DISSERTATION REPORT

ON
“CONSUMER BEHAVIOR TOWARDS BIRLA SUNLIFE
INSURANCE LIMITED”
In Partial Fulfillment for the Requirement Of The Degree

Of

MASTER OF BUSINESS ADMINISTRATION

UTTRANCHAL INSTITUTE OF MANAGEMENT

AFFLIATED TO

UTTRAKHAND TECHNICAL UNIVERSITY

(Batch 2008-2010)

Submitted to: Submitted by

PREFACE
Summer training is a part of MBA curriculum, which a student has to undertake after the
completion of IInd semester.

This project is based on identification of training needs.

Firstly it contains the overall introduction of ADITYA BIRLA GROUP , the various
activities undertaken by it and finally about its new opening as BIRLA SUN LIFE
INSURANCE LTD.

Eventually, it will discuss the sources from where the information has been gathered.

CERTIFICATE
I have the pleasure in certifying that Mr. Neeraj Kumar is a bonafide student of
MBA III semester of the Master’s Degree in Business Administration of
Uttaranchal Institute of Management, Dehradun under Class ID No. 89MB0088

He / She have completed his/her Summer Training Project work entitled

“CONSUMER BEHAVIOR TOWARDS BIRLA SUNLIFE INSURANCE LIMITED” under
my guidance.

I certify that this is his/her original effort and has not been copied from any
other source. This project has also not been submitted in any other university for
the purpose of award of nay degree.

This project fulfills the requirement of the curriculum prescribed by

Uttarakhand Technical University, Dehradun for the said course.

Signature: …………………………………

Name of the Guide: MRS. TWEENA PANDAY

CONTENTS
1. Introduction

2. Objective of the study

3. Review of Literature

4. Research Methodology
(a) Sample Size
(b) Method of Sampling
(c) Area of work
(d) Parameters of study
(e) Method of Data collection
(f) Tools
(g) Limitations

5. Analysis & Findings

6. Recommendations

7. Conclusions

8. Bibliography

DECLARATION
This project has been undertaken during the summer break as a summer trainee,
after the completion of the second semester under the guidance of Mr.
………………………………………

………………………………………...

Further I would like to declare that this project is my original work and has been
prepared solely for academic purpose.

This project has not been presented in any seminar or submitted elsewhere for the
award of any degree or diploma.
 ACKNOWLEDGEMENT

Behind every study there stands myriad of people whose help and contribution
make it successful.

It has been a remarkable experience of satisfaction and pleasure for me to work out
my project under the supervision..of..the....................................................................
I am really thankful to him for his valuable guidance and co-operation during the
project work.

I had also benefited from discussions and would also take the opportunity to thank
the persons of the company for their valuable support and assistance whenever and
wherever needed. A cordial and encouraging environment made it very easier for
me to complete the project.So this acknowledgement is a humble attempt to
earnestly thank him and all those who were directly or indirectly involved in
preparation of this project.

INTRODUCTION
 Public
Type
1945
Founded

Headquarters
INDIA

Mr. Kumar Mangalam Birla (Chairman),

Key people Mr. Sanjeev Aga (Managing Director)

Hindalco Industries Ltd.

Birla Copper
Birla Cement
Aditya Birla Nuvo Ltd.
Grasim Industries Ltd.
Industry Information Technology Sector
Indo Gulf
Telecom ( Idea )
Essel Mining & Industries Ltd.
Aditya Birla Insulators
Birla Sunlife Insurance Company
MUTUAL FUNDS

Products
LIFE INSURANCE
GENERAL INSURANCE

1,30,000
Employees

Website http://www.adityabirla.com/

SUNLIFE A PART OF ADITYA BIRLA GROUP

Adiya Birla Group is a league of Fortune 500 and having 1,30,000 employees
belong to 30 different Nationalities serving in 20 different countries.

In India the group has been adjudged “THE BEST

EMPLOYER IN INDIA & AMONG THE TOP 20 IN ASIA” by Hewitt Economics
Times and Wall Street Journal Study 2007.

Idea Cellular is part of the Aditya Birla Group, which is India's first truly
multinational corporation. Global in vision, rooted in Indian values, the group is
driven by a performance ethic pegged on value creation for its multiple
stakeholders.

Being a part of ADITYA BIRLA GROUP and under the Chairmanship of Mr.
KUMAR MANGALAM BIRLA. & the first one to win GSM Association Award
for Bill flash. SUNLIFE’S footprints currently cover over approximately 45% of
India’s population & over 50% of potential INSURANCE-market
 COMPANY PROFILE

Birla Sun Life Asset Management Company Ltd. (BSLAMC), the investment
managers of Birla Sun Life Mutual Fund, is a joint venture between the Aditya
Birla Group and the Sun Life Financial Services Inc. of Canada. The joint venture
brings together the Aditya Birla Group's experience in the Indian market and Sun
Life's global experience.

Established in 1994, Birla Sun Life Mutual fund has emerged as one of India's
leading flagships of Mutual Funds business managing assets of a large investor
base. Our solutions offer a range of investment options, including diversified and
sector specific equity schemes, fund of fund schemes, hybrid and monthly income
funds, a wide range of debt and treasury products and offshore funds.

Birla Sun Life Asset Management Company has one of the largest team of research
analysts in the industry, dedicated to tracking down the best companies to invest in.
 The Aditya Birla Group

The Aditya Birla Group is one of India's largest business houses. Global in vision,
rooted in Indian values, the Group is driven by a performance ethic pegged on
value creation for its multiple stakeholders.
The Group's operations span 66 state of the art, straddling India, Thailand,
Malaysia, Indonesia, Egypt, Philippines, Canada, Australia and China.

A US $28 billion corporation with a market cap. of US $31.5 billion and in the
League of Fortune 500, the Aditya Birla Group is anchored by an extraordinary
force of 100,000 employees, belonging to 25 different nationalities. Over 50 per
cent of its revenues flow from its operations across the world.

The Aditya Birla Group is a dominant player in all its areas of operations viz;
Aluminium, Copper, Cement, Viscose Staple Fibre, Carbon Black, Viscose
Filament Yarn, Fertilisers, Insulators, Sponge Iron, Chemicals, Branded Apparels,
Insurance, Mutual Funds, Software and Telecom. The Group has strategic joint
ventures with global majors such as Sun Life (Canada), AT&T (USA), the Tata
Group and NGK Insulators (Japan) .
 Sun Life Financial

Sun Life Financial is a leading international financial services organization

providing a diverse range of wealth accumulation and protection products and
services to individuals and corporate customers. Chartered in 1865, Sun Life
Financial and its partners today have operations in key markets worldwide,
including Canada, the United States, the United Kingdom, Hong Kong, the
Philippines, Japan, Indonesia, India, China and Bermuda.
 
MISSION STATEMENT

Chairman (Aditya Birla Group)

 BOARD OF DIRECTORS

Mr. Ajay Srinivasan

Chief Executive – Financial Services Aditya Birla Group

Mr. Srinivasan holds a Bachelor of Arts degree with

Honours in Economics from St. Stephens College, University of Delhi and an
MBA from the Indian Institute of Management, Ahmedabad. He is the Chief
Executive, Financial Services and Director, Corporate Strategy and Business
Development at the Aditya Birla Group since July 2007.
In his role as Chief Executive, Financial Services, Aditya Birla Group, he sets the
strategic direction and vision and provides operational leadership for the
Group’s Financial Services business. In his role as Director, Corporate Strategy
and Business Development, he directs and strategies on business portfolio issues
for the Aditya Birla Group focusing on the long-term sustainability, profitability
and value creation of the Group’s businesses.
Prior to joining the Aditya Birla Group, Mr. Ajay Srinivasan was associated with
Prudential Corporation Asia, Threadneedle Asset Management, etc. at senior
levels. With a proven track record for building successful businesses, his
experience in the financial services industry spans almost two decades.
Mr. Bishwanath Puranmalka
Director – Financial Services Aditya Birla Group
 

Mr. Puranmalka is a commerce and law graduate and also a Fellow member of
the Institute of Chartered Accountants of India and Institute of Company
Secretaries of India.  He is the Director of Aditya Birla Group Financial Services
and has a total working experience of more than 45 years.  He has been
associated with the Aditya Birla Group in various capacities since the inception
of his career.

He has a rich experience in implementation and running of several

manufacturing, training, service industry business and setting up Greenfield
manufacturing operations.  He is on the Board of various companies.

Mr. Donald Stewart
Chief Executive Officer Sun Life Financial
 

Mr. Donald A. Stewart graduated from the University of Glasgow in 1968 with
first class honours in Natural Philosophy. He joined Sun Life Financial in 1969 in
London, England, and qualified as a Fellow of the Institute of Actuaries in 1972.
In 1974, he left the Company to pursue a career in benefits consulting, ultimately
joining William M. Mercer in Toronto.

Mr. Stewart rejoined Sun Life Financial in 1980 with overall responsibility for
the Canadian pension division, where he led six years of rapid growth. In 1986,
Mr. Stewart led the project team to launch the Company’s Canadian mutual
fund operation. From 1987 to 1992, Mr. Stewart held overall responsibility for
information Technology at Sun Life Financial. During this period, he completed
the Advanced Management Program at Harvard Business School.

As Chief Executive Officer of Sun Life Financial’s trust operations from

1992 through 1995, Mr. Stewart restored profitability via re-structuring and re-
engineering. In May 1995, Mr. Stewart was appointed Senior Vice–President &
Chief Actuary. His appointment as President & Chief Operating Officer followed
in 1996.

Mr. Stewart was appointed Chief Executive Officer of the Company in April
1998. Then, in March 2000, he led the demutualization of Sun Life Assurance
Company of Canada with the successful IPO of Sun Life Financial on the
Toronto, New York and Philippine stock exchanges.

He is a member of the Board of MFS Investment Management and Sun Life

Assurance Company of Canada (U.S.)
Mr. Venkatesh Mysore
Country Head “ India Sun Life Financial, Asia
 

Mr. Mysore holds a BA with Honours in Economics and an MBA from

University of Madras. He also holds the professional designation of Chartered
Life Underwriter (CLU) – American College, Philadelphia, PA. He is the Vice-
President and Country Head, India of Sun Life Financial-Asia since January,
2007. 

Prior to this, Mr. Mysore was the CEO & Managing Director of MetLife India.
He was responsible for the start-up of the India venture. Mr. Mysore spent over
21 years with MetLife.  He immigrated to the U.S.A. in 1985 and joined MetLife
as a sales representative.  Since then, he held several positions of increasing
responsibility within MetLife.

Mr. Mysore was the Chairman of The American Chamber of Commerce

(AMCHAM) – Bangalore Chapter for the year 2002 – 2003.  Several new
members were inducted during his tenure. The AMCHAM invitational Golf
Tournament was one of the many well-appreciated events rolled-out under his
leadership. Other noteworthy contributions included arranging interactive
sessions with key industry leaders and academicians as well as community and
socialdrives.
Mr. Gian Gupta
 

Mr. Gupta holds a Masters in Commerce from University of Delhi. He is a

director on the Board of the Company and is the independent director on the
Board of Aditya Birla Nuvo Limited (holding company of BSLI).  He is also a
member of the Audit Committee, Finance Committee and Share Allotment
Committee of the Company.

Mr. Gian Prakash Gupta has been the former Chairman and Managing Director of
Industrial Development Bank of India & Chairman of Unit Trust of India. He has
wide and rich experience in Project Financing including Infrastructure projects,
Capital Market, Financial Management and General Management. He is on the
Board of various companies.
 Awards

At Birla Sun Life Insurance, winning is a way of life. Our innovative solutions and
customer-friendly services have been admired, appreciated and rewarded by
customers and the industry at large.
 TEAM WORK

Senior Management
 
Mr. A. Balasubramanian - Chief Executive Officer

 
Mr. Balasubramanian is the Chief Executive Officer for Birla
Sun Life Mutual Fund. He has been with BSLAMC since its
inception.

He has more than 17 years of experience in the Capital

Market. He joined BSLAMC as Chief Dealer/Trader, managed
Hybrid Funds and moved on to Head Fixed Income group. He
has also held the position of Country Head for Sales and
Distribution before becoming the Chief Investment Officer
and now also heading BSLAMC as the Chief Executive Officer.

During the last several years, under his leadership, Birla Sun Life Mutual Fund
haswon several awards for delivering the best performance from external agencies
such as CRISIL TV18, BNP Paribas, ICRA and Reuter Lipper. In the financial year
2008-09 with him as the CIO, BSLAMC won the coveted “Mutual Fund House
of the Year” second time in a row becoming the only fund house in India to
achieve this feat as also being adjudged the best “Onshore Fund House-India”
by the Asian Investor magazine.

Prior to joining BSLAMC, he has worked with GIC Mutual Fund as Senior Trader
and Canbank Financial Services as Senior Executive.
He has also been associated with Association of Mutual Funds of India as various
committee members viz. Valuation Committee. He also has been part of SEBI
Committee on Review of Eligibility Norms.

He has delivered guest lectures at SIES, Mumbai, IIM Bangalore for Executive
Education Programme, Dalmia Institute of Management and Narsee Monjee
Institute of Management.

Mr. Balasubramanian has done DFM and AMP from IIM Bangalore in addition to
Bsc in Mathematics.
 

Mr. Kalpen Parekh - Co-head, Retail Sales

 
MMS (Finance), BE Chemical

Has over 9 years of experience in Retail Sales & Distribution.

Prior to joining BSLAMC worked with ICICI Prudential Asset
Management Company Ltd. as Jt-head Retail Sales &
Distribution. He also worked with L&T Finance Limited as
Dealer (Money Markets).

 
Mr. Navin Tewari - Co-head, Retail Sales
 
C.A., B.Com

Has over 12 years of experience in Retail Sales & Distribution.

Prior to joining BSLAMC worked with ICICI Prudential Asset
Management Company Ltd. as Jt-head Retail Sales &
Distribution. He also worked with Aviva Life Insurance Co.
(I) Ltd. and Birla Sun Life Distribution Ltd.

 
Mr. Sarb Preet Singh - Vice President – Institutional Sales
B. Com., M.M.M.

Has over 14 years of experience. He has been promoted from

position of Asst. Vice President – Sales Head (North Zone).
Prior to this he held various positions in Sales function of Birla
Sun Life Asset Management Company.

 
Mr. Rahul Parikh - Head – Business Development
 
 B.E (Production), MMS (Marketing)
Prior to joining Birla Sun Life Asset Management Company,
worked with ICICI Prudential Asset Management Company in
various capacities as Head – Banking and Distribution,
Strategy and Business Development, Sr. Manager –
Business Development and business support and Manager –
Retail Sales and Distribution. He has also worked with Tata
Motors and Larsen & Toubro.
 

Mr. Ashok Suvarna - Chief Operations Officer

 
MBA (Finance), B. Com

Has over 15 years of experience in Mutual Fund Operations.

Prior to joining Birla Sun Life Asset Management Company
worked with ICICI Prudential AMC Ltd as Head- Operations.
He also worked with SBI Funds Management Limited
handling Operations.

Ms. Molly Kapoor - Head- Customer Service

 
 M.A. (Economics), PGDBM- NMIMS, Mumbai

She has over 11 yrs of work experience in Service &

Operations. Out of which 9 yrs in MF industry. Prior to joining
BSLAMC, was at ICICI Prudential Asset Management
Company as AVP- Customer Service. Prior to that, she has
also worked with Karvy Consultancy for BSLAMC.

Mr. Bhavdeep Bhatt - Head – Products

 
B.com, MBA (Finance)

Has over 12 years of experience. Prior to joining Birla Sun

Life Asset Management Company worked with ICICI
Prudential AMC Ltd as Head Products and communication.
He has also worked with Kotak Mahindra AMC Ltd and Kiran
Motors Ltd.

Mr. Sanjay Singal - Chief Marketing Officer

 
 B. Sc., MBA

Mr. Sanjay, prior to joining Birla Sun life Asset Management

Company, has worked with GE Money Financial Services Ltd
as the Chief Marketing Officer and Head of E-Business and
Pricing. He has also previously worked with Yum Restaurants
International Limited as the Senior Marketing Manager and
with Unilever Asia in various capacities including Regional
Group Innovation Manager – Dove Skin, Asia (based in
Thailand), Senior Brand Manager (Fair & Lovely), Customer & Channel Manager
(Personal Products) and National Sales Manager.
 

 
 

 
Mr. Chandrashekhar Chavan - Head - HR & Administration
 
Masters in Personnel Management & Industrial Relations

Work experience of approx. 12 years includes assignments

with Hindalco-Business HR and Corporate HR of the Aditya
Birla Group. Also includes prior experience with Wipro BT.

 
 PHILOSOPHY

 
Birla Sun Life Asset Management Company follows a long-term, fundamental

research based approach to investment. The approach is to identify companies,

which have excellent growth prospects and strong fundamentals. The fundamentals

include the quality of the company’s management, sustainability of its business

model and its competitive position, amongst other factors.

 
VISION
To be a leader and role model in a broad based and integrated financial services
business.

 
MISSION

 
To consistently pursue investor's wealth optimization by:

 
Achieving superior and consistent investment results.

Creating a conducive environment to hone and retain talent.

Providing customer delight.

Institutionalizing system-approach in all aspects of functioning.

Upholding highest standards of ethical values at all times.

 

VALUES
 
Integrity

Commitment

Passion

Seamlessness

Speed

OUR SERVICES
The services provided by the religare securities:
1. Equity trading:-
a. Account opening
b. Online/Offline trading
c. Research

2. Commodity trading:-
a. Account opening
b. Online/Offline trading
c. Research

3. Depository services :-
 a. Account opening
b. Demat
c. Delivery instruction slip processing
d. Pledge / Hypothecation instruction processing
e. Provided holding statement /Transaction statement

4. Distribution of mutual fund

5. Distribution of insurance
6. I.P.O distribution
7. Portfolio management
Environmental Scan services
8. Investment Banking
          / \           
Internal    External
Analysis    Analysis
SWOT
/ \                  / \
ANALYSIS
Strengths       Opportu
Weakness nities   Thr
es    eats
STRENGTH:
|
SWOT Matrix
  IT IS A ADITYA BIRLA GROUP COMPANY

 DIVERSE PORTFOLIO AND LOTS OF PRODUCTS UNDER ONE

ROOF

 ATTRACTIVE BRAND

 NO MAINTENANCE CHARGES

WEAKNESS:

 NON PERFORMING WEBSITE AS REPORTED BY CUSTOMERS

 CUSTOMER CARE CELL PERFORMANCE IS NON SATISFACTORY

IN NATURE

 NO PROPER ADVERTISEMENT OF THE COMPANY WHERE

MAXIMUM CUSTOMERS DON’T KNOW ABOUT IT

OPPORTUNITY:
  IN UPCOMING DAYS RELIGARE IS COMING WITH THEIR OWN
BANKING POLICIES

THREATS:
 AS THEY HAVE CHANGED THEIR NAME THE CUSTOMERS STILL
DON’T KNOW ABOUT IT. THIS MAY CAUSE THE LOSS OF SOME
POTENTIAL CUSTOMERS

OBJECTIVE
The objective behind the study shows the importance of the study. It further
clarifies the reason as to why the study is been undertaken. Every study has certain
objectives for which it is undertaken. These frame the basis of the study and they
show the cause of the study. The objectives of the study are given below

 THE MAIN OBJECTIVE IS TO SELL THE PRODUCT WORTH

RS.10, 000.

 TO LEARN AND TO DEVELOP THE INTERPERSONAL SKILL IN

TERMS OF CORPORATE CULTURE.

 TO STUDY THE CONSUMER BUYING BEHAVIOR TOWARDS THE

BIRLA SUN LIFE INSURSNC

ACHIVEMENTS
Week no1

We were able to understand the functions of Marketing which gave me a lot of

satisfaction as it is my specialization I was able to grasp a lot.

Week no 2:-

In the second week we were able to understand the daily, monthly and annual

duties performed by employees of the organization.

Week no3:-

We were taught about the marketing techniques and to analysis the share market

from the information that was published in the newspaper that would help in

convening the customer in buying the product.

Week no.4:-

We were made to learn the importance of timely communication with the customer

and as well with the relationship manager.

Week no 5:-

We understood the importance of training and told about the preparation of daily

sales report that would help us in maintaining the follow up for the future so that

we may reach the customer on time without any delay.

Week no. 6:-

We learnt the concept of marketing and the techniques that would help us to attract

the customer and what all thing that are to be told to them and what all thing that

are not to be told to customer.

Week no. 7 &8:-

I come to know about the consumer behavior towards the BIRLA SUN LIFE
INSURANCE THROUGH A SURVEY.
FIRM NAME ADDRESS PHONE NO.
Bharat sports co. GMS road 9358037555
Mehak family restaurant Sharanpur road 9897055578
The Finesse institute Astley hall 0135-2650903
Ample consultant Cannaught place 9837046728
Reliance communication Nehru colony 9358100142
Hotel Pathik Bengali library road 9831602608
Ginger n Garlic Rajpur road 0135-2655773
Amritsar eye clinic Municipal road 0135-2650585
Style check Rajpur road 0135-2742999
Cadd center Subhash road 9335226125
Creation placement Raj plaza 9412992371
Doon institute of English language Near telephone exchange 0135-2714734
AHA Institute Rajpur road 3205085
Om care system Rajpur road 9897744040
Rank trading Rajpur road 9837003032
Hawk security Raj plaza 9837473298
Aggarwal packers and movers Indra nagar 9319664321
Jai shree balaji packers Transport nagar 9359813040
Homecare packers and movers Transport nagar 9319924354
George institute Nimbu wala 0135-2623555
Academy of broardcasting Subhash nagar 9319422856
Lakshayrajpur road Subhash road 9412055897
Rajdhani electronics Papal mandi 0135-2621822
Mahar Rajpur 983704647
Janasheen Rajpur road 9719617918
Himalayans gardens Rajpur road 9358125742
Institute of accounting&technorajp[logy
Satya complex 9411527237
Doon institute of English language Rajpimalaya public schoolur
0135-2714734
road
Saraswati institute of accounts Subhash road 9719114520
Anupamma agencies Nehru colony 9837084150
Om care system Meedo aecade 9897744040
Himalaya public school Ghari cantt 0135-2720362
Make over finishing school E.C road 3259000
S.R enterprise Raj plaza 9412992986
Hotel Maggi star Rajpur road 9761679842
Sushil department store Paltan bazaar 0135-2655976
The ayurvedic shop Dhamawala 9412057959
Osho resort Rajpur road 0135-2749522
DTDC courier services Jakhan 9897026441
Zed security Ajabpur 9719109578
Wasu enterprises Ballupur 0135-2726583
Sky marketing Mohebewala 0135-2644354
Hotel Gaurab Gandhi road 0135-2654215
Hotel Pacific Subhash road 9319072032
Hotel Aketa Rajpur road 0135-2744302
Reliance Communication Cannaught palace 9358444777
Hotel Great value Rajpur road 941138836
Hotel Lalit palace Kishan nagar 0135-2755313
Nautiyal marbels Niranjanpur 9412058741
Akash institute Rajpur road 3298168
Rajdhani emporium Chakrata road 9412054311
Vega Rajpur road 0135-2740201
Aim investment consultant Tilak road 9897248296
Walia jewellers Paltan bazar 9897131212
Tycoon showroom Rajpur road 0135-2743900
Big master GMS road 9897411277
Hotel Ashrey Tyagi road 9358101133
Frontier electronics New market 0135-2655405
Rohan motors Yamuna colony 9897461313
Agarwal furniture Patel nagar 0135-26543422
Comfort tours and travels Clock tower 9837014385
Shree balaji assosiates Suthowalaa 9897211645
Amazon institute of hotel managment Sehastrdhara road 9412967633
Baba farid institute Mathura wala 9412967633
Institute of education Ghari cant 921967633
Dolphin institute Premnagar 9219604549
Hotel Viceroy inn Niranjan pur 9412054742
Hotel Atithi Tyagi road 0135-2627246
Shree balaji telecom Capri trade center 9837765773
Pal merchants Press road 0135-2743211
Hotel Kamal palace GMS road 0135-2720596
Hotel Deepshika Rajpur road 0135-2659888
Computer mall Capri trade center 9219698384
Rajdhani furniture Moti bajar 329063714
Hotel Sangam Tyagi road 0135-2725336
Hotel president Astley hall 9837356294
Hotel moti mahal Rajpur road 0135-2657307
Black pepper Astley hall 989778802
Hcl compound Patel nagar 9927555555
Sky academy Rajpur road 9259175274
All India institute of Aeronautics Kishan nagar 9837771784
Navyug college of education Chakrata road 9897337536
Vlcc health care Rajpur road 0135-2743021
Kaveri jewellers Dhamawala 9358111740
Sai instrumentation Araghar 9837023957
Hindustan sports Paltan bazar 0135-2650315
K7 resort Premnagar 9412051020
BPL enterprises Chakrata road 0135-2714749
Sai Institute of education Rajpur road 9412009850
Doon college of education Rajpur road 9412007140
Vishal assosiates Mohebewala 9897106221
Baluni classes Dharampur 9837202057
Pryas IAS acadmy Nehru colony 3292261
Smartech services Clock tower 9412055317
Prakash enterprises Tagore villa 0135-2711960
Mehul enterprises Tagore villa 9897168902
Doon fan traders Paltan bazar 0135-2712273
Amar builders Cannaught palace 9837001826
Saft school of art and fashion Subhash road 9358121660
DCMTE Institute Subhash road 9412955529
Amar sons Rajpur road 0135-2657811
SRM Infotech Rajpur road 9917066655
Fun valley Rajpur road 9219657499
Doon kitchen Patel nagar 9259284440
Oberoy motors Majra 9837014255
Sanage Friends plaza 9412004169
Amrit eyeclinic EC road 0135-2650585
Hotel Park view Rajpur road 0135-2653231
ACCESS computers Kanwali road 9412050684
Doon scientific instrument Tilak road 9837170482
Virendra & co. Astley hall 0135-2653791
British institute of engeneering Kalidas road 9412075419
Institute of pharama management. Capri trade center 9837046154
Sagar institute Rajpur road 9319258240
Ganpati jewelers Clock tower 9319234872
Narayana IIT academy Rajpur road 6451183
Blue mountain college Shastrdhara road 3094887
IAHT academy Rajpur road 9997844272
Doon west electronics GMS road 9219607787
Samiksha enterprises Nehru colony 9412052988
Balaji pest control Neshvila road 0135-2652232
IAS academy Race course 939603998
Chip infonet Capri trade center 0153-2622585
Signature solutions Rajpur road 9897336539
Times world school Indra nagar 9219516838
Sagar institute of education Rajpur road 9319258240
Center furniture Niranjanpur 9319495671
Landmark foundation Vasant vihar 9412348560
Aviation academy Karanpur 9412989643
Maurya group of education Subhashroaad 9719433024
Eureka forbes Astley hall 9837849510
FCI institute Rajpur road 9412051828
Muthoot finance Doon plaza 9837591013
Forber modular kitchen Dwarika store 9358101077
Share khan Haridwar road 9897033996
Polaris academy Chakrata road 9837654292
Shiva fitness point Racecourse 9219619998
Horizon computers Meedo plaza 9837072729
Human touch Niranjanpur road 0135-2721392
Senso hearing center Rajpur road 0135-2654276
Gyani Indersingh Institute Rajpur road 3293048

STRATEGY

My strategy for achieving the target they are follows given below.
The first strategy is cold calling. To meet the customer and try to know the need of
the customer, give the knowledge about our product, If the customer is interested
to listening then we are going to forward. And try to take some references from the
customer.

Second strategy is telephone calling. Talk to the customer and try to convince for
taking our insurance plan, dmat a/c, commodity a/c, sip and etc. To achieve any
target, an individual should do a proper planning & according to the plan, I should
make . As BIRLA SUN LIFE INSURANCE limited is a reputed company, But we
do not have been provided any data, so firstly I use my references to sell the
insurance policy & dmat a/c of the company. As I have My references, so firstly
I decided to go to my relative & friends explain them about my company & its
policy & convince them for product. From my references I got 1 insurance policy
& I ask them for more references & their contact no. I also went to the customer
directly and tell them about the plans of the company but they refuse me by giving
many excuses.

 Pre-approach: before approaching the customers we should have knowledge

about the products.

 To make direct interaction with customers & make them aware about the

products & services offered.

 To make a comparative study to know the competitiveness of our product in

the market.

 Cold calling to customers on random basis.

 Identifying the needs of customers.

PROCESS

 Cold calling to prospects on random basis.

 Fixing the appointments.

 Follow up the interested prospects

 Identifying the needs of customers.

MARKETING PROCESS
Marketing department’s core role is to be a brand custodian so that subscribers as
well as the prospective users of Idea build a relationship with the company they
deal with. Brand identity created and nurtured by marketing.

Marketing also plays a role of identifying emerging business opportunity in a

competitive/regulatory context, as well as based on the technology innovations
taking place.

It is Revenue enhancement, Acquisition shares, Shared role in churn reduction &

creating and maintaining brand image such that it continues to be relevant to the
target audience.

Enterprise Business Unit: Insurance Business I broadly divided into Corporate and
Individual customers. Corporate essentially means organizations with large
manpower base and high communication spend. This gives us the opportunity to
focus on acquiring quality customer in bulk and gain higher revenue.

The new emerging segment is SME (Small & Medium Enterprises), which hold
tremendous opportunity to increase our revenue and quantity subscriber due to the
size of the segment.

Channel Management:
The objective of Channel Management is to make Sunlife insurance distribution
network a source of sustainable competitive advantage for the company.

Towards this objective, Channel Management would primarily be responsible for:

1. Grow acquisitions through implementing best in class processes and

developing new channels
2. Reduce cost of acquisition and servicing through improved channel
productivity and use of MIS.
3. Creating a positive customer experience at each of the touch points.
4. Support in brand building through point of sale visibility

Mr. Sanjay Singal - Chief Marketing Officer

 
B. Sc., MBA

Mr. Sanjay, prior to joining Birla Sun life Asset Management

Company, has worked with GE Money Financial Services Ltd
as the Chief Marketing Officer and Head of E-Business and
Pricing. He has also previously worked with Yum Restaurants
International Limited as the Senior Marketing Manager and
with Unilever Asia in various capacities including Regional
Group Innovation Manager – Dove Skin, Asia (based in
Thailand), Senior Brand Manager (Fair & Lovely), Customer & Channel Manager
(Personal Products) and National Sales Manager.

HUMAN RESOURCES
HR function Birla Sunlife Insurance consists of four dept namely,

1. Human Resource Operations

2. Management Development
3. Facilities Management
4. Total Quality Management

FUNCTIONS OF HUMAN
RESOURCE DEPARTMENT:
BSLI
1. HR looks after Recruitment,
Interviews and Selection, HR
Manpower Planning.

2. The Hr team is responsible for

POLICIES
performance-management,
compensation
benchmarking,Taxability,Payroll
management, Reward & recognition, and HR policies and processes.

3. Hr is primarily responsible for Organsation structure design ,Employee

satisfaction surveys,Budgets,HR MIS ,OD Interventions,Job Evaluation,and
performance appraisal.

FINANCE
 The finance department is responsible primarily for the
proper financial management of the company.

The essential function of a typical finance department can be categorized

into two broad functional categories.

1) Recurring Finance Functions

Performing the regular finance functions that include financial planning

including assessing the funds requirement, identifying and sourcing funds,
allocation of the funds and income and controlling the use or utilization of
funds towards achieving the primary goal of profit/wealth maximization.

2) Non-Recurring Finance Functions

Performing the non-recurring functions include, though not exclusively, the

preparation of financial plan at the time of promotion of the business
enterprise, financial readjustment during liquidity crisis, valuation of
enterprise at the of merger or reorganization and such other episodic activities
of great financial implications.
 ANALYSIS.OF.PERFORMANCE
Analysis Of Performance
Vs.
TARGET.REASON FOR VARIANCE

 Our SIP started on 24th March we got training for thirteen days and from
1st of June we started our job work.

 In the month of April I was given the target to generate premium of worth
Rs 30000 in a week, but it is very shame to say that I could not even sell a
single policy but during that time I thorough studied the products and made
cold calling, after that I generated one dmat & two genral insurance policy
worth Rs 28,000 in the month.

 In the month of May premium of 1,20000 was to be generated but I could

sell policy worth Rs 68,000 only.

 In the month of June premium of 1,20000 was to be generated but I could

sell policy worth Rs 60,000 only.
  Reason was, I was new in the market , people did not trust quickly and lack
of convenience.

RESEARCH METHODOLOGY

STUDY

The present investigation is a descriptive type of study undertaken to estimate

the comparative study pension plan of, BIRLA SUN LIFE, BAJAJ ALLIANZ, LIC. HDFC
SLIC.

SAMPLE SIZE

For the purpose of analysis a sample size of different companies were selected.
The sample size taken was 4.

SAMPLING METHOD

The sampling method used for the project was “Random Sampling”. This type of
sampling is also known as probability sampling where each and every item in the
population has an equal chance of inclusion in the sample and each one of the
possible samples. This procedure gives each item an equal probability of being
selected.
 DATA COLLECTION

SECONDARY DATA

The secondary data was collected by referring through web sites, and the final
data was analyzed systematically to achieve the desired result.
 DATA ANALYSIS AND INTERPRETATION

After analyzing the data above in the table we came to the following
interpretation. Interpretation has been done on the basis of the features
mentioned in the table.

1. AGE AND TERM OF POLICY: Since the minimum age is minimum in

BAJAJ ALLIANZ and the term depends on the customer. The customer has
probability of getting the maximum returns (all other things being equal).
And Birla Sun Life is offering investment for maximum 30 years which is
rated as second best in this feature.

2. SWITHCHES: After analyzing the feature the conclusion drawn is that

Birla Sun Life is offering the most switches in the year.

3. CHARGES: The charges levied on the policy of the insurer is lowest in

Birla Sun Life SLIC like FMC, PAC, but initial charge is second lowest which is
also not bad in terms of investment.

4. WITHDRAWALS: Withdrawals not allowed in BIRLA SUN LIFE because if

withdrawals are there plan would not yield good return.
5. INVESTMENT OPTIONS: Birla Sun Life provides you the maximum
funds for investment (Balanced fund, Defensive Managed fund, Safe
Managed fund, Liquid fund & Growth fund). So Birla Sun Life provides you
better portfolio to diversify your funds which reduces the risk and
maximizes the return.

6. TOP UP: In Birla Sun Life the minimum top up is of RS 5000 with no
charges levied but in others it is Rs 10000. Here we could see that people
with low income can increase the premium with small amount.

7. BONUS UNIT: Only two firms are offering bonus unit to the customer
and they are Birla Sun Life and LIC.

8. FLEXIBLE CONTRIBUTION: This feature is available in Birla Sun Life

where a customer can increase or decrease its premium, but only Bajaj
Allianz is offering an increase option only.
 RECOMMENDATIONS

1. Premium allocation charge (initial charge) should be reduced to provide

customer with better return.

2. Policy administration charge should be reduced to gain more advantage in

the market.

3. Surrender charges should be reduced.

 LIMITATION

Some limitations are as follows:

 Difficult in convincing people for investment.

 Difficult to change mind of the investor according to age and profession.

 Difficult to make an approach to investors.

 Difficult to take an appointment with professional people.

 Difficult to get the documents required for formalities from investors

 Difficult to overcome an impassionate person who wants maximum return

in less time.

 Difficult to follow up the people whose names are being stored in a data.

 Difficult to remove the fear of risk from the minds of investors.

 Lack of awareness of share market.

 Time being a major constraint.

 Customer base is decreased because of wrong phone numbers and numbers

with no reply.

 Since the share market has grown to an all time high the people have second
thoughts for investing in ULIP PLAN and prefer investing in other safer
and fixed return deposits such as FDs and government bonds.
 LEARNINGS

 Punctuality and hard work is key to success.

 Positive attitude and strong confidence needed

..

 How to behave in corporate world and follow the rule and regulation formed

by company is important to sustain

 How to handle the customers and their queries.

 How to convince the customers and how to generate need in them.

 Be honest and committed towards work and well disciplined is required to

get success.
 AWARDS

Awards, incentives and stipend are the most important to get motivated

towards the work so that more and more productivity can be achieved.

As far as awards is concerned I have not been the outmost performer of the

company, but whatever backup an positive motivational support I have got was not

less than awards because when I took my first step into the company I was

completely nervous and thought that how I will generate that much of business to

the company but thanks to all the senior employ for encouragement.

I did not get any stipend except incentives, but I can say that monetary awards is

not so important than positive reinforcement and learning what I got from them

was more than just any monetary awards for me.

 CONCLUSION

The project started with the commencement of the SIP at Birla Sunlife
Insurance Ltd. Dehradun branch on 24th march 2009. The experience so far
is full of learning not only in terms of the Products but also in terms of
Consumer Behaviour, Consumer Response, Consumer Buying Pattern,
Corporate Culture, Corporate Ethics and Corporate Working. The span
of three months so far has developed and enhanced the skill of Selling and
Generating Business (corporate jargon) in me. The part of our work in the
company is:

a. Selling Various Products of Religare

b. And to know the Effect of Recession on the Investment Planning of

the Customer.

To my view, securities sector is vast and lot of opportunities and competition is

there. but People are not aware of companies’ products as well company specially
in ruler areas, I would like to say that some ad campaign should be held and some
innovative policy launched according to their need and income because risk is
very high. If we talk about market, it has lot of potential particularly in Dehradun
but they have already invested in the month of February and march to save tax, so
company need to convey the message about future security. Second thing customer
does not believe easily. so company should create trust and objectivity among
customer and it can be created by combining the things like prompt service, quality
of advice, appropriate products that suit needs, transparency, promises delivered
and effective follow up. other hand objectivity is driven from a culture of respect,
fairness, honesty and primacy of customers’ interest.

Ultimately I would like to conclude that company ought to treat customer with
respect, maintain fairness and honesty in its service putting customers interest first.
Company should create value system which builds faith in the organization.

From the previous discussed things as the strategy, achievements, tasks & target, I
may conclude following points

 The target may be considered as a big target in the initial stages of the
training period of SIP.

 Unawareness of the market may be a hindrance in achieving the target.

 May be that I am following a wrong strategy.

 Taking references is helping me in making good clients as well as helping

me in building my network.

 The pipeline of prospective customers will help me in achieving my target to

a large extent.

 My product knowledge of my company has helped me achieving this much

of my target.

 Competition is very tough in the life insurance sector.

  Customers require time to invest in the market.

 Most customers are concerned with the safety and security of their money

People have taken policies according to their incomeMarket is already tapped &
customers are not ready to listen about ULIP plans

The cooperation from the faculty guide and the company guide has made
this process of learning more interactive by providing us with various inputs
like pressure to perform, how to deal with it, various ways of genearting
leads for sales, understanding the wants of the customer, the ways to
maintain follow ups, creating pipeline, closing the deal, etc.

Mr. Deepak kala, who is my relationship manager, is very supportive and

cooperative and has provided us with various small but useful inputs
throughout the period of four mont
 BIBLOGRAPHY

1.BOOKS AUTHORS

 Marketing Management (10th Edition) Philip Kotler

 Marketing Management (3rd Edition) V.S. Ramaswamy

 Research Methodology (2nd Edition) C.R.Kothary

 Research Methodology S.P. Kasande

2. NEWS PAPERS

 Times of India

 Financial Express

www.birlasunlife.com

www.HDFCINSURANCE.com

www.irda.com

www.LICindia.com

www.google.com
 QUESTIONNAIRE

DATE…………….

1, NAME………………………………………

2, which age group do u belong:-

(a)Under-30 (b) Above-30

3, what is your profession: (tick the appropriate)

(a) Doctor (b) Enginneer

(c) Businessman (d) Govt.servant

(e) Stock Broker (f) Other Specify

(4) what is your annual income.

 (a) < 1 lac (b) 1-3 lac

(c) 3-5 lac (d) 5-10 lac

(e) 10 lac & above

5, Are u aware that insurance is available to the following channels:-

(a) Corporate Agents (b) Agents

(c) Blue chip Companies (d) bank

(e) All

6, How often do you invest?

(a) Monthly (b) Quarterly

(c) Half- yearly (d) Yearly

7, If you have surplus of Rs. 100000, how would you allocate your fund in
insurance plan.

(a) Protection plan (b) Investment plan

 (c) tax saver plan (d) Saving plan

(e) Pension plan

8, who influences you the most in your investment decision? In case of more
than one then please rank them in order of importance.

(a) Bank (b) Friend

(c) Relative (d) Corporate agent/Broker

(e) Other……………………………………………….

9, Have you taken any life insurance policy.

(a) Yes (b) No

(c) If yes which company…………………………………

10, I am planning to invest mainly for.

(a)Tax planning (b) Planning Home (c) Children’s

Education (d) Provide forregular

11, If find the service offered by BIRLA SUNLIFE INSURANCE LTD.

(a) Strongly agreed (b) Agreed

(c) Neither agreed nor disagreed (d) disagreed