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SUMMER TRAINING REPORTON

“RECRUITMENT OF CERTIFIED FINANCIALCONSULTANTS”

IN

GOMTI NAGAR, LUCKNOW

A REPORT SUBMITTED FOR THE PARTIALFULLFILLMENT OF MBA

SESSION 2007-2009

SUBMITTE D T O

Mr. Mohit SaxenaAssistant Manager-Channel Development

SU BM IT T E D B Y

Vivek VermaMBA (III SEMESTER)

INSTITUTE OF CO-OPERATIVE &CORPORATEMANAGEMENT RESEARCH &TRAINING RING

ROAD, INDIRA NAGAR, LUCKNOW

1



CONTENTS

1 Preface2 Acknowledgements

3 Declarations

Int r oduct i onWhat is insuranceHistory of Insurance Sector IRDALife Insurance in IndiaImportance of Life Insurance

Company Pr ofi l eAbout HDFC SLICBoard of Directors

P r oduct s & S er vi cesIndividual ProductsGroup ProductsSocial ProductsTax Benefits

Resear ch M et hodol ogyProfiling of prospectsSkim natural marketLeads generationMode of contacting prospectsTotal no. of people contacted

Channel Devel opment

Why to Recruit?Who to recruit?How to Recruit?Recruitment ActivitiesThings to check while recruitingAdvisor RoleThe Support Packages to make a successful advisor SWOT AnalysisResearch Methodolog

PREFACE

2



Prospect search, fallow up & identifying the different hiring

practices performed by different companies for different levels

is one of the most important area to any business entity whether

it represents public sector or private sector or service sector.

Every company needs to hire the right manpower at the right job

for that they hire search firms or job portals. And it comes from

market research, due to this it is easy to understand the

psychology of the candidate so the company gets the best use of

the manpower he is recruiting for the job. And compete the

competitor, and improve.

The basic objective of this report is to "Recruitment of

Consultants at Lucknow city."

ACKNOWLEDGEMENT

3



At the outset, I would like to place on record my gratitude to all those

who have been instrumental in shaping up this project with their guidance and

inspiration.

express my hearty respect and profound thanks to Mr R. K.

Verma(Director) a for their valuable guidance in completing my project.

I am deeply indebted to Mr. Mohit Saxena (Channel Development

Manager), HDFC Standard life Insurance), whose sincere cooperation in

directing and guiding me enabled the project to assume its systematic shape.

I am also thankful to all the Financial Consultants who guided me on

various aspects during the project.

I am also grateful to Mr Tarun Singh Gangwar (Assistant Professor,

ICCMRT) for his constant inspiration, supervision and guidance for this work

has helped me immensely to present the work in a nice way.

Last but not the least I must express my gratitude to my family and various

friends who gave moral support for completing this project work.

Ravindra Nath

4



I N T R O D U CT I O

N



5



WHAT IS INSURANCE?

Insurance is not necessarily an investment from which oneexpects to get ones back. Nor it is gambling a gambler takesrisks. While insurance offers protection against risks thatalready exist “Insurance is a way to share risk with others”.

The Ori gi n of Insurance

Insurance has existed for thousand of years a form of credit

insurance was included in the Code of Hammurabi, a collectionof Babylonian laws said to predate the Law of mosses for finance their trading expeditions in ancient times. Ship ownersobtained loans from investors, if a ship was lost the owners werenot responsible for paying back the loans since many shipreturned safely. The interest paid by numerous ship owners’ shipowners covered the risk to the lenders.

It was likewise in a maritime setting that later one of theworld’s most famous insurance providers. Lloyd’s of Londonwas born By 1688, Edward famous insurance provider acceptsin exchange for certain payment, to premium. These insurerscame to be known as underwriters. Finally in 1769 Lloyd’s

became a formal group of underwriters that in time grew intothe foremost market for marine risks.

What i f I already have Lif e Insurance ?

As an individual for the extent of financial protection you needis from that a married man which in turn is different from that asa parent. At each life stage, it is necessary to re- evaluate theamount of protection and provision you require and adjust for

the same. Below are some of the events in your life for whichyou should re-evaluate and plan your life insurance needs.

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L if e S t agesYour insurance need will change as your life does, from starting

to work to enjoying your golden years and all the stages in between. Each one of these stages may pose a differentinsurance need/cover for you. In this section, we have drawn upthe basic life stages and help you analyze various insuranceneeds accordingly.

ST AG E 1 Young and Single

Our needs

An important stage where one lays down thefoundation of a successful life ahead. Takeadvantage of the time and power of compounding to

ensure that you build up your dreams. Start savingearly.

Save for a home and wedding

Tax Planning

Save for Golden years

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S TA G E 2 Just Marr ied

Marriage brings about a significant change. New

dreams and new opportunities also bring inadditional responsibilities. While both of you look forward to a happy and secure life , it is equallyimportant to ensure that eventualities don’t come

in the way of shaping your dreams.

Our needs

Planning for home / securing your home loan liabilitySave for vacation

Save for your first child

S TA G E 3 P roud P aren t s

Once you have children, your need for life insuranceis even more. You need to protect your family from an untowardincident. Ensure your protection umbrella takes into account thefuture cost of securing your child’s dream. You will want life togo on for your loved ones, and having enough life insurance is away to help ensure that.

Our needs

Provide for children’s education

Safeguarding family against loan liabilities

Savings for post-retirement

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S TA G E 4 P lann ing f or R e ti re m ent

While you are busy climbing the ladder of successtoday, it is important for you to take time and planfor your life after retirement. Having an early startfor retirement planning can make a significant

difference to your savings. Think about your golden years even before you have reached them. The key is to think ahead and plan well using your time and money.

Our needs

Provide for regular income post retirement

Immediate Tax benefits

Lead a secure, independent and comfortable life style in your retirement years

How much Insurance do I need ?

The main purpose of life insurance is to provide a financialcushion to urn loved ones in the event that somethingunfortunate should happen to you. One must provide enough, soas to generate a future income stream that will take care of thefinancial needs of their dependants. How much insurance youneed depends on your annual income, your expenses and your

existing assets.

C oncept of Human life value

Generally speaking, one can estimate the extent of life insurance by calculating one’s “human Life Value (HLV). This is the net present value of one’s future earnings. Put simply, it is theamount that a person’s family would permanently lose, shouldany thing unfortunate happen to that person. As a tomb rule, a30 year old should insure oneself for about 8 times hrs or her

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annual income. At 35, this is about 6 times. Of course the exactamount must be adjusted according to the number of dependents, existing investments and one’s life stage. For instance, if at 30 a person has two children and parents to

provide for, the amount of insurance should also be higher.

You can calculate your Human Life Value by multiplying your current annual income with the number of years remaining for your retirement.

Let’s assume that you are 30 years old and you earn Rs.4,00,000 per annum. Now if your retirement age in 55 you have

25 years to go before retirement. So your Human Life Value is(25 x 4, 00,000)= Rs. 100, 00,000 (One Crore rupees).

So, your present Human life Value is one crore rupees, providedyou stay healthy. You take factors like inflation and increase inincome over a period of time to account your Human Life Valueis a lot more.

T he Hi s t ory of Insurance in Ind ia :

The India Insurance market has a grand history. The

development of insurance states back of the 19th

century whenthe Europeans started the Oriental Life Insurance Company,Calcutta in 1888. The first India Insurance Company BombayMutual life Insurance came into existing 1870 to cover India

lives at normal rates. The year 1870 is also important in thesense at British government for the first time act that year. Four years later Firoz shah Mehta one of the doyens of IndiaFinancial Sector, Oriental Government established the OrientalGovernment Security Life Assurance Company and after thatmany Insurance companies in surfaced on Indian soil. However the first Indian insurance act was passed on 1912, again in 1938an amendment in 1950 when it was nationalized however the

sector was once again thrown open to the private sector in Dec

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1999 followed by the establishment of IRDA (InsuranceRegulatory and Development Authority in April 2000.

The Indian Insurance Industry was dominated bytwo states Insures the Life Insurance Corporation in LifeInsurance and The General Insurance Nationalization of the Lifeand non Life sector in 1956 and 1972 respectively. In dec 99 theIRDA act was passed which limited foreign investors to a 26%cap on equity participation, and minimum capital requirement of $20 million. At present, more than 20 private players are in themarket and some are in the pipeline. The advent of the new kids

poses to LIC to some what extent, door which LIC will have tochange its current polices regarding marketing and product

management.

The Lif e Insurance Scenari o i n India :

Since 1956, with the nationalization if insurance Industry, thestates run Life Insurance Corporation of India has held the

monopoly in country’s life insurance sector. General InsuranceCorporation of India (GIC), with its four subsidiaries, was itscounterpart in the casualty sector. Over the time, takingadvantages of its monopoly and virtual prerogative inestablishing the premiums, LIC has evolved in to a monolith.With around 60000 agents in ever nook and corner of the vastcountry, it has created an enviable brand name. Particularlyamong the rural population of the country. It has around $40

billion as its financial sector. However, on the qualitative side, ithas every little pride in, and there lies the potential for players tochallenge this behemoth.

As typical with monopolies, the premiums rates charged LIC areamong the highest in the world, and its track record in customer service can at best be called shabby. With a huge unionized,rigid workforce mostly in clerical category. LIC run the risk of

high fixed cost, which will be the deciding factor productivity inthe competitive scenario. While boasting full scale automations

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of its operation, the truth is that its technology outdated. Thenew players. With the state of the art technology under the belt,will be in advantageous position . 80% of LIC’s business is

procured by 20% of its ill trained agent force. The foreign player with the domestic partner’s string brand value, can test theunconventional distribution channels like brokers, the Internetthe banking distribution system etc., although foreign playersmay be tempted to keep their operations in big cities for the‘cream layer’ of the society, the real market lies in rural India,which accounts for the lions share of LIC‘s present business.The foreign players must adapt to Indian realities, the well

published failures of the world famous consumer goods

companies like Electrolux, whirlpool, Reebok, and Nike etc. togauge the Indian Psyche and sentiments demonstrate theconcept. They failed in the area of realistic pricing, product

promotion and reaching to the consumer. The foreign companiesknow the ground realities to the details.

Endowm ent Poli cy, Indi a

An endowment policy covers risk for a specified period, at theend of which the sum assured is paid back to the policyholder,along with the bonus accumulated during the term of the policy.An endowment life insurance policy is designed primarily to

provide a living benefit and only secondarily to provide lifeinsurance protection. Therefore, it is more of an investment thana whole life policy.Endowment life insurance pays the facevalue of the policy either at the insured's death or at a certainage or after a number of years of premium payment.Endowment policy is an instrument of accumulating capital for a specific purpose and protecting this savings program againstthe saver's premature death.

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GRO UP INSURA NCE, INDIA

roup insurance offers life insurance protection under group

policies to various groups such as employers-employees, professionals, co-operatives, weaker sections of society, etc. Italso provides insurance coverage for people in certain approvedoccupations at the lowest possible premium cost.

Group insurance plans have low premiums. Such plans are particularly beneficial to those for whom other regular policiesare a costlier proposition. Group insurance plans extend cover to

large segments of the population including those who cannotafford individual insurance.

A number of group insurance schemes have been designedfor various groups. These include employer-employee groups,associations of professionals (such as doctors, lawyers,chartered accountants etc.), and members of cooperative banks,welfare funds, credit societies and weaker sections of society.

JO INT LIFE INSURA NCE PO LICY, INDIA

Joint life insurance policies are similar to endowment policies asthey too offer maturity benefits to the policyholders, apart formcovering risks like all life insurance policies.But joint life policies are categorized separately as they cover

two lives simultaneously, thus offering a unique advantage insome cases, notably, for a married couple or for partners in a

business firm.Under a joint life policy the sum assured is payable on the

first death and again on the death of the survivor during the termof the policy. Vested bonuses would also be paid besides thesum assured after the death of the survivor. If one or both thelives survive to the maturity date, the sum assured as well as the

vested bonuses are payable on the maturity date.

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L O A N C O VE R TER M A SS U RA N C E P O L I CY ,

I ND IA

Loan cover term assurance policy is an insurance policy,which covers a home loan. Such a policy covers the individual'shome loan amount in case of an eventuality. The cover on sucha policy keeps reducing with the passage of time as individualskeep paying their EMIs (equated monthly installments)regularly, which reduces the loan amount.

This plan provides a lump sum in case of death of the lifeassured during the term of the plan. The lump sum will be adecreasing percentage of the initial sum assured as per the

policy schedule. Since this is a non-participating (without profits) pure risk cover plan, no benefits are payable on survivalto the end of the term of the policy.

Various insurance companies offering loan repayment protection insurance policy are

ϖ HDFC Standard Life Insurance

ϖ Tata AIG

ϖ ING Vysya

ϖ LIC

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MONEY BACK PO LICY, INDIA

Money back policy provides for periodic payments of partialsurvival benefits during the term of the policy, as long as the

policyholder is alive.

They differ from endowment policy in the sense that inendowment policy survival benefits are payable only at the endof the endowment period.

An important feature of money back policies is that in the

event of death at any time within the policy term, the deathclaim comprises full sum assured without deducting any of thesurvival benefit amounts, which may have already been paid asmoney-back components. The bonus is also calculated on thefull sum assured.

PENSIO N PLAN, INDIA

A pension plan or an annuity is an investment that is made either in a single lump sum payment or through installments paid over a certain number of years, in return for a specific sum that isreceived every year, every half-year or every month, either for life or for a fixed number of years.

Annuities differ from all the other forms of life insurance in thatan annuity does not provide any life insurance cover but,instead, offers a guaranteed income either for life or a certain

period.

Typically annuities are bought to generate income during one'sretired life, which is why they are also called pension plans. By

buying an annuity or a pension plan the annuitant receives

guaranteed income throughout his life.

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TERM LIFE INSURANC E PO LICY, INDIA

Term life insurance policy covers risk only during the selectedterm period. If the policyholder survives the term, the risk cover comes to an end. Term life policies are primarily designed tomeet the needs of those people who are initially unable to paythe larger premium required for a whole life or an endowmentassurance policy.

No surrender, loan or paid-up values are granted under term life policies because reserves are not accumulated. If the premium is

not paid within the grace period, the policy lapses withoutacquiring any paid-up value.

UNIT LINK ED INSUR AN CE PLAN S ( ULIP)

Unit linked insurance plan (ULIP) is life insurance solution that provides for the benefits of protection and flexibility ininvestment. The investment is denoted as units and isrepresented by the value that it has attained called as Net AssetValue (NAV). The policy value at any time varies according tothe value of the underlying assets at the time.

ULIP provides multiple benefits to the consumer. The benefits

include:

ϖ Life protection

ϖ Investment and Savings

ϖ Flexibility

ϖ Adjustable Life Cover

ϖ Investment Options

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ϖ Transparency

ϖ Options to take additional cover against

ϖ Death due to accident

ϖ Disability

ϖ Critical Illness

ϖ Surgeries

ϖ Liquidity

ϖ Tax planning

WHO LE LIFE INSURA NC E PO LICY, INDIA

A whole life policy runs as long as the policyholder is alive. As

risk is covered for the entire life of the policyholder, therefore,

such policies are known as whole life policies. A simple whole

life policy requires the insurer to pay regular premiums

throughout the life. In a whole life policy, the insured amount

and the bonus is payable only to the nominee of the beneficiary

upon the death of the policyholder. There is no survival benefit

as the policyholder is not entitled to any money during his / her

own lifetime.

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WHY LIFE INSURAN CE

Life Insurance has come a long way from the earlier days when

it was originally conceived medium for short periods of to me.Covering temporary risk situation, such as sea voyages. As lifeInsurance became more established, it was realized what auseful tool it was for a number of including.

ϖ T e m porary need / t hre a t s :

The original purpose of the life Insurance remains an important

elements, namely for replacement of income on death etc.

ϖ R egu l ar Sav ing:

Providing for one’s family and oneself, as a medium to longterm exercise (through a series of regular payment or premiums)This has become more relevant in recent times as people sectfinancial independence for their family.

ϖ Inves t m en t :

Put simply the building up of saving while safeguarding it formsthe ravages of inflation. Unlike regular saving products,investment products are traidanailly lump sum investment,where the individual likes a one off payment.

ϖ Ret irement

Provisions for later years become increasingly necessary,especially in cultural and social environment. One can buy asuitable insurance policy, which will provide periodical

payments in one’s old age.

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REVIEW OF INSURAN CE SECTO R

India is having population of 1 Billion with a middle class population estimated up to 300 million. It being the 5

thlargest

economy in the world in terms of Purchasing Power Parity(PPP) has a GDP growth rate of over 6%per year on an averagefor the last decades. The saving rate is estimated to be about26% of the GDP. In the total population, the insured the

population is estimated to be about 70 million.

Pr i v a ti z a ti on of Insuran c e:

The Indian insurance Sector has finally opened up and it is withmuch anticipation that new players are awaiting their share of market. License have been issued to both Indian and foreignPlayers reliance , HDFC standard –life , Max India – Network ,Royal Sundaram Alliance, ICICI prudential , IFFCO Tokyo

Marine, Bajaj Allianz , Birla Sun life, Tata AIG, AVIVA lifeInsurance , SBI life , Om Kotak Mahindra are some of theentrants into the newly liberalized Indian insurance market.

ICICI Prudential and HDFC Standard life have issued their life policies from the private sector after 45 years.

The first move for the liberalization came with the Malhotra

Committee Report in 1993 which recommended the privatization of Insurance, setting of an insurance regulatoryauthority and restructuring the government monopoly LIC andGIC and its subsidiaries IRDA Act passed in November 1999had set ball rolling for the entry of Private Players in domesticsector.

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L I BER A L I Z A T I O N O F I N S URA N C E

S ECT O R :

Liberalization commitment of the country to help in disciplining

future economic policies will include the insurance reforms.

When world over insurance market has been opened up. India

cannot remain in isolation. History has shown that it is very

difficult to proper in isolation.

Globalization is the new economic reality, which is here to stay,

heralding a new era of Insurance in India. With the opening of

the insurance industry, Indian stands to gain with the following

major advantages.

ϖ Globalization will provide opportunities to the consumer

for the better production. With more reasonable and

affordable pricing.

ϖ The customer will get quicker service.

ϖ It will enhance the saving rate.

ϖ Long term funds for infrastructure development will be

available to the country.

ϖ It will secure for India larger inflow of foreign capital

need to sustain our GDP growth.

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A dvan t ages of L i ber a li z a ti on:

ϖ The opening up will enable the country to save moreand invest more for the development in infrastructure.

ϖ With new insurance intermediaries and more distributionchannels the market is bound to develop by leaps and

bounds.

ϖ In the next few years it is established that the

Indian insurance sector will developed a better understanding of consumer requirement

leading to more satisfaction of consumers.

ϖ Lead to increase inemployment.

ϖ Social and rural obligations will also be served as IRDA

has come out with clear regulation in this regard whichmakes the development in this area mandatory.

ϖ Global competition will help in building expertise withtheir global practice.



21



IRDA

The Insurance sector has been opened up in India, asthere was an urgent need. The international experienceindicates those country with a liberalized insurance sector have witnessed a rapid growth in premium volumesenhancing the domestic saving rate. This happened in China,Malaysia and Singapore where a competitive market has ledto improvement in Services and Quicker settlement of claims.

It is also important to note that competition will bring aboutadvancement in information, communication and technology.And rightly there force a decision was taken by theGovernment of India to open up Insurance sector. Theestablishment of IRDA in the month of April 2000 has beenimportant development in this direction, making the end of monopoly in the insurance sector.

Why I ns ur anc e in I ndia

ϖ Only 22% of the insurance population has beenextended cover. Market penetration is low and the

potential to exploit is high.

ϖ Insurance premium per capital is very low.

ϖ Lack of comprehensive social system benefit and

welfare means that demand for pension products is high.ϖ Huge middle class of approximately 300 million.

ϖ Existing insurance company score low on customer service front.

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N eed of brand name in Insurance:

Branding is the new key challenge in the financial servicesindustry. Life in the 21st century will be longer with morechoice in more field of activity. The financial consequence of the increased life span is particularly likely to be tough.Inevitably, this will lead to more complexity, which in turnnecessities greater clarity and appeal from the service providers.

Branding is more important in the financial services market

which not only faces the problem of securing and retainingcustomers in an increasing competitive market place but alsoexperience the need for heightened relevance of the brand

positioning in world where brand has been termed as newreligion.

Life Insurance Company

LIC

ICICI PrudentialHDFC Standard Life

Birla Sun life

Bajaj Allianz

Focus and strategies are essential for development of brand inany sector but the less tangible world of financial productshistorically has escaped the branding issues that have governeddevelopment and culture in other industries.

If there was an industry, which is least, considered as anessentiality it would be the insurance industry. It was always feltas abstract services or a fall back, more likely a safety net. But itis more of shifting through competitive products to select mostappropriate one, but with liberalization of the industry, playershave to realize the need for branding in competitiveenvironment. Insurance companies need to strive for a greater

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customer focus regardless the customer is the end or theintermediary.

Market Share Am ong Pri vate Com pani es:

18% ICICI Plife

12%

6%

24%

40% HDFC

Standard Bajaj

Allianz Birla

Sunlife Others

Market Prudential for Private Life Insurance

Companies in India

It has been found out that:θ 85 percent of the Indians prefer LIC than any other

insurance companies.θ ‘Prevention of Loose’ ‘Assured Returns’ and ‘Long term

Investment’ are the important factors influencing Indiansin opting for life Insurance

θ Only few of the Indians are aware of private life insurancecompanies.

θ Most of the Indians are of the opinion that privateinsurance companies would be able to perform well in thelong run.

θ Most of the Indian are interested in ‘Money Back’ Policies

than other

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θ Most to them are interested in insuring for an amount of rs.1-2 lakhs.

θ There is significant relationship existing between monthlyhouse hold income and amount insured

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A BO U T H D F C S L I C

HDFC Standard Life Insurance Company Ltd. is one of India'sleading private insurance companies, which offers a range of individual and group insurance solutions. It is a joint venture

between Housing Development Finance Corporation Limited(HDFC Ltd.), India's leading housing finance institution and aGroup Company of the Standard Life, UK. HDFC as onDecember 31, 2007 holds 72.38 per cent of equity in the jointventure.

Our key strengths

Financial Expertise

As a joint venture of leading financial services groups, HDFCStandard Life has the financial expertise required to manageyour long-term investments safely and efficiently.

Range of SolutionsWe have a range of individual and group solutions, which can be easily customized to specific needs. Our group solutions have been designed to offer you complete flexibility combined with alow charging structure.

Track Record so far

Our gross premium income, for the year ending March 31, 2008stood at Rs. 4,859 crores and new business premium income

stood at Rs. 2,685 crores.

The company has covered over 9, 59,000 lives year endingMarch 31, 2008.

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ϖ F ACT SH EE T

HDFC Standard Life Insurance Co. Ltd. is a joint venture

between HDFC Ltd., India's largest housing financeinstitution and Standard Life Assurance Company, Europe'slargest mutual life company. It was the first life insurancecompany to be granted a certificate of registration by theIRDA on the 23rd of October 2000.

Standard Life, UK was founded in 1825 and has experience of over 180 years. Companies. The company is rated as "very

strong" by Standard & Poor's (AA) and "excellent" byMoody's (Aa2).

HDFC Standard Life's cumulative premium income, includingthe first year premiums and renewal premiums is Rs. 672.3Crores for the financial year, Apr-Nov 2005. So far the companyhas covered over 11,00,000 individuals and has declared 5thconsecutive bonus in as many years for its 'with profit'

policyholders.

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BO ARD MEMBERS

B rief profile of the B oard of D irectors

Mr. Deepak S Parekh is the Chairman of the Company. Heis also the Executive Chairman of Housing DevelopmentFinance Corporation Limited (HDFC Limited). He joinedHDFC Limited in a senior management position in 1978. Hewas inducted as a whole-time director of HDFC Limited in1985 and was appointed as its Executive Chairman in 1993.He is the Chief Executive Officer of HDFC Limited. Mr.Parekh is a Fellow of the Institute of Chartered Accountants

(England & Wales).

Mr. Keki M Mistry joined the Board of Directors of theCompany in December, 2000. He is currently the ManagingDirector of HDFC Limited. He joined HDFC Limited in 1981and became an Executive Director in 1993. He was appointedas its Managing Director in November, 2000. Mr. Mistry is aFellow of the Institute of Chartered Accountants of India and

a member of the Michigan Association of Certified PublicAccountants.

Mr. Alexander M Crombie joined the Board of Directors of the Company in April, 2002. He has been with the StandardLife Group for 34 years holding various senior management

positions. He was appointed as the Group Chief Executive of the Standard Life Group in March 2004. Mr. Crombie is a

fellow of the Faculty of Actuaries in Scotland.

Ms. Marcia D Campbell is currently the Group OperationsDirector in the Standard Life group and is responsible for Group Operations, Asia Pacific Development, Strategy &Planning, Corporate Responsibility and Shared ServicesCentre. Ms. Campbell joined the Board of Directors in

November 2005.

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Mr. Keith N Skeoch is currently the Chief Executive inStandard Life Investments Limited and is responsible for overseeing Investment Process & Chief Executive Officer Function. Prior to this, Mr. Skeoch was working with M/s.James Capel & Co. holding the positions of UK Economist,Chief Economist, Executive Director, Director of Controlsand Strategy HSBS Securities and Managing Director International Equities. He was also responsible for Economicand Investment Strategy research produced on a worldwide

basis. Mr. Skeoch joined the Board of Directors in November 2005.

Mr. Gautam R Divan is a practising Chartered Accountantand is a Fellow of the Institute of Chartered Accountants of India. Mr. Divan was the Former Chairman and ManagingCommittee Member of Midsnell Group International, anInternational Association of Independent Accounting Firmsand has authored several papers of professional interest. Mr.Divan has wide experience in auditing accounts of large

public limited companies and nationalised banks, financial

and taxation planning of individuals and limited companiesand also has substantial experience in structuring overseasinvestments to and from India.

Mr. Ranjan Pant is a global Management Consultantadvising CEO/Boards on Strategy and Change Management.Mr. Pant, until 2002 was a Partner & Vice-President at Bain& Company, Inc., Boston, where he led the worldwide Utility

Practice. He was also Director, Corporate BusinessDevelopment at General Electric headquarters in Fairfield,USA. Mr. Pant has an MBA from The Wharton School andBE (Honours) from Birla Institute of Technology andSciences.

Mr. Ravi Narain is the Managing Director & CEO of National Stock Exchange of India Limited. Mr. Ravi Narain

was a member of the core team to set-up the Securities &

29



Exchange Board of India (SEBI) and is also associated withvarious committees of SEBI and the Reserve Bank of India(RBI).

Mr. Deepak M Satwalekar is the Managing Director andCEO of the Company since November, 2000. Prior to this, hewas the Managing Director of HDFC Limited since 1993. Mr.Satwalekar obtained a Bachelors Degree in Technology fromthe Indian Institute of Technology, Bombay and a MastersDegree in Business Administration from The AmericanUniversity, Washington DC.

Ms. Renu S. Karnad is the Executive director of HDFCLimited, is a graduate in law and holds a Master's degree ineconomics from Delhi University. She has been employedwith HDFC Limited since 1978 and was appointed as theExecutive Director in 2000. She is responsible for overseeingall aspects of lending operations of HDFC Limited.

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Group Companies

Bancassurance Parteners

Some of our valued bancassurance partners.

31



PRODUCTS AND

SERVICES

32



INDIVIDUA L PRO DUC TS

We at HDFC Standard Life realize that not everyone has thesame kind of needs. Keeping this in mind, we have a variedrange of Products that you can choose from to suit all your needs. These will help secure your future as well as the future of your family.

Protection Plans

You can protect your family against the loss of your incomeor the burden of a loan in the event of your unfortunatedemise, disability or sickness. These plans offer valuable

peace of mind at a small price.

Our Protection range includes

T e r m A ssu r ance P lanL oan C over T e r m A ssu r ance P lanHome L oan Protection Plan

Investment Plans

HDFC Standard Life provides you with attractive long termreturns through regular bonuses.

Our Investment range includes

Single Premium Whole O f L ife plan

Pension Plans

Our Pension Plans help you secure your financialindependence even after retirement.

Our Pension range includes

Pe r sonal Pens ion P lan

U n it L inked Pens ion,

U n it L inked Pens ion P lus

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Our Imm ed ia te A nnu it y plan will aid you in receiving income post retirement and securing you financial independence.

Savings Plans

Our Savings Plans offer you flexible options to build savingsfor your future needs such as buying a dream home or fulfilling your children’s immediate and future needs.

Our Savings range includes

E ndo w m ent A ssu r ance P lan

A ssu r ance P lanSav ings A ssu r ance P lanC h il d r enâ€™s P lanMoney B ack Unit Linked EndowmentUnit Linked Endowment PlusU n it L inked E nd o w m ent Suv idhaU n it L inked E nd o w m ent Suv idha P lus

U n it L inked E nd o w m ent P lus I IUnit Linked Young Star Unit Linked Young Star PlusU n it L inked Y oung S tar Suv idhaU n it L inked Y oung S tar Suv idha P lusU n it L inked Y oung S tar P lus I IUnit L inked E nhanced L ife Protection II

34

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http://www.hdfcinsurance.com/products/indi_end_suvidha.aspx

http://www.hdfcinsurance.com/products/indi_end_suvidha_plus.aspx

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http://www.hdfcinsurance.com/products/indi_young_suvidha.aspx

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http://www.hdfcinsurance.com/products/indi_sap.aspx

http://www.hdfcinsurance.com/products/indi_cp.aspx

http://www.hdfcinsurance.com/products/indi_mbp.aspx

http://www.hdfcinsurance.com/products/indi_end_suvidha.aspx

http://www.hdfcinsurance.com/products/indi_end_suvidha_plus.aspx

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http://www.hdfcinsurance.com/products/indi_ulysplusII.aspx




G RO UP PRO DUC TS

One-stop shop for employee-benefit solutions HDFC Standard

Life has the most comprehensive list of products for progressiveemployers who wish to provide the best and most innovativeemployee benefit solutions to their employees. We offer different products for different needs of employers ranging fromterm insurance plans for pure protection to voluntary plans suchas superannuation and leave encashment. We now offer thefollowing group products to our esteemed corporate clients:

G r oup T e r m I nsu r anceG r oup V a ri ab le T e r m I nsu r anceGroup Unit-Linked Plan

An investment solution that provides funding vehicle tomanage corpuses with G r a tu it y ,Defined Benefit or Defined Contribution Supe r annua ti on or L eaveE ncash m ent schemes of your companyAlso suitable for other employee benefit schemes such as salary savingschemes and wealth management schemes

Soci al Product

Development Insurance PlanDevelopment Insurance plan is an insurance plan which

provides life cover to members of a Development Agency for aterm of one year. On the death of any member of the groupinsured during the year of cover, a lump sum is paid to thatmember beneficiary to help meet some of the immediatefinancial needs following their loss.

35

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http://www.hdfcinsurance.com/products/grp_gvti.aspx

http://www.hdfcinsurance.com/products/grp_gratuity.aspx

http://www.hdfcinsurance.com/products/grp_superannuation.aspx

http://www.hdfcinsurance.com/products/grp_leaveencash.aspx


http://www.hdfcinsurance.com/products/grp_gtistdprop.aspx

http://www.hdfcinsurance.com/products/grp_gvti.aspx

http://www.hdfcinsurance.com/products/grp_gratuity.aspx

http://www.hdfcinsurance.com/products/grp_superannuation.aspx





Eligibility

Members of the development agency and their spouseswith:

- Minimum age at the start of the policy 18 years last birthday

- Maximum age at the start of policy 50 years last birthdayEmployees of the Development Agency are not eligible to join the group. The

group to be covered is only eligible if it contains more than 500 members.

Premium Payments

The premium to be paid will be quoted per member in the

group and will be the same for all members of the group.The premium can only be paid by the Development Agency asa single lump sum that includes all premiums for the group to

be covered. Cover will not start until the premium and all themember information in our specified format has beenreceived.

The premium rate is Rs. 25 per Rs. 10,000 of lump sum, per member.

Benefits

On the death of each member covered by the policy during theyear of cover a lump sum equal to the sum assured will be

paid to their beneficiaries or legal heirs. Where the death is asa result of an accident, an additional lump sum will be paid

equal to half the sum assured. There are no benefits paid at theend of the year of cover and there is no surrender valueavailable at any time.

The role of the Development Agency

Due to the nature of the groups covered, HDFC Standard Lifewill be passing certain administrative tasks onto the

36



Development Agency. By passing on these tasks the premiumcharged can be lower. These tasks would include:

Submission of member data in a specified computer format

Collection of premiums from group members Recordingchanges in the details of group members Disbursement of

claim payments and the mortality rebate (if any) to group members

These tasks would be in addition to the usual duties of a policyholder such as:

Payment of premiums

Reporting of claimsKeeping policy holder information up to date

Training and support will be available to give guidance onhow to complete the tasks appropriately.Since these additional tasks will impose a burden on theDevelopment Agency, the Development Agency may charge aRs. 10 administration fee to their members.

Prohibition of rebatesSection 41 of the Insurance Act, 1938 states

No person shall allow or offer to allow, either directly or indirectly, as an inducement to any person to take out or renew or continue an insurance in respect of any kind of risk relating to lives or property in India, any rebate of thewhole or part of the commission payable or any rebate of the premium shown on the policy, nor shall any persontaking out or renewing or continuing a policy accept anyrebate, except such rebate as may be allowed in accordancewith the published prospectus or tables of the insurer

Tax Benefits

37



INCOME

TAX

SECTION

Sec. 80C

Sec. 80 CCC

Sec. 80 D*

GROSS

ANNUAL

SALARY

Across AllincomeSlabs.

Across all

incomeslabs.

Across allincomeslabs.

HOW MUCH

TAX CAN

YOU SAVE?

Upto Rs.33,990 savedon investmentof Rs. 1, 00,000.

Upto Rs.33,990 saved

on Investmentof Rs.1,00,000.

Upto Rs. 3,399saved onInvestment of Rs. 10,000.

HDFC

STANDARD

LIFE PLANS

All the lifeinsurance plans.

All the pension

plans.

All the healthinsurance ridersavailable with theconventional plans.

TOTALSAVINGSPOSSIBLE**

Rs. 37,389

Rs. 33,990 under Sec. 80C and under Sec. 80CCC, Rs.3, 399 under Sec. 80 D, calculated for amale with gross annual income exceeding Rs. 10,

00,000.

Under Sec. 10(10D), the benefits you receive areSec. 10 (10)D completely tax-free, subject to the conditions laid

down therein.

* Applicable to premiums paid for Critical Illness Benefit,

Accelerated Sum Assured and Waiver of Premium Benefit.** These calculations are illustrative and based on our understanding of current tax legislations, which are subject tochange.Please contact your tax consultant for exact calculation of your tax liabilities.

38



R ES E ARC H

MET HO D O L OG Y

39



O B J ECT I V E O F RE S E A RC H

M ET HO D O LO G Y

To recruit certified financial consultant for HDFC STANDARD

LIFE INSURANCE COMPANY

To aware the customer or people about the product of

HDFC STANDARD LIFE INSURANCE COMPANY

To encourage the people for being certified financial

consultant in HDFC STANDARD LIFE INSURANCE

COMPANY

To aware the people or customer that if he/she becomes

financial consultant in HDFC STANDARD LIFE

INSURANCE COMPANY. Then he/she has good chance

to fulfill his/her aims in a positive way with lots of

benefits.

40



ELIG IBILITY

RANDOM

IRDA MANDATORY PREFERED BY HDFC

SLIC

18+ YEARS OFAGE/10+2 PASS

CANDIDATE PREFEREDSHOULD SCORE HIGHINVALUES AND ETHICSAND SHOULD BE AMATCH WITH HDFCSLIC VALUE

WILLING TO UNDERGO100 HRS IRDAMANDATORYTRAINING

AMBITIOUS, SELFMOTIVATED SHOULDBE ABLE TO BECOMMITMENT WITHTIME AND WANTS TOMAKE SERIOUS MONEY

HAS NO AGENCY WITHANY LIFE INSURANCECOMPANY

41



1. Profili ng of prospect

Random observation, personal contacts and individualapproach has been used in data collection

The target areas for the FCs are CAs, Dr, housewives,student,selfemployed,graduates and retired people. These

people are contacted through references given by our colleagues,seniors,family members and so on. The firsttarget areas was housewife’s because the are educated and

have the potential to engage in such activities.Also,theywant to invest their free time in part time working for

better growth

These are explained as follows:-

CA/CS

CAs being quite active in this field & have knowledge of each & and every aspects of this field.They were being contacted with the data base provided bySDMs

RETIRED PEOPLE

Retired people from government jobs were beenapproaches as their enthusiasm for working did not fadeup. The main objective for targeting retired people is their experience, market knowledge, contacts with people, &their readymade image in society.

42



GRADUA TE S

Graduates have the ability to work in any situations. Thehave zeal, power, enthusiasm, & urge to do something.The graduates were been approached as they can flourishtheir career by being FCs

DO CTORS

Doctors are one of the essential target areas of recruiting

FCs Doctors meet hundreds of people from every sphereof society everyday. Moreover doctors are hard working

people & will be easy to convince to earn an additionalincome.

SELF- EMPLO YED

Self –employed can also proved to be a major group for recruiting FCs. Self – employed people have theopportunity to take the FC ownership in their own name.Also, they do not have fixed hours of working &moreover as is the case with the doctors, their social sphere is notlimited

43



H O W D O WE M A K E Y O U A FI NANC I A L

C O N S U L T A NT ?

1. The company would support you by providing the requiredtraining and regular coaching2. We also provide information in the form if sales at, so thatyou are able to provide the best service to costumers.3. One of the principle responsibilities of our businessdevelopment manager is to insure that each FC is supported atall times.

W H Y RECR U T M E N T O F FI NANC I A L

C O N S U L T A N T

These are two aspects of employment in the insurance sector today, one is permanent employment, for sales, operation, itsupport, back office service and so on. We are also offering theother kind of employment for people to sell Life insurance theyare called life financial advisors. This is a big area of employment

Because we are supposed to. That

the way to do this business More

recruits, more active advisors

T H I N G S T O C H EC K W H I L E REC R U I T I N GHis past/present occupation gives tremendous insight into hisenergy levels.1. Show him the path in his current environment how insuranceselling can fit in lowers the resistance of time availability.2. Check his environment, his family locality3. Find out if he is looking for money or career as can have both

here

44



4. Energy energy always check the person’s energy level, ascareer is all about meeting new people, finding new prospectand more so handling rejections.5. Always try to meet the person at his residence check for thelocality, his household standards of living, try to involve thespouse in the presentation so that they know what they aregetting into.

6. Always check on need for money and a drive to do well inlife if he has been doing well in life he will make efforts to dowell with us.7. Keep checking on the pointers and do mental checks list of the acceptable points

8. Be convinced about the profile and only go ahead

BEN E FIT O F REC R U I T M E NT :1. High probability of success

2. Tax and financial consultant

3. Bond/and mutual fund agent

4. LIC agent- surrogate

5. Small business owners

RO LE OF FINAN CIAL CO NSULT ANT:

TO PROVIDE ON GOING FINANCIAL ADVICE FOR HIS/HER CLIENTS:

ϖIdentify future client

ϖ Making appointment

ϖ Conduct financial review meetings with prospects/clients

45



ϖ Close sale

ϖ Get referrals

ϖ Provide services to clients

F O LL O WS I NTE R NA L S ALE S AN D

RE P O RT I N G S Y S TE MS:

WORK ING ENVIRO NMEN T

ϖ To be part of a world class sales team

ϖ Work from your own office or residence

ϖ Work full time or part time

ϖ Earn commissions, bonus and incentives

ϖ No upper limits of earning

ϖ Flexible career

YO UR OPPORTUNI TY:

ϖ No stamp capital required

ϖ Flexible working environment

46



ϖ Be your own boss

ϖ Unlimited earning potential

EXT E N SI V E TRA I N I N G T O M A K E Y O U A

P R O F E SSI O N A L ADV IS O R

STAT E O F TH E ART TRAINING O N:

ϖ Selling skills

ϖ Product knowledge

ϖ Relationship skills

TRA I N I N G DEL I VR E Y T H R O U G H

S EV E R A L C O NV I N I E N T O P T I O N S:

ϖ Face to face

ϖ Online

ϖ Self learning

47



2- SK IM NATU RA L MARK ET:

The start was made first by the leveraging the natural market i.e.

our family, friends, relatives & personal contacts. This helps tolist down approximately 50 names and addresses to whom adirect approach is to be made. This skimming of natural marketis done first to get handful of addresses and references with whofurther approach could be made. This approach further turns outto cover the target areas.

48



DIAGRAM SHOWING

NATURAL MARKET

3- LEAD GENERATION:

Skimming through natural market, generated contacts to various people. This creates an opportunity to categorize people’sinterested in HDFC. This generates a lead towards theorganizational interest. Getting aware prospects financial

position and creating their interest towards HDFC. Short term isthe basic criteria of the approaching. It is better described asfollows:

Easy way to start on your own:

ϖ Zero investment:

There is no start up capital. Be one’s own boss with aflexible working hour, unlimited earning potential and theopportunity to be part of a world class sales team.

ϖ Flexible work timing, part time or

full time:

49



One can work whenever one likes and wherever one likes.One can work fulltime or part time, depending upon onesconvenience it’s like no other job. However, time oneinvests will determine ones success.

ϖ Sunrise industry:

Life insurance in India has a huge potential for growth.Statistics reveal that only 25% of the insurable populationin India is not insured and those insured are in need of stillhigher insurance cover. The over 100% growth displayed

by private life insurer’s indicating this huge untapped potential.

Prof essi onal trai ni ng program s

At HDFC standard life, training is an inherent element of our support system (at no cost) for our new financial consultants.Some of our training & support imitative are as follows:-

IRDA Trai ni ng

Online training of 100 hours prepare One for One career as FCand enables one to pass the IRDA examination. After the IRDA

license, one takes one’s first step towards a successful career asa FC

Basic Training & Induction

Independent of one’s working experience; this training will perfect one’s knowledge about the insurance industry along with

comprehensive knowledge about HDFC SLIC

50



Di sha Traini ng

This is a professional sales skill program devised by us to hone

one’s selling skills. This program enables one to understandcustomer needs and provide need based insurance solutions. Ahuge step from an amateur to a true finance professional.

Advanced Trai ni ng: -

Once one have settled down as a FC professional HDFC will

continuously upgrade one’s capability and knowledge throughsophisticated training program, fit for this dynamic world of finance product and market.

Unm at ched support :-

Market activity support to make our task easier.

Advertising & communication support throughout the year.

Customer friendly Brochures and sales aid to help one in

selling insurance solutions to customers.

24 hours information support,to help one track one’ssupport and income.

ϖ H igh P o t en ti a l i nc o m e : -

Attractive commission structure & rewards:

As a FC one have the opportunity to earn high commission &time to time one also can get rewards according to one’s

performance.

Decide one’s own pay cheque:

51



One’s income earning potential is directly proportional to theeffort put in by one. It’s a simple formula the more people onemeet, the more one sell & the more one earn. Our commissionstructure has the liability to give one the maximum benefits for every policy one sells. It’s as easy as writing one’s own payceque.

Long term earning potential:

The policies sold by one will give one a reward income incomeevery year. So every year one’s income keeps increasingsteadly, even if one sells the same no. of policies every year.

Regular income:

The commission one earn is paid by the company every 15 days.

This ensures that one get a regular income.

One’s Reward:

We have several reward programs to inspire good performance& create a positive spirit amongst our FC. These reward

programs include foreign trips, seminars, prizes & special club

memberships to the silver club, Gold club & platinum club.We also sponsor our top performing FCs for internationaltraining programs & seminars. This year HDFC SLIC aresponsoring 124 FCs for such events.

4. Mode of cont acti ng prospects:

52



Prospects were contacted according to their profile. Differentapproaches were made in the mode of contacts according totheir profile. Prospects like C.A.s Graduates retired people,salaried, self employed were personally contacted.By taking their appointments or directly dealing in office,talecalling is also one of the modes of contact which was used toapproach basically for every prospect along with prospects likehousewives, retired people businessman.

5. T o t al nu m ber o f peop l e co n t ac t ed :

The no. of people contacted were 125 including CAs, doctors,housewives, retired people, students, businessmen etc.

PROCESS

53



1. No. of prospect s cont act ed:

The no. of prospects being contacted were 100 includingCAs, Doctors, Housewives, Retired persons, Students,Businessmen, among all the people contacted the

percentage of housewives were maximum, it wasapproximately 30% of the total, the percentage of retired

persons, businessmen, were 20%, the remaining 50%included students, salaried people, self employedgraduates.

2. No. of appoi ntm ent s generat ed:

Among all the people contacted 50 persons were ready togive appointment via following modes liketelecommunication, personal visits.

54



3. No. of FCs recruit ed:

The no of FC recruited were 6 which include businessmen, professionals, students ,etc.

4. C r i t ical r a t i o:Out of 100 people the no. of people were converted as FCwere 1 which is 1% of the total contacted.

RESU LT:

Out of 100 people contacted through different modes only1 were converted as a financial consultant resulting in lowcritical ratio.

Hence the project named as RECRUITMENT OFCERTIFIED FINANCIAL CONSULTANT wassuccessfully completed.

55



GROUP

COMPANIES

56



Aviva Life Insurance, India

Aviva Life Insurance Company IndiaPvt. Ltd. is a joint venture between Aviva of UK and Dabur, oneof India's leading producers of traditional healthcare products.Aviva holds a 26 per cent stake in the joint venture and theDabur group holds the balance 74 per cent share.

Aviva is UK's largest and the world's sixth largest insuranceGroup. It is one of the leading providers of life and pensions

products to Europe and has substantial businesses elsewherearound the world.

Aviva pioneered the concept of Banc assurance in India.Currently, Aviva has Banc assurance tie-ups with ABN AmroBank, American Express Bank, Canara Bank, Centurion Bank of Punjab, The Lakshmi Vilas Bank Ltd. and Punjab & SindBank, 11 Co-operative Banks in Gujarat, Rajasthan, Jammu &

57



Kashmir and Maharashtra and one regional Bank in Sikkim.

Aviva has 40 Branches in India (including rural branches)supporting its distribution network. Through its Banc assurance

partner locations, Aviva products are available in 378 towns andcities across India.

Contact Address: Registered Office:2nd Floor Prakashdeep Building7 Tolstoy Marg New Delhi 110 001

Bajaj Allianz

Bajaj Allianz is a joint venture between Allianz AG one of theworld's largest insurance companies, and Bajaj Auto, one of the

biggest 2 and 3 wheeler manufacturers in the world. BajajAllianz is into both life insurance and general insurance.

Allianz Group is one of the world's leading insurers andfinancial services providers. Founded in 1890 in Berlin, Allianzis now present in over 70 countries with almost 174,000employees. Bajaj group is the largest manufacturer of two-wheelers and three-wheelers in India and one of the largest in

the world.

Today, Bajaj Allianz is one of India's leading and fastestgrowing insurance companies. Currently, it has presence inmore than 550 locations with over 60,000 InsuranceConsultants.

58



Birla Sun Life Insurance

Birla Sun Life Insurance Company Limited is a joint venture between Aditya Birla Group and Sun Life Financial of Canada.Aditya Birla Group is an Indian multinational conglomeratewith presence in India, Thailand, Indonesia, Malaysia,

Philippines, Egypt, Canada, Australia and China.

Sun Life Assurance, Sun Life Financial's primary insurance business, is one of the leading insurance companies of the worldand ranks amongst the largest international financial servicesorganisations in the world. The Group has presence in severalcountries such as Canada, United States, Philippines, Japan,Indonesia, India and Bermuda.

Contact Information

Birla Sun Life Insurance Company Limited

Registered Office:2nd floor, B Wing Ahura Centre, MahakaliCaves Rd, Andheri (E), Mumbai - 400 093

59



Visit Birla Sun Life on: www .birlasunlife.co m

ICICI Prudential Life Insurance

ICICI Prudential Life Insurance Company is a joint venture between ICICI Bank, a premier financial powerhouse andPrudential plc, a leading international financial services groupheadquartered in the United Kingdom.

ICICI was established in 1955 to lend money for industrialdevelopment. Today, it has diversified into retail banking and is

the largest private bank in the country. Prudential plc wasestablished in 1848 and is presently the largest life insurancecompany in the UK.

ICICI Prudential is curently the No. 1 private life insurer in thecountry. For the financial year ended March 31, 2005, thecompany garnered Rs 1584 crore of new business premium for atotal sum assured of Rs 13,780 crore and wrote nearly 615,000

policies.

Registered Office :

ICICI Towers9th floor, Bandra-Kurla ComplexMumbai - 400 051.Tel: 494 3232

Delhi office :3rd floor

60

http://www.birlasunlife.com/

http://www.birlasunlife.com/



Videocon TowersE-1, Rani Jhansi Road

New Delhi - 110055. Tel: 601 3232Email: wecoveru@icic i.com Web site: w ww.iciciprulife.co m

ING Vysya Life Insurance

ING Vysya Life Insurance Company Limited is a joint venture between Vysya Bank and ING Group of Holland, the world's4th largest financial services group, with presence across 50countries, and a heritage of over 150 years.

ING Vysya Life Insurance Company Private Limited entered the private life insurance industry in India in September 2001. Within a short span of time ING Vysya Life Insurance has registered

an impressive growth. The company currently has over 10,000active advisors working from 75 branches (in 30 cities) acrossthe country and over 2300 employees.

Contact Address :

ING Vysya House, 5th Floor

22, M.G. RoadBangalore 560001Phone : 91-80-25328000Fax : 91-80-25559764E mail: con tac t@i ngvysya lif e.c o m

Visit ING Vysya Life Insurance on:www .ingvysyalife.com

61

mailto:[email protected]

http://www.iciciprulife.com/





http://www.ingvysyalife.com/




http://www.ingvysyalife.com/



Kotak Mahindra Old Mutual Life Insurance

Limited

Kotak Mahindra Old Mutual Life Insurance Ltd. is a joi ntventure between Kotak Mahindra Bank Ltd.(KMBL), and OldMutual plc. Kotak Mahindra is one of India's leading financialinstitutions and offers a range of financial services such as

commercial banking, stock broking, mutual funds, lifeinsurance, and investment banking.

Old Mutual was established more than 150 years ago and offersa diverse range of financial services in South Africa, the UnitedStates and the United Kingdom. The company is listed on theLondon Stock Exchange with a market capitalization and has itsheadquarters in London.

Contact Address:

6th floor, Peninsula Chambers,Peninsula Corporate Park,Ganpatrao Kadam Marg,Lower Parel, Mumbai 400013.

Phone: 1800 22 8081

Visit Kotak Life Mahindra Old Mutual Life Insurance at:w ww .kotaklifein surance.com

62

http://www.kotaklifeinsurance.com/

http://www.kotaklifeinsurance.com/



Life Insurance Corporation of India (LIC)

Life Insurance Corporation of India (LIC) is an autonomous

body authorized to run the life insurance business in India with

its Head Office at Mumbai. It has been established by an act of

the Parliament and started functioning from 1/9/1956.

LIC is the biggest insurance player in the country. Out of the

total premium of Rs 3766 crore generated by the insurance

industry through group business in the year 2005-06, LIC alone

accounted for Rs 3051 crore.

In the financial year 2005-06, LIC has grown at 30.68%. In

respect of number of lives insured, LIC has shown a growth of

over 152%. In respect of number of schemes, LIC has a growthof 2%. LIC's market share in number of individuals covered and

number of policies stands at 77% and 81%, respectively.

63



Max New York Life Insurance

Max New York Life Insurance Company Limited is a joint

venture between Max India Limited, a multi-business corporate,

and New York Life International, a global expert in life

insurance.

New York Life is a Fortune 100 company that has over 160

years of experience in the life insurance business. Max India

Limited isa multi-business corporate dealing in Clinical

Research, IT and Telecom Services, and Specialty Plastic

Products businesses.

Max New York Life Insurance started its operations in India in

2000. It is the first life insurance company in India to be

awarded the IS0 9001:2000 certifications. Max New York offers

customized products tailored to suit individual's needs. With its

various Products and Riders, there are more than 400 product

combinations to choose from. Today, Max New York Life

Insurance has a network of 57 offices spread over 37 cities all

over India.

64



MetLife India Insurance

India Insurance Co. Pvt Ltd is a joint venture between MetLife

Group and its Indian partners. The Indian partners include J&K

Bank, Dhanalakshmi Bank, Karnataka Bank, Karvy Consultants,

Geojit Securities, Way2Wealth, and Mini Muthoothu.

Met Life Group has presence in America and Asia and has an

experience of over 137 years in providing financial services.

The MetLife companies are the number one life insurer in the

U.S. with approximately US $2.8 trillion of life insurance in

force. MetLife serves 88 of the top one hundred FORTUNE 500companies. MetLife entered Indian insurance sector in 2001.

Contact Address:

MetLife India Insurance Co. Pvt Ltd.,

'Brigade Seshamahal',

5 Vani Vilas Road,

Basavanagudi, Bangalore - 560004

Email: m e tlif e ind ia @ m e t lif e.c o m

Phone: 1800 425 6969

Visit MetLife India Insurance at: www.metlife.co

65


http://www.metlife.co/






Reliance Life Insurance

Reliance Life Insurance Company Limited is a part of Reliance

Capital Ltd. of the Reliance - Anil Dhirubhai Ambani Group.

The company acquired 100 per cent shareholding in AMP

Sanmar Life Insurance Company in August 2005. Taking over

AMP Sanmar Life provided Reliance Life Insurance a

readymade infrastructure and a portfolio.

AMP Sanmar Life Insurance was a joint venture between AMP,

Australia and the Sanmar Group. Headquartered in Chennai,

AMP Sanmar had over 90 offices across the country, 9,000

agents, and more than 900 employees.

Contact Address:

Reliance Life Insurance Company Limited,

Regd. Office: 9 Cathedral Road,

Chennai 600 086, India.

Ph: 2811 8400 Fax: 2811 7669.

Email : se r v ice @r c l.co . in

66





SBI Life Insurance

SBI Life Insurance is a joint venture between the State Bank of India and Cardif SA of France. SBI Life Insurance is registeredwith an authorised capital of Rs 500 crore and a paid up capitalof Rs 350 crores.

State Bank of India is the largest banking franchise in India.Along with its 7 Associate Banks, SBI Group has a network of over 14,000 branches across the country, the largest in theworld.

Cardif is a wholly owned subsidiary of BNP Paribas, which isThe Euro Zone's leading Bank. BNP is one of the oldest foreign

banks with a presence in India dating back to 1860.

Contact Address :

Regd Office State Bank Bhavan,Madam Cama Road,

Nariman Point,Mumbai - 400 021

Mailing Address SBI Life Insurance Co. Ltd.,2nd Floor, Turner Morrison Bldg,G. N. Vaidya Marg,Fort, Mumbai 400 023

Phone: 1800 22 9090E-mail: in f o @ sb i lif e.co . in

Visit SBI Life Insurance on: www .sbilife.co.in

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http://www.sbilife.co.in/



Shriram Life Insurance

Shriram Life Insurance Company Ltd is a joint venture between

the Chennai-based Shriram Group and the South African

insurance major Sanlam.

The company launched its operations in India in December

2005.

Shriram Life has set a target of achieving a premium income of

Rs 110 crore during the first year of operations. While focussing

largely on the strong network of over 65,000 agents and

distribution network of more than 550 branches, Shriram Life is

also contemplating bancassurance alliances with couple of

banks

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Tata AIG Life Insurance

Tata AIG Life Insurance Company Limited is a joint venture between Tata Group and American International Group, Inc.(AIG). Tata Group is one of the oldest and leading business

groups of India. Tata Group has had a long association withIndia's insurance sector having been the largest insurancecompany in India prior to the nationalisation of insurance. TheLate Sir Dorab Tata, was the founder Chairman of New IndiaAssurance Co. Ltd., a group company incorporated way back in1919.

American International Group, Inc is the leading U.S. based

international insurance and financial services organization andthe largest underwriter of commercial and industrial insurance inthe United States. AIG has one of the most extensive lifeinsurance networks in the world.

Contact Address:

Tata AIG Life Insurance Company LimitedPeninsula Towers, 6th floor,Peninsula Corporate Park, Ganpatrao Kadam Marg,Lower Parel, Mumbai - 400 013.IndiaTel: 1800-119966Email: in f o @t a ta - a ig.comVisit Tata AIG Life Insurance on: www .tata- aig-life.com

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C HA N N EL

D EVELOPMEN T

70



CH ANNEL DEV ELO PMEN T:

ϖWhy to RECRUIT?ϖ Who to RECRUIT?ϖ How to RECRUIT?ϖ Recruitment Activitiesϖ What to Check while we are Recruitingϖ Role of consultantϖ Working Environmentϖ Support Package for successful Advisor.

ϖ Extensive trading for successful Advisor.ϖ Payment and benefit commission Structureϖ Recognition Program

ϖ Why to RE CRU IT ?

These are two aspect of employment in the insurance sector

today. One in Permanent Employment for sales operation, itsupport back office services and so on. We are also offering theother kind of employment fee people to sell life insurance theyare called “ Life Advisor” or Financial Advisor “. This is a bigarea of employment which is very successful. However theyhave not been sustainable on long period.

ϖ Who to RE CRU IT ?

Quality department has given some indicator in terms of whatare the commonalities (Q score) of one successful advisor---The commonalities were—

ϖ Age between 30 –45ϖ Education graduateϖ Family income above Rs. 2 lacs. P. a.

71



ϖ The most important fact to remember in that 61%of our red category advisors do not fall into any of their category.

ϖ This is a broad pointer for us to remember whatare the /her profile.

ϖ Some other pointer from Qualityϖ Income Profile Apron Rs. 1 lacs p.a.ϖ People who do not own their transport

ϖ How to RE CRU IT ?

ϖ Things which you should have while meeting the prospect

ϖ BOP presenter ϖ Reward points booklet or take a copy of the

catalog from the websiteϖ Advisor manual can show how the manual

can answer many proceduralϖ Talk about email id and tech support the prospect

would like to know

ϖ R ecruitment A ctivities

ϖ Many market shows too show the booklet itsimportance.

ϖ Copy of any certificate MDRT certificates, saleschampion certificate etc. to show recognition.

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ϖ Things to check while recruiting

ϖ Energy , energy …… always check the personsenergy levels , as this career is all about meeting new

people finding new prospects and more so handlingrejectionsϖ His past present occupation gives tremendousinsight into his energy levelsϖ Show him the path in his current environment howinsurance selling can fit in lowers the resistance of timeavailabilityϖ Check his environment his family localityϖ Check whether he can work on his ownϖ Find out if he is looking for money or career as hecan have both here

ϖ T hings to check w hile recruiting

ϖ Always try to meet the person at his residencecheck for the locality his household standard of living

try to involve the spouse in the presentation so that theyknow what they are getting into.ϖ Always check on need for money and a drive todo well In life if he has been doing well in life , he willmake efforts to do well with usϖ Ask questions about his past , find instances of accomplishmentsϖ Keep checking on the pointers & do a mental

check list of the acceptable pointer ϖ Be confined about the profile and then only goahead

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ϖ A dvisor Role

To provide on going financial advice for his/her clientϖ Identify future clientϖ Marking appointmentsϖ Conduct financial review meeting with prospects/ clientsϖ Close saleϖ Get referralsϖ Provide service to clients

Following internal sales and reporting system

Work ing env iron m ent

To be part of a world class sales team.ϖ Work from your own office or residenceϖ Work full time or part timeϖ Earn commission bonus ,incentivesϖ No upper limits in earningsϖ Flexible career

Y our Opportunity:

No startup capital required.ϖ Flexible working environmentϖ Be your own bossϖ Unlimited earning potential

ϖ To be part of world class team

74



BENE FITS OF JO INING H DFC SLIC

C o mmi ss ion & R en e w a ls: As insurance advisor you can earn

handsome commission, which varies from 5% t o 40%depending upon product to product and in addition 1

styear

commission entitled to renewal commission also.S t ar on debu t : If our new advisor sources R E N P 2,00,000 in

30 days licensing then he/she is entitled to S il ver

Meda l( A pprox va lue R s. 5,000) + cer tifi ca t e ( s igned by Z M

& Reg. Mgr).

R is ingS t aron D ebu t : If our new advisors sources R E N Pof R s. 5,00,000 in30days of licensing then he/she is entitled to G o ld

Meda l( A pprox va lue R s.13000) + cer tifi ca t e ( s igned by Z M

& R eg. Mgr ) .

M illi on a ire S t ar on D ebu t : If our new advisors sources R E N P

of R s. 10,00,000 in 30 days of licensing then he/she is entitledto G o ld Meda l( A pprox va lue R s.25000) + cer tifi ca t e ( s igned

by Z M & R eg. Mgr ) .

Gl obalS t aron D ebu t : If our new advisors sources R E N Pof

R s. 24,00,000 in30days of licensing then he/she is entitled toG o ld Meda l( A pprox va lue R s.60000) + cer tifi ca t e ( s igned by

Z M & R eg. Mgr ) .

S t ar of t he Mon t h: Top 3 FCs, 1st

Rank: Trophy + Certificate

recognizing the performance signed by ZM & Reg. Mgr., 2nd

&3rd

Reg. Mgr.

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To recognize best t alent our company has f ollowing

clubs:

B ronze C lub: Non Monetary Benefit 1%. Minimum RENPRs. 3, 00,000 (contest period 5th July-30

thJun)

S il ver C lub: Non Monetary Benefit 3% and Retention Bonus

Rs.5,000. Minimum RENP Rs. 6, 00,000 (contest period 5th

July-30th

Jun)

G o ld C lub: Non Monetary Benefit 5% and Retention Bonus

Rs.10,000. Minimum RENP Rs. 15, 00,000 (contest period 5th

July-30th

Jun)

T oppers C lub: Top 101st

to 225th

ranked CFCs on RENPMinimum RENP Rs.40, 00,000 Non Monetary Benefit 5%

and Retention Bonus 1% Total 6%. (Contest Period 5th July-

30th

Jun)

C en t ur ion C lub: Top 100 ranked CFCs on RENP MinimumRENP Rs.40,00,000 Non Monetary Benefit 5% and Retention

Bonus 1.25% Total 6.25% up to 10% (Contest Period 5th

July-30th

Jun)

Ot her Sche m es & Incen ti ves: Our Company announces fromtime to time different incentive schemes in which gifts varyfrom small item like Leather bag to luxury car for exampleSkoda Octavia.

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Career O pport unity f or Cert ifi ed FCs

Branch Manager ↑

Assistant Sales Manager ↑

Branch Development Manager ↑

Sales Development Manager

↑Certified Financial Consultants

C FC Welcome Kit:

1. Welcome letter 2. Laminated Identity Card3. Copy of agency agreement4. IRDA License5. Bank account6. 100 visiting card from the branch7. Commission booklet8. Reward& recognition booklet9. Pin to access HDFCSLIC website

E xtensive training to make you a professional advisor

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ϖ Selling skillsϖ Product knowledgeϖ Relationship skills

ϖ Training delivery through several convenient optionsϖ Face to faceϖ Onlineϖ Self learning

Next s t epsϖ Confirmation of mutual interestϖ Selection interviewϖ Profiling test datesϖ Draft payment favoringϖ ICICI prudential life insurance co . Ltdϖ Payable at Mumbaiϖ Finalize Training Date, venueSuppo r t t eam t he Co m pany

ϖ Field visits

ϖ Training on productsϖ And selling skillsϖ Regular business reviewsϖ Be a coach and mentor ϖ Recognize high performersϖ Help you become financially independentE xpecta t ions of t e a m

ϖ Achieve sales targetsϖ Participate in all meetingsϖ Attend all training programϖ Weekly reviews at the officeϖ Follow the sales processϖ Follow weekly reporting process

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Findings About The

AdvisorsWho A re Working In

HDFC SLIC

Reasons of being FinancialAdvisor with ICICI Prudential

Findings 1EXTRA INCOME 14%RECOGNITION 5%ALL THE ABOVE 64%CAREER PROGRESSION 14%FLEX7IB9ILITY 3%



A nalysis

Since the above finding shows that most of the CFC’s withHDFCSLIC have a mix reason for being a CFC’s so thedominating feature will be that one which forms the major

portion of the mix reaction extra income and career progression . Thus HDFCSLIC is able to satisfy the two major desires of its financial advisors those are money and growth.

Fi ndi ngs 2

80



ANNU AL BU SINES SPRIVIDEDBYADVISORS

0 - 35000 81% 35000 - 70000

14% MORE THEN70000

A nalysis

A majority of CFC’s are able to deliver a good result and givinggood figures. About 81% are giving business more than Rs70000 a year but it is not last it needs some proper attention todevelop it more.

Fi ndi ngs 3

81



ction too. In thi but the real achievement w

SATISFACTIONLEV

EL OFFINANCIAL

ADVISOR

HIGHLY SATISFIED 19% SATISFIED43%

DISSATISFIED22% HIGHLY DISSATISFIED8%

CANNOTSAY 8%

Analysis

The finding is able to tell that satisfaction is higher thandissatisfaction

REASONSOFLINKINGill be to

convert that dissatisfaction into satisfaHD FCSLIC.

sdirection the first stepshould be to think and make a proper action plan to increase thelevel of satisfaction.

Findings 4INTE GRITY27%

GOODWORKINGENVIRONMENT11%

CUSTOMERFRIENDLYPOLICIES32%

CANWORKALLOVERTHECOUN TRY30%

82



A nalysis

The finding is able to tell that the CFC’s liking HDFCSLIC because HDWFCOSRLKICINCGusEtoNmVeIr Rf OriNenMdElyN

p

T

ol

O

icy

F

and can work all over the country. It

T

sH bEenCef Oit MoPf AtNhe YCFC’s and for thecompany.

Findings 5VERYGOOD 39% GOOD

32% AVERAGE 24% POOR 5%

83



A nalysis

The finding shows the most co n su ltan t s Perceptions for the HDFC SLIC. Good working environment and some bodyare says very good environment. It is benefits for the companythen they can provide the better facility for the co n su ltan ts

Fi ndi ngs 6

84



0

0

T o ta l H o u se h o l d I n c o m e o f A d v i so r

1 4 % 1 4 %

4 0 %3 2 %

L e s s t h a n 1

0 010 0 0 0 0 0 - 2 0 0 0 0

2 0 0 0 0 0 -3 0 0 0 0 M o re t h a n 3 0

A n a ly sis

It is th e sh o w s th e max imu ms ad v iso rs earn mo re than2 lak h s to 3 lak s ru p ees p er an n u m so , ad v iso r earnsu fficien t in co me th ro u g h HD F C SL IC .

Fi ndi ngs 7



85



Main Profession of Advisors

8%3%

22%

50%

0% 3%

3%

11%

Engineer Doctor CA/ICWA/CFA/CS Lawyer

Teacher MBA Businessman Others

A n a ly

sis

It is th e sh o w th at d ifferen t p ro fessio n a l p erso n in vo lv e as a fin an cial co n su ltan ts so , co n su ltan t isth e b etter o p tio n fo r th eex tra earn in g o f

d ifferen t p ro fessio n a l g ro u p .

Fi ndi ngs 8

86



Edcational Qua lification of Advisors

32%

8%

19%

41%

Post Graduate & Above Graduate Diploma 12th

A n a ly sis

It is th e sh o w th e max imu m s co n su ltan ts are g radu ate. F o r g rad u ate p erso n co n su ltan ts is g o o d jo b .

Fi ndi ngs 9

87



Ma rita l Sta tus of Advisor

41%

59%

Unmarried Married

A n a ly sis

It is th e sh o w th e max imu m s co n su ltan ts are u nmarried .

Fi ndi ngs 10

Ma le vs. Fema le of Advisors

19%

81%

MALE FEMALE

A n a ly sis

It is th e sh o w th e max imu m s co n su ltan ts are Male.

Fi ndi ngs 11



88



Age of Advisors

5%0%

46%

49%

Beloe 25 25-40 40-55 Above 55

A n a ly sis

It is th e sh o w th e max imu m s co n su ltan ts are b elow 2 5 y ear ag e g ro u p . co n su ltan ts is b et ter jo b fo r yo u n g sters.

89



SWOT

ANALYSIS

90



SWO T ANAL YSIS

STRENGTH:

ϖMulti channel distribution and one of the largestdistribution networks in India

ϖ Implementing six – sigma processϖ Customer centric products and servicesϖ Superior investment and risk management frame work ϖ 1Million policies sold within 3 and half yearsϖ

company has maximum number of MDRT as well asgood number of HNI advisorsϖ training process of the company is very strongϖ different plan for different peoplesϖ According to the change in surrounding environment

like change in customer requirement.

WEAKNESS:

ϖ Company does not penetrate on the rural market at a timeϖ There is no plan for the low income group.ϖ Fees for the advisor is high than the other company.

OPP ORTUN ITY :

ϖ Insurance market is very big. Where company canexpand its horizon in insurance industry.

ϖ Through good investment and insurance it is easy to topIndian customers

ϖ The huge insurance market is left so company has

opportunity to expand our productsϖ To associate with the more number of HNI

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T HR EAT S:

ϖ “Sold habits die hard”: its still difficult task to win theconfidence of public towards private company.

ϖ The company is facing major threats from LIC which isan only government company.

ϖ Plans for all income groups are not available which cancreate adverse effect later on the market share of thecompany.

CO NCLUSIO N:

The market potential for private insurance companies is found to be greater in the long run as most of the Indians are of theopinion that, private insurance companies would be able to

perform well in the future. The private and foreign insurance

companies have to take immediate steps in appointing morenumber of agents and / or advisors in addition to the employeesas it has been found out that agents are the best channel to reachthe general public regarding selling of insurance products. The

private and foreign insurance companies have to concentrate onthe factors like ‘Prevention of Loss’. ‘Assured Returns’ and‘Long tern Investment’ they can also focus on an insuranceamount of Rest 1- 2lakh with money back policies’ Hence the

market has potential. The private and foreign insurancecompanies that are taking immediate steps cantap it easily and rapidly.

92



RECOMMENDATIONS

93



My sugge s t ed rec o m m enda ti on f or t h i s pro j ect

are as f o ll o w s:

Increasing awareness:-

One of the major problems in recruiting FCs was that they werenot aware of the prospects and profit of becoming an FC. So, itwas really hard to convince them which could have been easier if they had been aware.

Increment of target areas:-

The potential areas which are generally targeted by the companyshould be increased. This will give the opportunity to many

people of society those who want to work in the insurance sector & they also have the zeal to achieve something, can provedthemselves in this field. And these areas include governmentemployees etc.

Providing incentives to hard working FCs:-

The extra incentives in the form of additional rewards should be provided to the hard working FCs. This will increase their will power to achieve highest target & this will also boost-up their morale & loyalty towards company. And because of thisstrategy of company many people will be attracted towards us.

Promotion areas should be extended:-

Advertisement plays a very important role in promotingsomething in the market. So major emphasis should be laid onthe advertisement, strategy. Today, net advertisements also havea very strong approach in the general public. So there are manymethods which can help achieve our target

94



CO NCLUSIO N

Today marketing must be understand not in the old sense of making asale “telling and selling”-but in the new sense of satisfying customer

needs. While selling life insurance one does not sell any tangible product

That’s why it becomes very essential to understand customer needs,

which will help to distribute and promote the product effectively and it

will be easy to sell the products.

Life Insurance is all about selling life, for which one should be very

realistic and practical because it’s a matter of a person’s life. Selling of

insurance policies is not an easy job it is all about convincing people,

winning their confidence and assuring them for a safe future.

HDFC Standard life Insurance is most respected private life insurance

company. In very short time it has won the confidence of people because

of its unique features like good services and promising future in insurance

sector. While working on this project I came to know facts about

insurance business, that there is a cutthroat competition and every

company is trying its best to sell the products. Hence it is required to

strengthen the selling chain so as to compete in the market, as a part of

my project I have tried to strengthen the chain by employing few people

for the company with a desired profile. I have discussed various issues in

the project, which should be taken care of while recruiting the financial

consultants for the company.

Lastly I would like to conclude by saying quoting the following quote,

which signifies the importance of Life insurance in ones, Life.

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REFER ENC E

1. ‘RESEARCH METHODOLOGY’:- Deepak Bhattacharya

2. ‘ECONOMIC ENVIRONMENT OF BUSINESS; FrancisCherunillam

3. www .hdfcinsurance.com

4. AVAILABLE COMPANY BROCHURES.

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SAMPLE QUESTIONNAIRE

(GENERAL PUBLIC)

Name:

Address:

Age:

Contact No:

1. Are you aware of Life Insurance Policies and its benefits?

Yes No

2. Are you insured?

Yes No

3. Which Pvt. Insurance Co. you rate as the best in the insurance sector?

ICICI Prudential LIC HDFC Standard Life

Max New York Life Oth Insurer

1. If HDFC Standard Life Insurance, then which distribution channel you prefer? And

why?

Bank assurance

Direct Marketing

Tied Agency/ Financial Advisors

---------------------------------------------------------------------------------------------

2. Are you satisfied with the services of the HDFC STANDARD Life Insurance

Company?

Yes No

6. Any suggestions?

--------------------------------------------------------------------------------------

--------------------------------------------------------------------------------------

(Signture)

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SAMPLE QUESTIONNAIRE

(PROSPECT ADVISORS)

Name:

Address:

Age:

Contact No:

1. Gender

a) Male

b) Female

2. Marital Status

a) Married

b) Unmarried

3. Educational Qualification

a) Any professional degree (MBA/CA)b) Post Graduate

c) Graduate

d) Under Graduate/XII or equivalent

4. Occupational background

a) Govt/ state services

b) Pvt. Jobc) Professional – C.A/M.B.A

d) Others (Specify)

5. Annual household income

a) 5 – 8 lacs

b) 3 – 5 lacs

c) 1 – 3 lacs

d) < 1 lac

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6. Are you interested in making extra income?

a. Yes

b. No

7. Will you be interested in getting into a business with zero investment and

high returns?

a) Yes

b) No

8. Are you aware of Life Insurance Policies and its benefits?

Yes No

9-Which company would you like to work with?

LIC ICICI Prudential

HDFC Standard Life Max New York Life

Others

10. HDFC Standard life Insurance Company caters to a attractive payments,

instant recognition and career progression of advisors. Will you be interested in

joining HDFC Standard life Insurance Company?

a) Certainly

b) Probably

c) Definitely Not

11. Which mode of training would you like opt for?

a) Class Room training

b) Manual Training

c) Online Training

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