dynamics of agency recruitment project
TRANSCRIPT
INDUSTRIAL TRAINING PROJECT REPORTUNDER TAKEN
@
ON
DYNAMIC OF AGENCY RECRUITMENT
Prepared by:
MBA - 3rd SEM.
Roll no. 8 Seat no.
Name of the Institution
T.N.Rao College of Management StudiesUniversity Road, RAJKOT
Year: 2008-09
Submitted to Saurashtra University
DECLARATION
MBA – 3rd SEM.T.N.Rao COLLEGE, RAJK OT.
I Undersigned the student of MBA – 3rd SEM by declare that the project
report is my own work and has carried out under the guidance and
supervision of Prof. ABHAY RAJA and other Prof. of T.N.Rao College,
RAJKOT. Further I declare that it has not been submitted to any other
university of examination.
Date: Sign. Of Student
PREFACE
In this age of neck to neck competition, there is much importance given
to practical knowledge. The theorical knowledge is not sufficient to
understand the boundless field of business management.
Today every person wants to be a master in the field they are in. The
practical training is a life of management student. In modern world the
importance of management is increasing day by day. Industrial training
provide a student sufficient knowledge to develop an education to
connect theory and practical.
So to fulfill our purpose I have done training at “BHARTI AXA LIFE
INSURANCE”
ACKNOWLEDGEMENT
It is my great pleasure to present this report before you. I sincerely would
like to show my gratitude towards all those persons who have helped me
throughout my project work
I am heartily thankful to Mr. Samson Pinto, Company guide, Bharti
Axa Life lnsurance Ltd., Ahmedabad for giving me his valuable
guidance for preparing this report. He has been an exceptional mentor
during these two months of SIP. It has been a great learning experience
of being a trainee under him.
I would like to express my special thanks to all the another official who
has helped me a lot during this SIP. Their critical advices helped me to
make this report more effective.
Moreover, I thanks to prof. ABHAY RAJA who guided me before and
after the industrial training. He gave me great support to prepare this
project, too. And all who directly or indirectly helped me in preparing
this report.
INDEX
1. Sector’s Profile
2. Company Profile
3. Executive Training
4. Introduction to IRDA ACT
5. Introduction Insurance Advisor
6. Executive Task Assigned & Achieved
7. Methodology
8. Analysis of performance v/s Target
9. SWOT Analysis
10. Suggestion
11. Limitation
12. Questionnaire
13. Conclusion
14. Bibliography
Sector’sProfile
INDEX
i. Introduction Insurance Sector
ii. Brief History
iii. Insurance Sector in India
iv. Scenario Insurance Industry in India
v. Contribution to GDP
vi. Status of Insurance Industry
vii. Insurance Sector Before Privatization
viii. Insurance Sector After Privatization
ix. Future of Insurance Sector
x. Life Insurance
INTRODUCTION TO INSURANCE SECTOR
In India, the concept of insurance was never given a serious thought, as
compared to other countries. Life insurance premium to Gross Domestic
Product (GDP) ratio is a mere 1.4% as compared to a healthier rate of
8% amongst other developing countries. The reason being lack of
awareness and opportunities combined with poor state of services
provided.
Presently in India, the insurance sector is nationalized; Life Insurance
Corporation of India (LIC) and General Insurance Company (GIC)
render services along with its 4 subsidiaries. While LIC provides life
insurance, GIC is concerned with non life insurance like - motor, marine,
fire, health and personal accident insurance.
LIC has been one of the pioneering organizations in India, which ushered
in the use of information technology in their business on a very large
scale to deliver more value and satisfaction to the policyholders. LIC has
fully computerized most of its branches all over India. Metropolitan Area
Network (MAN) has enabled policyholders to pay premiums or to get
their status report, surrender value quotation and loan quotation online.
The Zonal Offices and MAN centers are connected through a Wide Area
Network (WAN). Interactive Voice Response Systems have been made
functional in a number of centers all over the country.
As per the Government guidelines, LIC invests a major portion of its
funds in Central, State Governments and other approved securities
including special deposits with the Government of India. Besides, LIC
extends assistance to develop infrastructure facilities like housing, rural
electrification, water supply, sewerage and provides financial assistance
to the corporate by way of term loans and underwriting & direct
subscriptions to shares and debentures. LIC also provides resource
support to financial institutions through subscription to their shares,
bonds and by way of term loans. The insurance industry in our country is
on the threshold of a new era of rapid expansion. A more competitive
environment is expected to emerge with new private participants being
allowed to enter the insurance industry. The need for private sector
participation in this sector is justified on the basis of enhancing the
efficiency of operations, achieving a greater density and penetration of
life insurance in the country and for a greater mobilization of long-term
savings for long gestation infrastructure projects. In the wake of
emerging competition, LIC, with its more than four decades of
experience and wide reach, is equipped to face the challenges emanating
from the entry of new players. Insurance is a federal subject in India. The
primary legislation that deals with insurance business in India is:
Insurance Act, 1938, Insurance Regulatory & Development Authority
Act, Composition of Authority under IRDA Act, 1999
BRIEF HISTORY
The origin of insurance is very old .The time when we were not even
born; man has sought some sort of protection from the unpredictable
calamities of the nature. The basic urge in man to secure himself against
any form of risk and uncertainty led to the origin of insurance.
The insurance came to India from UK; with the establishment of the
Oriental Life insurance Corporation in 1818.The Indian life insurance
company act 1912 was the first statutory body that started to regulate the
life insurance business in India. By 1956 about 154 Indian, 16 foreign
and 75 provident firms were been established in India. Then the central
government took over these companies and as a result the LIC was
formed. Since then LIC has worked towards spreading life insurance and
building a wide network across the length and the breath of the country.
After the liberalization the entrance of foreign players has added to the
competition in the market.
INSURANCE SECTOR IN INDIA
The insurance sector in India has witnessed almost a 360-degree turn
over a period of almost two centuries. It has come a full circle from
being an open competitive market to nationalization and back to a
liberalized market again.
D EVELOPMENT OF INSURANCE IN INDIA
The business of life insurance in India started in the year 1818 with
the establishment of the Oriental Life Insurance Company in Calcutta.
Some of the important milestones in the life insurance business in India
are:
1912: The Indian Life Assurance Companies Act enacted as the
first statute to regulate the life insurance business.
1928: The Indian Insurance Companies Act enacted to enable the
government to collect statistical information about both
life and non-life insurance businesses.
1938: Earlier legislation consolidated and amended to by the
Insurance Act with the objective of protecting the interests
of the insuring public.
1956: 245 Indian and foreign insurers and provident societies
taken over by the central government and nationalized.
LIC formed by an Act of Parliament, viz. LIC Act, 1956,
with a capital contribution of Rs. 5 crore from the
Government of India. Earlier LIC and GIC used to rule the
market with a Lion’s share. LIC with its pure monopoly and
virtual prerogative in establishing premiums, evolved as a
monolith. With over more than eight laces agent’s allover India it
has created an enviable brand name, particularly among the rural
population of India. It boasts of $40 billion life fund and a strong
financial player in the financial sector. Despite all these the
insurance market is currently underdeveloped in India. This is
mainly because of the following reasons.
The large-scale of operations, public sector bureaucracies and
cumbersome procedures.
The highest paid employees of the nationalized insurance companies
are characterized by abysmal productivity, utter ignorance of the
basic principles of the insurance business, endemic corruption, gross
indiscipline and sheer laziness.
Dominating the inevitably weak management of the nationalized
insurance companies, the militant and strongly unionized employees
of the nationalized monopoly insurance companies have
transformed Indian insurance from volume-driven into class-based
business. This is because the agents targeted the affluent class of
people and neglected the middle class segment.
Similar is the case with pensions. The lack of a comprehensive
social security system combined with a willingness to save, means
that Indian demand for pension products will be large.
SCENARIO OF INSURANCE INDUSTRY IN INDIA
India with its large population does provide an immense potential for the
insurance industry to flourish. Below given are some of the statistics
pertaining to Indian insurance Industry.
INDIA AT A GLANCE :
Population: 1 Billion
Economy: 5th largest in the world in terms of Purchasing
Power Parity (PPP)
GDP growth Rate: Over 6% per year on an average for the
last decade
Savings Rate: Around 26% of GDP
Estimated middle class population: 300 Million
Insured population: 70 million only
Estimated business (2008): $6.6 Billion
Insurance sector is of vital importance to every modern economy. First
because it provides a safety net to rural and urban enterprises and
productive individuals, second because it encourages the savings habit
And perhaps most importantly it generates long-term investment funds
for infrastructure building
This characteristic of their business makes insurance companies the
biggest investors in long-gestation infrastructure development projects
in all developed and aspiring nations.
The insurance sector in India has come a full circle from being an open
competitive market to nationalization and back to a liberalized market
again. Tracing the developments in the Indian insurance sector reveals
the 360-degree turn witnessed over a period of almost two centuries.
By any yardstick, India, with about 200 million middle class
households, presents a huge untapped potential for players in the
insurance industry. Saturation of markets in many developed
economies has made the Indian market even more attractive for global
insurance majors. The following table reflects the low percentage and
per capita penetration of insurance in India compared to other
developed and developing countries. With the per capita income in
India expected to grow at over 6% for the next 10 years and with
improvement in awareness levels, the demand for insurance is expected
to grow at an attractive rate in India. An independent consulting
company, The Monitor Group has estimated that the life insurance
market will grow from Rs.218 billion in 1998 to Rs.1003 billion by
2008 (a compounded annual growth of 16.5%).
CONTRIBUTION TO GDP
Insurance sector’s contribution to GDP of different countries are as
follow:,
Countries Contribution to GDP(Premium as % of GDP)
UK 12.71
Japan 8.70
US 4,48
South Africa 14.04
Australia 6.04
South Korea 9.89
India 1.77
China 1.12
Malaysia 2.13
Indonesia 0.54
Brazil 0.36
Status of Indian Insurance Sector
The insurance industry in India is estimated to be of US $ 66-70
million & is expected to grow to US $ 377 million by 2005. With
the opening of this sector it was felt that LIC would lose its hold on
the Indian market. But LIC still continues to dominate the market
with its strong 800,000 task force. Its incremental market where is
97% & is growing at a pace of 13%. In fact, some of its agents are
the members of MDRT (Million Dollar Round Table). The growth
of LIC can also be attributed to its presence in the US, UK where it
functions as a corporate agent. Amongst private life insurers ICICI
Prudential topped the list & in non-life insurers TATA-AIG has
emerged stronger followed by Reliance General.
Insurance in India before 2000 meant only LIC (Life Insurance
Corporation) & GIC (General Insurance Corporation). These two
players signified the entire insurance sector in India. No doubt they
were an amalgamation of as many as 351 private insurance
companies i.e. LIC was formed by nationalizing 245 private
insurance firms in 1956 & GIC by nationalizing 106 firms in 1970.
INSURANCE SECTOR BEFORE PRIVATIZATION
The Indian Insurance sector before privatization was based on the
following factors:
Simple products.
Lower penetration & more direct business due to lack of
intermediaries.
Though the domestic savings in India is 25% only 5 per cent of it is
insured. The Gross Insurance Premium in India is as low as 0.3%
compared to Japan which is 31%, European Union =25%, Canada =
1.3%. Which is 51st in the world?
But with the Vajpayee government coming to power in 2000 for a
brief period, the way for privatization of insurance sector was
paved. & lobe hold, now we have as many as 26 private players in
this field i.e. 13 life-insurers & 13 non-life insurers. The reinsures
function under the umbrella of GIC & are required to reinsure 30%
of their business with it. GIC has allowed Indian exporters to secure
liability insurance from outside the country, which has facilitated its
entry into SAARC.
In various segments of Indian Insurance industry, health care
presents a huge potential. The total expenditure on health in India is
6 per cent of the GDP. The government spending is less than 25%
compared to 30-40% of developed countries. The health insurance
industry in India can be valued at more than 90,000 core rupees.
This means that in a population of 1 billion only 2340 million
people are insured. It is estimated that this number will grow to 650
million by 2005.
The opening up of this sector has led to heightened activity. To
increase penetration both national & private players are now using
conventional means.
However, both the private & national players are reluctant to
actively participate in the motor insurance segment, as the losses in
this sector are more than 100%. Moreover the motor insurance
premium is as low as 2.5 per cent of the vehicle cost compared to
international standard of 6 per cent.
The privatization of insurance sector in India has encouraged the
government to go in for more such moves. The track record of LIC
has shown that even national players can function in a competitive
environment & still dominate the market.
Why Private Insurance companies came to India ?
In India, the laws & practices have changed significantly, since the
1950’s. The amendments made in 1952, to the Insurance Act, 1938, did
away with the system of Principal agents, Special agents & chief agents,
who were till then permitted to procure proposals from the market for
insurance companies. Restrictions were also imposed on managing
agencies, as well as on the nature of remunerations that could be paid to
agents.
As at the end of 1998, only the following organizations were transacting
life insurance business in India.
Life Insurance Corporation of India (L.I.C.)
Postal Life Insurance (P.L.I)
All others who were transacting life insurance business in India were
prevented from doing so by the Nationalization Act of 1956, & all their
business was taken over by the L.I.C. It is expected that there could be
significant changes in the following years; if & when new rules are
enacted, enabling more private companies to transact life insurance
business in India. LIC came into being on 1st September, 1956 as a result
of the nationalization of life insurance business. It transacts business
throughout India & also in the U.K., Mauritius, Fiji & Bahrain.
LIC came into being on 1st September, 1956 as a result of the nationalization of life insurance business.
LIC was hardly able to cover 10-15% of the population even after its 40 years of existence in market
LIC of India was the only player in the market from 1956 & even after
40 years of existence it was not possible for them to cover all the
population for life insurance. They were hardly able to cover 10-15% of
the population even after having so many branches & employees. So for
covering each & every individual under insurance, government allowed
private players to get into this business in 1999.
Now in all there are 17 players in Life insurance business including LIC
& they are
1. Bajaj Allianz Life Insurance Co. Ltd.
2. Birla Sun Life Insurance Co. Ltd. (BSLI)
3. HDFC Standard Life Insurance Co. Ltd. (HDFC STD LIFE)
4. ICICI Prudential Life Insurance Co. Ltd. (ICICI PRU)
5. ING Vysya Life Insurance Co. Ltd. (ING VYSYA)
6. Max New York Life Insurance Co. Ltd. (MNYL)
7. MetLife India Insurance Co. Pvt. Ltd. (METLIFE)
8. Kotak Mahindra Old Mutual Life Insurance Co. Ltd.
9. SBI Life Insurance Co. Ltd. (SBI LIFE)
10. TATA AIG Life Insurance Co. Ltd. (TATA AIG)
11. Reliance Life Insurance Company Ltd.
12. Aviva Life Insurance Co. Pvt. Ltd. (AVIVA)
13. Sahara India Life Insurance Co. Ltd. (SAHARA LIFE)
14. Shriram Life Insurance Co. Ltd (SHRIRAM LIFE)
15. Bharti AXA Life Insurance Co. Ltd. (BHARTI AXA)
16. Future General India Life Insurance Co. Ltd.
17. IDBI Fortis Life Insurance Company
What were these private players supposed to do?
All these private players were focusing on two things:
Geographical Expansion
Capacity Building
Geographical Expansion :
First of all the private players were concentration on the reach. They
opened number of branches in the country so that they can compete with
the insurance giant LIC. Because insurance is such a cake, more the
persons
Capacity Building :
In service sector when we are talking about capacity building we are not
talking about procuring sophisticated equipments /machines but about
manpower.
So in insurance sector the capacity building i.e. recruiting personnel is
done in two ways: a) Recruiting employees i.e. Sales Manager /Sales
officer b) Recruiting Life Insurance Advisors.
Insurance Industry After Privatization
Reforms have marked the entry of many of the global insurance majors
into the Indian market in the form of joint ventures with Indian
companies, which have responded to the competition in an admirable
fashion by launching new products and improving service standards. In
India there are 17 players in insurance sector. One is LIC and others are
as below:
Date of Reg. Name of the company
1 23.10.2000 HDFC Standard Life Insurance Company Ltd.
2 15.11.2000 Max New York Life Insurance Co. Ltd.
3 24.11.2000 ICICI Prudential Life Insurance Company Ltd.
4 10.01.2001 Kotak Mahindra Old Mutual Life Insurance Ltd.
5 31.01.2001 Birla Sun Life Insurance Company Ltd.
6 23.10.2001 Reliance Life Insurance Company Ltd.
7 30.03.2001 Tata AIG Life Insurance Company Ltd.
8 02.08.2001 ING Vysya Life Insurance Company Ltd.
9 03.08.2001 Bajaj Allianz Life Insurance Company Ltd.
10 06.08.2001 Metlife India Insurance Company Pvt. Ltd.
11 14.05.2002 Aviva Life Insurance Co. India Pvt. Ltd.
12 06.02.2004 Sahara India Insurance Company Ltd.
13 30.07.2006 Bharti AXA Life Insurance Co. Ltd.
14 3.01.2002 Shriram Life Insurance Co. Ltd
15 4.09.2007 Future General India Life Insurance Co. Ltd.
16 30.03.2001 SBI Life Insurance Company Ltd
17 19.12.2007 IDBI Fortis Life Insurance Company
MARKET SHARE OF LIFE INSURANCE PREMIUM COLLECTION
Sr.No. Company Name 2006-07
2007-08
1 HDFC Standard Life Insurance Company Ltd
1220 2201
2 Max New York Life Insurance Co. Ltd. 752 12803 ICICI Prudential Life Insurance Company
Ltd.3925 6643
4 Kotak Mahindra Old Mutual Life Insurance Ltd
499 943
5 Birla Sun Life Insurance Company Ltd. 699 17086 Reliance Life Insurance Company Ltd 689 18207 Tata AIG Life Insurance Company Ltd. 518 7888 ING Vysya Life Insurance Company
Private Ltd.418 656
9 Bajaj Allianz Life Insurance Company Ltd. 3027 556810 Aviva Life Insurance Co. India Pvt. Ltd 656 98011 Sahara India Insurance company Ltd 19 7112 Bharti Axa Life insurance 8 10513 Shriram Life Insurance Co. Ltd 87 12414 SBI Life insurance 1198 253115 Met life insurance 302 76416 Future Generali 00 0.4117 IDBI Fortis Life 00 4.3618 LIC 23899 23583
Graphical Presentation of this data is as below;
Market Sherefor primium Collaction of Insu.Co.2006-07
3% 2%
10% 1%
2%
2%
1%
1%
8%
2%0%0%0%
3%1%0%0%
63%
HDFC Standard Life InsuranceCompany LtdMax New York Life InsuranceCo. Ltd.ICICI Prudential Life InsuranceCompany Ltd.Kotak Mahindra Old MutualLife Insurance LtdBirla Sun Life InsuranceCompany Ltd.Reliance Life InsuranceCompany LtdTata AIG Life InsuranceCompany Ltd.ING Vysya Life InsuranceCompany PrivateLtd.Bajaj Allianz Life InsuranceCompany Ltd.Aviva Life Insurance Co. IndiaPvt. LtdSahara India Insurancecompany LtdBharti Axa Life insurance
Shriram Life Insurance Co. Ltd(SHRIRAM LIFE)SBI Life insurance
Met life insurance
Future Generali
IDBI Fortis Life
LIC
Market Shere for Primium collaction of Insu.Co.in 2007-08
4% 3%
13%
2%
3%
4%
2%
1%
11%
2%
0%
0%
0%
5%
2%
0%
0%
47%
HDFC Standard Life InsuranceCompany LtdMax New York Life Insurance Co.Ltd.ICICI Prudential Life InsuranceCompany Ltd.Kotak Mahindra Old Mutual LifeInsurance LtdBirla Sun Life Insurance CompanyLtd.Reliance Life Insurance CompanyLtdTata AIG Life Insurance CompanyLtd.ING Vysya Life InsuranceCompany PrivateLtd.Bajaj Allianz Life InsuranceCompany Ltd.Aviva Life Insurance Co. India Pvt.LtdSahara India Insurance companyLtdBharti Axa Life insurance
Shriram Life Insurance Co. Ltd(SHRIRAM LIFE)SBI Life insurance
Met life insurance
Future Generali
IDBI Fortis Life
LIC
FUTURE OF INSURANCE SECTOR
Job opportunities are likely to increase manifold. The number of
people working in the insurance sector in India is roughly the same as
in the UK with a population that is 1/7 India’s; the US with a
population ¼ the size of India has nearly 4 times the number. In the
emerging markets, the picture is no less encouraging. In South Korea,
the number of full time employees more than doubled over a ten-year
period. Thailand added 50 per cent more jobs in four years.
The liberalization of the insurance sector promises several new jobs
opportunities for those employed in the finance sector that are
equipped with degrees in finance. Finance professionals who had
witnessed a slump in the job market would be much-relieved lot to
hear about the privatization of the insurance sector.
There could be a huge inflow of funds into the country. Given the
industry’s huge requirement of start-up capital, the initial years after
opening up are bound to see a strong inflow of foreign capital.
Moreover, given that the breakeven, typically, come much later than
in the case of other sectors, odds are those first remittances of
dividend will not happen before a good 10-15 years.
Apart from pure re-insurance activities, which is providing insurance
protection, a revolution will come in service related fields like
training, seminars, workshop, know how transfer regarding risk
assessment & rating, risk inspection, risk management & devising
new policy cover, etc. also, with more player in market, there will be
significant increase in advertising, brand building, & keep pricing not
ridiculous pricing & this will whole lot of ancillary industries.
Substantial shift in the distribution of insurance in India is likely to
take place. Many of these changes will echo international trends.
Worldwide, insurance product move along a continuum from pure
service products to pure commodity products. Initially, insurance is
seen as a complex product with high advice & service component.
Buyers prefer a face-to-face interaction & place a high premium on
brand names & reliability.
As product become simple & awareness increases, they become off-
the-shelf, commodity products. Seller move to remote channels such
as the telephone or direct mail. Various intermediaries, not
necessarily insurance companies, sell insurance. In UK for example
retailer Marks & Spencer now sell insurance products. In some
countries like Netherlands & Japan, insurance is marketed using post
office’s distribution channels. At this point, buyers look for low price.
Brand loyalty could shift from the insurer to the seller.
In other markets, notably Europe, this has resulted in banc assurance:
banks entering the insurance business. The Netherlands led with
financial services firms providing an entire range of products
including bank accounts, motor, home & life insurance, & pensions.
Other European markets have followed suit. In France over half of all
life insurance sales are made through banks. In the UK, almost 95%
of banks & building societies are distributing insurance products
today.
In India too, banks hope to maximize expensive existing networks by
selling a range of products. Various seminars & conferences on banc
assurance are taking place & many bankers have clearly shown their
inclination to enter insurance market by leveraging their strengths in
the areas of areas of brand image, distribution network, & face to face
contact with the clients & telemarketing coupled with advanced
information technology systems. The
Mergers of Citibank with Travelers in USA & of Winterthur, the
largest Swiss Co. with Credit Suisse are recent examples of the
phenomenon likely to sweep India too.
Insurers in India should also explore distribution through non-
financial organizations. For example, insurance for consumer items
such as refrigerators can be offered at the point of sale. This
piggybank on an existing distribution channel & increases the
likelihood of insurance sales. Alliances with manufacturers of
retailers of consumer goods will be possible. With increasing
competition, they are wooing customers with various incentives, of
which insurance can be one.
Another potential channel that reduces the need for an owned
distribution network is worksite marketing. Insurers will be able to
market pensions, health insurance & even other general covers
through employers to their employees. These products may be
purchased by the employer or simply marketed at the workplace with
the employer’s co-operation.
The major elements that will be Critical in shaping the future of
the insurance market can be broadly outlined as:
Distribution
Competition
Building Trust & Customer Confidence
Product innovation
Health Insurance
Training & Education
Information Technology
LIFE INSURANCE
A small, happy family – husband, wife and two cute kids. One bread
winner and four mouth to be fed. Things are doing well, BUT.... What
next if something goes wrong with bread winner?????? Life insurance is
a contract payment of some money to the person assured on the
happening of the event issued against. Usually the specified date at
periodic intervals or on unfortunate death, if any occurs earlier.
The Head or the breadwinner of the family generally supports the
family for their basic needs, such as, food, clothing & shelter, by
bringing income at a regular interval. So long as he or she lives & the
income is received steadily, the family is secure; but untimely death or
disability of that person puts the family in a very difficult situation, and
sometimes in stark poverty. Uncertainty of death is inherent in human
life.
It is the uncertainty that is the risk, which gives rise to the
necessity for some form of protection against the financial loss arising
from death. Insurance substitutes this uncertainty by certainty.
The primary purpose of Life Insurance is the protection of the
family. Insurance in its various forms protects against such misfortunes
by having the losses of the unfortunate few paid by the contribution of
the many that are exposed to the same risk. This is the essence of
insurance- the sharing of losses and substitution of certainty for
uncertainty.
HISTORY LIFE INSURANCE
Almost 4,500 years ago, in the ancient land of Babylonia, traders
used to bear risk of the caravan trade by giving loans that had to be
later repaid with interest when the goods arrived safely. In 2100 BC,
the Code of Hammurabi granted legal status to the practice. That,
perhaps, was how insurance made its beginning.
Life insurance had its origins in ancient Rome, where citizens formed
burial clubs that would meet the funeral expenses of its members as
well as help survivors by making some payments.
The first ….
Insurance as we know it today owes its existence to 17th century
England. In fact, it began taking shape in 1688 at a rather
interesting place called Lloyd's Coffee House in London, where
merchants, ship-owners and underwriters met to discuss and
transact business. By the end of the 18th century, Lloyd's had
brewed enough business to become one of the first modern
insurance companies.
Insurance and Myth...
Back to the 17th century, in 1693, astronomer Edmond Halley
constructed the first mortality table to provide a link between the
life insurance premium and the average life spans based on
statistical laws of mortality and compound interest. In 1756,
Joseph Dodson reworked the table, linking premium rate to age
The first stock companies to get into the business of insurance
were chartered in England in 1720. The year 1735 saw the birth of
the first insurance company in the American colonies in
Charleston, SC.
In 1759, the Presbyterian Synod of Philadelphia sponsored the first
life insurance corporation in America for the benefit of ministers
and their dependents.
However, it was after 1840 that life insurance really took off in a
big way. The trigger: reducing opposition from religious groups.
The growing years...
The 19th century saw huge developments in the field of insurance,
with newer products being devised to meet the growing Needs of
urbanization and industrialization.
In 1835, the infamous New York fire drew people's attention to the
need to provide for sudden and large losses. Two years later,
Massachusetts became the first state to require companies by law
to maintain such reserves. The great Chicago fire of 1871 further
emphasized how fires can cause huge losses in densely populated
modern cities. The practice of reinsurance, wherein the risks are
spread among several companies, was devised specifically for
such situations.
There were more offshoots of the process of industrialization. In
1897, the British government passed the Workmen's
Compensation Act, which made it mandatory for a company to
insure its employees against industrial accidents.
With the advent of the automobile, public liability insurance, this
first made its appearance in the 1880s, gained importance and
acceptance.
In the 19th century, many societies were founded to insure the life
and health of their members, while fraternal orders provided low-
cost, members-only insurance.
Even today, such fraternal orders continue to provide insurance
coverage to members as do most labour organizations. Many
employers sponsor group insurance policies for their employees,
providing not just life insurance, but sickness and accident benefits
and old-age pensions. Employees contribute a certain percentage
of the premium for these policies.
WHY LIFE INSURANCE ?
In this entire world, people live and people die. No one is immortal.
Everybody who borne has to die, it is the rule. We all know it, but
human beings do not think much about it, infect we do not want to
think about it. Everyone in the world is very optimistic about his life.
No one knows when he/she is going to die and fortunately it is right
also. We all know our Date-of-birth, but we don’t know our date-of –
Death. Here the man is very possessive about his life and wants to
live more and more in what so ever condition is. He wants to live till
ripe old age. He wants to do very last for his parents and watch his
children stand on their feet.
But, what if fate cuts life shorts? Who would pay for his children’s
education, their marriage? Ensures life continuity for them? What if
sudden disability or illness puts us out of action? Who would pay the
mounting household bills? Have we ever thought of it? If these
adversities occur, are we equipped to face the situation?
Let us look at the entire concept from a different way. During our life
time we are supposed to deal with three probabilities and two
priorities as shown next page:
Dying too soon Living Death Living too long
FIGURE 1.1 Priorities and Probabilities of a Human Life
As shown in the figure a person has got three probabilities – Dying
too soon, Living death and Living too long – and two probabilities –
Children’s Education and Marriage and Wealth Creation. We look in
to each of them one after another.
Dying Too Soon :
Wealth Creation
Children’s Education
And Marriage
As just discussed above that everybody KNOWS about it but NO one
FEELS about it. We all know about uncertainty of our life but we still
are so optimistic about it. Today’s stressful and hectic life style
increases its uncertainty. It is found that only 3 out of 4 people reach
age of 60* and we always consider ourselves among rest of the 3. A
person’s family will need his/her income to maintain the same
lifestyle.
Don’t we want them to be happy, not only as long as WE live but as long as
THEY live?
* Statistical Survey of India
Living Death :
6 out of 10 people suffer a life-threatening illness before they
reach the age of 60.
Critical illness or
disability can shatter your
dreams for your loved
ones. Not only you suffer
but you also have to
watch your family suffer.
When unfortunate event
occurs, your income
should not stop.
Your Children’s Bright Future:
Don’t we know that education and marriage require a lot of
money?
There are certain times in a person’s life when he/she would want
his love to be available to his/her children in form of hard cash.
]
This is one area where you don’t want to compromise, isn’t it?
You are the source of your children’s happiness-protect it!
Wealth Creation:
Don’t you want a house of your own? A comfortable bank
balance?
All of life’s comforts, be it a car or a vacation?
Life Insurance” – “Jeene Ki Azaadi”
To answer these questions, we have to plan prior for the uncertainties of
our life and the planning will result in the answer.
Peace of Mind
Office Service
Pre and Post Sales Service
Liquidity Safety
Return
Forced Savings
Tax Benefits
Risk-Cover
CORE
In short we can say that the total service package of life insurance is as in
above diagram.
CompanyProfile
What Is Bharti Axa?
Bharti Axa Life Insurance is collaboration between Bharti Enterprises
and AXA Group.
Bharti AXA Life Insurance is a joint venture between Bharti,
one of India’s leading business groups with interests in telecom,
agri business and retail, and AXA, world leader in financial
protection and wealth management. The joint venture company
has a 74% stake from Bharti and 26% stake of AXA.
The company launched national operations in December 2006.
Today, we have over 5200 employees across over 12 states in the
country. Our business philosophy is built around the promise of
making people "Life Confident".
As we expand our presence across the country to cater to your
insurance and wealth management needs with our product and
service offerings, we continue to bring 'life confidence' to
customers spread across India. Whatever your plans in life, you
can be confident that Bharti AXA Life will offer the right financial
solutions to help you achieve them.
VALUE AND VISION
Vision and Values of Bharti Axa Life Insurance is as follow:
Vision
To be a leader and the preferred company for financial protection and
wealth management in India.
Values
Professionalism
Innovation
Team Spirit
Pragmatism
Integrity
About the Promoters
Bharti Enterprises
It is one of India’s leading business groups with interests in telecom,
agri. business, insurance and retail. Bharti has been a pioneering force
in the telecom sector with many firsts and innovations to its credit.
Bharti Airtel Limited, a group company, is one of India’s leading
private sector providers of telecommunications services with an
aggregate of 60 million customers, spanning mobile, fixed line,
broadband and enterprise services. Bharti Airtel was ranked amongst
the best performing companies in the world in the Business Week IT
100 list 2007. Bharti Teletech is the country’s largest manufacturer
and exporter of telephone terminals. Bharti has a joint venture with
ELRO Holdings India Ltd. – ‘FieldFresh Foods Pvt. Ltd’ - for global
distribution of fresh fruits and vegetables. Bharti also has a joint
venture - ‘Bharti AXA Life Insurance Company Ltd.’ - with AXA,
world leader in financial protection and wealth management. Bharti
has recently forayed into the retail business under a company called
Bharti Retail Pvt. Ltd. It also has a joint venture – ‘Bharti Wal-Mart
Private Limited’ – with Wal-Mart, for wholesale cash-and-carry and
back-end supply chain management operations.
AXA
AXA Group is a worldwide leader in Financial Protection. AXA's
operations are diverse geographically, with major operations in
Western Europe, North America and the Asia/Pacific area. AXA had
Euro 1,315 billion in assets under management as of December 31,
2006. For full year 2006, IFRS revenues amounted to Euro 79 billion,
IFRS underlying earnings amounted to Euro 4,010 million and IFRS
adjusted earnings to Euro 5,140 million.
The AXA ordinary share is listed and trades under the symbol AXA
on the Paris Stock Exchange. The AXA American Depository Share
is also listed on the NYSE under the ticker symbol AXA.
AXA Asia Pacific Holdings Ltd (AXA APH) is listed on the
Australian stock exchange and is 52.3% owned by AXA SA. AXA
APH is responsible for AXA SA’s life insurance and wealth
management businesses in the Asia-Pacific region. It has operations
in Australia, New Zealand, Hong Kong, Singapore, Indonesia,
Philippines, Thailand, China, India and Malaysia. AXA APH had
A$106.4 billion in total funds under management and administration
at 30 June 2007 and reported a profit after tax before non-recurring
items of A$374.0 million for the six months ended 30 June 2007
Distribution
Bharti AXA has one of the largest distribution networks amongst
private life insurers in India. As of March 31, 2007 the company has
over 934 offices across the country and over 10,016 advisors.
Distribution strategy of Bharti AXA is as follow:
Distribution Strategy of Bharti AXA
Tied Agency Bancassurance & Alliances
Bancassurance
Corporate Agency/Brokers
Direct Marketing
Agency Force
20%
10%
70%
PRODUCT LINE
Bharati AXA Life Insurance Co. Ltd., Product Line is as follow:
Pure Protection Protection, Saving &Wealth Creation
Wealth Creation and Protection
Traditional Secure Confident Save ConfidentULIP Future Confident Wealth
ConfidentFuture Confident ll Invest
ConfidentAspire Life Dream Life
Pension
Structure of sales department
Bharati AXA Life Insurance Company Ltd.’s sales department structure is as follow;
Regional Manager
Branch Sales Manager
Territory Manager
Sales Manager
Asst. Sales Manager
Senior Manager
Unit Manager
Advisors
Corporate structure .
..
CORPORATE STRUCTURE
TIED AGENCY ALTERNATE
DISTRIBUTION
VICE PRESIDENTCOURNTRY HEAD
ASSI SALES MANGER
BANCASSURNCE CORPORATE AGENCY
SALES MANAGER
REGIONAL MANAGER
BRANCH SALES MANAGER
SALES MANAGER
FINANCIAL SERVICE TEAM LEADER
TRAINESS CUSTOMER SERVICE REPRESENT
UNIT MANAGER
RELATIONSHIPMANAGER
20
ExecutiveTraining
(DYNAMICS OF AGENCY RECRUITMENT)
Meaning of Agency recruitment
Agency recruitment is all about recruiting financial advisor for the
company. The financial advisor is the person who can guide the
people in making proper investments regarding their
life………………
Now the question comes is that “ how can he/she be the advisor of
the company” ???????
Financial Advisor
Financial advisor is the person who has been issued the government
authorized IRDA license which is valid for three years and in those 3
years he/she can tap into an unlimited income and reinvent their life.
As a Life Advisor a person’s role would go beyond selling policies.
His/her role would be to explain life insurance and its benefits to
potential customers and help them decide which plan suits them best
after analyzing their financial needs. Hence, life insurance offers one
with an opportunity for:
An exciting / challenging career.
Flexible work hours.
Unlimited income.
Regular income for years till the policies sold by one is in force.
SUPPORT AND BENEFITS
As a Life Advisor with Bharti Axa Life Insurance one would enjoy
the following benefits:
1. Enriching training program:
An intensive training program before one commences his/her new
career. This would equip one with all the information and
knowledge about life insurance, its benefits and our products. This
would help one to perform his/her job better and meet his/her
goals. One would also enjoy the benefits of continuous training
and mentoring programs that are designed to update one, apart
from enhancing one’s selling skills.
2. Mentoring:
Training and support from the Company to meet one’s goals.
Opportunity to learn from industry professionals.
3. Flexibility:
Decide one’s own working hours and earning goals.
4. Satisfaction:
One will help people manage their assets and plan their financial
security, and experience deep satisfaction from making a positive
difference in others lives. One acts as a strategist in annuities,
business insurance, estate planning and personal investment,
providing both short and long term solutions to financial risks.
5. Freedom:
Continue with your present job occupation if you so desire and
treat this as a parallel source of income. This allows you time to
decide if you want to take the job of a Life Advisor as a full time
activity.
6. Earnings :
Entitlement to a percentage of the premium as commission till the
time the policies sold by you are in force.
7. Attractive additional benefits for high-performers:
Palmtops, Planners, Leather portfolio bags, Offsite conferences,
Foreign trips and Sales promotional schemes.
Learning From the Executive Training
Provides an opportunity to apply the concepts learn t in real –life
situations.
It sensitizes us about nuances of work place by the time-bound
projects assigned by the company.
It creates awareness about the strengths & weaknesses in the work
environment
It provides a platform to develop a network while OJT (On-the-job-
Training), which would be useful in enhancing career prospectus.
Know the day-to-day functions of the company.
It provides a unique opportunity to get exposed to corporate culture,
professional experience & professional behavior & putting the
theoretical concepts learnt in the classroom for developing managerial
skills.
To gain a deeper understanding of the work culture, deadlines,
pressure etc. of an organization.
It gives a flavor of teamwork, organization culture, team dynamics,
result orientation, organizational pressures, complexities in achieving
the desired results etc.
It provides direct exposure to the execution & support functions of the
departments.
It provides a good scope for developing necessary managerial skills &
positiveattitude
Introduction to IRDA Act
Mission:
“To protect the interests of the policyholders, to regulate, promote &
ensure orderly growth of the insurance industry & for matters connected
therewith or incidental thereto.”
After liberalization of the insurance sector in 1999, private players have
entered both life & non-life business in India. The Insurance Regulatory
& Development Authority (IRDA) was constituted in April 2000, as an
autonomous body to regulate & develop the business of insurance &
reinsurance in the country in terms of the IRDA Act 1999.
Duties, Powers & Functions Of IRDA :
Licensing & regulating the insurance sector by acting as an
independent & regulatory body.
Specifying requisite qualifications, code of conduct & practical
training for insurance intermediaries & agents.
Protecting the interest of the policyholders in matters concerning
assigning of policy, settlement of insurance claims etc.
Regulating investment of funds by insurance companies.
Calling for information from undertaking, conducting enquiries &
investigations including audit of insurers & other organizations
connected with the insurance business.
Regulating maintenance of margins of solvency of the insurer.
Adjudication of disputes between insurers & intermediaries.
Supervising the functioning of the Tariff Advisory Committee.
Introduction Insurance Advisor
CRITERIA FOR SELECTION
Criteria for the selection of the Financial Advisor are as follow;
Age: 18 or above for both Male and Female
Educational Qualification required:
o Rural Area*: 10th Pass
o Urban Area*: 12th Pass
* Areas are bifurcated according to the population.
For getting license to work as an agent of any company a person must
complete 100 hours training and pass exam of Indian Institute of
Insurance (III). If a person is already holding license for General
Insurance than he will have to complete only 50 hours training.
All the above criteria are common for all the companies, they have to
follow it. In practice, because of competitive environment many
companies decide their own criteria apart from all above. Different
criteria used by companies are shown in the following table:
At least
Graduat
e Person
Living in
Ahmedaba
d for at
least 3 yrs
Networ
k /
Society
group
High Net
Income
(HNI)*grou
p
Married
and have
dependent
s
Age
group
25-50
yrs
KLI 1 ICICI
Prudential2
-
LIC - - - -
Birla Sun
life
- - -
Bajaj
Allianz 3
- - -
ING
Vysya4
- - - - -
Bharti Axa -
Aviva 6 NA
TABLE 5.2 Criteria for Selecting Agents by different Companies.
FUNCTIONS OF THE AGENTS
Life insurances agent has the unique role of such a person, who
enjoys the trust of two parties - the prospect and the insurer -
simultaneously in the same transaction.
To simplify, functions of a life insurance agent could be divided into
two parts, viz.
'Pre-sale functions';
'Post-sale functions'
Function Before Sales:
Contact prospects
Study their insurance needs
Completion of formalities for proposal of new insurance viz,
Filling of form Arranging for Medical Examination Collection proofs of age and income Any other information required by the underwriters
Function After Sales:
Ensure payment of renewal premiums.
Assist policyholder for nomination / or change thereof.
Assist the policyholder in case he wants to get loan against the policy assignment.
Assist the policyholder or the claimant to comply with the requirement for getting timely settlement of claims.
The Target customers of the company are :
Housewives
Students
Businessman
Brokers
Retired persons
BHARTI AXA LIFE INSURANCE, Private leader also take into
consideration most of the criteria. They also focus on quality rather
than quality. Further, they also opt to recruit LIC agents. Logic behind
this may be that person won’t require the training (Elimination of
Training Cost), moreover his experience and Established network can
be encased easily. Thus, BHARTI AXA has also adopted competitive
strategy because the LA is a major source of business.
Executive Task Assigned & Task Achieved
Graphical Representation of The Task Assigned and
Achieved
Week Target Achievement1 1 02 1 13 2 14 2 15 2 26 3 27 3 28 3 3
Task assigned and Task achieved
1
2
3
4
5
6
7
8
1 1
2 2 2
3 3 3
0
1 1 1
2 2 2
3
0
1
2
3
4
5
6
7
8
9
1 2 3 4 5 6 7 8
Week Target Achievement
METHODOLOGY
METHODLOGY
Strategies applied for achieving the task assigned
Cold Calling:
Cold calling means to approach the customers with out taking prior
appointments. I have done lots of cold calling as I visited different shops
and malls I got a great experience as I interacted with different kind of
peoples. Even I learned lots of things regarding convincing the
customers.
Role Plays:
Role play is a kind of play or say drama which is been presented in front
of a group of peoples and that is even in rural areas where people don’t
understand the face to face interaction or any another explanation. Role
play is done basically in local language and we are planning to do the
same as our role play is all set to do.
Data Collection:
My third strategy is to collect data as many as possible from different
sources. So for this data collection I have visited different colleges and
even to different banks to get the data of retired people. I went to
colleges to get the data of the graduate students who would the good
prospect for our company.
Canopy:
Canopy is the kind of activity in which we do arrange a small
Business Opportunity Presentation. We select particular area and
in this area we give invitations to the people residing in this area
and than we arrange the presentation. We did our canopy in the
areas like Navarangpura, Gurukul, Vijay Cross Road and tried to
cover as many areas as possible.
SwotAnalysis
STRENGTHS
The strengths of BHARTI AXA are:
Offers greater relationships and more face to face contacts with the
customers.
Cross-selling ability of its highly trained agents.
BHARTI AXA has marketing, research and development and the
competing products
Ability to serve multiple segments
Higher market share growth in private sector Life insurance
companies
Adaptable management structure
Multiple product lines
Higher premium growth
Increasing network in semi urban and rural markets
WEAKNESSES
The weaknesses for BHARTI AXA are:
Higher cost for insurer and consumer because of high commission
rates.
Strong Competing brands of other players with almost the same
features
Presence of other players in multiple segment
The Direct Marketing and other promotional efforts done by other
players increases the competition
Lower believability in BHARTI AXA brand than Life Insurance
Corporation
Low coverage in Semi-urban and Rural market Segments
OPPORTUNITIES
Focus on high net worth individuals who prefer relationship over
price
Continually look for new sales opportunities
Embrace technology
High market growth provides opportunity for the company to
increase their role in increasing Premium collections.
Large number of prospective customers has provided opportunity
for the company to increase their operation to wider customer
base.
Higher awareness of insurance products attracts customers to use
insurance services and products
Insurance companies are becoming more and more self-regulated
operationally.
Because of the large customer based, the company can have the
benefit of economies of scale in providing services.
Transformation of people across countries increases efficiency and
effectively in the company’s operation.
Speeding up of the technological adoption in insurance companies
has provided opportunity for them to provide services to a larger
customer base at lower cost.
Collaboration with supplier of back office and front office
technological development has increase the quality and effectively
of the operation.
Increasing computer literacy and quality of education has
increased the efficiency of operation through advanced
technology.
The move towards retail customers has access the banks to the
rural population.
Tie up with other banks to increase ATM networks has lowered
the operational cost of the company.
Higher foreign investment in insurance business has increased the
technological development, branch expansion and wider network
abilities.
Foreign companies also merge with other banks to increase the
networks and customer services within the nation and
internationally.
Population is becoming ageing which may hamper the effectively
of providing insurance business
THREATS
Large number of Insurance companies has increased the rivalry in
the industry.
Lower switching cost for customers can be a threat for the
company to convert other company’s customers to its products.
Standardization of insurance products and services has lowered the
profit margins for the company.
A higher premium to the agents is one of the biggest cost
disadvantages to the company.
The legal regulation from IRDA may affect particular company
negatively.
The scams of co-operative banks have affected the image of
private companies in the mind of the people, which may affect the
image of private insurance companies negatively.
Higher inflation rate can increase the cost for the company in
providing services
SUGGESTIONS
I personally believe that BHARTI AXA requires promoting their
very strongly as in day on day the competitive companies are
increasing and to be in the race it has to promote its products
continuously. Their Brand awareness – specifically in Life
Insurance – is high compare to competitors. They should
aggressively promote on media like Television, newspaper like
Times of India and Economics Times.
BHARTI AXA should expand their distribution network in Semi
Rural and Rural areas to target market having huge potential.
Their Motivation Strategy for Life Advisors is very effective
during Training and even after training; they should stick to it and
even try for innovative ways.
Build trust upon customers through services and transparency in
investment and other policy.
Focus on marketing strategy which can appeal mass in chunk.
LIMITATION
Generating Database:
I have faced lots of problem in generating data base as I have used different
sources to generate it, e.g. I visited different colleges to generate data of fresher
students and even visited to different call center to get the data base of the
customers but the problem I faced was they didn’t provided me the data as they
told me that it is confidential.
Appointments at improper timings:
My second limitation was the appointments at improper timings as the
customers call us at any of their convenience time and it can be in the early
morning or it can be in the late night also.
High Fees:
To be an advisor in BHARTI AXA the fees is Rs. 825 so this is quite a huge
amount as compare to the competitors, because in L.I.C it is 450 Rs, in MAX
LIFE it is 500 so when a customers get ready to be advisor he basically stuck to
the fees.
Quality Customers:
What BHARTI AXA ask from is to recruit quality advisors, they to
maintain the Q Score but it is very difficult to get that quality customers.
QUESTIONAIRE
Questionnaire used for survey is as follow;
Dear Respondent, We are conducting this research to measure
ethnocentrism level of Insurance Companies. Our objective behind this
study is to find our some concrete outcomes for ethnocentrism. Which
help the management students. By filling-up this questionnaire you can
help us in transformation of our efforts in to worth findings. Whatever
data you have to provide it is purely confidential and we have to use this
information for our academic purpose only.
Qualifying Questions:
Please tick against the following questions.
Name:___________________________________________
Q.1 Gender: A) Male _______ B) Female ________
Q.2 Age: A) Below 30 _____ C) 40-50 _______ B) 30-40 _____ D) Above 50 _______
Q.3 Marital Status A) Married _______ B) Unmarried _ Q.4 Occupation: A) Financial Investors ________ B) Students ________ C) CA ________ D) Tax Consultant ________ E) Housewife ________ F) Teachers _______ G) LIC Agents _______ H) Advocates _______
Q.5What kind of business would you like to do?
A) Insurance _________ B) Investment/stock market _________ C) Multilevel marketing _________ D) Dealership _________ E) Other _________
Q.6 What Criteria do you consider for selecting a business?
A) Very low investment _______ B) Low risk & high return _______ C) Flexible working hours _______ D) Support & guidance based business _______ E) Business under reputed brand name _______
Q.7 How many hours would you like to spend on a part time business? A) Less than 2 hours ________ B) 2-4 hours ________ C) More than 4 hours ________ Q.8 Your expected income from part time business?
A) Less than 5000 ________ B) 5000-10000 ________ C) More than 10000 ________
Q.9 What skill do you have which you consider will be an assets in BHARTI AXA
A) Relationship skill ________ B) Communication skill ________ C) Leadership ________ D) Convincing Power ________ E) Any other Please Specify ________
Q.10 What motivate you to enter the field of selling (Please rank order them in order to perform your performance i.e.1,2,3,4,5)
A) Opportunity to earn more money ________ B) Desire to be one’s own boss ________
C) Desire to meet people ________ D Dislike of office jobs _______ E)Desire to build life long relationship ________
Q.11 Do you or your family member has taken any life insurance? A) YES B) NO
If YES, did you take insurance through A) Insurance agent ________ B) Some ones recommendation ________ C) Own interest ________
Q.12 Are you self employed or salaried?
A) Self employed ________ B) Salaried _________
Q.13 How did you learn about this opportunity?
A) News paper ________ B) Friends ________ C) Magazine ________ D) Any other ________
CONCLUSION
Entry of Private players in Insurance Industry has changed the entire
scenario of the Industry. Industry has shown Revolution of 360* starting
from 1956. Private players have challenged the LIC and compelled to
face the competition. This cut-throat competition has been a boon for
customer. He has been more informed and getting better services.
Negligence to the Insurance is decreasing day by day. Thus, total
scenario of the Industry has changed from as it was in 1956 – a
Monopoly Market.
On account of increased competition, companies have to compete to grab
the market. Tied channel is perhaps the best alternative to reach
maximum target customers. So to have best results companies are
required to have best people, who can work for the efficiently and give
best results. So, as a result now a days companies have become more
choosy in recruiting agents.
Effective Sales required to be carried out in a way starting from
Prospecting and Qualifying to Follow-up and Maintenance. Each step in
effective selling process is required to be taken care. In BHARTI AXA,
LAs are trained in such a manner that they are able to carry effective
sales process. Sales Managers do them lot of help in this context. They
use Need-Satisfaction approach (Mostly) and also Formulated approach
for this and it works
BIBLIOGRAPHY
Books referred
"Insurance Vision 2000", The Insurance Times, Calcutta.
Cooper Donald & Schindler Pamela, " Business Research
Methods", Sixth
Edition, New Delhi, Me. Graw Hills, 1999.
Kotler Philip, "Marketing Management", Eleventh Edition, New
Delhi, 2006.
Websites
www.Bharti Axa life insurance.com
www.irdaindia.org
www.irda.orq.com
www.indiainfoline.com