of assets. Every asset has a value; the assets would have been created through
the efforts of the owner. The asset is valuable to the owner, because he expects
to get some benefits from it. The benefit may be an income or something else.
Every asset is expected to last for a certain period of time during which it will
perform. After that, the benefit may not be available. There is a life-time for a
machine in a factory or a cow or a motor car. None of them will lose for ever.
The owner is aware of this and he can so manage his affairs that by the end of
that the value of income is not lost. However, the asset may get lost earlier. An
financial. In that case, the owner and those deriving benefits there from, would
be deprived of the benefit and the planned substitute would not have been
gather in the Lloyd’s coffee house in London, agreed to share the losses to
their goods while being carried by ships. The losses used to occur because of
pirates who robbed on the high seas or because of bad weather spoiling the
goods or sinking the ship. The first insurance policy was issued in 1583 in
transacted by an English company, the European and the Albert. The first
Indian insurance company was the Bombay Mutual Assurance Society Ltd,
formed in 1870. This was followed by the Oriental Life Assurance Co. in
Later, the Hindustan Cooperative was formed in Calcutta, the United India in
Madras, the Bombay Life in Mumbai, the National in Calcutta, the New India
in Mumbai, the Jupiter in Mumbai and the Lakshmi in New Delhi. These were
all Indian companies, started as a result of the swadeshi movement in the early
1900s. By the year 1956, when the life insurance was nationalized and the Life
Insurance Corporation of India (LIC) was formed on 1st September 1956, there
were 170 companies and 75 provident fund societies transacting life insurance
business in India. After the amendment to the relevant laws in 1999, the L.I.C.
did not have the exclusive privilege of doing life insurance business in India.
By 31.3.2002, eleven new insurers had been registered and and had begun to
Assets are insured, because they are likely to be destroyed, through accidental
breakdown, lightning, earthquakes, etc, are perils. If such perils can cause
damage to the asset, we say that the asset is exposed to that risk. Perils are the
events. Risks are the consequential losses or damages. The risk to a owner of a
crores of rupees, depending on the cost of the building and the contents in it.
The risk only means that there is a possibility of loss or damage. The damage
may or may not happen. Insurance is relevant only if there are uncertainties. If
against. In the case of a human being, death is certain, but the time of death is
uncertain, In the case of a person who is terminally ill, the time of death is not
Insurance does not protect the asset. It does not prevent its loss due to the
peril. The peril cannot be avoided through insurance. The peril can sometimes
only tries to reduce the impact of the risk and the owner of the assets and those
who depend on that asset. It only compensates the losses – and that too, not
fully.
insurance may not be possible. Examples of non economic losses are love and
The Insurance sector in India governed by Insurance Act, 1938, the Life
Minister, Shri C.D. Deshmukh, while piloting the bill, outlined the
objectives of LIC thus: to conduct the business with the utmost economy,
yield for the policy holders consistent with safety of the capital; to render
widely popular.
Since nationalisation, LIC has built up a vast network of 2,048 branches,
100 divisions and 7 zonal offices spread over the country. The Life
L.I.C. (Mauritius) Off-shore Limited has also been set up in 2001 to tap
General Insurance:
General insurance business in the country was nationalised with effect from
Insurance Company Ltd., the New India Assurance Company Ltd., the
Company Ltd. with head offices at Calcutta, Bombay, New Delhi and
companies has since been delinked from the later and has been approved
as the "Indian Reinsurer" since 3rd November 2000. The share capital of
GIC and that of the four companies are held by the Government of India.
All the five entities are Government companies registered under the
Companies Act.
The general insurance business has grown in spread and volume after
divisional offices and 92 regional offices spread all over the country. GIC
ADOPTION: The consumer decides to make full and regular use of the
innovation.
OBJECTIVE OF THE STUDY
For every problem there is a research. As all the researches are based on
some and my study is also based upon some objective and these are as
follows.
family, death cover due to an accident for Rs.25000 to the earning head of
the family and compensation due to loss of earning head of the family @
three days, when the earning head of the family is hospitalised. The
premium under the policy is Rs.1/- per day (i.e. Rs.365/- per annum) for
an individual, Rs.1.50 per day for a family of five limited to spouse and
children (i.e. Rs.548 per annum), and Rs.2/- per day (i.e. Rs. 730 per
annum) for covering dependent parents within the overall family size of
seven. A subsidy of Rs. 100 per year towards annual premium for "Below
Any Hospital/Nursing home registered with the local authorities and under the
Enlisted hospitals run by NGOs/ Trusts/ selected private hospitals with fixed
schedule of charges.
time limit is not applied to some specific treatments and also where due to
technological advancement hospitalisation for 24 hours may not be
required.
Main Exclusions:
Age Limitations:
Floater Basis:
The benefit of family will operate on floater basis i.e. the total
For further details please refer the Prospectus or the Policy Document
Indian citizens aged 55 years (last birthday) and above are eligible (no upper
age ceiling).
In the event of unfortunate death of the pensioner, purchase price will be paid
Only one person from a family can apply. The family for this purpose shall
Premium
drafts payable on the Branch of the bank which is the member of the local
clearing house.
Exit Option
Availability of Loan
Insurance sector has been opened up for competition from Indian private
growth of the insurance industry. IRDA Act 1999 paved the way for the
entry of private players into the insurance market which was hitherto the
The minimum paid up equity capital for life or general insurance business is
Rs.100 crores.
The minimum paid up equity capital for carrying on reinsurance business has
interest etc. Applications were invited by the Authority with effect from
15th August, 2000 for issue of the Certificate of Registration to both life
and non-life insurers. The Authority has its Head Quarter at Hyderabad.
INSURANCE COMPANIES
IRDA has so far granted registration to 12 private life insurance
below:
The insurers are required to maintain solvency margins so that they are in a
payment of claims.
benefits, terms and conditions under the policy. The advertisements issued
All insurers are required to set up proper grievance redress machinery in their
The Authority takes up with the insurers any complaint received from the
insurance contract.
Insurance Company Market Share (Fig. in
%)
LIC 71.44
ICICI Prudential 11.35
Bajaj Allianz 7.06
HDFC Standard Life 2.37
SBI Life 1.81
Birla Sun Life 1.49
Max New York Life` 0.98
TATA AIG 0.79
Aviva 0.89
OM Kotak Mahindra 0.86
ING Vyasa 0.57
Reliance 0.37
MetLife 0.24
the United Kingdom. This joint venture is formed in the year Dec, 2000
and ICICI Prudential was amongst the first private sector Insurance
For the year ended March 31, 2008, the company garnered Rs
assurance partners and over 200 corporate agent and broker tie-ups. It
is also the only life insurer in India to be assigned AAA credit rating
from Fitch Ratings. For the past five years, ICICI Prudential has
retained its position as the No. 1 private life insurer in the country,
with a wide range of flexible products that meet the needs of the Indian
customer at every step in life. ICICI Bank and Prudential Plc hold 74
about Rs. 2,513.89 bn (US$ 56.3 bn) at March 31, 2008 and profit after
tax of Rs. 25.40 bn (US$ 569 mn) for the year ended March 31, 2008
(Rs. 20.05 bn (US$ 449 mn) for the year ended March 31, 2005). ICICI
Bank has a network of about 614 branches and extension counters and
over 2,200 ATMs. ICICI Bank offers a wide range of banking products
insurance, venture capital and asset management. ICICI Bank set up its
Hong Kong, Sri Lanka and Dubai International Finance Centre and
ICICI Bank's equity shares are listed in India on the Bombay Stock
Exchange and the National Stock Exchange of India Limited and its
ICICI Bank has formulated a Code of Business Conduct and Ethics for
of about Rs. 480.00 billion (US$ 10.8 billion) ranked third amongst
the form of ADRs listed on the NYSE in fiscal 2000, ICICI Bank's
investors in fiscal 2001 and fiscal 2002. ICICI was formed in 1955 at
1999, ICICI become the first Indian company and the first bank or
ICICI and ICICI Bank formed the view that the merger of ICICI with
ICICI Bank would be the optimal strategic alternative for both entities,
and would create the optimal legal structure for the ICICI group's
universal banking strategy. The merger would enhance value for ICICI
services. The merger would enhance value for ICICI Bank shareholders
Directors of ICICI and ICICI Bank approved the merger of ICICI and
two of its wholly-owned retail finance subsidiaries, ICICI Personal
the merger, the ICICI group's financing and banking operations, both
Investments, Jackson National Life, Prudential Corporation Asia and Egg, has
attracted more than 19 million customers (and policy holders and unit holders)
worldwide. Across the Group it has £234 billion of funds under management
Prudential has significant operations in the UK, the US and Asia, contributing
our shareholders number 60,942 (at 31 December 2008). We are listed on the
including CITIC Group (for life business in China), ICICI Bank (for life and
Singapore, Korea, Vietnam and China managing over £26 billion (as of 30
June 2008).
VISION
OUR VISION:
To make ICICI Prudential the dominant Life and Pensions player built on trust
conveniently
• Developing and implementing superior risk management and
policyholders
our employees
Passion. Each of the values describes what the company stands for, the
where we can play a significant role in redefining and reshaping the sector.
Given the quality of our parentage and the commitment of our team, there are
SAVINGS PLANS
ICICI Prudential offers a variety of policies that give you the benefits of
protection and the opportunity to save for important assets or events, like a
NEW
A regular premium unit-linked insurance plan with an assurance of Capital
*The capital guarantee is applicable only on the invested premium and the
offers you the benefit of a limited premium payment and coverage term.
A market linked insurance plans that meets your Investment and Protection
needs.
Complete market-linked insurance plans that adapt itself to your changing
An insurance plan that gives added protection savings and multiple options, all
in one!
An insurance plan that gives added protection savings, multiple options, plus
A traditional endowment savings plan that offers both high returns and
protection.
An endowment savings plan that allows you to get back substantial survival
plans. Choose from amongst three different product structures to insure your
life and provide total security to your family, at a very affordable cost.
You can also enhance the above two policies by adding Accident & Disability
successful life for your child. However, life is full of uncertainties and even
the best-laid plans can go wrong. Here’s how you can give your child a 100%
designed to provide flexibility and safeguard your child’s future education and
lifestyle, taking all possibilities into account. For further information on our
policy continue, ensuring that your child can realize his or her
secure your child’s educational career and also ensures his or her all-
the sum assured, to your child, till the maturity of the policy, in the
♦ All SmartKid plans can be enhanced with the Accident & Disability
policy.
RETIREMENT PLANS
Life Expectancy has been rising rapidly and today you can expect to live
longer than your earlier generations. For you, this increase will mean a longer
These solutions are developed to ensure your peace of mind for the years to
Guarantee*
*The capital guarantee is applicable only on the invested premium and the
A regular premium linked pension plan that gives you the freedom to choose
A regular premium pension plan that gives you the flexibility to choose
between 3 levels of sum assured for the same level of total annual contribution
A regular premium pension plan that helps you save for your retirement while
1. Life Annuity
HEALTH PLANS
Lifelink Super is a unique single premium plan that combines the security of a
life insurance policy with the opportunity to enjoy potentially high returns on
your investments.
Low Allocation Charges: The premium allocation charges are amongst the
or more is 0%.
Death Benefit: There are 2 options for sum assured - 500% of the single
the beneficiary will receive higher of the value of units or the initial death
objective and risk appetite. If at a later stage your financial priorities change,
you can switch between the various fund options, absolutely free, 4 times a
year.
GROUP SOLUTIONS
In an era of competitive parity, the only asset that makes a decisive difference
group.
group.
ICICI Prudential's flexible group term solution helps provide affordable cover
between the ages of 18 and 65 years. The benefit under the policy is paid on
the event of the member’s death to the beneficiary nominated by the member.
It is a one-year renewable policy where one master policy covers all proposed
New members can join the group and outgoing members can leave the group
Highlights include:
medical requirements.
the number of employees in the group and the level of cover chosen.
employee.
ICICI Prudential's group gratuity plan helps employers fund their gratuity
structure schemes that can provide benefits beyond the statutory obligations.
Highlights include:
underwriting.
liability.
♦ Low explicit charge structure with the conditions for exit specified
upfront.
♦ Enhanced service levels through faster claim settlement, easier access
Employee Benefits
Sec 10(10)
Employer Benefits
gains of business.
employees. The employer and employee can avail of tax benefits applicable to
retirement.
Highlights include:
upfront.
ICICI PrudentialLife Rural Products are designed to meet the needs of the
2. Life Cover
3. Savings Option
♦ Regular Premiums
♦ Individual policy
NRI PLANS
Being away from India doesn't mean you have to compromise the safety and
security of your loved ones. In fact, your savings from your time overseas can
be easily channelised to meet your family's needs - now and in the future. So,
funds for your children's education; or to build assets, ICICI Prudential has a
♦ Investment Plans
♦ Savings Plans
♦ Retirement Plans
♦ Child Plans
Investment Plans
You can hedge your investments with investment like LifeLink Super vehicles
Savings Plans
Endowment policies are a good way of putting aside your savings today for a
future goal - whether it's to buy a house in India or fund your entrepreneurial
vision. Our savings-oriented policies are designed to make your savings grow
and have them available to you at the end of a fixed number of years or
lifetime.
date.
Many of us picture ourselves enjoying the fruits of our labour after retirement
- going on a dream vacation, or helping our child's career take wing. Financing
all this will depend on our personal savings and investments, so its important
to save for the future from today. Our retirement plans are designed to help
you systematically save, so that you can enjoy all the things you have dreamed
plan that gives you the freedom to choose the amount of premium, and
gives you the flexibility to choose between 3 levels of sum assured for
that gives you the freedom to choose the amount of premium, and
save for your retirement while providing you with life insurance
protection.
Child Plans
your child. However, life is full of uncertainties and even the best-laid plans
SmartKid Child Plans has a bouquet of three products which can help you
continuity of a business and whose absence may have an adverse effect on the
The objective of the keyman insurance is to provide the company with money
so that the financial losses to the company can be protected, in absence of the
keyman. The aim is to indemnify the company of these losses and to allow
business continuity.
All premiums paid for securing a keyman life insurance policy are treated as
Our Lifeguard plan is ideally suited for the purpose of keyman insurance
RIDERS
ICICI Prudential gives you the freedom to form your very own comprehensive
insurance policy by adding the rider benefits to the basic life insurance policy.
Add from the following list of benefits to increase the scope of your policy, at
a nominal cost.
This rider provides protection against 9 critical illnesses, namely: Major organ
replacement surgery, Major surgery of the aorta, CAGS (Bypass) and Cancer.
illnesses, then the policyholder is paid the entire sum assured under the
rider. The policy along with all the riders (to the extent of the Rider
policy continues till the end of the term. The policyholder will have to
specified illnesses, then the policyholder is paid the entire sum assured
under the rider. The life cover along with all the riders is then
paid the rider Sum Assured and the rider terminates. However, the base
Premiums paid under this rider are eligible for tax benefits under Section 80D.
paid.
disabled then the premium for the basic plan is completely waived
♦ Plus, 10% of the rider sum assured is paid for the next 10 years,
which helps in providing that extra money and takes care of sudden
Accident & Disability Benefit rider is available with Save n’ Protect, Cashbak,
Premiums paid under this rider are eligible for tax benefits under Section 80C.
If the policyholder dies due to an accident, 100% of the rider sum assured is
Premiums paid under this rider are eligible for tax benefits under Section 80C.
Income Benefit Rider
In case of death of the life assured during the term of the policy, 10% of the
Income Benefit rider is available with SmartKid Child Plans, SecurePlus and
CashPlus
Premiums paid under this rider are eligible for tax benefits under Section 80C.
On total and permanent disability due to an accident, all future premiums for
both the base policy and rider(s) will be waived till the end of the term of the
Premiums paid under this rider are eligible for tax benefits under Section 80C.
RESEARCH METHODOLOGY
The approach to the research is considered in this chapter, from the theoretical
underpinning to the collection and analysis of the data. It begins with the
extent of the research to provide the specific guidelines of studying. The next
part is concerned with the method of the research that refers to the data
Advisor with special emphasis of ICICI Prudential. It will help the company to
increase its sales, which is prime objective of the company at this time. The
METHODS
PRIMARY DATA
various age groups and having different profession and qualification. Data was
SECONDARY DATA
A large amount of secondary data has been collected from secondary sources.
DATA ANALYSIS
There are some features of analyzing data that need to be borne in mind when
choosing the method for analyzing the research. The questionnaires were
plausible.
SAMPLE SIZE
Various area of Kushi Nagar were covered in order to fill the questionnaire. I
interacted with 100 individuals in order to know about their interest of being
SAMPLE COMPOSITION
I. Youth
II. Executive
III. Serviceman
RESEARCH DESIGN
descriptive research. This is a one shot research study at a given point of time,
and consists of a sample of the population of interest. Its advantages are that it
gives a good overall picture of the position at a given time. It can cover many
RESPONSE OF QUESTIONNAIRE
e) Housewife -07
Retir
13%
Business
2. According to you, the purpose of insurance is:
Private Job
Tax saving
21%
3. What efforts can be made to bring about more awareness amongst people?
a) Media Ads - 26 b) Banners - 04
c) Newspaper - 15 d) Agents - 54
e) Event Sponsorship - 07 f) Any Other - 05.
Wealth
creation
13%
Event
Any
Sponsorship
6% Chi
f
4. You know how many names of private insurance company?
a) Below 2 - 05 b) Between 2-4 - 61
c) Between 4-6 – 08 d) Above 6 – 37
Above 6
5. You like to work in market/field and want to interact with people?
a) Yes - 47 b) No - 6433%
Between 4-6
7%
6. From how many years you live in Kushi Nagar?
a) Below 6 months - 13 b) 6 months – 1 year - 61
c) 1 year- 2 year - 27 d) more than 2 years - 37
more than 2
years
27%
7. How many people do you know in Kushi Nagar?
a) Less than 200 - 27 b) 200-500 - 53
c) 500-1000 - 21 d) Above 1000 - 10
Above 1000
9%
1 year- 2 year
500-1000
20%
19%
8. Do you like to earn some extra money?
a) Yes - 87 b) No - 14
No
14%
A. Duration of working?
a) Below 6 months – 12 b) 6 months – 1 year - 06
c) 1 – 2 years - 02 d) 2 – 3 years - 05
e) Above 3 years -03
No
75%
Above 3 years
11%
15%
e) 3, 00,000 – 4, 00,000 - 07 f) Above 3, 00,000 – 17
50,000 –
1, 00,000
1 – 2 years
7% 0%
Below 50,000
6 months
0%– 1
year
22%
Above
3, 00,000
C. In which company are you working?
a) LIC - 16 b) ICICI Prudential - 04
c) Other – 08
Other
29%
D. Are you satisfied with your company?
a) Yes - 19 b) No – 09
ICICI
Prudential
No
14%
32%
If NO, than answer the following question:
No
B. Which age group do you belong?
a) Below 25 - 41
c) 30 – 35 - 09
34%
b) 25 – 30 - 27
d) Above 35 -06
Above
7%
30 – 35
11%
C. Are you married?
a) Yes - 47 b) No - 36
Othe
Professional 4%
16%
E. What is your Household income?
a) Below 2 lacks - 53 b) 2 – 5 lacks - 21
c) 5 – 8 lacks - 09 d) Above 8 lacks - 00
5 – 8 lacks
11%
F. How much time you provide easily besides your job hours?
a) 0-2 hrs - 22 b) 2-4 hrs - 37
c) 4-6 hrs - 15 d) Time Full – 09
2 – 5 lacks
25%
Time Full
11%
4-6 hrs
18%
FINDINGS
⇒ People are becoming more and more money conscious as I find
⇒ The overall scenario is that still people trust on LIC more than
and still want to utilize this time to earn extra money, if they
can.
need to be appropriate.
best result.
advisor’s recruitment.
advisors.
• Make use of internet banking for increasing sales and also for
promotion.
using the sources that can straight play with the emotion of the person
and influence so high that it forces the human being to go for insurance
and that to willingly. Recruit those individuals that really want to take
COMPANY
organization structure:
SALES
MANAGER
The sales team comprises of the Sales Manager superior to Area Sales
individual team of Unit Manager and in turn Unit Managers their own
business. So what’s the use of unit manager, why are they getting paid?
But it is the advisor that carries the flag of the company in the market;
they bear the brunt in the field. They represent the company in the
They providing the company with the business and help their
differed penalty.
counsel and prompt, courteous serves –to give them value for premium
paid. The best guarantee of having that capacity comes from retaining
Prudential honor roll and stay there are always found to be manpower-
focused.
planning.
Any manager who attains satisfying results in these five areas will
enjoy
success
THE BASICS
successfully and consistently. It is, of course, the one job must not
delegate.
Atmosphere of Success
made to feel to, taste it and senses it. As a result, they will have a
you building.
There is no question about it – it’s always easier to recruit successfully
Attraction Power
kind of person you want other to be. Be kind other want to emulate.
prospects and prospective advisors don’t believe it. They judge you by
which will cause you to be known for what you know. An active
your reputation precede you. You’ll have taken another step toward
Next, decide on the profile of the adviser who will fit and grow best in
your operation – the kind of person you can develop best. Experience,
age, market, contacts, income requirements, and a number of other
situation, which can cause them to become prospects for you – some
come into our business from jobs where there success is determined by
. This will gives you seven people who will pass the selection test. This
achieve the necessary activity to reach your recruiting goal each year.
CONCLUSION
For every insurance company life insurance advisors are the life line and a
very huge asset so each company try to recruit and select a potential force of
life insurance advisors because this is the advisors who generate maximum
business for the insurance company. Insurance advisors provide a very strong
support to the insurance company and do all possible effort to generate huge
impressive. By the help of this process, company recruits a very good class of
advisors. A detail study is done before starting the recruitment and selection
procedure that help the company to select the best advisors. The recruitment,
process carried out by ICICI prudential. This study helps us to understand all
the possible aspects related to the ICICI Prudential’s recruitment and selection
procedure.
APPENDIX QUESTIONNAIRE
INSURANCE MARKET SURVEY QUESTIONARE:
3. What efforts can be made to bring about more awareness amongst people?
a) Media Ads b) Banners
c) Newspaper d) Agents
e) Event Sponsorship f) Any Other…………...
a) Yes b) No
D. Duration of working?
a) Below 6 months b) 6 months – 1 year
c) 1 – 2 years d) 2 – 3 years
e) Above 3 years
B. Annual Productivity?
a) Below 50,000 b) 50,000 – 1, 00,000
c) 1, 00,000 – 2, 00,000 d) 2, 00,000 – 3, 00,000
e) 3, 00,000 – 4, 00,000 f) Above 3, 00,000
a) Yes b) No
F. How much time you provide easily besides your job hours?
a) 0-2 hrs b) 2-4 hrs
c) 4-6 hrs d) Time Full
10. Please give references of two people those who might be interested.
WEBSITES
www.iciciprulife.com
www.google.co.in/indian insurance
industry
www.irdaindia.org