Download - Arif Khan Icici Project
-
8/14/2019 Arif Khan Icici Project
1/82
Declaration
I RAHUL PRATAP SINGH., hereby declare that the
project work entitled Marketing Survey and Channel
Development is an authentically work carried out ofICICI
Prudential Life Insurance Company Ltd. New Delhi under the
guidance of. Miss.Sunita khachroofor the partial fulfillment of the
award of the Master of Business Administration and this work
has not been submitted before.
Purpose anywhere else expected to SRM-IST, Modinagar.
Affiliated to SRM University Chennai.
MD.
Arif khan
Reg No.-35084061
M.B.A III Sem
1
-
8/14/2019 Arif Khan Icici Project
2/82
ACKNOWLEDGMENT
It gives me immense pleasure to introduce my project work entitled
Marketing Survey and Channel Development ofICICI Prudential Life
Insurance Company Ltd. New Delhi.
I sincerely thank my esteemed guide Ms. SARITA SINGH (Sr. AGENCY
MANAGER) for his valuable guidance and co-operation rendered to me
throughout the project report. It would not have been possible for me to
complete this project without there meticulous guidance and suggestions.
I give my thanks to Mrs.SUNITA KHACHRU (PROJECT GUIDE) and
2
-
8/14/2019 Arif Khan Icici Project
3/82
DR. N.K. SINHA (HEAD OF DEPARTMENT,) for their valuable contribution, co-
operation and guidance from time to time for completion of this project.
Last but not the least I would like to thank my parents, friends, Colleagues and
the staff ofICICI Prudential Life Insurance Company Ltd. New Delhi,
Who directly or indirectly help me during the course of project without which
project would have been a Herculean task.
Ari khan MBA
3
-
8/14/2019 Arif Khan Icici Project
4/82
PREFACE
People are a companys most important assets. They can make or break the fortunes of a
business. In todays highly competitive business environment placing the right people in the
right position is very critical for the success of any organization.
The recruitment and selection decision is of prime importance as it is the vehicle for obtaining
the best possible person-to-job fit that will, contribute significantly towards the Company's
effectiveness. It is also becoming increasingly important, as the Company evolves and
changes, that new recruits show a willingness to learn, adaptability and ability to work as part
of a team. The Recruitment & Selection procedure ensures that these criteria are addressed
In this project I have studied Recruitment and Selection process of ICICI Prudential Life
Insurance and attempted to provide some ways so as to make recruitment more effective and to
reduce the cost of hiring an employee.
I am privileged to be one of the students who got an opportunity to do my training with ICICIPrudential Life Insurance. My involvement in the project has been very challenging and has
provided me a platform to leverage my potential in the most constructive way.
4
-
8/14/2019 Arif Khan Icici Project
5/82
ICICI Prudential Life insurance is one of India's leading financial institutions offering
complete financial solutions that encompass every sphere of life. In a short span of time,ICICI
has set an example by having a steady and confident journey to growth and success.
During the training period I have studied deeply the process of hiring in ICICI Prudential Life
insurance and did a SWOT analysis of ICICI Prudential Life Insurance to find out the existing
shortcomings and potential threats and thereby recommended suggestions.
This project however is an attempt to share as best as possible my experience in corporate
world with all my colleagues and my faculty.
I would be delighted to receive readers comments which maybe valuable lessons for my
future projects.
5
-
8/14/2019 Arif Khan Icici Project
6/82
EXECUTIVE SUMMARY
In todays rapidly changing business environment, organizations have to respond quickly to
requirements for people. The Financial market has been witnessing growth which is manifold
for last few years. Many private players have entered the economy thereby increasing the level
of competition. In the competitive scenario it has become a challenge for each company to
adopt practices that would help the organization stand out in the market. The competitiveness
of a company of an organization is measured through the quality of products and services
offered to customers that are unique from others. Thus the best services offered to the
consumers are result of the genius brains working behind them. Human Resource in this regard
has become an important function in any organization. All practices of marketing and finances
can be easily emulated but the capability, the skills and talent of a person cannot be emulated.
Hence, it is important to have a well-defined recruitment policy in place, which can be
executed effectively to get the best fits for the vacant positions. Selecting the wrong candidate
or rejecting the right candidate could turn out to be costly mistakes for the organization.
Therefore a recruitment practice in an organization must be effective and efficient in attracting
the best manpower.
Coverage The extent and limitation
6
-
8/14/2019 Arif Khan Icici Project
7/82
With largest number of life insurance policies in force in the world, insurance happens
to be a mega opportunity in India. Its business is growing at 15-20% annually and presently is
of the order of Rs. 450m. Together with banking sector it adds about 7% to the GDP.
Like in the case of BPOs, Insurance sector too faces the problem of attrition. Thus,
recruitment is an ongoing process carried through out the year. The project is based on the
study of recruitment process. The various recommendations suggested have been the result of
the study. The idea is to generate ways of dealing with high attrition and making hiring process
manageable and efficient.
Data Used
There were mainly two sources of data collection
Primary data:
Survey method
Personal interview with candidates
In depth conversation with the placement agency
Secondary data:
Study of recruitment policy
Websites
Published articles
Research methodology used
Study of recruitment and selection at ICICI Prudential Life Insurance by themanual provided by the HR department;
Web sites
Journals
Magazines
Books
Huge investment of time;
Huge recruitment cost;7
-
8/14/2019 Arif Khan Icici Project
8/82
To pursue these, I would be going through the recruitment policies of the company. By active
participation in the recruitment process, the areas where improvement can be bought about can
be identified.
Thus the whole research would be done under the guidance of external guide. It will also
involve recruitment and selection processes, reading the material provide internally by the
organization, information from the new employees.
8
-
8/14/2019 Arif Khan Icici Project
9/82
INTRODUCTION
6.1 CONCEPT SELLING
Basically concept selling as same as any tangible product, but only different is that product
is service and not tangible and we have to sell the concept. IN ICICI Prudential, concept
selling is popularizing the concept of Financial Advisor Company. Concept selling is
making the people aware of benefits they get from the company while working for it and
also making them known about the products i.e. Insurance Plans in the portfolio of the
company, the commission structures etc.
6.1.1 Reason for selection of the topic:
The reason for selection this particular topic for the project is due to the tremendous
growth that is taking lace in the insurance industry. Also the job was challenging as I was
getting an opportunity to work with a leader in the industry, this will provide a platform to
enter into the service sector.
9
-
8/14/2019 Arif Khan Icici Project
10/82
6.1.2 Importance of Company:
The basic objective of the project was to appoint the new financial advisor for the
company, in more precise words it is the expansion of the company the new financial
advisors companys sales is going to increase.
This study will help the company in being known the mind set of the people to
become a financial advisor, as well as the constraints while joining the company as a
financial advisor.
6.1.3 Learning from project:
I learnt how the insurance company works, what are the channels of distribution and
elements in distribution network of the company, what are eligibility criteria to
become a financial advisor.
I studied overall working of Insurance companies. I came to know about channels
of distribution network used by Insurance companies. I studied the policies and
process of appointing financial advisor for ICICI FRUDENTIAL Life Insurance
Company.
10
-
8/14/2019 Arif Khan Icici Project
11/82
6.2Theoretical Background:
6.2.1 SERVICES:
Services from major part of day today life. Today services sector is the fastest growing
sector in almost every countries economy. Services are the intangible product which are
attached to either the provider that is producer or the service receiver i.e. the customer who
byes it to enjoy the benefits of the services.
6.2.2 DEFINSTION:
Kotler (1988) Define service as:
Any act or performance that one party can offer to another that is essentially intangible
and does not result in ownership of any thing. Its production any or may not be tied top a
physical product.
The American Marketing Association Services as:
Activities, Benefits, or Satisfaction, which are offered for sale and provided in
connection with the sales of goods.
11
-
8/14/2019 Arif Khan Icici Project
12/82
6.2.3 CHARECTERISTICS OF THE SERVICES:
Following are the different attributes common to the services:
Intangibility:Services do not have a physical form.
Inseparability:A service cannot be separated from sources that render it.
Inconsistency:The quality of service can differ from one service provider to another
service provider. Also may form one service encounter to another even for the same service
provider.
PERSONAL ABILITY:Services are not the physical objects therefore cant be stored.
OWENERSHIP:Buying service does not result into ownership of anything.
SIMULTANEITY: The production and consumption of the service is always
simultaneous.
QUALITY MEASURMENT: There is no particular standard set for the services.
NATURE OF DEMAND: The demand for the service in the market is always
fluctuating.
6.2.4. The 7-S work for a service organization:
1. Strategy.
12
-
8/14/2019 Arif Khan Icici Project
13/82
2. Structure.
3. System.
4. Styles.
5. Staff.
6. Skills.
7. Shared values.
6.2.5 Marketing Channels for services:
Marketing channels for refers to an organized network of inter connected organization
and agencies involve in the process of making the product or services available to
customers. They are the intermediaries and also known as the middleman. Producers of
services also need to think about the channels of distribution, which can make their
services available to the customers.
They distribution of services is a critical task due to their intangibility, perish,
inseparability, etc. Therefore mostly the direct channel i.e. zero level is used in this case
the provider directly sales his services to customers. However some service provider makes
take help of the agents who can provide information of the customers, book the order and
collect the payment on behalf of the service providers. In any casa channel length does not
exceed one level. Some big and reputed service provider train the individuals to perform
service and franchise their services e.g. Employment agencies, travel agencies etc.
EXAMPLES:
13
-
8/14/2019 Arif Khan Icici Project
14/82
1. Service provider-customer: Zero level.
For example, customers, lawyers architects, doctors etc.
Use zero level for giving their services to their customers.
2. Services provider-Agent-customers: One level
For example, Education institutes, entertainment, insurance, securities, banks and
financial institutions and appoint agent (direct selling agent).
3. Service provider (Franchiser)-Franchisees-Consumer: One level.
6.3 SECTORS IN SERVICES AND THEIR GROUTH POTENTIALS
Following are the key services industries in India and their growth potentials:
1. Insurance:-
India is not recognized as a first emerging market for a insurance. The Indian
insurance is accepted to be $25 billion in 2010 on an assumption of 9.7 % real growth in
the GDP. With the passing or IRDA act in 2000 the insurance market in India has been
open to privet sector. As a result as many as 34 insurance companies entered the market;
in collaboration with foreign companies by end of 2002-2003 the market has now become
highly competitive and challenging.
2. Transport:-
14
-
8/14/2019 Arif Khan Icici Project
15/82
Heavy investments are made in means of transport like railways, waterways and
airways. There is need to develop infrastructures, modernize buses and train, aircrafts,
ships, introduces professional management improvement safety and security measure to
make this sector progressive.
3. Telecommunication:-
In spite of significant growth in telecommunication sector in the recent past, the
teledensity in India was abysmally low compared to other countries the teledensity in
India was only 1.89 by the end of 2002. Telecommunication has tremendous growth
potential. The rapid growth in cellular, radio paging, value added services, internet and
global mobile communication by satellite services, besides basic telephone services, is an
indicator of the bright future of sector.
4. Software:-
Computer software is the thrust area in growth plan of India economy. The
focus is to develop the industry for export as well as for domestic needs. Thus
this industry is having bright future.
5. Electricity:-
The government of India has taken up mission 2012 with an object of providing
power for all. A comprehensive plan has been developed to address all the problems
15
-
8/14/2019 Arif Khan Icici Project
16/82
being confronted by sector. With these initiatives being taken for the growth of the sector,
we can be hopeful of better power generation.
6. Postal services:-
The department of posts is adapting itself to the hanging markets dimension in
spite of the financial impediments. Competition from courier and other services
companies is becoming more intense day by day. However, the department has no parallel
challenge in terms its huge network con connecting every part of India.
7. Tourism:-
Tourism is dynamic field and is subject to constant changes cause by the consumers as
well as social treads. One of the reasons identified for the slow growth of sector in India is
the lack of professionalism in the marketing tourism services. Hence strategy approach in
marketing of truism services is necessary to achieve good results.
8. Banking
Indian banks have a gigantic task of striking of appropriate balance between banking
operations of international standard and commitment and social welfare there is a need to
reset social .economy objective in the larger interest of the nation by taking into
consideration factors such as several competitions customers sophistication business
16
-
8/14/2019 Arif Khan Icici Project
17/82
diversification product innovation asset and liability mismatch increased business risk,
NPA menace, capital restructure, cyber/e, banking-commerce and universal banking.
9. Healthcare:-
The entry of the corporate sector has brought in dynamic shift in healthcare services.
Having an assured growth in demand due to the increasing population, rise in the
population levels, emergence of communicable diseases, epidemics and falling living
conditions, and the health care sector has prospects of high level growth.
10. Education:-
The liberal financing by banks and other financial instructions, further facilities the
growth of this sector. In spite of several impediments such as school drops outs,
infrastructure constraints quality variations lack of proper vision, financial problems for
public institution and universities, the sector is set to reach new heights each year.
17
-
8/14/2019 Arif Khan Icici Project
18/82
6.4. INSURANCE
In this age of uncertainties nothing can be called as safe, a small accident can end our life
business home vehicle therefore it is necessary to insure the things including our life so that
if incident occurs the loss can be reimbursed .insurance is a promised given by one to
another where by the promissory undertakes to pay a sum of money to the promise on the
happening of the event insured against.
Types of insurance:
Term life insurance.
Car insurance.
Health insurance.
Long term care insurance.
Burial insurance.
Business insurance.
Home owners insurance.
18
-
8/14/2019 Arif Khan Icici Project
19/82
Group health insurance.
Disability insurance.
Whole life insurance.
Home improvement insurance.
Others: motorcycle, boat, flood insurance etc.
6.5 LIFE INSURANCE:
Life insurance is promise to perform in future when the obligation is met i.e. the insured
event takes place ,the money ,whose presence can be felt replaces the promise his helps the
insured person or in case of his death his dependences will get the assured amount of
money with which they can obtain the necessities of life.
Marketing approach to life insurance
Life insurance is a personalize service oriented industry, therefore providing the service
that should match the needs and wants of the customer should be a basic objective of life
insurance company. The marketing approach in relation to life insurance involves
following four steps.
1. Research to determine customers insecurity.
2. Designing new policies or innovate old ones.
19
-
8/14/2019 Arif Khan Icici Project
20/82
3. Market services to the customer for whom they where researched and designed at
profit.
4. In doing so satisfy the customers needs.
MARKETING APPROCH TO LIFE INSURANCE
20
-
8/14/2019 Arif Khan Icici Project
21/82
6.6 AGENT
21
Identify the customers
future needs
Forecasting and research
on future market needs
for insurance
Develop appropriate
insurance plans
Determine the
premium for each plan
developed
Personal selling
through agents;Advertising
Opening of
branches,
appointing agents
and development
officers
Policy servicing
-
8/14/2019 Arif Khan Icici Project
22/82
An agent is an intermediary who acts on behalf of the service principle and is
authorized to make agreement between the customer and the service provider or
principal. Agent does not take title to services but instead deliver the right to
them. They have legal authority to market the services as well as to perform
other marketing functions on behalf of the producers.
TYES OF AGENT:
There are two types of agents:-
1. Selling Agents: - They have contractual authority to sell a services
principals output. E.g. Insurance, financial services.
2. Purchasing Agents: - These agents have a long relation with buyers
evaluating and making purchases for them they are knowledgeable and
provide helpful market information to clients as well as obtaining the best
services and prices available. E.g. agents hired by company to find art,
rare jewelers, antiques etc.
22
-
8/14/2019 Arif Khan Icici Project
23/82
C OMPANY PROFILE
7.1 ABOUT ICICI
ICICI bank is Indias second largest bank with an asset base of Rs. 2513.89
billion23
-
8/14/2019 Arif Khan Icici Project
24/82
As on march 31, 2006.ICICI bank provides a broad spectrum of financial
services to indices and companies. This includes mortgages, car and personal
loans, credit and debit cards, corporate and agricultural finance the bank
services a growing customer base for more than 17 million customers through
multi-channel network which includes over 620 branches and extension
counters, 2200 ATMs, call centers and the retail customers through a Varity of
delivery channels through its specialized subsidiaries and affiliates in areas of
investment banking, life and non-life Insurance, venture capital, asset
management and information Technology, ICICI banks equity shares are listed
on stock exchange of Chennai, Delhi, Kolkata and Vadodara , The Stock
Exchange and The National Stock Exchange of India Ltd. and American
Depositary Receipts (ADRs) are listed on The New York Stock Exchange
(NYSE).
7.2 ABOUT PRUDENTIAL PLC
Prudential PLC was established in London in 1948, Prudential PLC, through
its businesses in the UK and Europe, the US and Asia, provides retail financial
services to more than 16 million customers, policyholders and unit holders
24
-
8/14/2019 Arif Khan Icici Project
25/82
worldwide. As of Dec. 31, 2005, the company has over US $ 400 billion in fund
management. Prudential has brought to market an integrated range of finance
services products that now includes life assurance, pensions, mutual funds,
banking, investment management and general insurance. In Asia, Prudential is
leading European life Insurance Company with a vast network of 23 life and
mutual fund operations in twelve countries
1. China.
2. Hong Kong
3. India.
4. Japan.
5. Korea
6. Malaysia.
7. Philippines.
8. Singapore.
9. Taiwan.
10.Indonesia.
11.U.K.
25
-
8/14/2019 Arif Khan Icici Project
26/82
26
-
8/14/2019 Arif Khan Icici Project
27/82
7.3 JOINT VENTURE ICICI PRUDENTIAL
ICICI Prudential Life Insurance Company is a joint venture between ICICI Bank, a premier
financial powerhouse, and Prudential PLC, a leading international financial services group
headquartered in the U.K. ICICI prudential was amongst the first private sector insurance
companies to begin operations in Dec. 2000 after receiving approval from Insurance
Regulatory Development Authority (IRDA).
ICICI Prudentials capital base stands at Rs. 1335 Crores with ICICI Bank and Prudential
PLC holding 74% and 26% stake respectively. For the year ended March 31, 2006, the
company garnered Rs. 2,412crore of weighted new boniness premiums and wrote 837,963
policies. The sum assured in force at over Rs. 56,000 crore.
ICICI Prudential is also the only private Life Insurer in India to receive a national Insurer
Financial Strength rating of AAA (Ind.) from Fitch rating. The AAA rating ids the highest
rating, and is a clear assurance of ICICI Prudentials ability to meet its obligations to
customers at the time of maturity or claims.
For the past five year, ICICI Prudential has retained its position as the No. 1 private Life
Insurer in India, with a wide range of flexible products that meet the needs of the Indian
customer at every step in life. ICICI Prudential has one of the largest distribution networks
amongst private Life Insurers in India with network of over 83,000 advisors, and having
27
-
8/14/2019 Arif Khan Icici Project
28/82
commenced operations in 207 cities and towns in India, stretching from Bhuj in west to
Guwahati in The east, Jammu in the North to Trivanprum in the south.
ICICI Prudential was registered on Nov. 24, 2000. with registration No. 105.
Board Of Directors
The ICICI Prudential Life Insurance Company Limited Board comprises reputed people
from financial industry both from India and abroad.
Mr. K.V. Kamath, Chairman
Mr. Mark Norbom
Mrs. Lalita D. Gupte
Mrs. Kalana Morparia
Mrs. Chanda Kochhar
Mr. H T Hong
Mr. M.P. Modi
Mr. R Narayanan
Mr. Keki Dadiseth
Ms.Shikha Sharma, M.D.
Mr.N.S. Kannan, Executive Director
28
-
8/14/2019 Arif Khan Icici Project
29/82
Management Team
Ms.Shikha Sharma, M.D. & CEO
Mr.N.S. Kannan, Executive Director
Mr. N.S. Kannan, Executive Director
Mr. V Rajagopalan, Chief- Actuary
Mr. Sandeep Batra, Chief Financial Officer & company Secretary
Ms. Anita Pai, Chief - Customer Service and Technology
Mr.Puneet Nanda, Chief - Investments
29
-
8/14/2019 Arif Khan Icici Project
30/82
7.4 PRODUCT LINE
ICICI Prudential is currently having a wide range of products which could meet the
existing demand of the customer this products are the various plans which are flexible in
nature which can be enhanced with up to 6 riders to provide a customized to each policy
holder.
SAVING & WEALTH CREATION SOLUTIONS
Cash plus is a transparent, feature-packed savingplan that offers 3 levels of
protection as well as liquidity options.
SavenProtect is a traditional endowment savings plan that offers life insurance
along with adequate returns.
Cash Bakis an anticipated endowment policy ideal for meeting milestone expenses
like a childs marriage, expenses for childs higher education or purchase of an asset.
It is available for terms of 15 and 20 years.
Lifetime Super & lifetime plus are unit linked plans that offers customers the
flexibility control to customize the policy to meet the changing needs at different life
stages. Each offer 4 fund functions: Preserver, Protector, Balancer and Maxi miser.
Life link Super is a single premium unit linked insurance plan which combines life
insurance cover with opportunity to stay invested in the stock market.
30
-
8/14/2019 Arif Khan Icici Project
31/82
Premier Life Gold is a limited premium paying plan specially structured for long-
term wealth creation.
Invest Shield Life new is a unit linked plan that provides premium guarantee on the
investment premiums and ensures that the customer receives only the benefits of
fund appreciation without any of the risk of depreciation.
Invest Shield Casbakis a unit linked plan that provides premium guarantee on the
investment premiums along with flexible liquidity operations.
PROTECTION SOLUCTIONS
Lifeguard is a protection plan, which offers life insurance covers at very low cost.
Itis available in 3 options: Level term assurance, Level term assurance with return of
premium an single premium.
Home Assure is a mortgage reducing term assurance plan designed specially to help
customers cover home loans in a single and cost effective manner.
31
-
8/14/2019 Arif Khan Icici Project
32/82
CHILD PLANS
Educational insurance under the Smart Kidbrand provides guaranteed educational
benefits to a child along with life insurance cover for parent who purchases the
policy. The designed to provide money at important millstones in the childs life.
Smart Kid plans are also available in Unit-linked form, both single premium and
regular premium.
RETIRMANT SOLUCTION
Forever life is a traditional retirement product that offers guaranteed returns for the
first 4 years and then declares bonuses annually.
Life Super Pension is a single premium unit linked pension plan.
HEALTH SOLUCTION
Health Assure and Health Assure Plan : Health assure is regular premium plan
which provide long term cover against 6 critical illnesses by providing policyholder
with financial assistance, Irrespective of the actual medical expenses. Health Assure
Plus offers the added advantages of equivalent Life Insurance Cover.
Cancer Care: is a regular premium plan that pays cash benefits on diagnosis as well
as at different stages in the treatment of various cancer conditions.
GROUP INSURANCE SOLUCTIONS
32
-
8/14/2019 Arif Khan Icici Project
33/82
ICICI Prudential also offers Group Insurance Solution for the companies seeking to
enhance benefits to their employees.
Group Gratuity Plan: ICICI Prus group gratuity plan helps employers fund their
statutory gratuity obligation in scientific manner. The plan can also be customized to
structure schemes that can provide benefits beyond the statutory obligations.
Group Superannuation Plan : ICICI Pru offers both defined contribution (DC)
defined benefits (DB) Superannuation schemes to optimize returns for the members
of the trust and rationalize the cost .members have the potion of choosing from
various annuity options or opting for a partial commutation of the annuity at the
time of retirement.
Group Immediate Annuities: in addition to the annuities offered to existing
superannuation customers, we offer immediate annuities to superannuation funds not
managed by us.
Group Term plan: ICICI prus flexible group term solution helps provide
affordable cover members of a group .the cover could be uniform or based on
designation/rank or a multiple of salary. The benefit under policy is paid to the
beneficiary nominated by the member on his/her death.
FLEXIBLE RIDER OPTIONS
33
-
8/14/2019 Arif Khan Icici Project
34/82
ICICI pru life offers flexible riders, which can be added to the basic policy at a marginal
cost, depending on the specific needs of the customer.
Accident of disability benefit; if death occurs as the result of an accident during the
term of the policy, the beneficiary receives an additional amount equal to the rider
sum assured under the policy .if the death occurs while traveling in an authorized
mass transport vehicle. The beneficiary will be entitled to twice the sum assured as
additional benefit.
Critical illness benefit: protects the insured against financial loss in the event of
9specified critical illnesses, benefits are payable to the insured for medical expenses
prior to death.
Income Benefit: This rider pays the 10 % of the sum assured to the nominee every
year, till maturity. In the event of the death the life assured. It is available on smart
kid and cash plus
Waiver of premium: in case of total and permanent disability due to an accident, the
future premiums continue to be paid by the company till the time of maturity. This
rider is available with life time super, life time super pension and cash plus.
34
-
8/14/2019 Arif Khan Icici Project
35/82
Market Shares of Insurance Companies in India
VISION:
To make ICICI pru the dominant life and pension layer built on trust by world class
people and service.
This we hope to achieve by;
1. Understanding the needs of the customer and offering them superior products and
services.
2. Leveraging technology to service the customer quickly, efficiently and conveniently.
3. Developing and implementing superior risk management and investment strategies to
offer sustainable and stable returns to policyholders.
35
-
8/14/2019 Arif Khan Icici Project
36/82
4. Providing and enabling environment to faster growth and learning for our employees.
5. Building transparency in all our dealings.
VALUES
The success of the company is to be achieved in its unflinching commitment to 5 core
values.
1. Integrity.
2. Customer first.
3. Boundary less.
4. Ownership.
5. Passion.
6. Each of the above values described what the company stands for, the qualities of our
people and the way we work.
We aim at unlimited growth coupled with higher quality of customer satisfaction by
providing the quality products and services.
ACHIVEMENTS:
36
-
8/14/2019 Arif Khan Icici Project
37/82
1. The New Delhi branch office stood 8th, in terms of its business achievements,
amongst 103 branches of ICICI prudential.
2. Record Created 05 06;
Total income till date: 5000cr.
Total Business; 2410cr.
New Business; 1584cr.
Commission paid; 284cr.
Plans issued; 6lac.
Total plans issued: 1.4million.
Only in march; 97000.
No of service transaction: 14lac.
Communication sends out: 65lac.
Average plan of second sale compared to first sale; Higher by 50 %
ORGANIZATIONAL STRUCTURE OF A BRANCH OFFICE:
37
-
8/14/2019 Arif Khan Icici Project
38/82
38
Territory Manager
Assistant Sales
Manager
SeniorAgencyManager
Channel Development
Manager
Agency Manager
Unit Manager
Assistant Unit
Manager
-
8/14/2019 Arif Khan Icici Project
39/82
INDUSTRY PROFILE
8.1 INSURANCE
39
-
8/14/2019 Arif Khan Icici Project
40/82
In todays era everything is too uncertain. A small accident can put to end of our vehicles,
business, home or perhaps a life too. So apart from saving money and investing into
different ways insurance should from a major part of our financial planning. Insurance is
nothing but, a promise to perform in future. It is a guarantee giving by one to another where
by the former undertakes to pay a sum of money to the latter on the happening of the event
insured against.
8.2 LIFE INSURANCE
Life insurance can be termed as a device or a plan of compensating a financial loss over a
large number of people, which is too heavy to conveniently born by an individual. It seeks
to reduce the financial uncertainties which can arise from an old age or death of person.
8.2.1 EVOLUATION OF LIFE INSURANCE
Basically the insurance was started by the Greeks and Romans, were in case of a death of a
member the cost of burial was contributed by the other members of the community. This
was an early concept of Insurance.
In seventeenth century, Tontine Annuity system came into existence where as associations
of individuals were formed without any consideration of age. A fund was created in which
each member contributed equal sum of money this fund was invested and at the end of each
year the obtained interest was equally divided among the survived. The person who
survived to the last received the interest as well as the principle amount.
40
-
8/14/2019 Arif Khan Icici Project
41/82
The first insurance company was formed in 1759 in Philidelphi, North America. Since then
over the past three centuries numbers of insurance companies are formed. And today
insurance is the fastest growing industry in the service sector because people have accepted
insurance as a protection coupled with investment.
8.2.2 INSURANCE IN INDIA
In India the insurance business started in the beginning of the 19th century.
Marine insurance was the earliest form of insurance that was transacted in India.
Marine insurance was followed fire insurance. Many foreign companies
established their branches in India, looking at the business prospects. In 1907,
the India mercantile insurance company was established as the first company of
India origin. The nationalization of insurance business was a major milestone in
the development of insurance in India. Life insurance business was nationalized
in 1956 by taking over 245 private insurance businesses. The General Insurance
Corporation (GIC) was established in 1972 by taking over the business of 107
insurers.
8.2.3 INDUSTRY LIFE CYCLE STAGE41
-
8/14/2019 Arif Khan Icici Project
42/82
Presently the life insurance industry is in the growth stage of its life cycle because of rise in
income of people better standards of living coupled with rise in uncertainties. Life is at risk
therefore people are likely to go for life insurance.
8.3 OTHER COMPETITOR IN LIFE INSURANCE:
1. Bajaj Allianz life insurance company Ltd.
2. Birla sunlife insurance Co. Ltd
3. HDFC standard life insurance Co, Ltd.
4. ING Vysya life insurance Co. pvt. Ltd
5. life insurance corporation of India
6. MAX New York life insurance co Ltd
7. MET life India insurance co pvt Ltd
8. OM Kotak Mahindra Life insurance Ltd.
9. SBI life insurance co Ltd,
10.TATA AIG life insurance co. Ltd
11.AMP sunmar life insurance Ltd
12.AVIVA life insurance co .India Pvt .Ltd
13.Sahara India life insurance co. Ltd
8.4 Market Share of the Competitors:
42
-
8/14/2019 Arif Khan Icici Project
43/82
On the basis of first year premium of life insurance for year ended March 2008.
(PROVISIONAL)
IRDA
43
Sr.
No.
Insurer Market share based on
Premium Policy
1 TATA AIG 1.18 0.87
2OTAK MAHINDROM KOTAK MAHINDRA 1.48 0.24
3 BIRLA SUNLINE 2.45 0.76
4 MAX NEW YORK 0.89 0.83
5 ING VYSTA 1.11 0.42
6 HDFC STANDERD 1.92 0.79
7 MET LIFE 0.22 0.18
8 BAJAJ ALLIANZ 3.39 1.10
9 ICICI PRUDENTIAL 6.25 2.34
10 SBI 1.91 0.49
11 AVIVA 0.79 0.32
12 AMP SANMAR 0.36 0.13
13 AHARA LIFE 0.01 0.04
14 LIC 78.07 91.50
GRAND TOTAL 100.0 100.0
-
8/14/2019 Arif Khan Icici Project
44/82
IRDA refers to Insurance Regulatory Development Authority. It is formed to
regulate and develop the insurance sector. It keeps check on the activities of the
various Life Insurance companies. All these companies are bound to follow the
rules and regulation laid down by IRDA.
9.1 MISSION:
To protect the interests of the policy holders, to regulate to promote and ensure
orderly growth of the insurance industry and for matters connected there with or
incidental there to.
44
-
8/14/2019 Arif Khan Icici Project
45/82
9.2 DUTIES, POWERS & FUNCTIONS OF IRDA
Section 14 of IRDA act, 1999 lays down the duties, powers and functions of
IRDA.
1) Subject to the provisions to this act and any other law for the time being
in force, the authority shall have the duty to regulate,
Promote and ensure orderly growth of the insurance business and re- insurance
business.
2) Without prejudice to the generality of the provisions contained in the sub-
section (i) The power and function of the authority shall include =
a. Issue to the applicant a certificate of registration, renew, modify,
withdraw, suspend or cancel such registration.
b. Protection of the interests of the policy holders in matters concerning
assigning of policy, nomination by policy holders, insurable
interests, settlement of insurance claim, surrender value of policy
and other terms and conditions of contracts of insurance;
45
-
8/14/2019 Arif Khan Icici Project
46/82
c. Specifying requisite qualifications ,code of conduct and practical
training for intermediary of insurance intermediaries and agents;
d. Specifying the code of conduct for surveyors and loss assessors;
e. Promoting efficiency the conduct of insurance business;
f. Promoting and regulating professional organization connected with
the insurance and re-insurance business;
g. Levying fees and other charges for carrying out the purpose of this
act;
h. Calling for information form, undertaking inspection of, conducting
enquiries and investigations including audit of the insurer,
intermediaries, insurance intermediaries and other organizations
connected with the insurance business;
i. Control and regulations of the rates ,advantages, terms and
conditions the may be offered by insurer in respect of general
46
-
8/14/2019 Arif Khan Icici Project
47/82
insurance business not so control and regulated by the tariff advisory
committee under section 64U of the insurance act,1938 (4of1938);
j. Specifying the form and manner in which books of accounts shall be
maintained and statement of account shall be rendered by insurers
and other insurance intermediaries;
k. Regulating investment of funds by insurance companies;
l. Regulating maintenance of margin of solvency;
m.Adjudication of disputed between insures and intermediaries of
insurance intermediaries;
n. Supervising the functioning of the tariff advisory committee;
o. Specifying the percentage of the premium income of the insurer to
finance schemes for promoting and regulating professional
organizations referred to in clause(f);
p. Specifying the percentage of life insurance business and general
insurance business to be undertaken by the insurer in the rural or
social sector; and
47
-
8/14/2019 Arif Khan Icici Project
48/82
q. Exercising such other powers as may be prescribed.
9.3 QUALIFCTION TO BE AN AGENT
IRDA has laid down qualification to be an agent for any of the insurance
company. This is applicable to all insurance companies. To become an agent
(financial advisor) a person should possess following qualifications; If the. In
other places the applicant should satisfy the minimum educational qualification
of 10th std. or equivalent.
1. He has to complete his 100hrs of practical training in Life Insurance
business, that to from approved institute, where the applicant is seeking
the license for the first to work as an agent.
2. He has to pass the pre requisite test which is conducted by the insurance
institute of India or any other approved body.
3. He required knowledge of solicit and procure insurance business.
4. He should be capable of providing necessary services to the policy holder.
48
-
8/14/2019 Arif Khan Icici Project
49/82
5. Applicant is living in a resident where the population is 5.000 or above as
per the last census in that case. He must have qualified his 10+2 or
equivalent.
RESEARCMETHODOLOGY
49
-
8/14/2019 Arif Khan Icici Project
50/82
10.1 MARKETING RESEARCH
DEFINATION
According to Philip Kotler: Marketing research is systematic problem analysis
model building and fact finding for the purposes of decision making of goods
and service
According to Green and Tull:-Marketing research is systematic and objective
search for analysis of information relevant to the Identification and solution of
any problem in the field of marketing.
According to American Marketing Association: - Marketing research is
systematic gathering, recording and analysis of data about and service.
MEANING
50
-
8/14/2019 Arif Khan Icici Project
51/82
a. Marketing research is systematic activity carried out in pursuit of truth
b. It is a purposive investigation.
c. It is the application of scientific method to add the present pool
knowledge.
d. It is a way of finding new ways of looking at familiar things in order to
explore ways of changing it.
e. It is activity that extends correct or verifies knowledge.
10.2 OBJECTIVES OF THE PRODUCT
To approach the people for becoming a financial advisor.
1. To study about the potential customer in the market.
2. To hire the new financial advisor for the company so that the business of the
company should grow faster.
3. To study about the marketing strategy of company.
10.3 GEOGRAPHICAL SCOPE:
51
-
8/14/2019 Arif Khan Icici Project
52/82
I choose New Delhi city for my project work-
In New Delhi city following areas were covered;
10.4. TIME SCOPE: 45 DAYS
10.5 SCOPE OF THE PROJECT:
The scope of project was all about recruiting the financial advisors for the company on
commission basis. I was suppose to generate the leads then meet those people, telling them
the concept of financial advisor and convincing them to join the company and finally get
the undertaking forms filled and thus closing the leads.
10.6 RANDOM SAMPLING
In random sampling methods, the sample units are selected at random. Random
sampling follows a precisely specified system where there is no scope for biased selection
of sample units take place by sheer chance of being selected.
SAMPLE PLAN
This is called for three decisions:-
1. Sample unit:-who is to be surveyed?
The target population that is defined.
ICICI Prudential was surveyed in this project.
52
-
8/14/2019 Arif Khan Icici Project
53/82
1. Sample size: - the refers to the number of items that is to be selected from the
universe to constitute a sample-
3. Sample Procedure: - How the respondent be chosen.
CENSUS SURVEY: - Data is collected from each and every unit in the population; it is
termed as census survey.
To overall census population of questionnaire survey hence proper sampling design is
done so that particular sample represents that census.
UNIVERSE:- Universe sampling accounts for no. of sample size upon which project data
has been collected here to gather that data my sample size was 100 which is universe
sample size.
10.7 DATA COLLECTION INSTRUMENTS:
1. Questionnaires
2. Personal Interviews.
10.8 DESIGNING THE QUESTIONARE:
While designing the Questionnaires we need to keep certain things in mind.
53
-
8/14/2019 Arif Khan Icici Project
54/82
Simplicity: the Questionnaire should very simple to understand that is the language
used should be easy and understandable. So that the person who is about to fill it can
give appropriate answers to the concern questions.
Briefness: The Questionnaires should very brief that is possibly low number of
questions should be asked, so person will not fill bored.
Clearness: Questions should be cleared and be possibly open ended to save time of
the people filling them.
10.9 PERSONAL INTERVIEWS
Personal interview is mostly commonly used method of data collection. Two purposive
communications between interviewer (researcher) and the respondent (subject) aimed at
obtaining and recording information pertinent to the subject matter of study. The
interviewer resents oral, verbal and written stimuli and receives oral resonances.
Interview may be used as the main method of data collection, or may be used as a
supplement to observation experiments or other technique.
People are more willing to speak rather than write. It also provides an opportunity to note
the body language of the respondent this is called as Personal Interview.
54
-
8/14/2019 Arif Khan Icici Project
55/82
10.10 FIED WORK:
I visited various places like Cannought place, Nirala Bazar, Osmanpura, Jyoti Nagar, etc.
an meet the shop keepers, housewives, student etc. I gave them information about the
concept. I got the questionnaire forms filled the people. People who were interested in
becoming financial advisor were supposed to fill the form and pay Rs. 1,000/- as their
training fees. My job was getting these people motivating them and gets them to my unit
manager.
10.11 PROBLEMS IN DATA COLLECTION
1. People hesitated in giving personal information
2. People dont listen and pay attention to the things they are not interested in
3. People dont like to fill the questionnaire because of the mind set against the surveys.
55
-
8/14/2019 Arif Khan Icici Project
56/82
LIMITATIONS
56
-
8/14/2019 Arif Khan Icici Project
57/82
LIMITATIONS
1. Since the duration of the project training was less it was difficult to study
following aspects in depth.
a. To understand the policy of company
b. To understand the work properly.
c. To learn about the requirement/qualifications of the financial
advisor.
d. To generate the leads.
2. Peoples mindset about becoming a financial advisor for the company is
very narrow, usually they hesitate in giving their personal information &
expressing their views etc.
57
-
8/14/2019 Arif Khan Icici Project
58/82
3. People are not ready to undergo the practical training of 100Hrs.
DATA ANALYSIS
58
-
8/14/2019 Arif Khan Icici Project
59/82
ANALYSIS OF THE QUESTIONNAIRE:
TheQuestionnaire was designed to obtain personal information of the person as well as
their interest in becoming a financial advisor.
1. Do you have insurance policy of any of the company?
a) LIC [ ] b) ICICI [ ] c) HDFC [ ] e) others f) No policy [ ]
This question was asked to person I order to know whether he have some knowledge about
the insurance product. Following was outcome observed after asking this question 200
people.
59
-
8/14/2019 Arif Khan Icici Project
60/82
TABLE 5.1
COMPANY FREQUENCY PERCENTAGE
LIC 80 80 %
ICICI 30 30 %
BAJAJ 20 20 %
HDFC 15 15 %
OHERS 5 5 %
NO POLICY 10 10
TOTAL 100 100 %
Graphical Representation:
0
10
20
30
40
50
60
70
80
LIC ICICI BAJAJ HDFC OHER NO POLICY
80
30
20 155
10
Observation: It is being observed that 80 % of the sample populations are having their
insurance policy in LIC as compared to private life insurance companies.
60
-
8/14/2019 Arif Khan Icici Project
61/82
2.1) Are you an agent of any of the insurance company?
a) Yes [ ] b) No [ ]
This question asked to make whether the targeted person can become our prospect or not.
TABLE 5.2
RESPONCE FREQUENCY PERCENATAGE
Yes 20 20%
No 80 80%
TOTAL 100 100%
20%
80%
Yes
No
Observation: this shows very low sample population is aware of this business of an
insurance agent and a very few of them are prepared to be an insurance agent.
61
-
8/14/2019 Arif Khan Icici Project
62/82
ii) If Yes which of following company you are working for?
a)LIC [ ] b) ICICI [ ] c) BAJAJ [ ] d) HDFC [ ] e) OTHERS
The above question helped in getting the information about the brand awareness
of the different insurance companies present in the market and also peoples
mindset about the companies.
COMPANY FREQUENCY PERCENTAGE
LIC 12 60 %ICICI 4 20 %
BAJAJ 2 10 %
HDFC 2 10 %
OHERS 0 0%
TOTAL 20 100 %
60%20%
10%
10% 0%
LIC
ICICI
BAJAJ
HDFC
OTHERS
62
-
8/14/2019 Arif Khan Icici Project
63/82
-
8/14/2019 Arif Khan Icici Project
64/82
Observation: It is observed that nearby 40 % of the people I met had sales
related experience as most of them are self employed and having their own
shops. While 60 % of the population dont have any such experience.
4) Are you interested in being / getting more information about financial advisor?
a) Yes [ ] b) No [ ]
This question is posed to the customer to get information whether he id
interested in knowing about the concept of Financial Advisor and doing
business for the company or not.
RESPONCE FREQUENCY PER CENT
Yes 30 30 %
No 70 70 %
TOTAL 100 100 %
64
-
8/14/2019 Arif Khan Icici Project
65/82
30%
70%
Yes
No
Observation: It is being observed that 30% of the total sample population said
that they would like to know about the company and its Advisor.
5. If Yes how would you like to be contacted through?
a) Personal Visit [ ] b) Telephone [ ]
This question helps in determining the future step to be undertaken to make the customer
know about the concept and convincing him to join the company. The outcome for this
question was:-
RESPONCE FREQUENCY PER CENT
Personal Visit 27 90 %
Telephone 3 10 %
TOTAL 100 100 %
65
-
8/14/2019 Arif Khan Icici Project
66/82
90%
10%
Personal Visit
Telephone
Observation: It is noticed that 90% of people do believe in face to face
interaction because they feel it id effective and it helps them in resolving their
doubts on the spot.
OTHERS:-
1. Educational Qualification:
a) 10th Passed [ ] b) 10+12 [ ] d) Post Graduation [ ]
This question helps in knowing the level of knowledge and understanding of the person.
66
-
8/14/2019 Arif Khan Icici Project
67/82
TABLE 5.7
PARTICULAR FREQUENCY PER CENT
10th Passed 5 5 %
10+2 Passed 35 35 %
Graduation 50 50%
Post Graduation 10 10 %
TOTAL 100 100 %
5%
35%
50%
10%
10thPassed
10+2 Passed
Graduation
Post Graduate
Observation: It was observed that hardly 5% of the selected population even
self-employed was 10th Passed, while others are well educated.
Current Occupation:
a) self employed [ ] b) Salaried [ ] c) Student [ ] d ) House wife [ ]
67
-
8/14/2019 Arif Khan Icici Project
68/82
The objective behind this question is to determine the interest of the person in
doing the business for the company and if is joins company how much time he
will be able to give for the business. The come was:-
PARTICULAR FREQUENCY PER CENT
Self employed 50 50 %
Salaried 5 5 %
Student 20 20 %
House wife 25 25 %
TOTAL 100 100 %
50%
5%
20%
25%
Self emloye
Salaried
Student
House Wife
Observation:Nearly 50 % people are self-employed as the areas covered mostly
market place. While only 5 % people I met are the salaried person, 20 % are
student and 25 % are House Wives.
68
-
8/14/2019 Arif Khan Icici Project
69/82
3. Rejections:
Even after people are willing to join the company and do certain rejections come due to
different reasons but the main reason was time constraint as people are too busy that they
can not afford time for 100 hrs training and to certain extend money is a problem especially
for the students who wanted to join the company as a financial advisor.
a) Rejection due to time constraint
89 % rejections were there due to time constraint. People who are self employed are
busy enough with their work. So they do not have sufficient time to spare for training
process. Even the housewives and the jobbers are busy with their work so they find it
difficult to manage to undergo the training.
b) Rejection due to money constraint:
To register for being a Financial advisor applicants need to pay a sum of Rs.1000/-
some people find it difficult to pay at single time. Also people have a mindset that if
they fail in getting the customers these entire sums have to paid will be waste. Nearly
11 % of the rejections are due to money constraint.
69
-
8/14/2019 Arif Khan Icici Project
70/82
Table 5.9:
PARTICULAR FREQUENCY PERCENTAGERejection due to time
constraint
24 88.88%
Rejection due to money
constraint
3 11.11%
Total 27 100%
89%
11%
Rejection due to time
Rejection due to money
Observation: It is observed that 89 % of people face time as a constraint in joining the
company and undergoing the practical training. While only 11% of the people find money
as a constraint in joining the company and training.
70
-
8/14/2019 Arif Khan Icici Project
71/82
FINDINGS
&
SUGGESTIONS
FINDINGS & SUGGESTIONS
71
-
8/14/2019 Arif Khan Icici Project
72/82
1. To register for being Financial advisor applicants need to pay a sum of
Rs.1000/- some people find it difficult to pay at single time. Especially,
the student who are non-residents in New Delhi. Therefore ICICI
Prudential can have installment facility for such people so that they can
pay in lots.
2. After registration the candidates are provided with training of 100Hrs.
they can opt for either classroom training or Internet training as per their
convenience. The company sponsors the classrooms training. Whereas.
Foe Internet Training candidate need to pay themselves. Here the
company can sponsor these students also to create a favorable image in
the minds of candidate undergoing the Internet training.
3. The company can grab more and more customers. If it has image of first
choice employer in the mind of Financial Advisor. It can create such
image by providing additional facilities and assistance to Financial
Advisor.
4. The company can go for outsourcing its business, to take proper care of
its exiting customer and obtain new prospect to expand its business.
72
-
8/14/2019 Arif Khan Icici Project
73/82
73
-
8/14/2019 Arif Khan Icici Project
74/82
CONCLUSION
CONCLUSION
At ICICI prudential Life Insurance Company Ltd. New Delhi. I observed very
systematic and professional approach toward marketing. People are engaged in
74
-
8/14/2019 Arif Khan Icici Project
75/82
compulsory task, relates themselves to reach other systematic establishment &
accomplishment of the Marketing Process. After studying various theoretical
approach of company. I have come to a conclusion that ICICI Prudential is a
profit making company and gradually the demand of the product is also
increasing.
The main areas of company are:-
1. Well defined objective.
2. Well organized and co-ordinate group of people.
3. Clear & well defined policies & responsibility.
4. An effective system of the company.
75
-
8/14/2019 Arif Khan Icici Project
76/82
BIBLIOGRAPHY
BIBLIOGRAPHY
Books:
1. Service Marketing- Valeri A. Zeithaml & Mary Bitner 2nd edition
TATA McGraw Hill
76
-
8/14/2019 Arif Khan Icici Project
77/82
2. Service Marketing- P.K. Sinha & S.C. Sahoo- 1st edition- Himalaya
Publication House.
3. Service Marketing-K. Rama Mohan Rao- 1st edition-Indian Print-
Peatson Education
4. Channel Management & retail Marketing- Meenal Dhotre - 1st edition-
Himalaya Publication House.
References:-
Companies printed Material.
Websites:
1. www.irdaindia.org
2. www.iciciprulife.com
QUESTIONNARIES
Dear sir/mam
77
http://www.irdaindia.org/http://www.iciciprulife.com/http://www.irdaindia.org/http://www.iciciprulife.com/ -
8/14/2019 Arif Khan Icici Project
78/82
I m a student ofSRM-IST, For Higher Education, Modinagar an presently Im doing a market survey consumer behavior about life insurance. I request you to kindlyfill the questionnaire below and I assure you that the data generated shall be keptconfidential.
1) What is your age?
a) 18 to 25
b) 25 to 35
c) 35 to 45
d) Above 45
2) Do you have any insurance policy?
a. Yes
b. No
3) You have insurance of which company?
----------------------------------------------------------------------------------------4) Do you pay tax?
a. Yes
b. No
5) You want to do your investment for tax saving in:
a. Insurance78
-
8/14/2019 Arif Khan Icici Project
79/82
b. NSE
c. Bonds
d. PPF
e. PF
f. EPF
6) Where you want to invest for securing your future?
a. Fixed assets
b. Bank deposits
c. Government securities
d. Shares
e. Insurance
f. Jewellary
7) You want from your investment:
a. Saving and returns
b. Security
c. Tax saving
8) Insurance gives you benefits of:
a. Cover future uncertainty
b. Tax deduction
c. Future investment
9) What attract you for an insurance policy?
a. Money back guarantee
b. Larger risk cover
79
-
8/14/2019 Arif Khan Icici Project
80/82
c. Easy access to agent
d. Lower premium
e. Company Reputation
10) What type of insurance you want:
a. Life insurance
b. General insurance
c. Both
11) You think insurance as a:
a. A saving tool
b. A tax saving device
c. A tool to protect your family
12) How you get your insurance plan?
a. You approached company/advisor
b. Company/advisor approached you
13) You are satisfy with your policy:
a. Fully satisfied
b. Satisfied
c. Neither satisfied nor dissatisfied
d. Dissatisfied
14) Your satisfaction with service agent:
80
-
8/14/2019 Arif Khan Icici Project
81/82
a. Fully satisfied
b. Satisfied
c. Neither satisfied nor dissatisfied
d. Dissatisfied
15) What do u look for an insurance company?
a. A trusted name
b. Friendly service responsiveness
c. Good plans
d. Accessibility
16) Are you planning for investment?
a. Yes
b. No
17) Do you want to go away from city if a company is
providing you good services and products?
a. Yes
b. No
c. Uncertain
Personal detail
Name: -------------------------- ---------- Age: ------------------------Occupation: ---------------------------------------------City: Contact No. : ---------------------Address: --------------------------------------------------------------------------
RegardRahul Pratap Singh
81
-
8/14/2019 Arif Khan Icici Project
82/82
Mo. +919760262570