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Chapter- 1 Introduction 1.1 Abbreviation 1.2 Industry Profile. 1.3 Company profile. 1.4 Key strength. 1.5 Rewards. 1.6 Major Players. 1.7 Who can be FC ? 1.8 Work of FC. Chapter- 2 2.1 Objective. Limitation.
Chapter-3 Methodology. 3.1 Findings. Chapter-4 Conclusions. 4.1 Suggestions. Appendix Bibliography.
It is my proud privilege to express my sincere gratitude to all those who helped me directly or indirectly in completion of this project report. I am greatly indebted to Mr. …………. (……………. ) Mr. ………… …….(……..) for their support, guidance and valuable suggestions by which this work has been completed effectively and efficiently . These all contributions are of immense value. I owe thanks to Mr. ……………. for providing the required data to complete this project. Without which it is not possible to complete the project.
Last but not least we are indebted to those entire people who indirectly contributed and whom this work should not have been possible. Endeavour has been made to make the project error free yet I apologies for the mistakes.
I hereby declare that his project report entitled “A DETAILED STUDY OF RECRUITMENT AND RETNETION STRATEGIES OF FCs IN LIFE INSURANCE INDUSTRY WITH A SPECIAL FOCUS TO HDFC SLIC” held at ……………, is the result of Original work Carried out by me during 40 Days. (……………) in intensive study of the field, for the award of the Degree of MASTER’S OF BUSINESS ADMINISTRATION.
This Report has not been copied from anywhere, up to the best of my belief and knowledge. It has not been submitted anywhere else for Award of any other Degree/diploma.
“The most successful and admired life insurance company, which means that we are the most trusted company, the easiest to deal with, offer the vest values for money, and easiest the standards in the industry, In short, “ Them most obvious choice for all. ”
• Joy and Simplicity. • People care. 5 . • Team work.VALUES • Integrity • Innovation • Customer centric.
The insurance sector in India has come a full circle from being an open competitive market to nationalization and back to liberalized market again. One of the Wonders of human nature is that we never believe anything can actually go wrong. The business of life insurance in Indian in its existing form started in India in the year 1818 with the establishment of Oriental Life. 6 .INDUSTRY PROFILE INSURANCE: Insurance can be defined as assurance for uncertainty.. Tracking the development in Indian insurance sector reveals the 360 degree turn witnessed over a period of almost two centuries. Some of the important milestones in life insurance business in India are. Insurance is about something going wrong. Its’ often about things going right. Insurance Company in Calcutta.
with a capital contribution of Rs. 1956. 7 . Act . 5 Crore from the government of India. 1938: Earlier legislation consolidated and amended to by the insurance Act with the objective of protecting the interests of the insuring public. 1965: 245 Indian and foreign insurers and provident societies take over by the central government and nationalized. LIC formed by an act of parliament viz.1912: The Indian Life insurance Companies Act enacted as first statue to regulate the life insurance business. LIC. 1928: The Indian Insurance Compan9es Act enacted to enable the government to collect statistical information about life and non-life insurance businesses.
The other d4ecisoin taken simultaneously to provide the supporting systems to the insurance sector and in particular the life insurance companies was the launch of the IRDA online service for issue and renewal of licenses to agents. 8 . The IRDA since its incorporation as a statutory body in April 2000 has fastidiously such to its schedule of framing regulations and registering the private sector insurance companies.INSURANCE REGULATORY AND DEVELOPMENT AUTHORITY Reforms in the Insurance sector were initiated with the passes of the IRDA Bill in Parliament in December 1999.
624 crores. 2007. with service associates in Kuwait. India. HDFC Incorporated in 1977 with a share capital of Rs 10 Crores. 856 crores and new business premium income at Rs. The gross premium income for the year ending March 31.77. 119 crores. HDFC operates through almost 450 locations throughout the country with its corporate head quarters in Mumbai. 2. 2007 stood at Rs. Current 77% of shares held by foreign institutional investors. UAE. The company has covered over 8. HDFC also has an International Office in Dubai.000 lives year ending March 31. 9 . 1.COMPANY PROFILE HDFC Standard Life Insurance Company Ltd. Almost 90% of initial shareholding in the hands of domestic intuitions and retail investors. HDFC has since emerged as the largest residential mortgage finance institution in the country The corporation has had a series of share issues raising its capital to Rs. SNAPSHOT-I • • Incorporated in 1977 as the first specialized mortgage company in India. Oman and Qatar. HDFC is the largest housing Company in India for the last 27 years.
30 bn. 10 . 2004) • Housing Units Financed • Distribution Offices Outreach Programs 181 90 Rs. (US $ 18.669 billion (US $ 15.25%. • HDFC Chubb General Insurance Company – HDFC holds 74%. • HDFC Asset Management Company – HDFC holds 50.07 %.1% • HDFC Bank. 805 billion.HDFC holds 22.) Rs. • Intelenet Global (Business Process Outsourcing) – HDFC holds 50%.• Besides the core business of mortgage HDFC has evolved into a financial conglomerate with holdings In: • HDFC Standard Life insurance Company. SNAPSHOT-II • Loan Approvals (up to Dec 2004) • Loan Disbursements (up to Dec.HDFC holds 78.20 bn) 2.5 million.
He joined HDFC Limited in a senior management position in 1978. Parekh is a Fellow of the Institute of Chartered Accountants (England & Wales). He is also the Executive Chairman of Housing Development Finance Corporation Limited (HDFC Limited). Mr. He was inducted as a whole-time director of HDFC Limited in 1985 and was appointed as its Executive Chairman in 1993. Mr. Deepak S Parekh 11 . Deepak S Parekh is the Chairman of the Company.KEY PLAYERS Mr. He is the Chief Executive Officer of HDFC Limited.
CIBIL: Credit information services bureau.Mr. Washington DC. Prior to this. HDFC AMC: One of the top 3 AMCs in India.among the top private banks in India. 12 . Mr. Satwalekar obtained a Bachelors Degree in Technology from the Indian Institute of Technology.Preferred investment manager. Intelent Global : BOP services for international customers. Deepak M Satwalekar GROUP COMPANIES HDFC Bank: World Class Indian Bank. he was the Managing Director of HDFC Limited since 1993. 2000. HDFC Chubb: Upcoming Private companies in the field of General Insurance. Mr. Deepak M Satwalekar is the Managing Director and CEO of the Company since November. Bombay and a Masters Degree in Business Administration from The American University.
opening offices in 13 . in 1825.STANDARD LIFE Standard Life is Europe’s largest mutual life assurance company. Standard Life. which has been in the life insurance business for the past 175 years is a modern company surviving quite a few changes since selling its first policy other towns and acquitting other similar businesses. The company expanded in the 19th century from kits original Edinburgh premises. Standard Life Currently has assets exceeding over £ 70 billion under its management and has the distinction of being accorded “AAA” rating consequently for the six years by Standard and Poor.
• Europe’s largest mutual life insurer. company supporting generation for last 179 years. Policy holders benefiting from the services offered. • Currently over 5 m.SNAPSHOT • Founded in 1875. 14 .
000 Cr. Is one of India’s leading Private Life Insurance Companies.) India’s leading housing finance institution and the Standard Life Assurance Company. Both the promoters are will known for their ethical dealings and financial strength and are thus committed to being a long-term player in the life insurance industry. HDFC Standard Life Insurance Company Ltd was incorporated on 14th August 2000. Respectively. HDFC is the majority stakeholder in the insurance JV with 81.all important factors to consider when choosing your insurer.JOINT VENTURE HDFC Standard Life Insurance Company Limited was one of the first companies to be granted license by the IRDA to operate in life insurance sector.. a leading provider of financial services from the United Kingdom.6% Mr. Standard Life is rated ‘AAA’ both by Moody’s and Standard and Poor’s.000 Cr and Rs. JOINT VENTURE 15 . 15. HDFC Standard Life Insurance Company Ltd. It is a joint venture between Housing Development Finance Corporation Limited (HDFC Ltd. 600.4 %stale and Standard :of as a staple pf 18. Deepak Satwalekar is the MD and CEO of the venture. HDFC is rated ‘AAA ’ by both CRISIL and ICRA. These reflect the efficiency with which HDFC and Standard Life manage their asset base of Rs. Similarly. Reach of the JV player is highly rated and been conferred with many awards. which offers a range of individual and group insurance solutions.
00 117.624 crores. 2.15 200.00 100. Company also declared our 5th consecutive bonus in as many years for our ‘with profit’ policyholders. 2007 stood at Rs.51 152.16 126. 250.00 150.BUSINESS GROWTH Track Record so far The gross premium income of HDFC. 1.32 99. The company has covered over 8.00 197.77.000 lives year ending March 31.00 0. 856 crores and new business premium income at Rs.97 162.07 Total Growth –FY 05 Approvals 30% Disbursements 28% FY 03 FY 04 FY 05 LOANS APPROVED LOANS DISBURSED KEY STRENGTH Financial Expertise LOAN APPROVALS AND DISBURSEMENTS 16 . 2007.00 50. for the year ending March 31.
False selling or false commitment with the customers is not allowed. Range of Solutions We have a range of individual and group solutions. Integrity. Innovation and Customer Care. Most respected Private Insurance Company HDFC was awarded No-1 Private Insurance Company In 2004 by the World Class Magazine Business World. Strong Ethical Values: HDFC is an ethical and Cultural Organization.As a joint venture of leading financial services groups. 17 . which can be easily customized to specific needs. Our group solutions have been designed to offer you complete flexibility combined with a low charging structure. HDFC standard Life has the financial expertise required to manage your long-term investments safely and efficiently.
ICICI Prudential has emerged as the No -1 Private Life insured in the country. Its salient features are not as widely understood in our county. ICICI Prudential equity base 74% and 26% stake respectively. however. be clearly understood that the following narration is by no means an exhaustive description of terms and conditions of LIC policy or its benefits or privileges. With a wide range of flexible products that meet the needs of the customer at every step in life. a premier financial powerhouse and prudential plc. 18 . A leading international financial service group headquartered in the United Kingdom. In the period April-December 2004.MAJOR PLAYERS IN INSURANCE INDUSTRY LIFE INSURANCE CORPORATION Life insurance made its debut in India well ob4er 100 years ago. ICICI prudential was amongst the first private sector insurance company to being operations in December 2000 after receiving approval from Insurance Regulatory Development Authority (IRDA) . please contact our branch or divisional office. the company garnered Rs. Billion of new business premium for a total sum assured of over Rs 73. ICICI PRUDENTIAL ICICI Prudential life insurance company is a joint venture between ICICI bank. with special reference to LIC. as well as 7 bank assurance tie-ups. What follows is an attempt to acquaint readers with some of the concept of life insurance. An LIC it will be glad to help you choose the life insurance plan to meet your needs and render policy servicing. For more details. The company has a network of over 50000 advisor.6 billion and wrote nearly 345000 policies. as they ought to be. Today. It should.
A household name in India. Bajaj auto has in a operation for over 55 years.BAJAJ ALLIANZ: SHARED VISION A household name in India teams up with a global conglomerate… Bajaj Auto Ltd. Bajaj auto has following to offerFinancial strength and stability to support the Insurance Business. the company is a Rs. 19 . It has joined hands with Allianz to provide the Indian consumer with a distance option in term of life insurance products. the flagship company of the Rs. 8000 corers Bajaj group is the largest manufactured of twowheelers and three-wheelers in Indian and one of the largest in the world. A 10 million strong base of retail customers using Bajaj Products. With over 15000 employees. A good market reputation as a world class organization. Adequate experience of r4unning a large organization.AAA rated by crises. Bajaj Auto has a strong brand image and locality synonymous with quality and customer focus. 4000 crores auto giant. It is the largest 2/3 wheelers manufactured in India and the 4th in the world . A Strong brand-equity. As a promoter of Bajaj Allianz Life Insurance Co. Ltd.
• Found to be sound mind by a court of competition jurisdiction. Financial Background and Experience: HDFC existing in the market since 1977.Why HDFC is better …? 1. 5.) 3. 2. Textile. It has a very handsome experience in the field of finance because it completely involved in finance Sector only where as the others are running in many other field also like Reliance (Petroleum. HDFC pacify the need of invertors up to healthy level and make the strong relationship with them. So that they could give the best customer service. • Found guilty of criminal background. Huge branch network HDFC is having 450 branches in all over the country. Who can be the financial consultant: ? Section 42(4) of the amended Insurance Act. Found guilty of having knowingly participated in or connived at any fraud /dishonesty or misrepresentation against an insured. 4. Sales Force: Properly trend licensed and Educated People are the strength of the company. Online accessibility : It makes the process faster and make the customer delighted. 6. Ethics and Values: HDFC is an ethical and cultural organization which prevents the false selling and prohibit the false commitment to the customer. Telecom etc. • 20 . 1938 states an agent to be one who is not: A minor. Investment returns: investment returns and business growth provided by HDFC is validated by bajaj Capital report.
• Finding the best product or products available in the market. • Assessing and analyzing the clients risk profile. 21 . l The agent should be able to accomplish the following service. • Continuity of service throughout the period of insurance.Work of financial consultant: The FC is the interface between the customer and insurance company. • Negotiating the best deal available.
11 lakhs retail deposits customer base.Devote a time and energy during training. (C) Why should financial consultant choose HDFC standard life ? Brand value and the reputation of the partners (HDFC Limited) Market leader in housing finance: 15 lakhs home financed.Committed people who have the drive. Largest mutual life insurer in Europe. 2. (A) What type of people are we looking for ? 1. Brand value and the reputation of the partners standard life: 175 years experience in life insurance.We look forward to a long term mutually beneficial relationship.OBJECTIVE Recruitment of Financial consultant (FCs) of a excellent profile and their retention strategies and what are their benefit that company going to provided for retention of their FCs. Product innovation. Reputation for providing the higher standards of customer service.Ability to sell a range of financial products. 3. determination and ability to become professional financial consultants. (B) What do We Expect from financial Consultant ? 1. Financial Strength of the partners. 2.Sell at least 5 policies each month once after licensed with company. 22 .
Clearly succinctly explain how the meeting will be benefiting the prospect. Some important steps to make effective telecalling:Open the call in a friendly and positive way. Check the prospect has time to speak. Achievements: Recruited eight financial consultants for company. position and company name. how to differentiate our product form that of LIC. Increase in confidence level. State the name. Made more and more people aware about my companies Products (Policies) Taken some appointments for policies and got positive response from 8 persons with the help of my BDM. State the reason for the call. Got the knowledge about.Strategies: Strategies Employed to achieve the target are as follows: Telecalling Contacting the person directly (interview) Collect references. 23 .
• Getting accurate response form the respondents due to their inherent problem is difficult. it may be hampered due to certain limitation. • There is a time limitation it is not possible to study whole thing I covered some special aspect as well as some topics. • Respondents may not be at home and may have to re-contacted or replaced by others. • Limited response from client. 24 .Limitations:So though the study aim to achieve the above mentioned Objective in full earnest and accuracy. Some of the limitations are as follows: • To cover the various section for the society.
Research methodology has following steps: Step: 1 Step: 2 Step: 3 Step: 4 Step: 5 Step: 6 Step: 7 Step: 8 To decide the objective of the study.RESEARCH METHODOLOGY Research can be defined as systematized effort to gain knowledge. Research methodology is a way to solve research problem along with the logic behind them. Research methodology means the method carried out to study the problem . Thus when we talk of the research methodology we not only take of research method but also context of our research study and explain why we are using a particular method or techniques and why we are not using other so that research result are capable of being evaluated either by the researchers himself or by others. To determine sample size and sample design. 25 . It shows the type of the sample design used. which has their own pros and cons. To design data collection form. To organize and conduct fieldwork. A research is carried out by different methodology. To process and analyze the collected data. To design research design. To determine the source of data. To prepare the research report. The extent of precision achieved and the method used for handling any special problem during the course of the study. its size and the procedure used to dew sample.
Data source are the data resources or collection of fresh and data to obtain results. Explanatory Research. 26 . Descriptive research is to find ad efficient sales force. In order the study the characteristics and variables. Step: 2 To decided the research design.Explanation Step: 1 To decide the objective of the study to be carried out. In the process of field survey. To find retention strategies which provide to financial consultant. There are three types of research design system. which formed the basis for entire research. There are two types of data sources: thus happen to be original in character. of FC. To study about HDFC Standard life. a questionnaire was developed and circulated to the respondents. structure. Descriptive Research Casual Research. To find the prospective financial consultant for thee company. cross sectional analysis was conducted by using field survey method . Step: 3 To determine the source of data. strategy of investigation conceived so as to obtain answer to research question and control variance. What is research design ? Research design is a plan. Among the above mentioned types descriptive research design has been chosen.
27 . There are two types of mode to collect the data:- • Observation method. designing the data collection forms or survey forms is applicable to the project. which have been gathered earlier for some other purpose.Primary Data: Primary data is that which is collected fresh and thus happen to be original in character. As for as the data collection method for this project is concerned. Reason for selecting primary data: In terms of primary data structure questionnaire was prepared to interview the professional. • Survey method. unemployed students. post office agent and other in Bilaspur location. Also the secondary to data proved to be helping hand in framing up the industry scenario and also the relevant topics in the entire project report. Step 4: To design data collection. investment consultant. housewives. Secondary data: Secondary data is any data. • Telephonic interview. The method selected survey method. A survey can be conducted by:- • Personal interview. Analysis clearly reflected the views and preference regarding the perception of the people towards joining HDFC standard life. Among the above mentioned types of data was used for the study and analysis of the objective of this project.
study of people and convince them to join as FC for HDFC standard life.e. investment consultant. FIELD METHODOLOGY The methodology adopted in the field to collect the data represented diagrammatically below: Segmentation of People Meeting with People In of the Filling up questionnaire and Schedule 28 order to determine the willingness people to become FC for HDFC . this method was chosen because along with the study of projects primary objective i. Sample size specification 155 which include professionals. post office agent. Housewives. unemployed student.Amongst the above method personal interview method was conducted to gather information in detail . Step 5 To determine sample design sample size.
SLIC in Bilaspur. post office agent. data collected by surveying is treated as analysis. housewives. unemployed students. Response to the parameter like professional. Willingness to be FC for HDFC Professional Working employees House wives Students Investment consultants Post office agents Others Total Yes 2 2 2 3 2 3 14 No 28 33 18 22 18 12 131 Total 30 35 20 25 20 15 10 155 PROFESSIONALS yes No 29 . investment consultant.
Working Employees yes No Hous wives e yes No 30 .
Student yes No Inves tment C ultant ons yes No 31 .
Post Office Agent yes No Total yes No 32 .
consultant and other people who are engaged in investment investment for business that is because they want to diversity their portfolio. Lack of awareness. 33 .Educated customers are now vending towards private insurance Companies. Associated with an other company. due to the attractive companies. 6.Customer don’t want to join as financial consultant because it’s on commission basis the4y want job on salary basis. 8- If the customers are joining HDFC the segment is more of tax consultant.HDFC SLIC is having good retention strategies for their financial consultant.LIC has created a branded image in 3-4 decades.Customers are less aware about the private insurance company in market. 9. 4. 2.Some customer are like to join HDFC as FCs because it is a Part-time. packages and services provided by various new insurance 7. 5. tax planner want a corporate age3ncy rather than to be a financial consultant.HDFC is too selective in making a FC rather than to appoint any one like LIC.FINDINGS 1.Many professions like CA. Reason for not joining HDFC SLIC. Private Player. Do not have time Low sales. due to which new insurance companies are facing trouble in capturing market share. 3.
CONCLUSION After collection of data interpretation is done on that basis conclusion is drawn. inters of brand name. different number of policies for differed class and age group of customers. each policy which the customer is going to purchase will have a future set of action and benefits. Due to which most of the people like to invest in those securities or investment. Conclusion prefer government insurance company other than private insurance companies due to its reliability. 34 . Customers are less aware about the private insurance companies. Customers like to invest in other investment zones due to the hectic rules and regulations associated with. The central problem with the insurance companies is having that they are trying to convince customers for a product which do not have any present relevance. but they need a lot of time investment for creating a favorable brand image. Customers do not feel secure with private insurance companies.e. Customers don’t want commission base job. The conclusion drawn. which will give them a fruitful return in short period of time ? Life insurance Corporation has completed more than three decades and that’s where counts. The Private players are on the way. entering into a contract with insurance companies. Private Players in order to encase maximum number of customers are introducing new and innovative scheme for their FC. i. Customers are more brand oriented rather than product oriented.
SUGGESTIONS Customers should be made aware of the brand name of Insurance company through advertisement. The insurance companies should try to nurture their brand name timely and attractive facility provide to customer. The fear in the customer mind should be removed by company. 35 .
Sunrise industry: Life insurance in India has a huge potential for growth Statistics reveal that only 25% of the insurable population in India is insured and those insured are in need of still higher insurance cover. the time. Flexible work timings. part time or full time: FCs can work whenever he likes and from whereeve4r he like.BENEFITS OF BEING A FINANCIAL CONSULTANT ARE AS FOLLOWS: Financial consultant. Be an own boss with a flexible working environment. the right way to start career: As a financial consultant the role will be to identify prospective customer. Easy way to start on career: Zero investment: There is no start-up capital. as to how you can help analyses their financial needs. FCs can work full time depending on their convenience its like no other job however. unlimited earning potential and the opportunity to be part of world class sales team. The over 100% growth displayed by private life insurers indicates this hu7ge untapped potential. Strong Partnership: 36 . You will makes presentation. provide customize financial solution to cater to their respective needs and conduct reviews on regular basis to keep customers on thank.
first step towards a successful career as a FC. Advance Training: Once Fc have settled down as a FC professional we will continuously upgrade capability and knowledge through sophisticated training program. 37 .. After the IRDA license. We have been rated by business world magazine. UNMATCHED SUPPORT: Marketing activity support to make task easier. fit for this dynamic world of financial products and markets. Basic Training and Induction: Independence of work experience. this training will give perfect knowledge about the insurance industry along with comprehensive knowledge about the insurance along with comprehensive knowledge abut HDFC SLIC Product. We have grown over 130% in the last and more than 8 Lakhs policy holder. As Indies most respected private life insurance company 2004. HDFC standard life insurance has one of the highest brand recall of around 80% PROFESSIONAL TRAINING PROGRAMS AND CONTINUID GUIDANCE: At HDFC standard training is an inherent element of our support system for FCs. Those program enable to understand customer need and provide need based insurance solution. A huge step from an amateur to a true finance professional. prepares for career as FCs and enables to pass the IRDA examination.A powerful brand – HDFC Standard Life Insurance: We were the first private life insurance company to be granted a license by IRDA. Some of our training and support initiative are as: IRDA Training: Online training of 100 hrs. Disha training: This is a professional sales skill program eased by us to one selling skills.
Information provided by you will be confidential.hours information support. Advertising and communication support throughout the year. I am carrying a study on “prospecting. 24. and Raipur City” in this regard I will like to spare some time to answer few adjustment. This study is conducted for just academic purpose having no commercial relevance. I am an MBA student doing a “HDFC standard life insurance company”. …………. to help track the performance and income. QUESIONNARIRES: Dear Respondent. Bilashpur. QUESTIONNAIRE 38 . Identifying. and Recruiting certified financial consultant for HDFC SLIC-A ” study in Drug. Customer friendly broachers and sales aid to help in selling insurance solutions to customers..
10 In which of the financial market you have invested your money ? Ans: (a) Share (b) Mutual fund (c) Insurance.2: Do you know about the working of financial Consultant of “HDFC SLIC” ? Do you currently have an agency of any life insurance Company ? What would be the size of your social contact base who knows you on first name Q.g. Q.5 Q.Q. 7 Do you have any sales experience ? If yes.) Ans: Mention in appropriate nos.8 Yes Yes Yes (b) No (b) No (b) No (c) Insufficient Information.6 How many members of your family are dependent on the income earner of the family ? Do you have an idea about financial market ? Yes Yes (b) No (b) No Ans: (a) Ans: (a) Q.3 Q. relative. how many years ? Do you have experience in selling financial product ? e.4 Ans: (a) basis ? (E. insurance etc ? If yes how many years ? (If yes to question 6) Ans: (a) Yes ( ) (b) No ( ) Q. 9 What do you think ? in today’s scenario life insurance Is NEED. Q.g : Friendly. family. 39 .1: Do you know about HDFC SLIC ? Ans: (a) Ans: (a) Q. colleagues if any ………etc. credit card. WANT AND DEMAND ? Ans: Q.
11 Are you interested in getting the opportunity of earning some additional income as being financial consultant of “HDFC SLIC” and why ? Ans: (a) Yes (b) No Your Signature.Q. ABBREVIATIONS 40 .
HDFC. BIBLIOGRAPHY 41 . 7. 2.Life Assured.FC.Business Development Manager. 8.ADB. 9.LA.Housing Development Finance Corporation. 11.Accidental Death Benefit. 4.1. 3.CFC.CI.Certified Financial Consultant. of Years.TERM.SLIC.Standard Life Insurance Company.Sales Development Manager.Critical Illness. 6.Sum Assured.No. 10.SA.BDM.Financial Consultant. 5.SDM.
Books Referred: Personal management. Book of license training programme for insurance advisers. 42 .Reference: To obtain more information regarding present study and to subordinate it with theoretical proof following references were made.
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