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جمعيّة إدارة َمكتب التأمين على الحياة (LOMA) للتعليم والتّدريب، أتالنتا، جورجيا

www.loma.org

المعلومات في هذا الكتاب قد تكون تغيّرت أو تّم َتحديثها منذ تاريخ َطبعه. لإلطالع على التحديثات الجارية، زوروا الموقع

(www.loma.org)

,áq«ŸÉY á«©ª nL »g (Loma: Life Office Management Association) áq«dÉŸG äÉeóÿG áYÉæ°Uh ÚeCÉàdG ∫É› ‘ ⁄É©dG AÉëfCG ‘ É¡FÉ°†YCG ™e áqjQÉŒ ácGô°T ¢SQÉ“h ,(1924) ΩÉY ‘ É¡°ù«°SCÉJ q” ÚeCÉJ áYÉæ°U ôjƒ£J ‘ ºgÉ°ùJ »àdG äÉ°SGQódGh çƒënÑdG ºYOh ájô°ûÑdG OQGƒŸG ôjƒ£J ∫ÓN øe É¡JÉq«∏ªYh É¡JQGOEG Ú°ù n– ᫨oH

»àdG äÉeóÿG ÚH øeh .á∏ p°üdG äGP äÉéàæoŸGh äÉeóÿG ¤EG áaÉ°VEG á«©ª÷G AÉ°†YCG ÚH äÉ«FÉ°üME’Gh äÉeƒ∏©ŸG ∫OÉÑJh IÉ«◊G

¤EG Oƒ≤J »àdG á«JGòdG á°SGQódÉH á q°UÉÿG º«∏©àdG èeGôH øe ójó n©∏d É¡àjÉYQ ƒg IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG á«©ªL É¡e qó≤J

Fellow, IÉ«◊G ÚeCÉJ IQGOEG ó¡©Ÿ ádÉeõdG èeGôH èeGÈdG ∂∏J ø qª°†àJh äÉ°ü q°üîàdG ∞∏àfl ‘ á«æ¡e äGOÉ¡°T ≈∏Y ∫ƒ°ü◊G Fellow, Financial) ádÉeõdGh áq«dÉŸG äÉeó nÿG ó¡©Ÿ ádÉeõdG èeGôHh ((Life Management Institute (FLMI ,IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG á«©ªéH á q°UÉÿG º«∏©àdG èeGôH ∫ƒM äÉeƒ∏©ŸG øe ójõ nª∏dh .((Services Institute (FFSI

.(www.loma.org) âfÎfE’G ≈∏Y áq«©ª÷G ™bƒe IQÉjR ≈Lôoj

É¡«dEG QÉ°ûoŸG IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG á«©ªL ‘ äÉ°ü q°üîqàdG äÉfÉëàeGh ᫪«∏©àdG èeGÈdG QÉÑàNEG º«ª°üJ q” :

q¿EÉa Gòµgh ,Q qô≤oŸG è¡ænŸG ìÉéæH Gƒ¡fCG ób áÑ∏£dG ¿Éc GPEG Ée áaô©Ÿ kÉ qjô°üM É¡ª«ª°üJ q” ,áq«©ªé∏d ÖjQóàdGh º«∏©àdG êƒdÉJÉc ‘

≈∏Y ÚeCÉàdG Öൠne IQGOEG á«©ªL ‘ iôNC’G äÉ°ü q°üîqàdGh (FLMI) IÉ«◊G ÚeCÉJ IQGOEG ó¡©Ÿ ádÉeõdG IOÉ¡°T ≈∏Y ∫ƒ°ü◊G ádÉeõdG IOÉ¡°ûd ÖdÉ£dG AÉ¡fEG ¿EGh ,ìÉéæH è¡æŸÉH á≤∏©àŸG äÉfÉëàeE’G ™«ªL RÉ«àLG q” ¬qfCÉH §≤a »æ©j (LOMA) IÉ«◊G ’ (LOMA) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªL ‘ ôNBG ¢ü q°üînJ q…CG hCG (FLMI) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG á«©ª÷ äÉfÉëàeG ΩGóîà°SG ¿EÉa ,Gòg ≈∏Yh , qΩÉ¡nŸG øe ´ƒ nf q…CG AGOCG ≈∏Y ¬JQób hCG ¬ÑjQónJ hCG QƒcònŸG ÖdÉ£dG áFÉصH ó¡°ûJ áq«©ª÷G q¿CG »æ© nj

ôNBG ΩGóîà°SG …CG »YóJ hCG áq«©ª÷G õ«Œ ’h ,áeÉ©dG áq«ª«∏©àdG ¢VGôZCÓd (LOMA) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªL.¥ÓWE’G ≈∏Y ∂dP π©a …ƒæ nJ ’h ∂∏J ÒZ ¢VGôZC’ É¡›GônH hCG É¡JÉfÉëàe’

»°SÉ«≤dG QÉ«©ŸG ∞°Uh ÉgQOÉc hCG (LOMA) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªL è¡æ ne ±GógCG øe â°ù«∏a ,∂dP ¤EG áaÉ°VEG IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªL q¿EÉa ∂dòHh ,áq«dÉŸG äÉeó nÿGh ÚeCÉàdG áYÉæ°U ä’É n› øe ∫É n› q…CG ‘ Ö°SÉæŸG AGOCÓd

IAÉصd º««≤ nJ q…CG q¿EG πH ,äÉfÉëàe’Gh è¡æ nª∏d IQƒcòŸG äÉeGóîà°S’G ´GƒfCG øe ´ƒ nf q…CG øY áMGô°üH ádhDƒ°ùe â°ù«d (LOMA) q»æ¡e QÉ°ûà°ù oe πÑb øe OÉ°TQE’Gh í°üædG ÖfÉL ¤EG qπ≤à°ù oe q»æ¡e º««≤J ¤EG óæà°ù nJ ¿CG Öénj ¬JÉa qô°üàH á≤∏©àŸG áYÉæ°üdG ÒjÉ© ne hCG ÖdÉ£dG

.A∞ oc

– LOMA

(FLMI, PCS, ARA, PAHM) Éæ«°SQhCG ËÒe :∞dDƒŸG(FLMI, ACS, CLU) ¿ƒà°S ÚL

(FLMI, PCS, AAPA) ôJƒ°ùjO ¢S’ƒµf :™Ñ£dG Q qô ofi(FLMI, ALHC, ACS, AIAA, PAHM) »∏«f »∏«c :¿ÉëàeE’G Q qô ofi

(FLMI, ACS, CLU) ¿ƒà°S ÚL :´hô°ûnŸG ôjóe(ACS) ô¨æ«dƒH .» nL øØ«à°S :êÉàfE’G ôjóe

¿Éªà°ùjEG ÉfÉjO :ï°ù qædG Q qô ofi

¢TQ …QÉe :¢SQÉ¡ØdG âqÑã oe

¢SôjCG ¿ƒ°ù«dCG :áYÉÑ£dG

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ôJQÉg áfƒeCÉe : q…QGOE’G óYÉ°ùŸG

RQófÉ°S ‹ÉJÉf

(FLMI, PCS, AIRC, AIAA, ARA, PAHM) ¿ÉjQ Ú∏KÉc :±Ó¨dG º qª°ü oe

:áXƒØfi ¥ƒ≤◊G ™«ªL – (LOMA) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªL 2008 © ™Ñ q£dG ¥ƒ≤M13 12 11 10 09 08 07 10 9 8 7 6 5 4 3

‘ Éà ,kÉ q«dBG hCG kÉ q«fhεdEG ∂dP ¿ÉcCG AGƒ°S ∫ɵ°TC’G øe πµ°T q…CÉH ¬æe AõL q…CG hCG ÜÉàµdG Gòg ™ÑW IOÉYEG Rƒéj ’.ô°TÉ qædG øe ≥Ñ°ù oe ¿PEG ≈∏Y ∫ƒ°ü◊G ó©H q’EG ,äÉeƒ∏©ŸG IOÉYEG Ωɶf ‘ ¬¶ØM hCG ¬∏«é°ùJ hCG ¬NÉ°ùæà°SEG ∂dP

äÉYƒ°VƒŸG ‘ á°ü qNôoŸG áqjô°ü©dGh á≤«bódG äÉeƒ∏©ŸG OGóYEG π«Ñ°S ‘ ájÉæYh ó¡ oL øe ∫òoH É q‡ ºZ qôdG ≈∏Y iôNC’G äÉeƒ∏©ŸG qπch äÉLÉàæà°S’Gh á qeÉ©dG ÇOÉÑŸGh äÉMÎ≤oŸGh AGQB’G ™«ªL q¿EÉa ,ÜÉàµdG Gòg É¡æ qª°†J »àdG ⁄ ¬qfCG ¢SÉ°SCG ≈∏Y ÜÉàµdG Gòg ≥jƒ°ù nJ qºàjh .§≤a áqjƒHôJh áq«ª«∏©J ¢VGôZC’ â n© p°V oh É q‰EG ÜÉàµdG ‘ IQƒcòŸG øe ôNBG ´ƒ nf q…CG hCG ≥jƒ°ùàdG hCG Qɪãà°S’G ±ó n¡H hCG áq«Ñ°SÉ ofi hCG áq«fƒfÉb íFÉ°üf áqjCG ÇQÉ≤∏d Ω qó≤ oj »µd ™ n°Vƒoj Öéj ÒÑ nÿG IóYÉ°ù oe hCG áq«fƒfÉb áë«°üf q…CG ¤EG áLÉ◊G ádÉM ‘h . q»æ¡ŸG πª©dG IQGOEÉH á q°UÉÿG íFÉ°üqædG

.A∞ oc ±Î ofi É¡e qó≤ oj »àdG äÉeóÿG øY åëÑdG

áq«cÒeC’G IóëàŸG äÉj’ƒdG ‘ ™ÑW

äÉjƒàëŸG

ÚeCÉàdG äÉcô°T äÉ«∏ªY ìäÉjƒàëŸGñ

(Life Insurance Company Formation and Restructuring)

43 .........................................(The Corporate Structure of Life Insurance Companies)43 ............................................ (Requirements for Incorporation) 44 .............. (Incorporating in the United States) áq«cÒeC’G IóëàŸG äÉj’ƒdG ‘ ácô°ûdG ¢ù«°SCÉJ 45 .................................................(Insurance Company Licensing)

áq«cÒeC’G IóëàŸG äÉj’ƒdG ‘ IÉ«◊G ÚeCÉJ äÉcô°T ¢ü«NôJ

46 ............................ (Licensing of Life Insurance Companies in the United States) 47 ................(Stock and Mutual Life Insurance Companies)

áq«dOÉÑàdG ¤EG áªgÉ°ùŸG ÚeCÉàdG äÉcô°T áÑ°ùf

49 .................................... (Proportion of Stock Companies to Mutual Companies)ácQÉ°ûŸG ÒZh ácQÉ°ûŸG IÉ«◊G ÚeCÉJ ≥FÉKh

50 ............................. (Participating and Nonparticipating Life Insurance Policies) 51 .............................................. (Changing the Corporate Structure) 51 ........................................ (Mergers and Acquisitions) PGƒëà°S’G hCG ∂ q∏ªàdGh êÉeófE’G 54 ..............................................(Holding Company Systems) á°†HÉ≤dG ácô°ûdG ᪶fCG 55 ....................................... (Demutualization) áªgÉ°ùe ácô°T ¤EG áq«dOÉÑàdG ácô°ûdG πjƒ– 59 ......................(Mutual Holding Company Conversion) áq«dOÉÑàdG á°†HÉ≤dG ácô°ûdG πjƒ–

(The Organizational Structure of Insurance Companies)

63 ....................................................(Functional Areas in a Life Insurance Company)63 ....................................................................................... (Marketing) ≥jƒ°ùàdG64 ....................................................................................... (Actuarial) ÉjQGƒàcE’G65 .................................................................................. (Underwriting) ÜÉààcE’G65 ....................................................................... (Customer Service) ¿ƒHõdG áeóN65 ................................................................ (Claim Administration) äÉÑdÉ£oŸG IQGOEG65 ............................................... (Annuity Administration) …óYÉ≤àdG ¢TÉ©ŸG á©a qO IQGOEG65 ................................................................................ (Investments) äGQɪãà°SE’G66 .................................................................................... (Accounting) áÑ°SÉëŸG66 ......................................................... (Information Technology) äÉeƒ∏©ŸG É«LƒdƒæµJ66 ....................................................................(Legal Operations) áq«fƒfÉ≤dG äÉq«∏ª©dG66 ..................................................................................... (Compliance) ΩGõàdE’G66 ......................................................................(Human Resources) á qjô°ûÑdG OQGƒŸG66 .................................. (Other Common Functional Areas) iôNC’G á©FÉ°ûdG áq«∏ª©dG ΩÉ¡nŸG67 .............................. (Components of the Organizational Structure) 68 ........................................................ (Organization Chart) á°ù°SDƒª∏d »ª«¶æàdG πµ«¡dG

áq«MÓ°üdG äÉjƒà°ùeh q»eô¡dG πµ«¡dG 69 ................................................... ( Pyramidal Structure and Levels of Authority)

(Preface) ´ ................................................................................................ ôjó≤Jh ôµ°T

´ .......................................................ÜÉàµdG I qOÉe ¢VGô©à°SGh á©LGôe ≈∏Y áaô°ûoŸG áÄ«¡dG

Æ ........................................ (LOMA) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªL ‘ πª©dG ºbÉW

(Introduction) ¿ ................... (LOMA) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ª÷ áq«°SGQódG ºY qódG πFÉ°SƒH áfÉ©à°SE’G ¿ ..................................................... (Test Preparation Guide) QÉÑàNEÓd OGóYE’G π«d nO ¿ .................................................................. Q qô≤oŸG ™e ≥ naôoŸG èeóoŸG ¢Uô≤dG ΩGóîà°SEG

(Life Insurance Company Operations)

5 ................................ (The Roles of Life Insurance Companies) 7 ........................................... (Providers of Financial Security) q‹ÉŸG ¿ÉeC’G »e qó≤ oe 9 ......................................................... (Financial Intermediaries) Úq«dÉŸG AÉ£°SƒdG 9 ....................................(Life Insurance Company Operations)

10 ..............................(Integration Among Functional Areas) áq«∏ª©dG ä’ÉéŸG ‘ πeɵàdG 12 ...........(Risk Management in Life Insurance Companies)

14 ................................ (Strategic Planning for Operations) 14 ........................................................ (Strategic Alliances) áq«é«JGΰSE’G äÉØdÉëàdG 15 .......................................................................(Outsourcing) áq«LQÉÿG QOÉ°üŸG

(Competition, Regulation, and Ethics in the Life Insurance Industry)21 ......................(Competition in the Life Insurance Industry)

áq«cÒeC’G IóëàŸG äÉj’ƒdG ‘ á«dÉŸG äÉeóÿG áYÉæ°U ‘ IÒNC’G äÉMÓ°UE’G

21 .................................. (Recent Reforms in the U.S. Financial Services Industry)

q»æ«eCÉàdG èàæoŸG äÉ©«ÑŸ á°ùaÉæŸG QOÉ°ü ne 23 ....................................... (Sources of Competition for Insurance Product Sales)23 ...(Regulation of the Life Insurance Industry) 24 .............................................................. (Insurance Regulators) ÚeCÉàdG »ÑbGô oe 29 ..................... (Areas of Insurance Regulation) ÚeCÉàdG ∫ɪYCG ≈∏Y áHÉbôdGh ±Gô°TE’G ä’É n› 34 ................... (Ethics for Life Insurance Companies)35 ......................................................... (The Importance of Ethics) ¥ÓNC’G áq«ªgCG

IÉ«◊G ÚeCÉJ áYÉæ°U ‘ áq«bÓNC’G ÇOÉÑŸG Ú°ù–

35 ............................................ (Improving Ethics in the Life Insurance Industry)

ÚeCÉàdG äÉcô°T äÉ«∏ªY OäÉjƒàëŸGP

114 ........................ (Sales Monitoring and Process Review) áq«∏ª©dG á©LGôeh äÉ©«ÑŸG áÑbGôe115 ................ (The Importance of Effective Product Development)

(Pricing Insurance Products) 119 ...................... (Setting Pricing Objectives and Strategies) h121 .................................... (Making Assumptions for Pricing) h121 ........................ (Investment Earnings and Interest Rates) IóFÉØdG QÉ©°SCGh Qɪãà°S’G óFGƒY122 .......................... (Cost of Benefits and the Mortality Factor) äÉ«aƒdG πeÉYh ™aÉæŸG áØ∏µJ129 .................................................................... (The Loading Charge) π«ªëàdG ô©°S131 ............................................. (Bundled and Unbundled Pricing) 131 ................................. (Bundled Pricing for Life Insurance) IÉ«◊G ÚeCÉàd Ω qR nôoŸG Ò©°ùàdG131 ...................................... (Bundled Pricing for Annuities) IÉ«◊G äÉ©aód Ω qR nôoŸG Ò©°ùàdG132 ............................ (Policy Reserves and Cash Values) 133 .................. (Profit-Testing Actuarial Assumptions) 133 .............................................................. (Managing Pricing Results) 135 ............................................................ (Favorable Deviations) áªFÓŸG äÉaGôëfE’G135 ................................................... (Adverse Deviations) á q«Ñ∏°ùdG hCG á« q°ùµ©dG äÉaGôëfE’G

(Product Distribution)139 .......................................................................... (Distribution Systems) 139 ................................... (Personal Selling Distribution Systems) 141 ......................................................................... (The Sales Process) ™«ÑdG áq«∏ªY143 ................ (Agency-Building Distribution Systems) ádÉcƒdG ܃∏°SCG ≥ah áq«æÑŸG ™jRƒàdG ᪶fCG147 ...... (Nonagency-Building Distribution Systems) ádÉcƒdG ܃∏°SCG ≥ah áq«æÑŸG ÒZ ™jRƒàdG ᪶fCG149 ..................... (Financial Institutions Distribution Systems)149 ..................................................... (Broker/Dealer) áq«dÉŸG ¥GQhC’G ‘ πeÉ©àoŸG / §«°SƒdG150 ............................................................................................. (Banks) ∑ƒæÑdG150 ................................................................ (Insurance Companies) ÚeCÉàdG äÉcô°T151 ......................... (Direct Response Distribution Systems) 153 .............. (Direct Response Distribution Activities) Iô°TÉÑŸG áHÉéà°S’G äGP ™jRƒàdG äÉWÉ°ûf153 ...................................................... (Distribution Channel Decisions)155 .... (Characteristics of Customers in Target Markets) áaó¡à°ùoŸG ¥Gƒ°SC’G ‘ øFÉHõdG ¢üFÉ°üN155 .. (Characteristics of the Products the Company Sells) ácô°ûdG É¡©«ÑJ »àdG äÉéàæoŸG ¢üFÉ°üN155 ................... (Costs Associated with Each System) ᪶fC’G øe Ωɶf qπµd áÑMÉ°üoŸG ∞«dɵàdG

™jRƒàdG áq«∏ªY ≈∏Y É¡à°SQɇ ‘ ø ueDƒŸG ÖZôj »àdG áÑbGôŸG áLQO155 ...................... (Degree of Control the Insurer Intends to Exercise over Distribution)156 ......................................................(Characteristics of the Insurer) ø ueDƒŸG ¢üFÉ°üN156 ..................... (Insurer’s External Marketing Environment) ø ueDƒª∏d áq«LQÉÿG ≥jƒ°ùàdG áÄ«H

71 ................ (Centralized and Decentralized Organization) á qjõcôŸG ÒZh áqjõcôŸG äÉ°ù°SDƒŸG ÚØXƒŸG QOÉc äG qóMhh q§ÿG äG qóMh

72 ........................................................ (Organizations Line Units and Staff Units)

73 ............................................... (Traditional Ways Insurers Organize Work Activities)73 ......................................... (Organization by Function) πª n©dG I qóMh ¢SÉ°SCG ≈∏Y º«¶æàdG73 ................................................. (Organization by Product) ènàæoŸG ¢SÉ°SCG ≈∏Y º«¶æàdG73 .................................... (Organization by Territory) º«∏bE’G hCG á≤£æŸG ¢SÉ°SCG ≈∏Y º«¶æàdG

áq«é«JGΰSE’G πª n©dG IóMh hCG á«ëH qôdG õcôe ¢SÉ°SCG ≈∏Y º«¶æàdG 74 ................................... (Organization by Profit Center or Strategic Business Unit)76 ......................................... (Alternative Organizational Shapes) 77 .............................................................................................. (Committees)

(Marketing Activities and Strategies)

83 ............................................................................(The Marketing Mix) 84 ......................................................................................... (Positioning)85 .......................................................................... (Market Identification) 85 .................................................................. (Market Segmentation) ¥ƒ°ùdG º«°ù≤J86 .................................................................. (Target Marketing) ± nó¡à°ùoŸG ≥jƒ°ùàdG88 ........................ (Matching Products to Target Markets)88 .................................................................. (Marketing Information) 90 ........................................... (Internal Marketing Environment) áq«∏NGódG ≥jƒ°ùàdG áÄ«H91 ......................................... (External Marketing Environment) áq«LQÉÿG ≥jƒ°ùàdG áÄ«H96 ........................................................................... (The Marketing Plan) 96 .......................................... (Developing the Marketing Plan) ≥jƒ°ùàdG á q£N çGóëà°SEG96 ............................................ (Elements of the Marketing Plan) ≥jƒ°ùàdG á q£N ô°UÉæY98 ....................................... (Communicating the Marketing Plan) ≥jƒ°ùàdG á q£N π«°UƒJ98 ........................................... (Control and the Marketing Plan) ≥jƒ°ùàdG á q£Nh áÑbGôŸG98 ......... (Marketing Strategies for Company Growth)98 ...................................................................... (International Expansion) q»ŸÉ©dG ™ q°SƒàdG

(Product Development)

103 ............... (Personnel Involved in Product Development)103 ..................................................... (Product Development Teams) ènàæoŸG ôjƒ£J ¥ nô pa104 .................................................. (The Product Development Process) 104 ....................................................................... (Product Planning) ènàæoŸG §«£îJ105 ......................................... (Comprehensive Business Analysis) πª n©∏d πeÉ°ûdG π«∏ëàdG108 ...................................................................... (Technical Design) q»æØdG º«ª°üàdG110 ................................................................ (Product Implementation) ènàæoŸG ≥«Ñ£J

ÚeCÉàdG äÉcô°T äÉ«∏ªY QäÉjƒàëŸGR

(Home Office Support for Distribution Systems) 163 .. (Support for Agency-Building Distribution Systems)164 ...................................................... (Recruiting and Contracting) óbÉ©àdGh ∞«XƒàdG167 ........................................................ (Licensing and Training) ÖjQóàdGh ¢ü«NÎdG169 ................................................................................. (Compensation) ¢†jƒ©àdG171 ............................................................................ (Sales Support) äÉ©«ÑŸG ºY nO174 .............................................................. (Technology Support) q»LƒdƒæµàdG ºY qódG

175 ..............................................(Support for Nonagency-Building Distribution Systems)

177 ............................................. (Support for Financial Institutions Distribution Systems)177 ................................................ (Broker/Dealers) á«dÉŸG ¥GQhC’G ‘ ¿ƒ∏eÉ©àoŸG / AÉ£°SƒdG178 ............................................................................................. (Banks) ∑ƒæÑdG

(Life Insurance Underwriting)

184 ......................................(The Importance of Sound Underwriting) 184 ........................................(Antiselection and Persistency) á qjQGôªà°S’Gh q»°ùµ n©dG AÉ≤àfE’G184 ....................................................... (Organization of Underwriting)

185 .......................................... (Underwriting Philosophy and Underwriting Guidelines)186 ...(Fundamentals of Individual Life Insurance Underwriting) 186 ........................................................(Risk Assessment Factors) ô£ÿG ôjó≤J πeGƒY190 ...... (Fundamentals of Group Life Insurance Underwriting)191 ........................................................(Risk Assessment Factors) ô£ÿG ôjó≤J πeGƒY194 ........................... (Regulatory Requirements and Underwriting) 194 ................................................................(Unfair Discrimination) ∞ pëéoŸG õ««ªàdG194 ................................................................ (Consumer Privacy) ∂∏¡à°ùoŸG áq«°Uƒ°üN194 ...................................................................(The Underwriting Process) 196 ................................................................. (Field Underwriting) ÊGó«ŸG ÜÉààc’G197 .........................(Reviewing the Application for Insurance) ÚeCÉàdG Ö∏ nW IQɪà°SG á©LGôe198 ........................................(Gathering Additional Information) áq«aÉ°VE’G äÉeƒ∏©ŸG ™ª nL203 .......................................... (Making an Underwriting Decision) ÜÉààc’G QGôb PÉîJEG204 .......................................................... (Reinsuring Excess Risk) 204 ................................. (Basic Concepts of Reinsurance) ÚeCÉàdG IOÉYE’ áq«°SÉ°SC’G º«gÉØŸG204 ...................................................................... (Retention Limits) ®ÉØàM’G OhóM

(Customer Service)

209 ..................................................... (Insurance Company Customers)209 ............................................................... (External Customers) Úq«LQÉÿG øFÉHõdG209 ..................................................................(Internal Customers) Úq«∏NG qódG øFÉHõdG

210 ................................................................... (Insurance Producers) ÚeCÉàdG »éàæ oe210 (Who Provides Customer Service?) 212 ......................(Why Is Customer Service So Important?)212 .......................................................... (Effective Customer Service) 213 .(The Changing Role of Customer Service Representatives) ¿ƒH qõdG áeóN »∏ qãªoŸ qÒ¨àoŸG Qh qódG

213 ......................(Customer Service Transactions for Individual Insurance and Annuities)215 .................... (Policyowner Information Changes) á≤«KƒdG ÖMÉ°U äÉeƒ∏©Ã á≤∏©àŸG äGÒ«¨àdG215 ........................ (Changes in Ownership of the Policy) ÚeCÉàdG á≤«Kh áq«µ∏ pà á≤∏©àŸG äGÒ«¨àdG

á©a qódG ïjQCÉJ ‘ äGÒ«¨àdGh IÉ«◊G á©a oO ÖMÉ°üH á≤∏©àŸG äGÒ«¨àdG

215 ........................................................................(Annuitant and Annuity Date Changes)215 .............................................................. (Beneficiary Changes) ó«Øà°ùoŸÉH á≤∏©àŸG äGÒ«¨àdG216 ............................................. (Premium Payment Changes) •É°ùbC’G ™a nóH á≤∏©àŸG äGÒ«¨àdG216 .............................................(Insurance Producer Changes) ÚeCÉàdG èàæ oà á≤∏©àŸG äGÒ«¨àdG216 ............................ (Life Insurance Coverage Changes) IÉ«◊G ÚeCÉJ AÉ£¨H á≤∏©àŸG äGÒ«¨àdG216 ........ (Fund Allocations for Variable Products) áY qƒæàŸG äÉéàæoŸG ≈∏Y Qɪãà°SE’G äGóMh º«°ù≤J

É¡MÉHQCGh á≤«KƒdG ¢Vhôbh IÉ«◊G ÚeCÉàd áqjó≤ædG ºn«≤dG ôjô≤J

217 ............................... (Determining Cash Values, Policy Loans, and Policy Dividends)218 ..................................... (Cash Surrenders and Withdrawals) äÉHƒë°ùdGh áqjó≤ædG äÉ«Ø°üàdG219 ................... (Life Insurance Policy Reinstatements) IÉ«◊G ÚeCÉJ á≤«Kh ¿Éjô°S IOÉYEG ä’ÉM219 .............................................................................. (Policy Replacement) á≤«KƒdG ∫GóÑà°SEG

220 ........................ (Customer Service Transactions for Group Life Insurance and Annuities) 221 ......................................................................... (Evaluating Customer Service) 221 ............................................... (Evaluating Timeliness) ¿ƒHõdG áeóÿ q»æe qõdG ∫hó n÷G º««≤ nJ222 ....................................................................(Evaluating Quality) ¿ƒHõdG áeóN IOƒ nL º««≤ nJ224 ................................................... (Customer Relationship Management) 224 ....................... (Technology and Customer Service Delivery)

(Claim and Annuity Benefit Administration)

229 ............. (The Life Insurance Claim Administration Function) 229 ................................................................................. (Claim Philosophy) äÉÑdÉ£oŸG áØ°ù∏a230 ............................................................................................. (Claim Staff) äÉÑdÉ£oŸG QOÉc230 .......................... (Regulation of Claim Administration) äÉÑdÉ£oŸG IQGOEÉH á°UÉÿG äÉ©jô°ûàdG232 ............. (The Life Insurance Claim Decision Process) 233 ...............................................(Verification of Policy Status) ÚeCÉàdG á≤«Kh ™°V nh øe ≥ q≤ëàdG233 ....................... (Verification of Coverage of the Insured) ¬JÉ«M ≈∏Y ø seDƒŸG AÉ£Z øe ≥ q≤ëàdG233 ................................................................... (Verification of the Loss) IQÉ°ùÿG øe ≥ q≤ëàdG235 ....... (Verification of Policy Coverage of the Loss) IQÉ°ùÿÉH ≥ q∏©àoŸG á≤«KƒdG AÉ£Z øe ≥ q≤ëàdG236 ........................ (Handling Contestable Claims) áYRÉæŸG •ô°ûd á©°VÉÿG äÉÑdÉ£oŸG ™e πeÉ©àdG

ÚeCÉàdG äÉcô°T äÉ«∏ªY ¢SäÉjƒàëŸG¢T

236 .......................................................(Making a Claim Decision) áÑdÉ£oŸG ¿CÉ°ûH QGô≤dG PÉîqJEG240 ...........................................(Life Insurance Claim Investigation) G243 ................................................................................... (Claim Fraud) äÉÑdÉ£oŸG ‘ ∫É«àM’G243 ..................................................................................................(Confidentiality) á qjô°ùdG243 .................................(Claims on Reinsured Policies) 243 .......................................................................... (Notification of Claims) äÉÑdÉ£oŸG QÉ©°TEG244 ............................................................................................(Claim Decisions) áÑdÉ£oŸG äGQGôb244 ................................... (Administration of Annuity Policy Benefits) 244 ..........................(Annuity Death Benefit Administration) IÉ«◊G á©a oO ‘ IÉaƒdG á©Øæe IQGOEG244 .........................................(Annuity Payout Administration) IÉ«◊G á©a oO ™a nO hCG OGó n°S IQGOEG

(Information Management)

249 ......................................... (The Importance of Information Management) 250 .......................................................... (Elements of Information Systems) 251 ....................................... (Hardware and Software) äÉ«›ÈdGh áÑ∏°üdG (¢UGôbC’G) Iõ¡LC’G251 ............................................................................................... (Database) äÉfÉ«ÑdG óYGƒb251 .............................................................. (Communications Technology) ä’É°üJ’G á«æ≤J254 .................................................... (Security for Information System) äÉeƒ∏©ŸG ᪶fCG øeCG255 ................................................................... (Types of Information Systems)256 ................................................(Transaction Processing Systems) äÓeÉ©ŸG á÷É©e ᪶fCG257 ............................................................. (Decision Support Systems) äGQGô≤dG ºYO ᪶fCG257 .................................................................................... (Expert Systems) IÒÑÿG ᪶fC’G257 ..............................................................(Operations Support Technologies) 257 ............................................ (Database Management Systems) äÉfÉ«ÑdG óYGƒb IQGOEG ᪶fCG259 ..................................... (Document Management Systems) äGóæà°ùŸGh ≥FÉKƒdG IQGOEG ᪶fCG259 ..................................... (Automated Workflow Systems) ∫ɪYC’G ºéM IQGOE’ á«dB’G ᪶fC’G259 .................................................................................. (Electronic Commerce) 260 .......................................(Insurance Company Websites) ÚeCÉàdG äÉcô°ûd á«fhεdE’G ™bGƒŸG261 ............................... (Business-to-Business e-Commerce) äÉcô°ûdG ÚH á«fhεdE’G IQÉéàdG

261 ...............................................(Information Management for Specific Company Functions)261 ....................................................................................................... (Marketing) ≥jƒ°ùàdG262 ............................................... (New Business Processing) Iójó÷G äÉcô°ûdG á÷É©e á«∏ªY262 ................................................................................. (Customer Service) AÓª©dG äÉeóN264 ................................ (Life Insurance Claim Administration) ÚeCÉàdG äÉcô°T äÉÑdÉ£e IQGOEG264 ...............................................(Annuity Benefit Administration) IÉ«◊G äÉ©aO ™aÉæe IQGOEG

(An Overview of Financial Management)

269 .................................... (The Responsibilities and Organization of Financial Management)

271 ........................................................... (Basic Accounting Documents)271 ......................................................................................... (Balance Sheet) áeÉ©dG á«fGõ«ŸG272 ......................................................................................(Income Statement) πNódG áªFÉb274 .......... (Linking the Income Statement to Balance Sheet) áeÉ©dG á«fGõ«ŸÉH πNódG ∞°ûc §HQ275 ................................................................................(Solvency and Profitability)275 ............................................................................................................(Solvency) IAÓŸG279 ........................................................................................... (Profitability) á«ëHôdG280 ....................... (Planning Financial Goals and Strategies) 280 ......................................................................................(Financial Goals) á«dÉŸG ±GógC’G281 ....................................................................... (Financial Strategies) á«dÉŸG äÉ«é«JGΰS’G281 ................................................ (Measuring Financial Results) á«dÉŸG èFÉàædG ¢SÉ«b282 ........................(Managing the Insurer's Capital and Surplus)282 .............................................................................. (Managing Cash Flows)

á«ëHôdGh IAÓŸG ≈∏Y ájó≤ædG äÉ≤aóàdG ÒKCÉJ

283 ..........................................(The Effect of Cash Flows on Solvency and Profitability) 283 ................................................. (Asset/Liabilities Management) äÉeGõàd’G/∫ƒ°UC’G IQGOEG

(Managing Investment)291 .............................................. (Organization of Investment Operations)292 .............................................. (Establishing an Investment Policy) ájQɪãà°SG á°SÉ«°S ™°Vh293 ............................................... (Investment Department Activities) Qɪãà°S’G º°ùb ᣰûfCG294 ............................................(Returns on Insurer Investments) 294 ....................................................................................... (Forms of Return) óFÉ©dG ∫ɵ°TCG295 .....................................................................................(Return and Risk) ô£ÿG h óFÉ©dG295 ............................................. (Return, Inflation and Deflation) ¢Tɪµf’G h ºî°†àdG ,óFÉ©dG296 ..................................................................... (Return and Diversification) ™jƒæàdGh óFÉ©dG296 .........................................(Regulation of Insurer Investments) 297 .........................................................(Insurance Company Investments) 298 ....................................................(Buying and Selling Securities) á«dÉŸG ¥GQhC’G ™«Hh AGô°T299 ............................................................................................................ (Bonds) äGóæ°ùdG302 ................................................................................................................(Stock) º¡°SC’G303 .................................................................................. (Mortgages) ájQÉ≤©dG ¿ƒgôdG305 .....................................................................................................(Real Estate) äGQÉ≤©dG305 .................................................................................. (Policy Loans) ÚeCÉàdG ≥FÉKh ¢Vhôb306 ........................................................................ (Investment Strategies)

(Accounting)

311 ................................................... (Users of Accounting Information)311 ..............................................................................(Internal Users) πNGódG øe ¿ƒeóîà°ùe312 ............................................................................ (External Users) êQÉÿG øe ¿ƒeóîà°ùe

ÚeCÉàdG äÉcô°T äÉ«∏ªY ¢UäÉjƒàëŸG¢V

áÑ°SÉëŸG º°ùb äÉ«dƒÄ°ùeh ᫪«¶æàdG á«∏µ«¡dG

313 .....................................(Organization and Responsibilities of the Accounting Department)313 .......................................................................................... (Financial Accounting) 315 .......................................................................... (Accounting Standards) áÑ°SÉëŸG ÒjÉ©e316 ............................................... (Financial Accounting Operations) á«dÉŸG áÑ°SÉëŸG äÉ«∏ªY318 ....................................................................... (Financial Reporting) á«dÉŸG ôjQÉ≤àdG OGóYEG324 ................................................................................. (Management Accounting) 326 .............................................................................................. (Budgeting) á«fGõ«ŸG ójó–

326 .................................................................................(Cost Accounting) ∞«dɵàdG áÑ°SÉfi279 ........................................................................................................................ (Auditing)

(Human Resource Management)334 .................................................................... (Human Resource Planning) 334 ............................................... (Projecting Staffing Needs) ÚØXƒŸG Ú«©J äÉÑ∏£àe §«£îJ334 ................................................. (Estimating The Labor Supply) á∏eÉ©dG Iƒ≤dG ¢VôY ôjó≤J335 ...................................... (Planning for International Operations) á«dhódG äÉ«∏ª©dG §«£îJ336 ........................................................................................... (Recruitment) 336 ................................................................... (Internal Recruitment) »∏NGódG ∞«XƒàdG337 ................................................................. (External Recruitment) »LQÉÿG ∞«XƒàdG337 ............................................................................................. (Employee Selection) ÚØXƒŸG QÉ«àNG338 .....................................................(Application and Screening) á«∏gC’G ±É°ûµà°SGh ≥«Ñ£àdG339 ............................................................. (Pre-employment Testing) ∞«XƒàdG πÑb Ée QÉÑàNG339 .........................................................................(Employment Review) ∞«XƒàdG äÓHÉ≤e

äGQóîŸG »WÉ©J ∞°ûc äGQÉÑàNG h »æ¡ŸG ïjQÉàdG äÉ©LGôe

339 ........................................................................ (Backgrounds Checks and Drug Tests)340 ........................................................................................................................ (Training) 341 ................................................................................(Performance Evaluation) 343 .......................... (Graphic Rating Scale Appraisal) IOófi πeGƒ©d É≤ah AGOCÓd ÊÉ«ÑdG º««≤àdG343 ...................................................................................... (Essay Appraisal) ‹É≤ŸG º««≤àdG343 .................................(Critical Incident Evaluation) áLô◊G áFQÉ£dG çOGƒë∏d É≤ah º««≤àdG344 ................................................................................. (Ranking) AGOC’G Ö°ùM ÚØXƒŸG Ö«JôJ344 .......................................................(360-Degree Feedback) áLQO 360 á∏eɵàe ô¶f äÉ¡Lh344 ............................................................................................................. (Compensation) 344 .............................................................................................(Pay Scales) ÖJGhôdG äÉLQO345 .............................................................(Benefits and Services) äÉeóÿGh ÉjGõŸG

(Legal and Compliance Operations)351 ...(Organization of Legal and Compliance Operations)351 ......................................... (Responsibilities of the Legal Department) q

ácô°û∏d ʃfÉ≤dG πµ«¡dG ‘ äGÒ«¨àdGh ¢ù«°SCÉàdG

352 ................................................... (Incorporation and Changes in Corporate Structure)

353 ................................................................................(Product Development) ènàæoŸG ôjƒ£J353 ........................................................................................................... (Contracts) Oƒ≤©dG353 ................................................................................... (Product Distribution) ènàæoŸG ™jRƒJ354 ...............................................................................(Claim Administration) áÑdÉ£oŸG IQGOEG354 .............................................................................(Employee Relations) ÚØXƒŸG äÉbÓY355 ....................................................................................................... (Litigation) »°VÉ≤àdG357 ............................................................................... (Regulatory Compliance)357 ............................................................................................................ (Prevention) ™ rænŸG357 ....................................................................................................... (Monitoring) áÑbGôoŸG358 ....................................................................... (Education and Training) ÖjQóàdGh º«∏©àdG

359 ....................................................(Solvency Compliance and Market Conduct Compliance) IóëàŸG äÉj’ƒdG ‘ ¥ƒ°ùdG äÉ«cƒ∏°ùH ΩGõàdE’G

360 .................................................... (Market Conduct Compliance in the United States)

..........................................................................................................................(Glossary)

............................................................................................................................(Index)

ó`«```¡ª``J

ÚeCÉàdG äÉcô°T äÉ«∏ªY ´ó«``¡“Æ

QGó°UE’Gh ™jRƒàdGh ôjƒ£àdÉH Ωƒ≤J ∞«ch ÚeCÉàdG äÉcô°T πªY á«Ø«c ÚeCÉàdG äÉcô°T äÉ«∏ªY ÜÉàc øe á«fÉãdG á©Ñ£dG ∞°üJ

á«æ≤J ∂dP ‘ Éà ÚeCÉàdG äÉcô°T ‘ áØ∏àîŸG ºYódG ᣰûfCG ìô°ûH kÉ°†jCG ÜÉàµdG Ωƒ≤jh ,IÉ«◊G äÉ©aO Oƒ≤Yh IÉ«◊G ÚeCÉJ IQGOEGh

äÉ©jô°ûàdÉH ΩGõàdE’Gh ≥«Ñ£àdGh á«fƒfÉ≤dG äÉ«∏ª©dGh ájô°ûÑdG OQGƒŸG IQGOEGh áÑ°SÉëŸGh Qɪãà°SE’G IQGOEGh á«dÉŸG IQGOE’Gh äÉeƒ∏©ŸG

äÉeƒ∏©e ≈∏Y …ƒàëj ¬fEÉa ,᫵jôeC’G IóëàŸG äÉj’ƒdG ≈∏Y »°ù«FQ πµ°ûH õcôj ÜÉàµdG ¿CG ºZQh .ábÓ©dG äGP á«fƒfÉ≤dG äÉÑ∏£àŸGh

.⁄É©dG ∫ƒM áØ∏àfl ∫hO ‘ ÚeCÉàdG äÉcô°T äÉ«∏ªY ¢üîJ

Öൠne IQGOEG áq«©ªL ‘h áq«dÉŸG äÉeó nÿG äÉcô°Th ÚeCÉàdG äÉcô°T ‘ ÚaÎë oª∏d ácΰûe Oƒ¡éH ÜÉàµdG Gòg áªLôJh ∞«dCÉJ q”

≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªL øY áHÉ«ædÉHh .äÉ°SGQódGh ʃfÉ≤dG ÖjQóà∏d ∫ÉjhQ õcôe ‘h (LOMA) IÉ«◊G ≈∏Y ÚeCÉàdG º¡JÉeƒ∏©e Ëó≤J ‘ Éæ©e GƒªgÉ°Sh º¡JÉbÉWh º¡JÉbhCG GƒdòH øjòdG OGôaC’G ™«ª÷ ôµ q°ûdÉH ¿ƒØdDƒŸG Ω qó≤àj (LOMA) IÉ«◊G

.á«Hô©dG á¨∏d ¬àªLôJh ÜÉàµdG Gòg ∫ɪcEG øe Éæ«¡àfG ≈àM º¡JGÈNh

ÚØdDƒŸG øe kÓeɵàe kÉ≤jôa nÖ£≤à°SEG ,(LOMA) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªL ‘ ÖjQóàdGh º«∏©àdG º°ùb nÖ£≤à°SEG π©a ∂dòch ÜÉàµdG É¡æ qª°†J »àdÉc áq«ª«∏©àdG OGƒŸG ´GóHEG πLCG øe Öæ nL ¤EG kÉÑæ nL ¢UÓNEÉH Gƒ∏ªY øjòdG êÉàfE’G ºbÉWh øjQ qôëŸGh

áYÉæ°üdG ‘Î ofi πªY ≈∏Y ¢SÉ°SC’ÉH ºbÉ£dG OGôaCG nóæà°SG ó≤a ôeCG øe øµnj ɪ¡eh .äÉ°SGQódGh ʃfÉ≤dG ÖjQóà∏d ∫ÉjhQ õcôe

IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ª÷ áq«ª«∏©àdG äÉYƒÑ£ŸG q¿CG ≈∏Y ó«cCÉàdGh ºY nó∏d º¡àaô©eh º¡àbh Gƒëæ ne øjòdG IQƒcòŸG ójó©dG GhóHCGh áq«£ÿG nï°ù qædG ºgDhɪ°SCG á«dÉàdG ¿ƒaÎëoŸG n¢Vô©à°SG óbh ,Gòg . qóM ≈°übCG ¤EG ∫ɪµdGh áb qódÉH ™qàªàJ (LOMA)

.É¡J qOÉe Ú°ùëàd º¡JÉMGÎbG øe

ójƒé°ù∏gCG äôHhQ ƒgh ÜÉàµdG I qOÉe ôjƒ£J á©LGôe ≈∏Y áaô°ûoŸG áÄ«¡dG øe ᪫b äɶMÓe ≈∏Y ¤hC’G á©Ñ£dG ∞dDƒe π°üM óbh

¿ƒ°ùæ«Ø«à°S É«°ûjôJÉH h Qƒ«fƒL ô°ùæ«Ñ°S Ω ójƒd h ∑QhQ Ü ¢ùæjQh’ h âaƒd ¢ShôHh ∞«dƒL ôLhQh ƒJɵfGôH ± ¿ƒLh ±ƒµH äôHhQh

Gòg ,ÜÉàµdG øe IQÉàfl AGõLCG á©LGôà øjôNB’G ÚeCÉàdG áYÉæ°U AGÈN øe ójó©dG ΩÉb ɪc .ÆÒÑæjh …ófÉ°S h QhOƒ«K Góæ«d h

.á«fÉãdG á©Ñ£dG ¤EG A’Dƒg πÑb øe õ‚CG …òdG πª©dG π°UGƒàjh

AGóHEGh á©LGôà GƒeÉb øjòdG ÚeCÉàdG ¥ƒ°S AGÈN øe áÄ«g πÑb øe á©MGôŸG ¢ùØæd ÜÉàµdG Gòg øe á«fÉãdG á©Ñ£dG â©°†N ɪc

∞dDƒŸG á∏Ä°SCG ≈∏Y º¡àHÉLEGh πeÉc πµ°ûH ÜÉàµ∏d º¡à©LGôe ≈∏Y á«dÉàdG Aɪ°SC’G ôµ°ûf ¿CG Oƒfh .¬JÉjƒàfih π°üØdG øY äɶMÓŸG

:ÜÉàµdG äÉjƒàfi ºYód äGóæà°ùŸGh QɵaC’G Ëó≤Jh

¥ƒ°ùdG çƒëHh ≥jƒ°ùàdG ∫É› ‘ QÉ°ûà°ùe , …QÉH CG Qƒàµ«a • »à«°S áYƒª› ‘ ƒ°†©dG IÉ«◊G äÉ©aOh IÉ«◊G ÚeCÉàd Ò∏aGôJ ‘ IÉ«◊G ÜÉààcEG IQGOEG ΩÉY ôjóe ,∑ƒc ¢S ôaƒà°ùjôc •

ÜhôZ

óYÉ≤à∏d §«£îàdG äÉeóÿ • e-Consulting ájQÉ°ûà°SE’G äÉeóÿG ΩÉY ôjóeh ¢ù«FQ , iôa ∫ ødCG.IÉ«◊G ÚeCÉàd ∫ÉLƒ«e ácô°T Éfƒ«c ‘ ∫É°üJC’G õcôe ôjóe ,¿ƒ°ùHƒcÉL ƒ°S •.IÉ«◊G ÚeCÉàd ¿ƒàdƒHhÎe ácô°T ‘ ÊÉãdG ¢ù«FôdG ÖFCÉf ,¿ƒ°ùfƒL CG øjQÉc •

.IÉ«◊G ÚeCÉàd π°ûææjÉa »àjQƒ«µ«°S ‘ ∫hCG Ö°SÉfi ,…óæ«c Æ …QƒLQÉe •π≤à°ùe ™LGôe ,∂jRGQƒc º«J •

ájóæµdG IÉ«◊G ÚeCÉàd ø°S ácô°T ‘ ÖFGô°V QÉ°ûà°ùe ,∂jQhQ ¢ùæjQh’ •.Qƒª«à∏H ÚeCÉJ äÉcô°T ,äÉéàæe »FÉ°üNCGh ΩGõàdEGh ≥«Ñ£J ∞Xƒe ,¿ƒ°ùæ«Ø«à°S É«°ûjôJÉH •

:ÜÉàµdG øe AGõLCG á©LGôŸ ó¡÷Gh âbƒdG º¡FÉ£YEG ≈∏Y á«dÉàdG Aɪ°SC’G ôµ°ûf ɪc

π≤à°ùe ™LGôe ,¢SƒcQCG Ü Éµ«fƒe •IÉ«◊G ÚeCÉàd Ï°ùjEG âjôZ ‘ øFÉHõdG áeóN ¢ù«FQ ,ʃfÉb øeDƒe ,»H ≠fƒN •É°ùcCG ácô°ûd QÉ°ûà°ùe ,‹Ée QÉ°ûà°ùeh ™aÉæe »FÉ°üNCG ,¿ƒJôjPôH ÚØ«à°S .Ω •

•1991 ΩÉ©d Éeƒd IõFÉL ≈∏Y π°UÉMh IÉ«◊G äÉ©aOh IÉ«◊G ÚeCÉàd Ú°SQóŸG áÄ«g ,ôJQÉc CG ¿QGh∫É°ûææjÉa ∞j’ ø°S ‘ ÜÉààcEÓd ¢ù«FôdG ÖFÉf ,πgGO ∞«°SƒL ¢S •

ÚeCÉàdG IOÉYE’ ¿ÉµjôeCG ïfƒ«e ¢ù«FôdG ÖFÉf óYÉ°ùe ,RÒg ¢ùª«L •á«dÉŸG OQGƒª∏d ¿ÉµjôeCG âjôZ ‘ ΩGõàdEGh ≥«Ñ£J »FÉ°üNEG ,Îæg √QƒÑjO •

IÉ«◊G ÚeCÉàd ÏdƒHhÎe ácô°T ,∫hCG …QÉ°ûà°SCG ,¿ƒ°ùcÉL É«°ûjôJÉH • •USAA Öààµe ,Qƒ«fƒL õfƒM ¿ƒL

∫É°ûææjÉa äƒ∏jÉH ¿ƒ°SôØ«L ‘ äÉeƒ∏©ŸG á«æ≤J ,¢ù«FôdG ÖFÉf óYÉ°ùe ,RhQ ∞jO •ÉµjôeCG ±CG IÉ«◊G ÚeCÉàd ¿ÉjOQÉZ ácô°T ‘ âHÉãdG πNódG äGQɪãà°SCG ôjóe ,ôcÉàjh ÚdEG •

ɵjôeCG ±CG ¢SÉfQƒ°ûfEG »L ¿EG …EG ,äÉ«∏ª©dG QÉ£NCG IQGOEG ¢ù«FQ ,¿ƒ°ù∏jh O …ÒH •

LOMA

´É£b øe ÉæFGÈÿ §≤a ¢ù«d kkGó¡ oL π qã oÁ (LOMA) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªL ‘ á«°SGQódG äGQ qô≤oŸG OGóYEG q¿EG IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ª÷ Ú©HÉàdG OGôaC’G ÚH øeh .Éeƒd ‘ OGôaC’G øe ójó©∏dG πÑb øe É°†jCG øµdh ÚeCÉàdG

Gò¡d ¤hC’G á©Ñ£∏d ∞dDƒŸG ¿Éc …òdG ∫hCG π«eR ,¿ƒà°S ÚL :ºgh ,áq«ÑjQóàdGh áq«ª«∏©àdG äGQGó°UE’G ºbÉW øe ºg (LOMA) ¢S’ƒcƒfh É¡àeôH á©LGôŸG á«∏ª©dh ÜÉàµdG ¤EG ᪡ŸG äɶMÓŸG øe ójó©dG Ëó≤àH ΩÉb á«fÉãdG á©Ñ£dG ´hô°ûŸ ôjóªch ÜÉàµdG

óMC’ á«dhC’G áHÉàµdÉH âeÉb »àdG ∫hCG π«eR ,âfÉfƒc ¿GRƒ°S ;äÉWƒ£îŸG í«ë°ünJ ∫É› ‘ ™LGôªc πªY …òdG ∫hCG π«eR ,ôJƒ°ùjO

π«eR ,»∏µ«H ¢S …QÉe h ¢ù«F qôdG ÖFÉf óYÉ°ù oe , õeGôHCG .QBG ¢ùjƒL h ÜÉàµdG øe iôNCG AGõLC’ ᪫b äɶMÓe áeóbƒHÉàµdG ∫ƒ°üa

.∫hCG π«eR ,¿É¨«dƒe åHõ«dEG h ∫hCG π«eR ,πjƒ°ùcÉe ɵ«æe h ¢ù«FôdG ÖFÉf óYÉ°ùe ,…óæc Éæ«L h ∫hCG π«eR ,õfƒL âjQÉg h ∫hCG

äÉ«∏ªY ÜÉàc Q qô≤oŸ kÉ©jô°S kÉ°VGô©à°SG qº°†j …òdG èeóoŸG ¢Uô≤dG iƒàfi ôjƒ£àH ΩÉb …òdG ∫hCG π«eR ,∫OÉY ∑QÉe É°†jCG ôµ°ûfh

Ωó≤ŸG …QGOE’G ºYódG ≈∏Y ájQGOEG IóYÉ°ùe ,RQófÉ°S ‹ÉJÉf h ájQGOEG IóYÉ°ùe ,ôJQÉc ¬fƒeÉe ôµ°ûf ¿CG Oƒf ɪc .ÚeCÉàdG äÉcô°T

.ɪ¡∏Ñb øe

»àdGh ∫hCG π«eR ,»∏«f »∏«c øe πc ÜÉàµdG Gòg QGó°UE’ äÉeóÿG Ëó≤àH GƒeÉb øjòdG äÉfÉëàeC’G IQGOEG øe OGôaC’G áªFÉb πª°ûJh

.¢ù«FôdG ÖFÉf óYÉ°ùe ‹hh ∑ É«dƒLh äÉfÉëàeEÓd á©LGôªc â∏ªY

ÜÉàµdG QGó°UEG á«∏ªY ≈∏Y ±Gô°TE’ÉH ΩÉb …òdG ,QGó°UE’G ôjóe ,ô¨æ«dƒH øØ«à°S ¤EG ôµ°ûdG Ωó≤f Éeƒd ‘ äGQGó°UE’G IQGOEG øeh

h áYÉÑ£dÉH âeÉb »àdG RôjCG ¿ƒ°ù«dEGh êÉàfEG á≤°ùæªc â∏ªY …òdG ¿Gƒ°S »eCGh ,ÜÉàµ∏d ™jô°ùdG ¢VGô©à°SE’G Aõ÷ »æ≤àdG ôjƒ£àdGh

ÖLƒj ɪc .áYÉÑ£dÉH á°UÉÿG äÉÑ«JÎdG πµH âeÉb »àdG …Qƒ¨jôZ …QOhCG âeÉbh .ÜÉàµdG ¢Sô¡a ôjƒ£àH âeÉb »àdG ¢TQ …QÉe

íjô°üàdG ≈∏Y ∫ƒ°ü◊G á«∏ª©H ΩÉb …òdG »∏JQÉg ¢ùjQEG h ÜÉàµdG áYÉÑW á©LGôà âeÉb »àdG ¿Éªà°ùjEG ÉfÉjO ¤EG ôµ°ûdG Ëó≤J

.OGƒŸG √ò¡d ájôµØdG ¥ƒ≤◊G ΩGóîà°SEÉH

IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ª÷ ™HÉàdG äÉeƒ∏©ŸG õcô ne ‘ Ú∏eÉ©dG OGôaC’G ¤EG ∂dòc ôµ q°ûdÉH Ω qó≤àf ¿CG ÉæJƒØ nj ’h π q∏ ofih ÖJÉc èjQódCG …QƒdÉeh q»æØdG ôjóoŸG QƒªcÓH É«Ø«dhCG :ºgh ,áªq«≤dG çƒëoÑdG áÄ«¡àH øjQƒµ°ûe GƒeÉb øjòdG (LOMA)

.åMÉH ,嫪°S â«fÉLh çƒëoÑdG

ÚeCÉàdG äÉcô°T äÉ«∏ªY ±ó«``¡“¥

ΩÉb …òdG äÉ°SGQódGh ʃfÉ≤dG ÖjQóà∏d ∫ÉjhQ õcôe ‘ Öjô©àdG ºbÉW ¬H ΩÉb …òdG ÒѵdG πª©∏d πjõ÷G ôµ°ûdÉH Ωó≤àf ɪc

.¬æe á«Hô©dG áî°ùædG OGóYEGh á«Hô©dG ÚeCÉàdG ¥ƒ°S ‘ »∏ª©dG ™bGƒdGh Ö°SÉæà«d ¬∏jó©Jh ÜÉàµdG Öjô©àH

¿Óª©j ɪgÓch ,¢ù«Fô∏d ∫ qhC’G ÖFÉ qædG πHGQ .¢ûJCG ΩÉ«dhh ,¢ù«F qôdG áÑFÉf ¿É¨«∏«e .»°S øjôKÉc ¤EG q¢UÉÿG Éfôµ o°ûH Ω qó≤àf ,kGÒNCGh

.´hô°ûnŸG Gòg ΩÉ“E’ ™«é°ûqàdGh ºY qódGh OÉ°TQE’ÉH ÓîÑnj ⁄ øjòq∏dGh ,ÖjQóàdGh º«∏©àdG º°ùb ‘

(FLMI, PCS, ARA, PAHM) Éæ«°SQhCG ËÒeΩ2005 É«LQƒL ,ÉàfÓJCG

LOMA

¥ÓNC’G ¥Éã«Ã ΩGõàdE’G (LOMA) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªL äGOÉ¡°T ≈∏Y (ÚéjôÿG) øjõFÉ◊G OGôaC’G ≈∏Y:Ö≤∏dG πªëj øe πµd á«dÉàdG ÇOÉÑŸG ≈∏Y πªà°ûj …òdGh áq«©ªé∏d áq«æ¡ŸG

.áq«aôMh ∫óYh 샰Vhh áq«Yƒ°Vƒeh áfÉeCGh ¢UÓNEÉH ¬ØFÉXhh ¬JÉÑLGh ™«ªL AGOCG •

.øjôNB’G πÑ pb øe ¬H πeÉ©oj ¿CG qOƒj …òdG ܃∏°SC’ÉH øjôNB’G ™e πeÉ©qàdG •

.¬àë∏°ü ne ¥ƒa á qeÉ©dG áë∏°üŸG ™°†nj ¿CG •

.¬JGQÉ¡e ôjƒ£Jh áq«æ¡ŸG ¬àaÉ≤K Ú°ù n–h ¬∏ª nY ôgɶ ne qπc ‘ ´Ènj ¿CG πLCG øe QGôªà°SÉH íaɵoj ¿CG •

.ídÉ°ünŸG ∂∏J ≥ t≤ n– øe ó qcCÉà∏d ≈©°ù nj ¿CGh 𫪠n©∏d ídÉ°ünŸG π°†aCG ≥«≤ënàd ó¡àénjh ôHÉã oj ¿CG •

.áq«fƒfÉ≤dG §HGƒ°†dGh Ohó◊G QÉWEG øª°V É¡e qó≤ oj »àdG äÉeƒ∏©ŸG áqjô°Sh 𫪠n©dG äÉq«°Uƒ°üN ΩGÎMG •

.¬JÉWÉ°ûfh ¬dɪYCG qπc ‘ ¬àdÉ°SQh ¿ƒfÉ≤dG ìhôH ós«≤àdG ∞XƒŸG ≈∏Y •

áq«dÉŸG äÉeó nÿG áYÉæ°U ÖfÉL ¤EG ,É¡àfɵeh ¬àØ«Xh ᩪ o°S õjõ©nJ ¤EG ≈©°ù njh q»æ¡ŸG ¬©°Vhh ¬Ñ°üæ nà ôîØnj ¿CG ∞XƒŸG ≈∏Y •.¬àYÉ£à°SG Qó nb

á``e qó≤``ŸG

ÚeCÉàdG äÉcô°T äÉ«∏ªY Ωá``e qó≤``ŸG¿

≈∏Y ÚeCÉàdG áYÉæ°üd m∞°U nh Ëó≤ nJ ‘ (á«fÉãdG á©Ñ£dG – ÚeCÉàdG äÉcô°T äÉ«∏ªY) ÜÉàc Öjô©Jh ∞«dCÉJ AGQh øe ±ó n¡dG øªµnj áÑ∏£∏d Q qô≤oŸG Gòg º«ª°üJ q” óbh .»ë°üdGh IÉ«◊G ≈∏Y ÚeCÉàdG äÉcô°T Égô qaƒJ »àdG äÉéàæoŸG ¤EG áaÉ°VE’ÉH ,»ë°üdGh IÉ«◊G

.(FLMI) IÉ«◊G ≈∏Y ÚeCÉàdG Öàµe IQGOEG á«©ª÷ ádÉeõdG èeGÈd á©HÉàdG (290) IQhódG ¿ÉëàeG RÉ«àLG ‘ ¿ƒÑZôj øjòdG ∑OGóYEG sº nK øeh , qOGƒª∏d ∂ª¡ na õjõ©nJh ,∂à°SGQO º«¶æJ ≈∏Y ∂JóYÉ°ùoŸ ÉjGõ ne I qóY ≈∏Y (Q qô≤oŸG Gòg ‘) π°ü na qπc πªà°ûjh

. qOGƒŸG á°SGQO ∫ƒM ∂d äÉMGÎbE’G ¢†©H Ëó≤ nàH Ωƒ≤æ°S ,É¡«dEG QÉ°ûoŸG ÉjGõŸG øe Iõn«e qπµd Éæë«°VƒJ ∫ÓNh .QƒcònŸG ¿ÉëàeEÓd

∂à°SGQO ≈∏Y õ«cÎdG ≈∏Y ∂JóYÉ°ùoŸ º«∏©qàdG ±GógCÉH áªFÉb π°ü na qπc øe ¤hC’G áëØ°üdG ø qª°†àJ

»àdG I qOÉŸG øY å nëHEG ,π°ü nØ∏d ∂JAGôb AÉæKCGh ,±GógC’G ∂∏J á©LGôe ∫hÉM ,π°ü na q…CG IAGôb ‘ AóÑdG πÑb .∂à©dÉ£eh

.IQƒcòŸG ±GógC’G ≥«≤ n– ‘ ∂JóYÉ°ù oe É¡æµ oÁ

áëŸ ≈∏Y π°üënàd äÉjƒàëŸG ∂∏J á©LGôe ∫hÉM ;¬JÉjƒàfi π°ü na qπc øe ¤hC’G áëØ°üdG ø qª°†àJ :

AÉ≤dEG É qeCG .äÉeƒ∏©ŸG ¢Vô nY á≤jôW ™e ºé°ùænàd π°ü nØdG á©LGôà º ob qºK ,É¡à«£¨nJ qºàà°S »àdG áq«°ù«FôdG •É≤ædG øY IõLƒe

.¢†© nÑdG É¡°†©H ™e äÉYƒ°VƒŸG ∞ n∏à ofl §HônJ »àdG ábÓ©dG ∫ƒM á qeÉY Iôµa n∂«£©o«°ùa á«°ù«FôdG øjhÉæ©dG ≈∏Y Iô¶nf

á≤HÉ°S äÉeƒ∏©e áqjCG ¤EG ÖdÉ£dG ∑ÓàeG ¤EG áLÉM ’ ¬qfEÉa ,kÉ qjó«¡“ kGQ qô≤ oe Q qô≤oŸG Gòg ¿ƒ nc ÖÑ°ùH

I qôª∏d ¬eGóîà°SG hCG √OhQh óæY ÚeCÉàdG ‘ í∏£°ü oe qπc ìô n°T hCG ∞jô© nJ q” ,∂dòd .¬ª«gÉØ ne hCG ÚeCÉàdG äÉë∏£°ü oe ∫ƒM

áëF’ ‘ É¡LGQOEG qº nK øeh É¡Øjô©nJ óæY (bold italic type ) Önàµoà°ùa á qª¡oŸG äÉë∏£°üoŸG É qeCG .¤hC’G ájÉ¡f ‘ πeÉ°T Oô°ù ne ‘ (áq«°ù«FôdG) äÉë∏£°üoŸG ™«ªL êGQOEG qºà nj ±ƒ°Sh ,π°ü na qπc ájÉ¡f ‘ áq«°ù«FôdG äÉë∏£°üoŸG

.äÉë∏£°üoŸG ∂∏J ≈∏Y á qbóH õ«c qÎdG ∫hÉM (ÜÉàµdG ∫ƒ°üa øe) π°ü na qπµd ∂JAGôb ∫ÓNh .ÜÉàµdG

•É≤ qædG ¢†© nH í«°VƒJ ¤EG ±ó¡nJ ,áæ«ØdGh áæ«ØdG ÚH Q qô≤oŸG ‘ ô¡¶nJ »àdG äÉ≤«∏©àdGh ∫ɵ°TC’G ±ó¡nJ :

äÉ≤«∏©àdGh ∫ɵ°TC’G É¡æ qª°†àJ »àdG äÉeƒ∏©ŸG q¿CG ¤EG √ÉÑàfE’G ≈Lôojh .iôNCG ™«°VGƒe ìô n°T ‘ ÜÉ¡°SE’Gh áæq«© oe ™«°VGƒe ‘.IOÉŸG √òg ¿ÉëàeG ‘ OônJ ób

‘ πNó ne qπc ΩÉeCG n™ p°V ohh ,ÜÉàµdG ájÉ¡f ‘ áq«°ù«FôdG äÉë∏£°üoŸÉH á≤ q∏©àŸG äÉØjô©àdG qº°†j πeÉ°T Oô°ù ne ™°V nh q”

Oô°ùnŸG πªà°ûjh .QƒcòŸG πNónŸG ∞jô©nJ ¬«a q” …òdG π°ü nØdG ºb nQ ¤EG Oó n©dG ∂dP Ò°ûojh ,¿É°Sƒb √ qóënj lOóY QƒcòŸG Oô°ùnŸG

.á°ùcÉ©oŸG äÉë∏£°üoŸG ¤EG áaÉ°VEG (acronym) áq«∏FGhC’G äɶØq∏dGh áaOGôoŸG á qª¡oŸG äÉë∏£°üoŸG ¤EG äGQÉ°TEG ≈∏Y

Ò«¨à∏d á°Vô oY ,(LOMA) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªL ègÉæà á≤ q∏©àŸG áq«°SGQódG ºY qódG πFÉ°Shh Q qô≤oŸG q¿EG ÖjQóàdGh º«∏©qàdG êƒdÉJÉc á©LGôà ∂ë°üænf ,áë«ë°üdG qOGƒŸG á°SGQóH Ωƒ≤J ∂ qfCG øe ó qcCÉàJ »µdh ,∂dòd , q…Qh nO πµ°ûH í«≤æàdGh

᪠qª°üoŸG áq«°SGQódG ºY qódG πFÉ°Shh äGQ qô≤ oª∏d ∞°U nh ≈∏Y ´ÓWEÓd (LOMA) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªéH q¢UÉÿG.√RÉ«àLG ΩhôJ …òdG ¿ÉëàeEÓd

(LOMA)

¿ÉëàeG ‘ áÑ∏£dG IóYÉ°ùoŸ áq«°SGQO ºY nO πFÉ°Sh OGóYEGh º«ª°ünàH (LOMA) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªL âeÉb ,É¡Ñjô©àH äÉ°SGQódGh ʃfÉ≤dG ÖjQóà∏d ∫ÉjhQ õcôe õcôe ΩÉbh (LOMA-290) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªL

.IQhódG √ò¡d áq«°SGQódG ºY qódG πFÉ°Sh øe ô qaƒàe ƒg Ée qπc ΩGóîà°SÉH áÑ∏£dG Ωƒ≤ nj ¿CÉH »°UƒJ áq«©ª÷G q¿EÉa ∂dòd

(Test Preparation Guide)

QÉÑàNEÓd OGóYE’G π«d nO) ¿Gƒæ©H kÓ«dO (LOMA) IÉ«◊G ≈∏Y ÚeCÉàdG Öൠne IQGOEG áq«©ªL ä qóYCG ó≤a ,ÜÉàµdG Gòg ÖfÉL ¤EG ÖjQóà∏d ∫ÉjhQ õcôe õcôe ΩÉbh (LOMA-290) ¿ÉëàeG RÉ«àLG ‘ ÚÑZGôdG áÑ∏£∏d kÉ°ü« q°üN nº uª o°U (LOMA-290 º¡ na ≈∏Y ÖdÉ£dG óYÉ°ù o«°S Q qô≤oŸG Gòg ÖfÉL ¤EG QƒcòŸG π«dódG IAGôb q¿EÉa Gò¡d ,¬æe á«Hô©dG áî°ùædG OGóYEÉH äÉ°SGQódGh ʃfÉ≤dG

¤EG áaÉ°VEG ¿ÉëàeE’G AGOCG ≈∏Y ¿ qôªà∏d á∏Ä°SCGh π°ü nØdG á©LGôŸ øjQÉ“ QÉÑàNEÓd OGóYE’G π«d nO ø qª°†àjh . kÓeÉc kɪ¡ na IQhódG qOGƒe

.QƒcòŸG π«dódG ‘ IOQGƒdG á∏Ä°SC’G ™«ª n÷ áHƒLCG ™e ,πeÉ°T q»LPƒ‰ QÉÑàNG

qOGƒŸG øY áëŸh Iôµa ∂FÉ£YEG ¬fCÉ°T øe kÉ©jô°S kÉ°VGô©à°SG qº°†j ,Q qô≤oŸG Gò¡d q»Ø∏ nÿG ±Ó¨dG πNGO ´ƒ°VƒŸG èeóoŸG ¢Uô≤dG qº°†j

.QƒcòŸG Q qô≤oŸG ‘ áMhô°ûŸG áØ∏àîŸG äÉéàæŸG í«°Vƒàd ÚeCÉàdG ≥FÉKh øe êPɉ ≈∏Y ∂dòc ¢Uô≤dG πªà°ûjh .Q qô≤oŸG É¡æ qª°†àj »àdG

.kÉ«dÉM ôaƒàe ÒZ ƒ¡a ¬«∏Yh èeóŸG ¢Uô≤dG äÉjƒàfi Öjô©J ºàj ⁄ ÜÉàµdG Gòg QGó°UEG ájɨdh ¬fCÉH kɪ∏Y

ácô°T äÉq«∏ªY

IÉ«```◊G ÚeCÉJ

Life Insurance Company Operations

±GógC’G

áq«dÉŸG äÉeóÿG áYÉæ°U ∞ qdDƒJ »àdG áq«dÉŸG äÉ°ù°SDƒª∏d áØ∏àîŸG ´GƒfC’G ∞°U nh

áq«dÉŸG äÉeóÿG áYÉæ°U ‘ IÉ«◊G ÚeCÉJ äÉcô°T É¡Ñ©∏ nJ »àdG QGhOC’G ∞°U nh

IÉ«◊G ÚeCÉJ äÉcô°T ™«ªL É¡H Ωƒ≤J »àdG áq«°SÉ°SC’G äÉq«∏ª©dG êQ nO

ô£ÿG IQGOEGh ô£ nÿG øe qπµH á q°UÉÿG º«gÉØŸG ìô n°T

q»é«JGΰSE’G §«£îàdG øe IÉ«◊G ÚeCÉJ äÉcô°T ±ó ng ¿É«H

øe Aõéc áq«LQÉÿG QOÉ°üŸGh áq«é«JGΰSE’G äÉØdÉëà∏d Úæ ueDƒŸG ΩGóîà°SG áq«Ø«c ¿É«H äÉq«∏ª©∏d q»é«JGΰSE’G §«£îàdG

ójó©dG äGQÉ¡e Öq∏£àj ,IhÌdG ºcGôJ πFÉ°Shh IÉ«◊G ≈∏Y ÚeCÉàdG ájɪëH ⁄É©dG AÉëfCG ≈ qà°T ‘ øFÉHõdG øe ÚjÓŸG ójhõJ Öq∏£àj

áWÉ°ùÑH ∞jô© nJ øµ oÁh .º¡YGóHEGh º¡JÉbÉWh IÉ«◊G ÚeCÉJ äÉcô°T ÜÉ°ù◊ ¿ƒ∏ª©nj øjòdG ¢UÉî°TC’G øe

áqjOÉ°üàb’G ôFÉ°ùÿG qó°V ájɪ◊G íæ nÁ …òdG ÚeCÉàdG øe ´ƒf ƒgh ,IÉ«◊G ÚeCÉJ ≥FÉKh ™« nHh ÜÉààcÉH Ωƒ≤J »àdG ácô°ûdG É¡qfCÉH

ÖfÉL ¤EG kÉ°†jCG ™«ÑJ , ™«Ñ nJ »àdG ÚeCÉàdG äÉcô°T øe ÒãµdG q¿CG q’EG .¬JÉ«M ≈∏Y ø seDƒŸG ¢üî°ûdG IÉah øY ºéænJ »àdG

/ äɵ∏ટG ÚeCÉJ É qÃQh ,(health insurance) » që°üdG ÚeCÉàdGh (annuity) IÉ«◊G äÉ©a oO πãe iôNCG ÚeCÉJ äÉéàæe ∂dP.∂dòc (property/casualty insurance) çOGƒ◊G

ó≤ n©dG ÖLƒÃ ø ueDƒŸG ó¡©àH å«M ,á≤«KƒdG ∂dÉeh ÚeCÉàdG ácô°T ÚH kÉfƒfÉb lΩõ∏ oe ܃ൠne ó≤ nY »¡a (annuity) É qeCGh øe á∏°ù∏°S hCG §°ùb πHÉ≤ oe ∂dPh (named person) ≈ qª°ùoŸG ¢üî°ûdG ÜÉ°ù◊ ájQh qódG äÉ©a qódG øe á∏°ù∏°ùH ΩÉ«≤dÉH QƒcòŸG •É°ùbCG äGOGôjEG óqdƒJ É¡qfCG å«M øe IÉ«◊G ÚeCÉJ äÉcô°T ¢†©Ñd áÑ°ùædÉH kÉëHQ ÌcCG IÉ«◊G äÉ©a oO äÉ©«Ñ ne Èà©oJh .ÚeCÉàdG •É°ùbCG

q¿EÉa ,IÉ«◊G ÚeCÉJ äÉcô°T øe Òãµd kÉ qª¡ oe kÉéàæ oe π qã o“ IÉ«◊G äÉ©a oO ¿ƒ nµd kGô¶fh .É¡°ùØ nf IÉ«◊G ÚeCÉJ äÉ©«Ñ ne √óqdƒJ É q‡ ÈcCG

.IÉ«◊G ÚeCÉJ ∂dòch IÉ«◊G äÉ©a oO ∫ƒM äÉeƒ∏©ŸG ¢†©H qº°†nj π°ü nØdG Gòg

,äÉcô°ûdG ∂∏J Q qƒ£àJh º q¶æJh ¢ù°SDƒJh CÉ°ûæJ ∞«c ;IÉ«◊G ÚeCÉJ äÉcô°T É¡H πª©nJ »àdG áq«Ø«µdG ¿É«H ƒg Q qô≤oŸG Gòg øe ±ó n¡dG q¿EG

support) ºY qódG äGóM nh É¡Ñ©∏ nJ »àdG QGhOC’G ∂dòch ;IÉ«◊G äÉ©a oOh IÉ«◊G ÚeCÉJ ôjóoJh Qó°üoJh ´ qRƒJ ∞«ch ,É¡àjDhQh »g Éeh ¬H Ωƒ≤J …òdG πª n©dG ≈∏Y ± qô©àJ ±ƒ°ùa ,¬à©dÉ£ oeh ÜÉàµdG Gòg IAGôb ∫ÓN øeh .ácô°ûdG ìÉ‚ ¤EG ∫ƒ°Uƒ∏d É¡«a (units ™«ªL É¡æe ¿ƒµàJ »àdG IÒѵdG IQƒ°üdG π q«îJ øe ø qµªàJ ±ƒ°ùa ,∂dP ¤EG áaÉ°VEG .πª n©dG Gò¡H Ωƒ≤J ∞«ch ,IÉ«◊G ÚeCÉJ äÉcô°T

‘ kÉØ nXƒ oe nâæc GPEÉa .IÉ«◊G ÚeCÉJ ácô°ûd IÒѵdG IQƒ°üdG É¡∏ªéà ∞dDƒJ »àdG π«°UÉØàdG øe ÒãµdGh IÉ«◊G ÚeCÉJ ácô°T äÉWÉ°ûf

∂∏ªY Ö°SÉæJ áq«Ø«c á¶MÓeh ájDhQ ≈∏Y kGÒãc ∑óYÉ°ùo«°S ÜÉàµdG Gòg q¿CG ƒg ¬«a q∂°T ’ É qªªa , kÓãe IÉ«◊G ÚeCÉJ äÉcô°T ióMEG

ɪ«a äÉbÓ©dG ≈∏Y áqjOôØdG ∑Oƒ¡L √óqdƒ oJ …òdG ÒKCÉàdG ∑QóoJ ±ƒ°Sh .∂àcô°T ¬H Ωƒ≤J …òdG •É°ûæ∏d qΩÉ©dG qƒ÷G ™e ¬j qODƒJ …òdG

. qΩÉY πµ°ûH É¡FGOCG ≈∏Yh ,É¡æFÉHRh ácô°ûdG ÚH

ÚeCÉJ í∏£°ü oe ¤EG IQÉ°TE’G ¬H ó°ü≤ næa ,π°üØdG Gòg ‘ (insurance products) ÚeCÉàdG äÉéàæ oe í∏£°üoŸ ÉæeGóîà°SG É qeCG ørjQƒcòŸG rÚë∏£°üoŸÉH áfÉ©à°S’ÉH π°üØdG Gòg ‘ áe nóîà°ùoŸG á∏ãeC’G ¢†©H ‘ Ωƒ≤æ°S Éæ qæµd .kÉ©e IÉ«◊G äÉ©a oO í∏£°ü oeh IÉ«◊G

øe qπc ¤EG (policies) ÚeCÉàdG ≥FÉKh í∏£°üoŸG Ò°ûojh .ôNB’G ¿hO rÚéàæoŸG øe §≤a óMGh ´ƒf ≈∏Y ≥Ñ£ænJ á°ûbÉæŸG q¿CÉH ó«cCÉà∏d ¢ùØnfh .(IÉ«◊G äÉ©a oO ≥FÉKh) hCG (IÉ«◊G ÚeCÉJ ≥FÉKh) ¤EG kGójó n– Éfô°TCG GPEG q’EG kÉ©e IÉ«◊G äÉ©a oO ≥FÉKhh IÉ«◊G ÚeCÉJ ≥FÉKh

≥FÉKh ÜÉë°UCG ¤EG í∏£°üoŸG Gòg Ò°ûoj å«M (policyowners) ÚeCÉàdG ≥FÉKh ÜÉë°UCG í∏£°ü oe ΩGóîà°SG óæY ∫É≤ oj A»°ûdG á©a oO hCG IÉ«◊G ÚeCÉJ øe qÚ© oe ´ƒf ¤EG kÉfÉ«MCG Ò°ûof óbh .ójóëàdÉH º o≤ nf n⁄ Ée ,kÉ©e IÉ«◊G äÉ©a oO ≥FÉKh ÜÉë°UCG hCG IÉ«◊G ÚeCÉJ

.π°üØdG Gòg ‘ É¡«dEG ¥ô£àdG ºà«°S »àdG IÉ«◊G äÉ©a oO ≥FÉKhh IÉ«◊G ÚeCÉJ ´GƒfCG ¢†©H (1-1) ºbQ πµ°ûdG ¢Vô©nj .IÉ«◊G

π°üØdG Gòg q¿EÉa ,∂dP ¤EG áaÉ°VEG .É¡JÉ«∏ªYh É¡JÉWÉ°ûfh IÉ«◊G ÚeCÉJ ácô°T QGhOCG ∫ƒM á qeÉY Iô¶f π°üØdG Gòg Éæd Ω qó≤ ojh Gòg

.IÉ«◊G ÚeCÉJ ácô°T äÉ«∏ª©H ≥ q∏©àoŸG q»é«JGΰSE’G §«£îàdÉH á q°UÉÿG äGQÉÑàY’Gh ô£ÿG IQGOEG ìô°û nj

øe á∏°ù∏°S ≈∏Y ÜÉàµdG Gòg πªà°TG ó≤a ,IÉ«◊G ÚeCÉJ ácô°T äÉWÉ°ûf É¡æ qª°†àJ »àdG º«gÉØnŸG ¢†©H Q qƒ°üJ ≈∏Y IóYÉ°ùª∏dh

É¡«e nóînà°ù oe ¤EG áaÉ°VEG – IÉ«◊G ≈∏Y ÚeCÉà∏d zóæjôa â°ù nH …P{ ácô°T ƒgh – kÉ°V n nÎØ oe kÉ q«cÒeCG kÉæ ueDƒe qº°†J »àdG äÉjɵ◊G Best Case ≈∏ãoŸG ádÉ◊G äÉgƒjQÉæ«°S) IQÉÑY äÉjɵ◊G ∂∏J ´ƒª› ≈∏Y Éæ≤∏WCG ó≤dh .≥FÉKƒdG ÜÉë°UCGh É¡«Y qRƒeh Ωƒ≤J áæq«© oe äGAGôLEG hCG ,áq«≤«≤M hCG áq«©bGh çGóMCG øY IQƒ°U Ëó≤J IQƒcòŸG äÉgƒjQÉæ«°ùdÉH Oƒ°ü≤ nŸG ¢ù«dh .(Scenarios ÖàµnŸG QOÉch IÉ«◊G ÚeCÉJ äÉcô°ûd áq«LPƒ‰ äÉWÉ°ûf ¢VôY ∫hÉ o– äÉgƒjQÉæ«°ùdG ∂∏J q¿EG πH ,IÉ«◊G ≈∏Y ÚeCÉJ ácô°T áqjCG É¡H

…P{ ácô°T øY IòÑof Ëó≤J πLC’h .á«dÉŸG ájɪ◊ÉH º¡æFÉHR ójhõJ óæY ÚY qRƒŸGh (home office personnel) q»°ù«FôdG ƒjQÉæ«°S) á©dÉ£ oà ÇQÉ≤dG »°Uƒf ÉæqfEÉa ,ÜÉàµdG Gòg ‘ ÉæàdƒL ∫ÓN É¡JQÉjR ∫hÉëoæ°S »àdG äÉq«°üî°ûdG ¢†©Hh zóæjôa â°ù nH

.(1-1) ºbQ (≈∏ãoŸG ádÉ◊G

¢ü qî∏ŸG

π``°ü``ØdG

1

≥FÉ≤M

ÚeCÉàdG •É°ùbCG ‹ÉªLEG áÑ°ùf â¨∏H 2002 ΩÉY ‘ IÉ«◊G äÉ©a oóH á q°UÉÿG É¡ÑààcG »àdG •É°ùbC’G ´ƒª› øe (% 53) áÑ°ùf q¿CG q’EG .IóëàŸG äÉj’ƒdG ‘ ¿ƒæ ueDƒŸG â¨∏H kÓãe (¿GƒjÉJ) ‘ IÉ«◊G ÚeCÉJ »àdG ÚeCÉàdG •É°ùbCG ´ƒª› øe (%79)

.¿ƒæ ueDƒŸG É¡ÑààcG

(The Role of Life Insurance Companies) q‹ÉŸG ¿ÉeC’G »e qó≤ oe

(Providers of Financial Security) Úq«dÉŸG AÉ£°SƒdG

(Financial Intermediaries)

(Life Insurance Company Operations) áq«∏ª©dG ä’ÉéŸG ‘ πeɵàdG

(Integration Among Functional Areas)

(Risk Management in Life InsuranceCompanies)

(Strategic Planning for Operations) áq«é«JGΰSE’G äÉØdÉëàdG (Strategic Alliances)

áq«LQÉÿG QOÉ°üŸG (Outsourcing)

ÚeCÉàdG äÉcô°T äÉ«∏ªY 4IÉ«```◊G ÚeCÉJ ácô°T äÉq«∏ªY :1 π°üØdG5

IÉ«◊G ÚeCÉJ

:§∏àîŸG IÉ«◊G ÚeCÉJ hCG ;áqjó≤ædG ᪫≤dÉH IÉ«◊G ÚeCÉJ ;â qbDƒŸG IÉ«◊G ÚeCÉJ ¤EG IÉ«◊G ÚeCÉJ äÉéàæ oe ∞«æ°üJ øµ oÁ

óæY §≤a ™a qó∏d á∏HÉb IÉaƒdG á©Øæe Èà©oJh .ÚeCÉàdG á≤«Kh ‘ áæq«©oŸG IÎØdG ∫ÓN kAÉ£Z íæ nÁh :(Term life insurance) .IÎØdG ∂∏J ∫ÓN ¬JÉ«M ≈∏Y ø seDƒŸG IÉah

ºFG qódG IÉ«◊G ÚeCÉàH ∂dòc ± nô©ojh :(Cash value life insurance) ᪫≤dG º°SG ¬«∏Y ≥ n∏£oj Ée ƒgh ,QÉN qO’G ô°üæY ø qª°†àj ¬qfCG ¤EG áaÉ°VEG ¬d ø seDƒŸG IÉ«M á∏«W kAÉ£Z íæ nÁh ,(permanent life insurance) áÑ°ùf qπbC’G ≈∏Y ÚeCÉàdG á≤«Kh ∂dÉe π°üënj ¿CG á qjó≤ædG ᪫≤dÉH IÉ«◊G ÚeCÉJ ≥FÉKh øe ójó©dG øª°†Jh .(policy’s cash value) á≤«Kƒ∏d áqjó≤ædG ¬«a ∞∏àînJ …òdGh áqjó≤ædG ᪫≤dÉH IÉ«◊G ÚeCÉJ ∫ɵ°TCG øe kÓµ°T (Variable life insurance) qÒ¨àoŸG IÉ«◊G ÚeCÉJ Èà©ojh .IóFÉØdG øe áæq«© oe Öéjh ,Gòg .á≤«KƒdG ∂dÉe ÉgQÉàînj »àdG Qɪãà°SÓd áq«YôØdG äÉHÉ°ù◊G AGOCG º n«≤dG ∂∏J ¢ùµ©nJ å«ëH ,ôNB’ ¿BG øe iôNC’G ºn«≤dGh ÚeCÉàdG ≠∏Ñe ᪫b

.É«f qódG áqjó≤ædG ᪫≤dG ∂dòc øª°†nJ ’h Qɪãà°S’G äGóFÉY QGó≤e øª°†nJ ’ qÒ¨àoŸG IÉ«◊G ÚeCÉJ ≥FÉKh ¿G ¤EG ¬jƒæàdG

IÉah óæY É qeEG ™a qó∏d á∏HÉb ¿ƒµJ IÉ«◊G ≥FÉKh øe ´ƒædG Gòg ÖLƒÃ á≤«KƒdG á©Øæe ¿CG :(Endowment life insurance) IóëàŸG äÉj’ƒdG êQÉN kÉ©FÉ°T kÉéàæ oe §∏àîoŸG IÉ«◊G ÚeCÉJ Èà©ojh ïjQCÉàdG ∂dP ≈àM IÉ«◊G ó« nb ≈∏Y ¬d ø seDƒŸG n»≤H GPEG qÚ© oe ïjQCÉJ ‘ hCG ¬d ø seDƒŸG

.√ÒZ ≈∏Y áq«∏°†aCGh áqjƒdhCG áÑjô°†dG ÚfGƒb ¬ëæ n“ å«M – É«°SBG ¥ô°T ܃æL QÉ£bCG ‘ á q°UÉNh – áq«cÒeC’G

IÉ«◊G äÉ©a oO

.áqjQhódG IÉ«◊G äÉ©a oO ójó°ùàH ¿ƒæ ueDƒŸG ¬«a Ωƒ≤j …òdG âbƒ∏d kÉ≤ah ∂dPh (deferred) á∏ qLDƒeh ( immediate) á∏LÉY ¤EG IÉ«◊G äÉ©a oO º°ù≤æ nJ

ïjQÉJ ó©H Iô°TÉÑe CGóÑàd É¡àdhó nL qºàj Ée IOÉY áqjQhO πN nO äÉ©a oO á∏LÉ©dG IÉ«◊G äÉ©aO íæ“ :(immediate annuity) ó©H ™aódG CGóÑ«°ùa ájƒæ°S âfÉc ¿EGh ó≤©dG Qhó°U ïjQCÉJ øe ô¡°T ó©H ™aódG CGóÑ«°ùa ájô¡°T âfÉc ¿EÉa É¡«∏Y ≥ØàŸG ™aódG äGÎa Ö°ùM ó≤ n©dG Qhó°U

äÉ©aO ∂ pdÉe Ωƒ≤jh .øe qõdG øe áæq«© oe IÎa ió ne ≈∏Y q…Qh nO πN nO πµ°ûH ∫GƒeC’G ™jRƒàd á∏LÉ©dG IÉ«◊G äÉ©aO Ωó nîà°ùoJ ,Gòµgh .ó≤©dG QGó°UEG øe áæ°S

äÉ©a oO ΩGóîà°SG qºàj Ée kÉÑdÉZh .™aódG QÉ«ÿ √QÉ«àNG áqjôM ¤EG áaÉ°VEG √óæY áqjQhO πN nO äÉ©a oO CGóÑ nJ ¿CG ójôoj …òdG ïjQCÉàdG QÉ«àNÉH á∏LÉ©dG IÉ«◊G

.πN nódG øe π°UGƒàe QÉq«J ¤EG ´ƒ£≤e ≠∏Ñà á©a oO πjƒëàd IÉ«◊G

kÉÑdÉZ – IóMGh á©a oO IÎa øe ÌcCÉH Aó nÑ∏d áqjQhódG πN qódG äÉ©a oO ádhóL á©aódG √òg ÖLƒÃ qºàJ :(deferred annuity) á≤«KƒdG ∂dÉe íæ n“ É¡ qæµd ,äGôN qóŸG ºcGÎd á∏ qLDƒŸG IÉ«◊G äÉ©a oO Ω nóîà°ùoJ Ée kÉÑdÉZh .ÚeCÉàdG á≤«Kh AGô°T ïjQCÉJ ó©H ∂dPh – äGƒæ°S I qó©d ¿ƒµJ Ée

.äGôN qóŸG ∂∏J ºcGôJ á∏Môe ó©H q…QhO πN nO ΩÓà°S’ ≥◊G

.É¡e qó≤ oJ »àdG äÉfɪ°†dG ´ƒæ`d kÉ≤ah ∂dPh (variable) I qÒ¨àeh (fixed) áàHÉK ¤EG IÉ«◊G äÉ©a oO ∞«æ°üJ øµ oÁh

ÚeCÉàdG •É°ùbCG – ô nªãà°ùoŸG q»∏°UC’G ≠∏ÑŸÉH IQÉ°ùN áqjCG ≥ë∏J ’ ¿CÉH á©a qódG √òg ÖLƒÃ ø ueDƒŸG øª°†nj :(fixed annuity) .áYƒaóŸG •É°ùbC’G ≈∏Y ¬≤«Ñ£J qºàj …òdG É«f qódG IóFÉØdG ô©°Sh – áYƒaóŸG

∂dPh ,áqjQhódG πN qódG äÉ©a oO ≠∏Ñe hCG /h á≤«Kƒ∏d áªcGΟG ᪫≤dG ≠∏Ñe É¡ÑLƒÃ ÜòHòàj á©a oO »gh :(variable annuity) .(investment funds) Qɪãà°S’G ≥jOÉæ°U øe ÌcCG hCG óMGh AGOC’ kÉ©Ñ nJ

ÖLƒÃ á≤«Kƒ∏d áªcGΟG ᪫≤dG ™jRƒJ ø ueDƒª∏d ≈ qæ°ùàj »µd á≤«KƒdG ∂dÉe √QÉàîj …òdG OGó q°ùdG hCG ™a qódG QÉ«ÿ kÉ≤ah IÉ«◊G äÉ©a oO ∞«æ°üJ ∂dòc øµ oÁh

.∂dP

.á©a qódG ∂dÉe IÉ«M á∏«W qπbC’G ≈∏Y áqjQhO äÉ©a oO íæ n“h :(life annuity)

ó« nb ≈∏Y É¡µdÉe GPEG É qªY ô¶qædG ±ô n°üH ,øe qõdG øe áæq«© oe hCG IO qó ofi IÎØd áqjQhO äÉ©a oO íæ n“h :(annuity certain) .IÎØdG ∂∏J ájÉ¡f ≈àM IÉ«◊G

(The Roles of Life Insurance Companies)

É¡JÉeóN Ω qó≤ oJ »àdG á«dÉŸG äÉ°ù q°SDƒŸG øe ∞ qdCÉàJ »àdGh , øe kÉ qª¡ oe kGAõL IÉ«◊G ÚeCÉJ äÉcô°T Èà©oJ

IQÉ°ùÿG qó°V ájɪM ±GógC’G ∂∏J ø qª°†àJh .áq«dÉŸG º¡aGógCG ¤EG ∫ƒ°UƒdG ≈∏Y äÉeƒµ◊Gh ∫ɪYC’Gh ¢SÉædG IóYÉ°ùoŸ É¡JÉéàæ oeh

á°ù°SDƒe É¡qfCÉH ± sô©oJh .äÉ©a qódGh ¿ƒj qódG IQGOEG ¤EG áaÉ°VEG ,iôNC’G äGOƒLƒŸGh ∫GƒeC’G Qɪãà°SGh ºcGôJh ,áq«dÉŸG

∫ƒ°UCG hCG äGOƒLƒe øe k’óH ,äGóæ q°ùdGh º¡°SC’Éc , q»°SÉ°SCG πµ°ûH (financial assets) áq«dÉe ∫ƒ°UCG hCG äGOƒLƒe ∂∏à“ áqjQÉŒ. qΩÉÿG qOGƒŸG hCG äG qó©oŸÉc (fixed assets) áàHÉK

ájQɪãà°S’G ≥jOÉæ°üdG äÉcô°Th q…óYÉ≤àdG ¢TÉ©ŸG ≥jOÉæ°Uh ,iôNC’G ´GójE’G äÉ°ù°SDƒeh áqjQÉéàdG ∑ƒæÑdGh ÚeCÉàdG äÉcô°T Èà©oJh

∂∏J (2-1) πµ°ûdG Éæd ∞°ünjh .á«dÉŸG äÉ°ù°SDƒª∏d á∏ãeCG kÉ©«ªL Èà©oJ ,πjƒªàdG äÉcô°Th Qɪãà°S’G ∑ƒæHh á«dÉŸG ¥GQhC’G äÉcô°Th

ÒZ iôNCG äÉéàæ oe ™« nÑH Ωƒ≤J á«dÉŸG äÉ°ù°SDƒŸG øe ójó©dG q¿CÉH ≈°ùæJ ¿CG ∂«∏Y Öénj ’ ¬qfCG q’EG .äÉ°ù°SDƒŸG øe áØ∏àîŸG ´GƒfC’G

ácΰûe Qɪãà°SG ≥jOÉæ°U ™« nÑH áqjQÉéàdG ∑ƒæÑdGh Úæ ueDƒŸG ¢†©nH Ωƒ≤j ,∫ÉãŸG π«Ñ°S ≈∏Y .kÉØfBG ‘ É¡«dEG IQÉ°TE’G â q“ »àdG ∂∏J

¤EG óª©nJ ,á«dÉŸG ¥GQhC’G äÉcô°Th ájQɪãà°SE’G ≥jOÉæ°üdG äÉcô°Th áqjQÉéàdG ∑ƒæÑdG ¢†©H óª©nJ ÚM ‘ ,(mutual funds).IÉ«◊G äÉ©a oOh IÉ«◊G ÚeCÉJ ™« nH

31 – (Tom Carpenter ÎæHQÉc ΩƒJ) πª©nj ¿GÒW ácô°T iód äGôFÉW q»µ«fɵ«e – kÉeÉY 31 – (Maria ÉjQÉe) ¬àLhR É qeCG ,iÈc áqjQÉŒ .¿ƒ«©dG ‘ á°ü°üîàe áÑ«ÑW »¡a – ∂dòc kÉeÉY (125.000) q…ƒæ°ùdG ɪ¡∏N nO ´ƒª› ≠∏Ñj

øg nQ •É°ùbCG √AGREG ¿É©aónj kÉà«H ¿Éµ∏Áh ,Q’hO

Ωƒàd nó pd oh ,kGô¡°T (15) ‹GƒM πÑb .áqjô¡°T

Éæ«à°ùjôc) ÉgÉ« qª°Sh ¤hC’G ɪ¡JOƒdƒe ÉjQÉeh

¬«a ¿ÉLhõdG êôînj Ωƒj qπc ‘h .(Christina ájÉYôd õcôe iód ɪ¡à∏ØW ¿ÉYOƒj πª n©dG ¤EG

.∫ÉØWC’G

iód øµnj ⁄ ,(Éæ«à°ùjôc) á∏Ø£dG IO’h πÑbh

á«fɵeEG ∫ƒM Iôµa áqjCG (ÉjQÉe) ¬àLhR hCG (ΩƒJ)

¤EG áaÉ°VEG .™ qbƒà oe ÒZ πµ°ûH ɪgóMCG ≈ qaƒà oj ¿CG

ɪgOQGƒe º«¶æJ ∫É« pM ÒãµdÉH Éeƒ≤ nj n⁄ ɪ¡qfCG

Ée kGQOÉfh ,ɪgóYÉ≤àd §«£îàdG hCG áq«dÉŸG

äGôN qóoŸG ÜÉ°ùM ‘ ≠dÉÑe áqjCG ¿ÉYOƒoj ɪgó n‚

ɪ¡dõæ ne º«e nÎd ¬fÉeóîà°ù nj ÉfÉc Ée kÉÑdÉZ …òdGh

,ɪ¡∏ªY r»qHQ ∫ÓN øeh .á∏£©dG IÎa AÉ°†b hCG

AÉ£Z ≈∏Y (ÉjQÉe)h (ΩƒJ) øe qπc π°üM

group term) q»Yɪ÷G â qbDƒŸG IÉ«◊G ÚeCÉJ á©Øæe ≠∏Ñà (life insurance coverage

ÖJGQ …CG) kÉ©e q…ƒæ°ùdG ɪ¡«ÑJGQ ∞© p°V ∫OÉ©oj

q¿CÉa ∂dP ¤EG áaÉ°VEG .(ɪ¡æe πµd kGô¡°T 24

äGôN qóe èeÉfôH íæ nÁ ɪ¡æe qπµd πª©dG qÜQ

øe qπc Ωƒ≤j å«M áÑjô°†dG á∏ qLDƒŸG óYÉ≤àdG

(%5) QGó≤à ¬«a áªgÉ°ùŸÉH (ÉjQÉe)h (ΩƒJ)

´É£àbG Ö«JôJ È nY ∂dPh ɪ¡«ÑJGQ ´ƒª› øe

salary reduction) …ô¡°ûdG ÖJG qôdG øe á©°†H (ÉjQÉe) ∂∏à“h ,Gòg .(arrangement IQÉ°TE’G Qó nŒh .É¡àKQh »àdG º¡°SC’G øe ¢ü°üM

AGô°ûH kGóHCG Éeƒ≤j n⁄ (ÉjQÉe)h (ΩƒJ) q¿CG ¤EG

. q…Oôa IÉ«M ÚeCÉJ

IÉ«M ‘ É¡dƒNOh (Éæ«à°ùjôc) IO’h ä qOCG óbh

ɪ¡Jô¶f Ò«¨J ¤EG (ÉjQÉe)h (ΩƒJ) rÚLh qõdG

q¿CG ƒd π°üën«°S GPɪa .á«dÉŸG ɪgOQGƒe ¿CÉ°ûH

á«dÉŸG äÉHƒ©°üdG »g Ée ?ICÉéa q‘ƒJ ɪgóMCG

≈≤Ñ nj …òdG rÚLhõdG øe q…CG É¡¡LGƒj ób »àdG

kGQOÉb ørjódGƒdG óMCG ¿ƒµ«°S πg ?IÉ«◊G ó« nb ≈∏Y

OɪàY’ÉH á∏Ø£dG ™e IÉ«◊G ‘ QGôªà°S’G ≈∏Y

rÚLhõdG øe q…CG ø qµªà«°S πg ?§≤a ÖJG qôdG ≈∏Y

AÖY π qª– øe IÉ«◊G ó« nb ≈∏Y ≈≤Ñ nj …òdG

(Éæ«à°ùjôc) á∏Ø£dG ∫É°SQEÉH á q°UÉÿG ∞jQÉ°üŸG

(ÉjQÉe)h (ΩƒJ) øe qπc n∑QOCG ó≤d ?á©eÉ÷G ¤EG

.QƒeC’G √òg åënÑd n¿ÉM ób âbƒdG q¿CÉH

´ qRƒe º°SG ≈∏Y (ÎæHQÉc) ∫BG nπ°üM Gòµgh

Ú°ûJ õjƒd) »gh IÉ«◊G ≈∏Y ÚeCÉàdG äÉéàæoŸ

ácô°T iód πª©nJ »àdG (Louise Chen ≈∏Y ÚeCÉà∏d (Best Friend óæjôa â°ùH) õcô ne ¢ùØnf ‘ ørjódGƒdG óMCG øe ∂dPh ,IÉ«◊G

Ω qób ,(õjƒd)`H ɪ¡FÉ≤d ∫ÓNh .∫ÉØWC’G ájÉYQ

äÉeƒ∏©ŸG qπc É¡d (ÉjQÉe)h (ΩƒJ) ¿ÉLh qõdG

(õjƒd) âeÉ≤a .ɪ¡H á q°UÉÿG á«dÉŸGh áq«°üî°ûdG

âe qób qºK áq«dÉŸG ɪ¡JÉLÉ«àMG π«∏ënàH ÉgQh nóH

ácô°T äÉéàæ oe øY áeRÓdG äÉeƒ∏©ŸG ɪ¡d

(ΩƒJ) øe qπc nQ qôb ∂dP óæYh ,(óæjôa â°ùH)

r»à≤«Kh ≈∏Y ∫ƒ°üë∏d Ö∏ nW Ëó≤J (ÉjQÉe)h

(óæjôa â°ùH) ácô°T øe IÉ«◊G ≈∏Y ÚeCÉJ

ájɪ◊G âëæ ne ó≤a ∂dòHh .ɪ¡JÉ«M á«£¨àd

,ɪ¡d ÉgÒaƒàH ¿Éà≤«KƒdG ɪµ∏J Ωƒ≤J »àdG

…òdG q‹ÉŸG ɪ¡∏Ñ≤à°ù oe ¿CÉ°ûH áæ«fCɪ£dG ɪ¡àëæ ne

.á¶ë∏dG ∂∏J ≈àM k’ƒ¡ n› ¿Éc

ÚeCÉàdG äÉcô°T äÉ«∏ªY 6IÉ«```◊G ÚeCÉJ ácô°T äÉq«∏ªY :1 π°üØdG7

¤EG (financial security) q‹ÉŸG ¿ÉeC’G íæne πª°ûnJ ,áq«dÉŸG äÉeóÿG áYÉæ°U øª°V IÉ«◊G ÚeCÉJ äÉcô°T QGhOCG πª°ûJh.(financial intermediaries) q‹ÉŸG §«°SƒdG ∫ɪYCÉH É¡eÉ«b ¤EG áaÉ°VEG ,Úµ∏¡à°ùoŸG

(Providers of Financial Security) q‹ÉŸG ¿ÉeC’G »e qó≤ oe

äÉéàæ oe ∫hÉæàj ¢TÉ≤f hCG åjóM q…CG ‘ Iõq«ªà oe áfɵe qπàënj ,IQÉ°ùÿG ´ƒbh á«fɵeEG ¤EG Ò°ûoj …òdG ,(risk) ô£ÿG Ωƒ¡Ø ne qπàëj ´ƒbh á«fɵeEG ¤EG Ò°ûoJ Ée IOÉY (ô£ÿG) áª∏c q¿EÉa ,ÚeCÉàdG ´ƒ°VƒÃ ôeC’G ≥ q∏©J Qó≤ nHh .IÉ«◊G ÚeCÉJ äÉcô°T hCG ÚeCÉàdG

» q£înJ ≈∏Y äÉ°ù q°SDƒŸGh ¢SÉædG IóYÉ°ùe É¡fCÉ°T øe äÉeóNh äÉéàæ oe ôjƒ£Jh OÉéjEG IÉ«◊G ƒæ ueDƒe ∫hÉëojh .áq«dÉe IQÉ°ùN áqjCG

Úq«°ù«F qôdG Ú∏«©oŸG øe É¡FÉ°†YCG óMCG äƒ ne ‘ π qãªàj kGô£N Iô°SC’G ¬LGƒJ É qÃQ , kÓãªa .º¡¡LGƒJ ób »àdG á«dÉŸG QÉ£NC’G ¢†©H

kÓqãªà oe kÉ q«≤«≤M kGô£N ¿ƒ¡LGƒ«°S ,IÉ«◊G ó« nb ≈∏Y Gƒ≤H ø q‡ øjôNB’G Iô°SC’G AÉ°†YCG q¿C’ ,(principal wage earners) áæq«© oe ´GƒfC’ áÑMÉ°üoŸG á«dÉŸG ôFÉ°ùÿG qó°V ájɪ◊G ÒaƒàH IÉ«◊G ƒæ ueDƒe Ωƒ≤j Éægh .(financial hardship) q‹ÉŸG ô°ù©dÉH

.AGƒ q°ùdG ≈∏Y øjó«Øà°ùoŸGh º¡«∏Y ø seDƒŸGh ≥FÉKƒdG ÜÉë°UC’ q‹ÉŸG ¿ÉeC’G íæ n“ ∂dòHh ,QÉ£NC’G øe

¿CG ¿hO IÉ«◊G ‘ º¡aGógCG ò«ØæJ ‘ kÉe oó ob Ò q°ùdG º¡fɵeEÉH ,IÉ«◊G ÚeCÉàd kÉ«aÉc kAÉ£Z ¿ƒµ∏àÁ øjòdG ¢UÉî°TC’G ¿ÉµeEÉHh

º¡JÉ°ù°SDƒe hCG ºgô n°SoCG IóYÉ°ùÃ Ωƒ≤ nà°S ÚeCÉàdG ™aÉæe q¿EÉa ,º¡JÉah óæY ¬qfCG ¿ƒcQój º¡qfC’ ,∫ÉŸG øe ≠dÉÑe QÉN qOG ¤EG Gh qô£°†oj

™aÉæŸ á©FÉ°ûdG äÉeGóîà°S’G øe áªFÉb Ωó≤j …òdG z3-1{ ºbQ πµ°ûdG ô¶fCG) .É¡bÉ≤ëà°SG óæY áq«dÉŸG äÉHƒ©°üdG RÉ«àLG ≈∏Y

.(IÉ«◊G ÚeCÉJ

øµ oÁh . q‹ÉŸG ¿ÉeC’G øe ôNBG § n‰ hCG πµ n°T íæ ne ≈∏Y IÉ«◊G ÚeCÉJ äÉcô°T πª©nJ ,IÉ«◊G äÉ©a oO QGó°UEGh OÉéjEG ∫ÓN øeh

QÉ£NC’G qó°V ájɪ◊G ÒaƒàH IÉ«◊G ÚeCÉJ ¬«a Ωƒ≤j …òdG âbƒdG »Øa .IÉ«◊G ÚeCÉàd ¢ùcÉ©oŸG ¬L nƒdG É¡qfCÉH IÉ«◊G äÉ©a oO ∞jô©nJ

financial) á«dÉŸG ÖbGƒ©dG qó°V ájɪ◊G ÒaƒJ IÉ«◊G á©a oO áYÉ£à°SÉH q¿EÉa ,IÉaƒdG ádÉ◊ áÑMÉ°ü oe ¿ƒµJ Ée kÉÑdÉZ »àdG áq«dÉŸG ÖÑ°ùH q‹ÉŸG ô£ÿG øe AõL π≤ nf øµ oÁ ¬qfCG ¤EG áaÉ°VE’ÉH ,Gòg .Ée ¢üî°ûd á«dÉŸG QOÉ°üŸG PÉØ nf »∏ nJ »àdG (consequences

.IÉ«◊G á©a oO È nY ∂dPh ÚeCÉJ ácô°T áqjCG ¤EG (living too long) kÓjƒW ¢û« n©dG hCG Ωô n¡dG

≥FÉ≤M

Úæ ueDƒª∏d áq«dÉŸG äGOƒLƒŸG â¨∏H

(2002) ΩÉY IóëàŸG äÉj’ƒdG ‘(3).Q’hO ¿ƒ«∏jôJ (3.4) ‹GƒM

≥FÉ≤M

ájÉ¡f ‘ IÉ«◊G ÚeCÉJ AÉ£Z nQ uó ob

(16) øe ÌcCÉH (2002) ΩÉY

IóëàŸG äÉj’ƒdG ‘ Q’hO ¿ƒ«∏jôJ(4) .᫵jôeC’G

ÚeCÉàdG äÉcô°T

çOGƒM øY áªLÉædG á«dÉŸG IQÉ°ùÿG øe º¡«ª n– »àdG ÚeCÉàdG ≥FÉKh º¡ëæ ne πHÉ≤ oe øFÉH qõdG øe ÚeCÉàdG •É°ùbCG ∫É°üëà°SG hCG ΩÓà°SÉH Ωƒ≤J

hCG É¡dɪYCG AGOC’ iôNC’G áqjQÉéàdG äÉ°ù°SDƒŸG É¡LÉà– ∫ÉŸG øe ≠dÉÑe íæ n“h ,É¡JÉYÉæ°Uh É¡dɪYCG ‘ É¡JGOƒLƒe Qɪãà°SG ¤EG ácô°ûdG ∂∏J óª©nJ qºK .áæq«© oe

.Égôj qƒ£J

.á°û«©ŸG ‘ QGôªà°SE’G ≈∏Y óYÉ°ùJ »àdG á«dÉŸG OQGƒŸGh çOGƒ◊Gh ¢VônŸGh õé n©dGh IÉaƒdG πHÉ≤ oe á«dÉe ájɪM (2)á që°üdGh IÉ«◊G ÚeCÉJ ácô°T íæ n“

IÉ«◊G ÒZ ÚeCÉJ ácô°ûH ∂dòc ≈YóoJ »àdGh (property/casualty insurance company) çOGƒ◊G / äɵ∏ટG ≈∏Y ÚeCÉàdG ácô°T íæ n“h ÖMÉ°U QÉÑàYG hCG ábô q°ùdG hCG äɵ∏ટG QGô°VCG qó°V ájɪ◊G íæ n“ ,(general insurance) qΩÉ©dG ÚeCÉàdG ácô°T hCG (nonlife insurance)

.º¡Jɵ∏àªÃ hCG øjôNB’ÉH ¬≤ë∏j ób …òdG Qô°†dG hCG iPC’G øY áq«dÉŸG á«MÉædG øe k’hDƒ°ùe (¬d ø seDƒŸG) á≤«KƒdG

(DEPOSITORY INSTITUTIONS) ´GójE’G äÉ°ù°SDƒe

.¢Vhô≤dG íæ neh ™FGOƒdG ºq∏°ùàH á q°üàfl äÉ°ù°SDƒe »gh

¢Vhô≤dG íænŸ ™FGOƒdG ∂∏J ΩGóîà°SÉH Ωƒ≤j qºK ,áq«eƒµ◊G äÉ°ù°SDƒŸGh áqjQÉéàdG äBÉ°ûæŸGh øFÉHõdG øe ™FGOƒdG q…QÉéàdG (±ô°üŸG) ∂æÑdG ºq∏°ùàjh

∂dP ‘ Éà áqjQÉéàdG äBÉ°ûæŸGh øFÉHõ∏d IÒãc áYqƒæàe äÉéàæ oe q…QÉéàdG ∂æÑdG íæ nÁ Ée IOÉYh ,áq«eƒµ◊G äÉ°ù°SDƒŸGh áqjQÉéàdG äBÉ°ûæŸGh øFÉHõdG

.øg qôdGh ¿ÉªàF’G äÉbÉ£Hh ¢Vhô≤dGh (savings accounts) ÒaƒàdG äÉHÉ°ùMh (checking accounts) ájQÉ÷G äÉHÉ°ù◊G πª n©dÉH ÒaƒàdG ∑ƒæÑd í nª°ù ojh . q»°ù«FQ πµ°ûH øg qôdG ¢Vhôb íæ nÁh ,á q°UÉN øFÉHõdG øe ™FGOƒdG ºq∏°ùàJ (Mutual) áq«dOÉÑJ á°ù°SDƒe ƒ¡a ÒaƒàdG ∂æ nH É qeCG

.áq«cÒeC’G äÉj’ƒdG ¢†©H ‘ qʃfÉb πµ°ûH

.(members) AÉ°†YC’ÉH ¿ƒ sª°ù oj Ée IOÉY øjòdGh É¡«YOƒe ™e §≤a πeÉ©àdÉH Ωƒ≤J áq«ëHQ ÒZ ´GójEG á°ù°SDƒe ƒ¡a (credit union) ¿ÉªàF’G OÉ q–G É qeCGh ájƒ°†©dG íæ nÃ Ωƒ≤J ¿ÉªàF’G äGOÉ q–G øe ójó©dG q¿CG q’EG .πKÉ o‡ q»YÉæ°U π≤M ‘ πª©dÉc ,á«æ¡ŸG §HGhôdG å«M øe ¿ÉªàF’G OÉ q–G AÉ°†YCG ¬HÉ°ûà njh

Öë°ùdG äÉeóN ∂dòc ¿ÉªàF’G äGOÉ q–G íæ n“h .º¡d ¢Vhô≤dG íæ nà Égó©H Ωƒ≤«d ¬FÉ°†YCG øe ™FGOƒdG ¿ÉªàF’G OÉ q–G ™ªéjh ,Gòg .¢SÉædG á qeÉY ¤EG

.á«dÉŸG IQƒ°ûŸGh (customer loans) ájOôØdG ¢Vhô≤dG ¤EG áaÉ°VEG – QÉN qO’G äÉHÉ°ùMh ájQÉ÷G äÉHÉ°ù◊G ¬Ñ°ûJ »àdGh –∑ΰûŸG QÉN qO’Gh

(PENSION FUNDS) q…óYÉ≤àdG ¢TÉ©ŸG ≥jOÉæ°U

¢TÉ©ŸG èeGÈH º¡à«£¨J qºàJ øjòdG ¢UÉî°TCÓd áqjóYÉ≤J k’GƒeCG íæ nÁ …òdG ,á qeÉ©dG hCG á q°UÉÿG á«dÉŸG ∫ƒ°UC’G hCG äGOƒLƒª∏d ™ qª› ƒg

.¬«a ÚcQÉ°ûª∏d áqjóYÉ≤J ∫ƒNO íæ neh ∫ƒ°UC’G ™ª néH Ωƒ≤j …òdG q»Yɪ÷G óYÉ≤à∏d èeÉfôH ƒ¡a …óYÉ≤àdG ¢TÉ©ŸG èeÉfôH É qeCG ,(Pension Plans) q…óYÉ≤àdG ¢TÉ©ŸG èeGôH ÈcCG øe kGóMGh (Federal Old Age and Disability Insurance Program) ‹GQó«ØdG Úqæ°ùoŸGh õé n©dG ÚeCÉJ èeÉfôH Èà©ojh

.(Social Security) »YɪàL’G ¿Éª°†dG º°SÉH ΩÉY πµ°ûH ± nô©ojh ,IóëàŸG äÉj’ƒdG ‘ qΩÉ©dG …óYÉ≤àdG

(MUTUAL FUND COMPANIES) ájQɪãà°SE’G ≥jOÉæ°üdG äÉcô°T

Qɪãà°SG áHÉãà ƒ¡a (mutual fund) …Qɪãà°S’G ¥hóæ°üdGh .ájQɪãà°S’G ≥jOÉæ°üdG øe kGOóY ôjóoJ á qjQɪãà°SG ácô°T Èà©oJ AÉ°ûfE’ iôNC’G (financial instruments) á«dÉŸG äGhOC’Gh äGóæ°ùdGh º¡°SC’G øe OóY AGô°ûd É¡eGóîà°SGh øjôªãà°ùoŸG ∫GƒeCG ™ª nL ¬dÓN øe ºàj ∑ΰûe kÉ≤ah º¡ q°ùdG ᪫b ∞∏àîJh .∂∏J ájQɪãà°S’G ≥jOÉæ°üdG ‘ kɪ¡°SCG ¿hôªãà°ùoŸG ∂∏àÁh .á«dÉŸG äGQɪãà°S’G øe (diversified portfolio) áY qƒæàe á¶Øfi

.¥hóæ°üdG πÑ pb øe ácƒ∏ªŸG äGQɪãà°S’G ᪫b ±ÓàNE’

(Securities firms) á«dÉŸG ¥GQhC’G äÉcô°T

.iôNC’G á«dÉŸG äGhOC’Gh á«dÉŸG ¥GQhC’G AGô°Th ™«ÑH (securities broker/dealer) q¢üàîj.á«dÉŸG äGhOC’G á«≤Hh äGóæ°ùdGh º¡°SCÓd …ΰûoŸGh ™FÉÑdG ÚH π°UƒdG á≤∏M á«dÉŸG ¥GQhC’G §«°Sh Èà©oj

.á«dÉŸG äGhOC’Gh äGóæ°ùdGh º¡°SC’G ∂∏àH á q°UÉÿG äÉHÉ°ù◊G øe iôNC’G á«dÉŸG äGhOC’Gh äGóæ°ùdGh º¡°SC’G AGô°Th ™«ÑH á«dÉŸG ¥GQhC’ÉH πeÉ©àoŸG Ωƒ≤j

»FGóàH’G ™«ÑdG ≈∏Y äÉeƒµ◊Gh äÉcô°ûdG IóYÉ°ùe ≈∏Y ¬WÉ°ûf õ qcÎj å«M ,á«dÉŸG ¥GQhC’G äÉcô°T øe ´ƒf ƒ¡a (investment bank) Qɪãà°S’G ∂æH É qeCG.¢SÉædG á qeÉY ¤EG iôNC’G á«dÉŸG äGhOC’Gh äGóæ°ùdGh º¡°SCÓd (initial sale) ‹hC’G hCG

(Finance companies) πjƒªàdG äÉcô°T

.áqjQÉéàdG äBÉ°ûæŸGh Úµ∏¡à°ù oª∏d (short- and medium-term loans) πLC’G ᣰSƒàeh IÒ°üb ¢Vhôb íæ nà πjƒªàdG ácô°T q¢üàîJ.áqjQÉéàdG äÉ°ù°SDƒª∏d äG qó©oŸG ÒLCÉJh ¢Vhô≤dG íæ nà (commercial finance company) á qjQÉéàdG πjƒªàdG ácô°T Ωƒ≤J

∫õæŸG äÉjΰûoŸ (consumer loans) áq«cÓ¡à°SG kÉ°Vhôb íæªnàa (consumer finance company) áq«cÓ¡à°S’G πjƒªàdG ácô°T É qeCG.ᣫ°ùÑdG ¿ƒjódG ójó°ùJ ∂dòch ,â«ÑdG äɪ«eôJh (household purchases)

≈∏Y .(Parent company) qΩC’G ácô°ûdG øe ™FÉ°†ÑdG AGô°T ≈∏Y Úµ∏¡à°ùoŸG (sales finance company) äÉ©«Ñ