Reliance Life Insuarance

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MAJOR PROJECT ON MARKETTINGMAJOR PROJECT ON MARKETTING

This dissertation report is submitted in the partial fulfillment of requirementof the award for the degree of:

SUBMITTED BY:

UNDER THE GUIDANCE OF:UNDER THE GUIDANCE OF:


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Central Idea Of The ProjectCentral Idea Of The Project

This research project, entitled analysis of potential market for insurancebusiness to increase ISOs productivity has been undertaken in order tofind out the problems ISOs are facing in marketing of Reliance life productsand increasing its sales by attracting more number customers, get knowledge

to the awareness level of reliance life and customers expectations.

The Title Of The Project itself highlights the objectives of the project or theutility of the project.

It is very essential for any undertaking to know its market position and aboutits target audience. The target audience being all the service holder or

businessman. After all it is told in insurance business that each and everyonesurroundings may be the prospect for our business. An overview regardingthe business it can be perceived that before going to the market it is

necessary to reform all the procedure inside the organization to penetrate themarket with full blow.

In this project a survey is undertaken in order to find out where the companystands at present and how to overcome the difficulties faced by its ISOs inorder to reach where it wants in future.

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ContentsContents

Index Page No

Preface 4

Acknowledgement 5

Introduction 6 - 12

Objectives 13

Research Methodology 14 - 15

Findings 16 - 32

Analysis 33 - 37

Limitation 38

Recommendation 39 - 40

Appendices 41 - 48

Bibliography 49

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Preface

This project is in a sense, an outgrowth of our learning and understanding ofMarketing Management. In the current economic conditions, which is consumer drivenone has to be very artistic in selecting his/her product. He/she has to intelligentlyunderstand that, that the complexities of market are certainly difficult. The project isaimed to analyze the future prospect of reliance life in extended Kolkata part and itsopportunities for future growth. The Brand on whose behalf the analysis has been made,is popular enough to the entire consumer for its product Varity and reputation even thosewho are not directly related with the same which provides them an easy ground to answerthe various questions put forth during the questionnaire method.

This project is a development of analyzing the problem to the business provider tothe company and the way for future increase in productivity , its growth and marketrelated opportunities and avenues.

Furthermore the observation of the survey and research done of the brand and thesuggestions provided to solve the problems faced by it, explains the projects promise.

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AcknowledgementAcknowledgement

It is a privilege to present my project entitled analysis of potential market for insurancebusiness to increase ISOs productivity. In this project an effort is made to analyze theproblems of Reliance life ISOs and future plans to increase productivity.with respect toits customers and competitors. In this new venture of mine, my acknowledgement goes tothe following persons though not necessarily on the order I am stating.

Mr.Bhaskar Ghosh [RM]and Mr.Abhra Chakraborty [STM] under whose supportiveguidance I got the solutions of my conceptual problem and very important concept aboutthe market conditions and present scenario and leading way to complete my survey andproject work.

Mr.Biswajit Porel ,Mr.jayanta sinha and Mr.Debojyoti Ghatak who helped me byproviding the various publications and documents as well as answering to the queries putforth by me.

I am also grateful to the company website which helped me by providing the CompanyProfile and knowledge about the product.

I would like to take this opportunity to thank my College (INMANTEC BUSINESSSCHOOL, Ghaziabad),Prof.R.KSinghalAsst.Dean), Prof.Deepak Singh(Program Co-ordinator), Prof.Simmi Khurana(Faculty and internal project guide), and Mr.AnuragMalik,Miss.Nazea Parveen and Mr. Manish Paliwal of placement divition.

Other than the above mentioned, I also gratefully acknowledge the continuous guidanceand support of my teachers, friends as well as experts who helped me in this project.

Ghaziabad Mr. Palak Kundu

23 April 2007

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IntroductionIntroduction

Company Profile:Company Profile:

About Reliance Life Insurance

Few men in history have made as dramatic a contribution to their countrys economicfortunes as did the founder of Reliance, Shri. Dhirubhai H Ambani. Fewer still have leftbehind a legacy that is more enduring and timeless.

As with all great pioneers, there is more than one unique way of describing the truegenius of Dhirubhai: The corporate visionary, the unmatched strategist, the proud patriot,the leader of men, the architect of Indias capital markets, the champion of shareholderinterest.

But the role Dhirubhai cherished most was perhaps that of Indias greatest wealth creator.In one lifetime, he built, starting from the proverbial scratch, Indias largest private sectorenterprise.

When Dhirubhai embarked on his first business venture, he had a seed capital of barelyUS$ 300 (around Rs 14,000). Over the next three and a half decades, he converted thisfledgling enterprise into a Rs 60,000 crore colossusan achievement which earnedReliance a place on the global Fortune 500 list, the first ever Indian private company todo so.

Dhirubhai is widely regarded as the father of Indias capital markets. In 1977, when

Reliance Textile Industries Limited first went public, the Indian stock market was a placepatronised by a small club of elite investors which dabbled in a handful of stocks.

Undaunted, Dhirubhai managed to convince a large number of first-time retail investorsto participate in the unfolding Reliance story and put their hard-earned money in theReliance Textile IPO, promising them, in exchange for their trust, substantial return ontheir investments. It was to be the start of one of great stories of mutual respect andreciprocal gain in the Indian markets.

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Under Dhirubhais extraordinary vision and leadership, Reliance scripted one of thegreatest growth stories in corporate history anywhere in the world, and went on tobecome Indias largest private sector enterprise.

Through out this amazing journey, Dhirubhai always kept the interests of the ordinary

shareholder uppermost in mind, in the process making millionaires out of many of theinitial investors in the Reliance stock, and creating one of the worlds largest shareholderfamilies.

Solutions for Individuals

Taking time out from your daily schedule to plan your future is a necessary task. Youcould do with some help, but who can help you?

Reliance Life Insurance is here with Solutions for Individuals, a series of plans that willhelp you make wise investments, protect your family, secure your childs future and even

chalk out a plan for your retirement.

So what are you waiting for? Invest in one of Reliance Solutions for Individuals and pavethe way for a worry-free life!

Plans

Protection PlansProtect your family even when youre not around by investing in RelianceProtection Plans. Choose a limited period plan or a lifetime protection plandepending on your needs..

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http://www.reliancelife.com/rlic/Products/SolutionsforIndividuals/ProtectionPlans/protection_plan.aspxhttp://www.reliancelife.com/rlic/Products/SolutionsforIndividuals/ProtectionPlans/protection_plan.aspx


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Savings & Investment PlansReliance Savings & Investment Plans help you to set aside some money to achievespecific goals in life, which means that you can enjoy life and provide for yourfamilys daily needs...

Retirement PlansInvest today in Reliance Retirement Plans and save money to enjoy life even afterretirement. You will never have to depend on another person or make anycompromises to maintain your current lifestyle...

Child PlansSave systematically and secure your childs future needs by investing in RelianceChild Plans. You can always be there for your child when he or she needs you...Protection Plans

In todays uncertain world, there could be calamity at every step of the life. It is upto you to ensure that your family stays protected always.

Reliance Protection Plans helps you do exactly the same. You have a wide range ofoptions to choose a plan from. Right from limited period plans to lifetime protectionplans, you can opt for the one that suits your lifestyle.

While we understand that nothing can compensate for the loss of a life, we intend toprovide you the peace of mind. Investing in Reliance Protection Plans would meanyour familys future is in safe hands.

Protection Plans

Reliance Term PlanInvest in the Reliance Term Plan, a pure life insurance plan that offers youcomprehensive and affordable coverage for a limited period of time to suit yourneeds

Reliance Simple Term Plan

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http://www.reliancelife.com/rlic/Products/SolutionsforIndividuals/SavingsnInvestmentPlan/savings_n_investment_plan.aspxhttp://www.reliancelife.com/rlic/Products/SolutionsforIndividuals/RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/rlic/Products/SolutionsforIndividuals/ChildPlans/child_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/TermPlan/RTP_reliance_term_plan.aspx?from=Protection%20Plans&path=ProtectionPlans/protection_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/SimpleTermPlan/RSimpleTP_reliance_simple_term_plan.aspx?from=Protection%20Plans&path=ProtectionPlans/protection_plan.aspxhttp://www.reliancelife.com/rlic/Products/SolutionsforIndividuals/SavingsnInvestmentPlan/savings_n_investment_plan.aspxhttp://www.reliancelife.com/rlic/Products/SolutionsforIndividuals/RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/rlic/Products/SolutionsforIndividuals/ChildPlans/child_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/TermPlan/RTP_reliance_term_plan.aspx?from=Protection%20Plans&path=ProtectionPlans/protection_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/SimpleTermPlan/RSimpleTP_reliance_simple_term_plan.aspx?from=Protection%20Plans&path=ProtectionPlans/protection_plan.aspx


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Make a smart investment move by investing in the cost-effective Reliance SimpleTerm Plan, which offers you comprehensive coverage for a specified period of timeto suit your needs...

Reliance Special Term Plan

Imagine a life insurance policy, which on maturity returns to you all the premiumsyou had paid for your basic policy. The Reliance Special Term Plan offers that andmuch more...

Reliance Credit Guardian PlanThe Reliance Credit Guardian Plan secures your family from any loan liabilitiesyou have incurred in case of your untimely demise. On survival at maturity, youwill be returned all the premiums paid for the basic policy...

Savings & Investment Plans

In life, you have always given your family whatever they have wanted. Yet, thereare some promises you have to fulfil, such as taking your family for a vacation, orbuying that dream house.

Set aside some money to achieve these specific goals with the help of RelianceSavings & Investment Plans. The plan allows you to experience the joys of life andprovide for your familys needs.

Enjoy life without worrying about the promises you have madewe are here to

fulfil them.

Savings & Investment Plans

Reliance Super InvestAssure Plus PlanReliance Super InvestAssure Plus Plan is an ultimate investment plan that offersthe benefit of life insurance cover along with flexible investment options. Whatmakes it even more attractive is that it offers additional allocation of units every

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http://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/SpecialTermPlan/RSTP_reliance_special_term_plan.aspx?from=Protection%20Plans&path=ProtectionPlans/protection_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/CreditGuardianPlan/RCGP_reliance_credit_guardian_plan.aspx?from=Protection%20Plans&path=ProtectionPlans/protection_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/RelianceSuperInvestAssurePlusPlan/RSIPP_reliance_superinvestAssureplus_plan.aspx?from=Savings%20%26%20Investment%20Plan&path=SavingsnInvestmentPlan/savings_n_investment_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/SpecialTermPlan/RSTP_reliance_special_term_plan.aspx?from=Protection%20Plans&path=ProtectionPlans/protection_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/CreditGuardianPlan/RCGP_reliance_credit_guardian_plan.aspx?from=Protection%20Plans&path=ProtectionPlans/protection_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/RelianceSuperInvestAssurePlusPlan/RSIPP_reliance_superinvestAssureplus_plan.aspx?from=Savings%20%26%20Investment%20Plan&path=SavingsnInvestmentPlan/savings_n_investment_plan.aspx


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year to enhance your investment, thereby enabling you to enjoy potentially higherreturns without compromising on the security of your family!..

Reliance Super Invest Assure PlanReliance Super InvestAssure is a complete plan which addresses your vital needs

like Flexibility, Security, Investment Return and Financial Planning. With all itskey benefits, it is here to ensure that there will always be more than you can askfor!...

Total Investment Plan I - InsuranceReliance TIPS -Series I- Insurance is a Unit Linked Investment + Insurance Planthat helps you meet all your financial needs, without the complexity of managingmultiple products..

Reliance Wealth + Health PlanInvest in the Reliance Wealth Health Plan and balance your health needs and

wealth needs, without compromising on either health or wealth..

Reliance Super Automatic Investment PlanThe Reliance Super Automatic Investment Plan is an enhanced unit linked planthat allows you to choose the right investment mix to reap maximum benefits. Italso provides you with enhanced Life Cover..

Retirement Plans

You are a young and earning individual. The income you earn allows you to enjoylife, your only worry being whether you will be able to continue the same lifestyleafter retirement.

A Reliance Retirement Plan will help you save money for your retirement. Itensures that you continue to get some income after retirement thereby ensuringthat you do not have to depend on any other person or make any compromises tomaintain the same lifestyle.

Invest in a Reliance Retirement Plan today and enjoy life after retirement on yourown terms.

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http://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/SuperInvestAssure/SuperInvestAssure.aspx?from=Savings%20%26%20Investment%20Plan&path=SavingsnInvestmentPlan/savings_n_investment_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/TotalInvestmentPlan-Insurance/RTIP_seriesI_insurance.aspx?from=Savings%20%26%20Investment%20Plan&path=SavingsnInvestmentPlan/savings_n_investment_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/WealthHealth/RWHP_reliance_wealth_health_plan.aspx?from=Savings%20%26%20Investment%20Plan&path=SavingsnInvestmentPlan/savings_n_investment_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/AutomaticInvestmentPlan/RAIP_reliance_automatic_investment_plan.aspx?from=Savings%20%26%20Investment%20Plan&path=SavingsnInvestmentPlan/savings_n_investment_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/SuperInvestAssure/SuperInvestAssure.aspx?from=Savings%20%26%20Investment%20Plan&path=SavingsnInvestmentPlan/savings_n_investment_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/TotalInvestmentPlan-Insurance/RTIP_seriesI_insurance.aspx?from=Savings%20%26%20Investment%20Plan&path=SavingsnInvestmentPlan/savings_n_investment_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/WealthHealth/RWHP_reliance_wealth_health_plan.aspx?from=Savings%20%26%20Investment%20Plan&path=SavingsnInvestmentPlan/savings_n_investment_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/AutomaticInvestmentPlan/RAIP_reliance_automatic_investment_plan.aspx?from=Savings%20%26%20Investment%20Plan&path=SavingsnInvestmentPlan/savings_n_investment_plan.aspx


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Retirement Plans

Total Investment Plan II - PensionWhen you invest in the Reliance Total Investment Plan, you give yourself theassurance that you will make each one of your dreams come true!..

Reliance Super Golden Years PlanThe Reliance Super Golden Years Plan helps you save systematically andgenerate the much-needed corpus to help you enjoy life after retirement...

Reliance Super Golden Years Plan - ValueRealise all your dreams of playing golf, or going for a world tour after retirementby investing in the Reliance Super Golden Years Plan Value, which helps yougenerate the amount you will need for the future..

Reliance Super Golden Years Plan - Plus

Invest in the special Reliance Super Golden Years Plan Plus that not only helpsyou build the corpus you need after, but also collects a basic minimum amount incase something were to happen before you realise your dreams...

Reliance Wealth + Health PlanInvest in the Reliance Wealth Health Plan and balance your health needs andwealth needs, without compromising on either health or wealth...

Reliance Super Automatic Investment PlanThe Reliance Super Automatic Investment Plan is an enhanced unit linked planthat allows you to choose the right investment mix to reap maximum benefits. It

also provides you with enhanced Life Cover...

Reliance Money Guarantee PlanTo reap the benefits of a rising market and to protect yourself from any marketdecline, invest in the unit linked Reliance Money Guarantee plan that gives youthe perfect balance between Protection and Savings...

Child Plans

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http://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/TotalInvestmentPlan-Pension/RTIP_seriesII_pension.aspx?from=Retirement%20Plans&path=RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/GoldenYearsPlan/RGYP_reliance_golden_years_plan.aspx?from=Retirement%20Plans&path=RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/GoldenYearsPlanValue/RGYPV_reliance_golden_years_plan_value.aspx?from=Retirement%20Plans&path=RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/GoldenYearsPlanPlus/RGYPP_reliance_golden_years_plan_plus.aspx?from=Retirement%20Plans&path=RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/WealthHealth/RWHP_reliance_wealth_health_plan.aspx?from=Retirement%20Plans&path=RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/AutomaticInvestmentPlan/RAIP_reliance_automatic_investment_plan.aspx?from=Retirement%20Plans&path=RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/MoneyGuaranteePlan/RMGP_reliance_money_guarantee_plan.aspx?from=Retirement%20Plans&path=RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/TotalInvestmentPlan-Pension/RTIP_seriesII_pension.aspx?from=Retirement%20Plans&path=RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/GoldenYearsPlan/RGYP_reliance_golden_years_plan.aspx?from=Retirement%20Plans&path=RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/GoldenYearsPlanValue/RGYPV_reliance_golden_years_plan_value.aspx?from=Retirement%20Plans&path=RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/GoldenYearsPlanPlus/RGYPP_reliance_golden_years_plan_plus.aspx?from=Retirement%20Plans&path=RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/WealthHealth/RWHP_reliance_wealth_health_plan.aspx?from=Retirement%20Plans&path=RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/AutomaticInvestmentPlan/RAIP_reliance_automatic_investment_plan.aspx?from=Retirement%20Plans&path=RetirementPlans/retirement_plan.aspxhttp://www.reliancelife.com/RLIC/Products/SolutionsforIndividuals/Plans/MoneyGuaranteePlan/RMGP_reliance_money_guarantee_plan.aspx?from=Retirement%20Plans&path=RetirementPlans/retirement_plan.aspx


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ObjectivesObjectives

There should and must be a clear and specific objective behind any kind of researchproposals or research analysis. Objectives basically enlightens certain main areas of anykind of research proposal or research analysis like the area of scope; area of problems andalso the mode of solving those problem which in turn results in the completion of theentire research project or the entire research analysis.

Every research work starts with a clear and specific objective and whilefulfilling these objectives the researchers faces many problems. So theobjectives should be designed in such a way so that the problems,which will be faced by the researchers, can be solved easily by thefulfillment of the objectives as framed by the researchers. Hence, we

can say that the objectives are the guidelines to researchers for thefulfillment of the research work.

As far as the present research works with the title: - Analysis ofpotential market for insurance business to increase ISOs productivity isconcerned, the principle objectives of the above mentioned research work ismentioned briefly here under.

A complete study and overview to: -

1) Mindset of people about LIFE INSUARANCE

2) Identification of problems of ISOs productivity.

3) Awareness of RLI at extended Kolkata and selected

ares of south 24 pargana district.

4) Estimation of future prospect market in extended

Kolkata and selected areas of south 24 pargana district.

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Research Methodology

Data sourceData source

Before starting the survey for obtaining primary data from the market, apreliminary data gathering was done apart from the valuable information obtained from

the past record of RELIANCE LIFE INSURANCE COMAPANY LIMITED. These

secondary sources are to a rough understanding of the current position of ongoing

business. Investigation methodology is a way to analysis different aspect systematically

to reach at definite solution. For fulfillment of goal of the study, effective methodology

and data collection are quite necessary. These sources are of data collection are primary

and secondary sources.

Data collection method:Data collection method:

A projected unbiased questionnaire had been formulated in order to collect the primary

data consisting of close-ended questions and open-ended questions and secondary data

had been collected directly from RELIANCE LIFE INSURANCE COMPANY

LTD.Web Site.

1. Primary source of data- Primary source of data were collected mainly from

structured undisguised Questionnaires from extended Kolkata and selected areas of

south 24 pargana.

2. Secondary source of data-Secondary source of data were mainly collected from

the internal source like company past records.

Sample size

It is needed to estimate or to decide the sample size on which the survey or research is

to be done. After considering the facts and problems it was decided that at least 100

sample of service holder or businessman are to be taken to make the study effective.

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Detailed Research WorkDetailed Research Work

A) Type Of Research Explorative Research

A) Availability of Data Data was collected mainly from the

service holder or businessman of

Extended Kolkata and selected areasof south 24 pargana .

1. Sample Size 100Mainly from Diamond

Harbour,Baruipur,Canning and

Kulpi

2. Sample Procedure:Judgments made byService holder

or business man

B) Data Collection Tools For Data Collection

Questionnaire

C) Analysis Many scientific and systematicmethods have been applied to make

the study effective.

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Of

Based On Objectives

ANALYSIS ON THE PROBLEMS OF INSURANCE SALES

OFFICER FOR INCREASING THEIR PRODUCTIVITY

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1) Being an ISO do you feel its really tough area to survive (Insurance Sector)?

Yes ______ No______

YES NO

Is it really tough area to survive (Insurance Sector)?(%) 24 76

2)What kind of support do you expect from Company to explore more?

Lead Support _________________________[A]More knowledge about schemes & plans ________________________[B]More database from office ____________________________[C]

Proper instruction or specific location ____________________________[D]

OPTIONS [A] [B] [c] [D]

support you expect from Company to explore more(%) 76 10 12 2

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3)The motivating factors which inspires you to give more efforts(Rank 1-5

where 1 most important and then reducing)

Incentives _______________________Handsome package & increment chance _________________________Support from your superior _______________________Job security ______________________Any other (specify and rank) _________________________

Rank as per ISO age

band

25-35Y 36-45Y

difference between

ranks(d) d-square

Incentives 2 4 -2 4package &

increment 1 1 0 0

support from

supirior 3 3 0 0

job security 4 2 2 4

other factors 5 5 0 0

d 2 =8

By Spearmans Rank Co-relation formula we can write Rank Co-

relation CoefficientrR= 1 - 6d2/(n3 n) n=No of

observations=5

= 1 (6x8)/(53- 5)

=1 0.4 = 0.6 0.5Hence the rank given by ISOs of different age bands(A & B) are

moral less consistent.

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So there is moderate similarity between ranks of motivating factors

between two different groups of ISOs.

4)What are the problems you often facing while approaching a customer?

Lack of knowledge about products or competitors product ___________[A]Poor reference ___________[B]Prospect is more influenced by competitors product ________________[C]Less information about customers profile ___________________[D]

OPTIONS [A] [B] [C] [D]

problems you often face while approaching customer?(%) 38 14 32 16

5)Performance appraisal is a matter to you which is :

Moral less all the ISOs are very much concerned about the performance appraisal

and its a very important matter to them.

6) Suppose you lose a customer due to some reasonthe reason may be

Misleading information by you which create negative impression ______________[A]Unable to handle the queries of customer ______________[B]

Time taken for the processing __________________[C]Competitors ISO has more influence to customer______________________[D]Any other _____________________________[E]

[A]

[B]

[C] [D] [E]

For loosing customer,the reason may be..(%) 0 24 16 44 16

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7) The best possible way to get business, according to you -----

Referred customer ____________________________[A]No provided by Customer Care___________________ [B]Calling and appointment_________________________[C]LMS_________________________________________[D]

OPTION [A][B]

[C] [D]

best possible way to get business(%) 46 0 18 36

8) Suppose any new scheme comes for selling you will get enough knowledgeabout it within:

Moral less all the ISOs have the knowledge of new policy within 2-3 days or in

maximum one week.

9)you are unable to explore more and more customer because..

Customers are still unaware of various plan_______________[A]

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Many places are still remaining unexplored for selling___________[B]No proper system to get initial touch with customer_____________[C]Other(specify)_________________________________________[D]

OPTION [A] [B] [C] [D]

unable to explore more customer because.(%) 28 8 64 0

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ANALYSIS ON THE CUSTOMERS EXPECTATION FROM THE

INSURANCE SALES OFFICERS BEFORE AND AFTER T HE

DEAL:

Suppose you need to have detailed information about the product of an insurance

serviceyou prefer Meeting with ISO at home

Meeting with ISO at office

Meeting with ISO at co office

Any other location

AT HOME AT OFFICE AT CO.OFFICE

ANY OTHERLOCATION

WANT TOMEET(%)

24 54 15 7

4)What kind of ISO do you prefer to TALK WITH:

Who is able to handle the product details

Who is able to solve your queries

Who can show where their product is better than others

Who is concerned to provide better service for you.

Product Details Solve queries USP BETTER SERVICE

YOU 30 26 23 21

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WANT(%)

If you satisfied, are you ready to give reference anyone else to go for that companiesservice:YES______ NO_______

YES NO

REFERENCE CAN BEPROVIDED(%)

67 33

Suppose ,you have decided to go for a life insurance but the problemsYou are facing

LACK OF KNOWLEDGE OF OFFERINGSA

DONT KNOW WITH WHOM TO MEET.B

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LACK OF INFORMATION about THE COMPANIESC

MISLEADING STATEMENTSD

CONFUSION BETWEEN SO MANY OFFERINGS..E

A B C D E

PROBLEMSCUSTOMERSAREFACING(%)

28 5 28 7 32

If ANY ISO WANT TO APROACH YOU what will be the most proffered way to you..

Through the reference of someone you know

Phone calls & meeting according to your convenience

Any other way(after being mentioned about canopy programme)

Being referred Phone calls Canopy programme

The way ofapproach

64 12 24

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5)After closing a deal what do u expect from an ISO:GIVE RANK FROM 11 =most expected=1.252 =expected=1.03 =necessary=0.754 =good=0.55 =if can be given=0.25

REGULAR FOLLOW UP

NEW PRODUCT INFORMATION

INFORMATION ABOUT THE STATE OF POLICY

RENEWAL PRIMIUM IS COLLECTED BY ISO

AFTER SALES SERVICES WHAT EVER ARE REQUIRED

Mostexpected

Expected Necessary Good If can begiven

Regularfollow up

33 22 17 15 13

Info of new

plan

4 6 15 25 50

Info aboutstate ofpolicy

27 22 18 17 16

Collection ofrenewalpremium

25 40 20 15 0

All after 11 10 30 28 21

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sales services

Regular follow up (33x1.25)+(22x1)+(17x.75)+(15x.5)+(13x.25)

86.75

Info of new plan (4x1.25)+(6x1)+(15x.75)+(25x.5)+(50x.25) 25

Info about state ofpolicy

(27x1.25)+(22x1)+(18x.75)+(17x.5)+(16x.25)

81.75

Collection of renewalpremium

(25x1.25)+(40x1)+(20x.75)+(15x.5) 94.75

All after sales services (11x1.25)+(10x1)+(30x.75)+(28x.5)+(21x.25)

65.5

Services Regular follow up

Info of newplan

Info aboutstate ofpolicy

Collection ofrenewalpremium

All aftersalesservices

Grade points 86.75 25 81.75 94.75 65.5

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ANALYSIS ON BRAND AWARENESS

OF RELIANCE LIFE INSURANCE

COMPANY LIMITED :-

Name any five private Life Insurance Service Co..

a.-----------------------------------------b.-----------------------------------------c.-----------------------------------------d.-----------------------------------------e.-----------------------------------------In ordered to classify brand awareness for different Life Insuarancethefollowing scale is been used:

Sl. no Title Marks1. Top of the mind

awareness1.0

2. Unaided recall 1 0.5

3. Unaided recall 2 0.3

4. Aided recall 0.1

5 Could not recall 0.0

Classification Of The Opinion Of The Respondents All Over ExtendedKolkata(selected areas of South 24 Pargana) Regarding Brand Awareness Of

Different Brands Of Private life Insurance Company, According To TheMarks Allotted Above.

Sl. No. Brands Top of theMind

Awareness

Unaidedrecall 1

Unaidedrecall 2

Aidedrecall

1. HDFCSTANDERD

LIFE

35 36 19 10

2. ICICI PRU 37 25 20 18

3. MAXNEWYORK

LIFE

22 15 16 27

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4. TATA AIG 2 12 25 35

5. RELIANC

E

4 12 20 10

Total 100 100 100 100

Note: There is 0 points for Couldnt Recall.

Calculation of Points:

Sl. No. Brands Calculations Points

1. ICICI PRU (45x1.0) + (36x0.5) + (19x0.3) +(10x0.1)

69.7

2. HDFCSTANDERD

LIFE

(37x1.0) + (25x0.5) + (20x0.3) +(18x0.1)

57.3

3. MAXNEWYORK

LIFE

(22x1.0) + (15x0.5) + (16x0.3) +(27x0.1)

37

4. TATA AIG (2x1.0) + (12x0.5) + (25x0.3) + (35x0.1) 19

5. RELIANCELIFE

(4x1.0) + (12x0.5) + (20x0.3) + (10x0.1) 17

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NAME OF THE PRIVATEINSURANCECOMPANIES

ICICIPRU

HDFCSTANDERDLIFE

MAXNEWYORKLIFE

TATAAIG

RELIANCELIFE

AWARENESS LEVEL 69.7 57.3 37 19 17

2. Have you heard about anything about RLI :-Yes ________ No___________

YES NO

Have you heard aboutRLI

83 17

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3.If Yes.From whom?Colleague.___ Friends.___ Relative.____ Family members.____ othersspecify..

OPTION Colleague Friends. Relative Familymembers

others

CAME TOKNOWFROM

48.19 12.04 27.17 8.43 3.61

3)How frequent have you seen advertisement on T.V or On Magazines:Frequently ______ Often_____ very often______ Once or Twice______Never______

Frequently Often very often Once or Twice

Never

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RATE OFAD TOCUSTOMER

0 0 5 14 81

Diagrams on critical illnes

Most of the people do believe that Heart attack, Stroke, Cancer are the most killer diseasein all part of India and the expanses for the treatment of those diseases are huge. Inaccordance to the survey area of mine near about 83% of the sample want to go for thetreatment for those critical illness in category B nursing home [Nursing homes and

hospitals having moderate expanses].They believe in near future the expanses willincrease more.

which do you think is the best and most appropriate way to overcome this financialproblem?Liquidate property/assets------------------ money fromfriend/family/charity----------------------------Life time saving ---------------------------- critical illness/medical illness insurance-----------

Liquidateproperty/assets

Money fromfriend

/family/charity

Life time saving Critical illnessinsurance

Way toovercome theexpanses ofcritical illness .

33 16 19 22

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Would you like to save for unforeseen circumstances?Yes----------------------------------- No---------------------------------

Yes NOWant to Save for theunforeseencircumstances

21 79

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ANALYSISANALYSIS

For Identifying the problems of Insurance sales officers, we have put forth someFor Identifying the problems of Insurance sales officers, we have put forth some

questions to them and according to their answer we can analyze some valuablequestions to them and according to their answer we can analyze some valuable

data which can be helpful for implementing the various strategy to increase theirdata which can be helpful for implementing the various strategy to increase their

productivity .productivity .

Though 74% Insurance Sales Officers are telling that it is not very tough toThough 74% Insurance Sales Officers are telling that it is not very tough to

survive in private insurance sector but they are lacking behind to increase theirsurvive in private insurance sector but they are lacking behind to increase their

productivity. There must be some reasons or some discrepancy which create aproductivity. There must be some reasons or some discrepancy which create a

obstacle to their productivity .Now I am trying to find out the reasons behindobstacle to their productivity .Now I am trying to find out the reasons behind

that.that.

The main problem the ISOs have is to lack of lead. After Closing naturalThe main problem the ISOs have is to lack of lead. After Closing natural

market of each ISO has they are not at all able to create business frommarket of each ISO has they are not at all able to create business from

open market. For that reason the support they expect from the companyopen market. For that reason the support they expect from the company

itself is the lead support and the percentage is huge i.e 76%itself is the lead support and the percentage is huge i.e 76%

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They want performance appraisal in such a manner where theirThey want performance appraisal in such a manner where their

ability as well as inability of business of time being considered in aability as well as inability of business of time being considered in a

decent manner.decent manner.

Analysis of customers expectationsAnalysis of customers expectations

Until the customers expectation are being fulfilled and they are satisfied andUntil the customers expectation are being fulfilled and they are satisfied and

convinced neither they will be ready to give business nor the reference of theirconvinced neither they will be ready to give business nor the reference of their

close relatives. A survey is also done to judge the expectations of the customersclose relatives. A survey is also done to judge the expectations of the customers

and if the ISOs able to fulfill their expectation and can convince them there isand if the ISOs able to fulfill their expectation and can convince them there is

moderate chance to increase business by their reference .moderate chance to increase business by their reference .

54% people want to talk about insurance at their office environment and54% people want to talk about insurance at their office environment and

they prefer to get whole product detail, product USP as well as solvenciesthey prefer to get whole product detail, product USP as well as solvencies

of their queries.of their queries.

Survey says if the customers are fully convinced and get proper after salesSurvey says if the customers are fully convinced and get proper after sales

service they are ready to give reference of their known to theservice they are ready to give reference of their known to the

ISOs.So,there is a huge chance to generate business from that singleISOs.So,there is a huge chance to generate business from that single

customer to many.customer to many.

The main problem the customers are facing that they are confused of manyThe main problem the customers are facing that they are confused of many

offerings of many companies. This may a positive point to the ISO That ifofferings of many companies. This may a positive point to the ISO That if

they visit a customer with full product knowledge ,USP and able to handlethey visit a customer with full product knowledge ,USP and able to handle

customers queries it is very easy task to convince them in no time.customers queries it is very easy task to convince them in no time.

Near about 64% want to be meet with ISO after being referred his nameNear about 64% want to be meet with ISO after being referred his name

by someone he knows very well. Also if he shows any interest to theby someone he knows very well. Also if he shows any interest to the

canopy program the ISO can approach him directly for his interestcanopy program the ISO can approach him directly for his interest

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Survey says near about 95 % customer expect the renewal premium mustSurvey says near about 95 % customer expect the renewal premium must

be collected from his home for the next year. Other after sales services arebe collected from his home for the next year. Other after sales services are

also they expect.also they expect.

By combined Analysis we can easily understand if there is a fair level of similarityBy combined Analysis we can easily understand if there is a fair level of similarity

between customers expectation and ISO s efficiency ,there must be a chance to increasebetween customers expectation and ISO s efficiency ,there must be a chance to increase

of ISOs productivity.of ISOs productivity.

ANALYSIS ON BRAND AWARENESS:ANALYSIS ON BRAND AWARENESS:Though I consider various point on ISOs of the company as well as the customersThough I consider various point on ISOs of the company as well as the customers

expectations but there are some External Factors which are also help to get business fromexpectations but there are some External Factors which are also help to get business from

market at regular basis in case of Insurance business.market at regular basis in case of Insurance business.

Company ImageCompany Image

Brand AwarenessBrand Awareness

Customer profileCustomer profile

EXTENDED KOLKATA AND SELECTED AREA OF SOUTH 24 PARGANA is one ofEXTENDED KOLKATA AND SELECTED AREA OF SOUTH 24 PARGANA is one of

the unexplored market for Reliance Life Insurance Company.the unexplored market for Reliance Life Insurance Company.

Reliance Industry has a Image of profit generating company and leading tycoon ofReliance Industry has a Image of profit generating company and leading tycoon of

giving return to its investor but in case brand awareness of Reliance Life Insurancegiving return to its investor but in case brand awareness of Reliance Life Insurance

Company is not at all well to this Extended Kolkata and selected are of south 24 parganaCompany is not at all well to this Extended Kolkata and selected are of south 24 pargana

area. Though reliance has strong brand equity in case of reliance communication, in casearea. Though reliance has strong brand equity in case of reliance communication, in case

of life insurance very low percentage of people of this market can recall its name asof life insurance very low percentage of people of this market can recall its name as

their priority .their priority .

According to the survey it is really stunning case that 81% of people of the sample neverAccording to the survey it is really stunning case that 81% of people of the sample never

seen a single advertisement of Reliance Life Insurance neither on T.V nor on anyseen a single advertisement of Reliance Life Insurance neither on T.V nor on any

magazines.So,we can say that the distance between the company and the prospectmagazines.So,we can say that the distance between the company and the prospect

customer is huge.customer is huge.

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48.19% people know about RLI from their colleagues in this market .Again we can say48.19% people know about RLI from their colleagues in this market .Again we can say

that reference business has a chance in this market.that reference business has a chance in this market.

Analysis On Critical Illness:Analysis On Critical Illness:

People of selected areas of south 24 pargana and extended Kolkata are well known aboutPeople of selected areas of south 24 pargana and extended Kolkata are well known about

the critical illness factor but only 21% people bother to go for the savings for thethe critical illness factor but only 21% people bother to go for the savings for the

unexpected circumstances.unexpected circumstances.

Hence it might possible 22% of the sample who wants illness insurance as the remedy ofHence it might possible 22% of the sample who wants illness insurance as the remedy of

critical situation has no proper idea about the various RIDER facilities of the variouscritical situation has no proper idea about the various RIDER facilities of the various

schemes of Reliance Life as an extra benefit along with the return. It is also a kind ofschemes of Reliance Life as an extra benefit along with the return. It is also a kind of

responsibility of the ISOs to make the prospect aware about various RIDER as well asresponsibility of the ISOs to make the prospect aware about various RIDER as well as

the benefits are available for the customers.the benefits are available for the customers.

ANALYSIS ON THE FINANCIAL POSITION OF THE PEOPLE OF GIVENANALYSIS ON THE FINANCIAL POSITION OF THE PEOPLE OF GIVEN

AREA.AREA.

PerPer capita income of the unexplored market of extended Kolkata mainly selected part ofcapita income of the unexplored market of extended Kolkata mainly selected part of

South 24 Pargana is near about 1lac 20 thousand to 1 lac 35 thousand. The whole area isSouth 24 Pargana is near about 1lac 20 thousand to 1 lac 35 thousand. The whole area is

full of small business man and entrepreneur as well as service holder.full of small business man and entrepreneur as well as service holder.

Survey says 82 % want to keep themselves invested up to 5 to 10 years and most of themSurvey says 82 % want to keep themselves invested up to 5 to 10 years and most of them

has very little experience of investment .Most of them has mainly one or two investmenthas very little experience of investment .Most of them has mainly one or two investment

experience in LIC or MIS etc but in private sector insurance very less.experience in LIC or MIS etc but in private sector insurance very less.

So, as the per capita income at that is less therefore maximum policies will be 5000 Rs.So, as the per capita income at that is less therefore maximum policies will be 5000 Rs.

Premium and may be paid in half yearly or quarterly mode.Premium and may be paid in half yearly or quarterly mode.

Endowment plan of Reliance Life Insurance can be very popular here. As the premiumEndowment plan of Reliance Life Insurance can be very popular here. As the premium

is low.is low.

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LimitationsLimitations

1. The number sample involved in this research is very small.

2. Finding of the research are based on the assumption that the respondent given

correct information.

3. This report is based on the survey at Kolkata.

4. The respondents include mainly Workingwomen; therefore to get time from

them was a tough job that induced me to work on Sundays also.

5. The research was conducted within a very limited period of time.

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RecommendationRecommendation

From the entire study made, the following measures can be adopted to overcome theproblems faced by the ISOs of the company to increase their productivity and acquire theunexplored market :-

1. As the ISO are still believe that they need more information about their

own product as well as the competitors product, proper TRAINININGPROGRAMME should be arranged as soon as any new ISO will berecruited.

The training consists of not only full information of plans and schemes but alsoup to some extent about competitors product. Review of training programmedmust be done to make the ISOs more skillful and expert to convince the customer.

2. As creation of IOCL dealer result to get huge increase in business as wellas a problem solving matter to ISOs productivity ,this matter must betaken care of with serious importance.The steps that can be taken:

I. All the IOCL dealers should get a mail from the company sideabout the full information about the new venture between Reliancelife Insurance and IOCL.It will help the ISOs to visit those dealersand convince them in less time and in easy manner.

II. If required the well designated person should visit the Dealer ofIOCL along with ISOs to create more and more Dealers forgenerating more business.

III. A simple calculation can be applicable here for each ISO :

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3D+5R = 8 NOP D=No of policy given by the DealerR= No of policy given by the Retailer

If an ISO 3Dealers and 5Retailer in hand it seems if they provide

only 1NOP /MONTH they will get 8 NOP/Month. If the value of D and Rincreases the NOP will increase.High designated person of the office should maintain fair relationship with thedealer for the shake of ISOs and for the shake of increasing productivity.

3. As motivating factors are important boost for the ISOs to perform well,therefore there must be a fair consideration of salary hike and promotionsystem as well as a kind of job security to the ISO.

Each month maintaining the same business structure is not possible for theISOs.But due to this the problem of salary payment must be taken care of.

4. ISOs must go for the increase of retailers by their own effort and no of callattened must be increased.

5. As ISOs are lacking behind of lead support Canopy Program should be amust program once in a week.

6. ISO tracking system should be maintain properly so that he/she can bejudged properly at the end of the month or it has to make mandatory forthe ISOs to maintain their DCR(daily call report) properly.

7. FOR EXPLORING NEW MARKET:-

Just like extended Kolkata and south 24 pargana market which is stillunexplored ,there are so many market which are still unexplored.

Before jump into those unexplored market awareness program is must becreated as well as we have to attract the customer through various strategy

A. It can be done by frequent canopy programB. By sponsoring events and contest at unexplored marketC. Or by organizing free heath camp.

To get into real business of unexplored market the ISOs should berecruited from that particular market.

Direct marketing with IOCL dealers of that market must be started topenetrate that market fully.

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Insurance Awareness Survey:1.Personal Detailsa.Name: b.Address:c:Contact No: d.DOB:e.Marital Status: f.No of dependent: g.Ownership: 1.Vehicle2.Househ.Educational Qualification:2.Professional Information: a.Working Status:b.Designation:3.Financial Information:

Source Of I ncome Rs. Allocation Of Expanses Rs.

Occupational Income Personal Loan

Income from Investment House building Loan

Income From Rent Food

Spouse Income Clothing Habits

Others Child education

Regular saving

Total Income Total Expanses

4.YourDream:-----------------------------------------------------------------------------------------------------------------------

5.Upcoming Events in next 10years:------------------------------------------------------------------------------------------

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6.Amount required in the post retirementperiod:------------------------------------------------------------------------

7.Do you have any Accidental ,critical illness or major surgical cover?-----------------------

8.Investment required to fulfill your dreamIncomeSaving

Expense

Market Survey On awareness of critical illness & medical cost Name : Address:Contact No: Age:Occupation: Marital Status:

1.In your opinion which is the killerdisease in india,today?Heart Attack --------- Stroke ----------- Cancer------------Any other----------------

2.Do you agree more Indians are suffering from above critical illness?Yes---------------------- No------------------------------

3.what would be the total cost of critical illness treatment in a private hospital today?Up to Rs. 1 lac--------------- Up to Rs. 3 lac------------------------- Above to Rs. 3 lac

4.What would be the total cost of critical illness treatment in private hospital in 2010?Up to Rs 1.5 lac---------------------- Up to Rs 4 lacs -------------------------- Above Rs 4lac

Category A:Premium nursing home where expenses are huge.Category B:Nursing homes and hospitals having moderate expansesCategory c:Government Hospital with minimum or nominal expanses.

Which category would you fall into if you to suffer from any critical illness?Category A--------------------- category B-------------------------- CategoryC-----------------------

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5.which do you think is the best and most appropriate way to overcome this financialproblem?Liquidate property/assets------------------ money fromfriend/family/charity----------------------------Life time saving ------------------------------- critical illness/medical illness

insurance----------------------

6.would you like to save for unforeseen circumstances?

Yes----------------------------------- No----------------------------------------

Market survey on awareness of peoples financial status: Name: ________________________Age/DOB: _______________________________Profile:________________________Contact no_______________________________Martial Status:_________________ Address:__________________________________

Please tick where appropriate:

1)What is your Age?

a. Below 30 years b. between 30-40 c. between 40-50 d. above 50 years

2)How long do you intend to remain invested?a. between 1-5 years b. between 5-10 years c. between 10-20 years d. over 20years

3)Your past investment experience

a. I have no prior investment b. I have very little In vestment experiencec. I have some experience but would like further help .d. I am experienced and active investor

4) When I invest money my primary goal is to

a. Preserve the value of my investment and minimize the risk.

b.Grow the value of investment by taking a little risk.

C.Grow the value of my investment by taking a fair level of risk

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Support from your superior _______________________Job security ______________________Any other (specify and rank) _________________________

4)What are the problems you often facing whileapproaching a customer?Lack of knowledge about products or competitors product ___________Poor reference ___________Prospect is more influenced by competitors product ________________Less information about customers profile ___________________

5)Performance appraisal is a matter to you which isVery Important_________________________Important _____________________________Important up to certain extend_______________________

Not too necessary______________________________6) Suppose you lose a customer due to some reasonthereason may beMisleading information by you which create negative impression ______________Unable to handle the queries of customer ______________Time taken for the processing __________________Competitors ISO has more influence to customer______________________Any other _____________________________

7) The best possible way to get business, according toyou -----Referred customerNo provided by Customer CareCalling and appointmentLMS

8) Suppose any new scheme comes for selling you willget enough knowledge about it within:2-3 daysIt will take timeMight be in one month

When boss will take initiative

9)you are unable to explore more and more customer because..

Customers are still unaware of various plan_______________Many places are still remaining unexplored for selling___________No proper system to get initial touch with customer_____________Other (specify)_________________________________________

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11) Any other suggestion from your side:____________________________________________________________________________________________________________________________________________________________

Questionnaire:

Questions on Problem Of ISO,s productivity.

1) Do you have wish to go for a life insurance:

2) Do you expect calls from various insurance services with productportfolio?

3)Suppose you need to have detailed information about the product ofan insurance serviceyou prefer

Meeting with ISO at home

Meeting with ISO at office

Meeting with ISO at co office

Any other location

4)What kind of ISO do you prefer to TALK WITH:

Who is able to handle the product details

Who is able to solve your querries

Who can show where their product is better than others

Who is concerned to provide better service for you.

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All of the above

5)After closing a deal what do u expect from an ISO:GIVE RANK FROM 11 =most expected=1.25

2 =expected=1.03 =necessary=0.754 =good=0.55 =if can be given=0.25

REGULAR FOLLOW UP

NEW PRODUCT INFORMATION

INFORMATION ABOUT THE STATE OF POLICY

RENEWAL PRIMIUM IS COLLECTED BY ISO

AFTER SALES SERVICES WHAT EVER ARE REQUIRED

If you satisfied ,are you ready to give reference anyone else to go forthat companies service: YES______ NO_______

Suppose ,you have decided to go for a life insurance but the problemsYou are facing

LACK OF KNOWLEDGE OF OFFERINGS

DONT KNOW WITH WHOM TO MEET

LACK OF INFORMATION about THE COMPANIES

MISLEADING STATEMENTS

CONFUSION BETWEEN SO MANY OFFERINGS

If ANY ISO WANT TO APROACH YOU what will be the most profferedway to you..

Through the reference of someone you know

Phone calls & meeting according to your convenience

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Any other way(after being mentioned about canopy

programme)

Questionnaire:

Questions On Brand Awarness Name any five Life Insurance Service Co..

a.-----------------------------------------b.-----------------------------------------c.-----------------------------------------d.-----------------------------------------e.-----------------------------------------In ordered to classify brand awareness for different LifeInsuarancethe following scale is been used:Sl. no Title marks1. Top of the mind

awareness1.0

2. Unaided recall 1 0.53. Unaided recall 2 0.34. Aided recall 0.15 Could not recall 0.0

2. Have you heard about anything about RLI :- Yes No

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3.If Yes.From whom?Colleague. Friends. Relative. Family members. othersspecify..

How frequent have you seen advertisement on T.V or OnMagazines:Frequently Often very often Once or Twice Never

Bibliography

TEXT BOOKMarketing management PHILIP KOTLERMarketing Management- John Keller

Magazines:Business TodayBusiness INDIA4 ps of Marketing

English Daily:The Economic TimesThe Times Of India

Websites:www.reliancelife.comwww.irda.co.in

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Documents

Reliance Life Insuarance