all-round manner and effectively implementing legal liabilities and administration responsibilities | | 一、全面提高认识，切实落实法律责任、管理责任 |
| (1) Assuming legal liabilities according to the law. Insurance companies that authorize salespersons to sell insurance products and allow them to conduct business activities in the name of the companies or based on the brands and credit of the companies shall bear the legal liabilities for the corresponding business activities conducted by the practitioners according to the law. | | （一）依法承担法律责任。保险公司授权销售人员销售保险产品，允许其以公司名义、依托公司品牌和信用开展业务活动，必须依法承担销售人员相应业务活动的法律责任。 |
| (2) Fully implementing administration responsibilities. Insurance companies shall assume the responsibilities for the administration of salespersons, establish and improve the administration rules for salespersons, and form the working mechanism of assigning responsibilities to all levels, holding all levels responsible, and clarifying the responsibilities with respect to all matters, so as to enhance the administration of salespersons in an all-round manner throughout the process. | | （二）全面落实管理责任。保险公司对销售人员管理负主体责任，应当建立健全销售人员管理制度，形成层层有责、层层负责、事事明责的工作机制，全方位、全流程加强销售人员管理。 |
| (3) Incorporated insurance companies shall assume the administration responsibilities. Holding incorporated institutions mainly responsible as far as responsibility implementation is concerned and making first inquiry of incorporated institutions as far as accountability is concerned shall be adhered to. The chairmen, general managers and persons responsible for the management of the business conducted through intermediary channels of insurance companies shall effectively assume their responsibilities and maximize their leading roles. | | （三）公司法人承担管理主责。坚持责任落实主抓法人机构、责任追究首问法人机构。保险公司董事长、总经理及保险中介渠道业务管理责任人应当切实承担起职责，发挥好指挥棒作用。 |
| II. Strengthening strategic coordination and improving the system framework for the administration of salespersons | | 二、加强战略统筹，健全销售人员管理架构体系 |
| (4) Establishing the institutional system for the administration of salespersons. Insurance companies shall take the development and administration of salespersons as a systematic project, make long-term planning in consideration of elements such as the medium and long-term strategies, development concepts, market positioning, resource endowment, and path selection of the companies, make overall planning in aspects such as corporate governance system and management frameworks, and make comprehensive arrangements in respect of organizational structure, division of functions, working mechanisms, operation process, and reward, punishment and assessment, among others. | | （四）建立销售人员管理制度体系。保险公司应将销售人员发展管理作为系统工程，结合公司中长期战略、发展理念、市场定位、资源禀赋和路径选择等要素进行长远谋划，从公司治理体系、管理架构等方面进行全盘统筹，在组织机构、职能分工、工作机制、操作流程、奖惩考核等方面进行全面安排。 |
| (5) Establishing the responsibility system for the administration of salespersons. Insurance companies shall, in accordance with the requirements of the Notice by the General Office of the China Banking and Insurance Regulatory Commission of Strengthening the Administration of the Business Conducted through Intermediary Channels of Insurance Companies (No. 19 [2019], General Office of the CBIRC), designate special departments to take charge of the whole-process administration of salespersons. The objective-oriented responsibility system shall be established. The primary persons in charge of head offices shall assume the leadership responsibilities, persons in charge of specific work shall assume the administration responsibilities and the persons in charge of relevant administration departments and branches shall assume the implementation responsibilities. | | （五）建立销售人员管理责任体系。保险公司应按照《中国银保监会办公厅关于加强保险公司中介渠道业务管理的通知》（银保监办发〔2019〕19号）要求，归口专责部门对销售人员进行全流程管理。建立健全目标责任制，总公司主要负责人承担领导责任，分管负责人承担管理责任，相关管理部门和分支机构负责人承担落实责任。 |
| III. Conducting strict recruitment administration, and strictly prohibiting unqualified salespersons from holding posts | | 三、严格招录管理，杜绝销售人员“带病”入岗 |
| (6) Implementing strict recruitment conditions, standards and procedures. Insurance companies shall develop unified measures for the administration of the recruitment of salespersons; shall strictly examine personal credit and work experience under the principle of prudence, and shall be strictly prohibited from recruiting personnel who fail to meet regulatory requirements to engage in insurance sales; and shall vigorously support the industry in building platforms to strengthen the self-regulation administration of the movement of salespersons. | | （六）严格招录条件、标准和流程。保险公司应制定统一的销售人员招录管理办法。按照审慎原则严格审核个人信用及工作经历，严禁招录不符合监管规定的人员从事保险销售。积极支持行业搭建平台加强销售人员流动自律管理。 |
| (7) Conducting strict management and control of the recruitment process. Insurance companies shall strictly control the recruitment powers, strengthen the administration of recruitment publicity materials, and standardize the release of recruitment information, and shall be strictly prohibited from obscuring the entities, misleading people about the nature of posts, confusing contract types, and exaggerating the income level or conducting other acts, and from instigating salespersons from changing jobs frequently and disorderly. | | （七）严格招录过程管控。保险公司应严格控制招录权限，加强招录宣传资料管理，规范招录信息发布，严禁模糊单位主体、误导职位性质、混淆合同类型、夸大收入水平等做法，严禁怂恿销售人员频繁无序流动。 |
| IV. Conducting strict training administration, and keeping improving the professional quality of salespersons | | 四、严格培训管理，持续提升销售人员职业素养 |
(8) Establishing the vocational training system for salespersons. Insurance companies shall develop training plans respectively for entrant salespersons and in-service salespersons, and, according to the number of salespersons, business scale, and the complexity of insurance products, establish professional and stable teaching workforce for trainings, and prepare training syllabus and training materials on financial and insurance knowledge, laws, regulations and rules, regulatory standards and rules, codes of professional ethics, and insurance products, among others.
．．．．．． | | （八）建立销售人员职业培训体系。保险公司应针对销售人员入职和在职分阶段制定培训规划，根据公司销售人员数量、业务规模、保险产品复杂程度，建立专业稳定的培训师资队伍，编制金融保险知识、法律法规制度、监管标准规则、职业道德规范、保险产品等方面的培训大纲和培训教材。
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