1. 1 Success means the attainment of ultimate objectives. It means winning the war, not every battle. AnandSoni Sinhgad Institute Of mangement and Computer Apllication

2. 2

3. In all 22 companies 2 are only profit making rest 20 are making big time losses. 3 Source- “Annual Report FY08-09” IRDA. Authorized Website WWW.IRDAINDIA.org

4. “CHALLENGES IN RETAINING & GETTING PRODUCTIVITY FROM COMMISSION BASED SALES PEOPLE IN INSURANCE INDUSTRY.” 4

8. Business Leader (Channel Partner).6

10. Sample technique – Non - Probability

11. Research design - Exploratory

12. Primary Data – Questionnaire

13. Secondary Data –

14. Website of IRDA

15. HDFC SLIC, IBEF.org

16. Sample Size – 80

17. 40 From Company management.

18. 40 those who are commission based sales people. 7

19. Industry Scenario 8 Source- “Annual Report FY08-09” IRDA. Authorized Website WWW.IRDAINDIA.org

21. HDFC Ltd. holds 72.43%

22. Standard Life holds 26.00%

23. Rest is held by others.9

24. 10

25. BIG QUESTION Why people generally are not inclined to working with insurance industry? 11

26. Small Answer 12 Negative word of mouth Growth Opportunity More of mental pressure Other Employee Dissatisfaction Hard Efforts Financial Benefit

27. Which is a bigger issue for the company? Retention of customer. Retention of FC & BL including core sales people. 13

29. Cement - Aditya Birla – Birla Sun Life

30. Automobile - Rahul Bajaj – Bajaj Allianz

31. Financial Services - UdayKotak – Kotak Life

32. Automobile / IT (TCS) - Ratan Tata – Tata AIG

33. Telecom - Sunil BhartiMittal – BhartiAxa

34. Airlines - Subrata Roy Sahara – Sahara India Life

35. Retail - KishoreBiyani – Future generali14

37. People feel that they are safe than their environment, thus they pay the premium for their vehicle in advance than, why not for life?

38. Every good thing is only tested in bad situation. (Whether it’s a sales person or a customer).15

39. Opportunity India is among the world's youngest nations, with a median age of 25 years as compared to 43 in Japan and 36 in the US. 16 Indian = 25 Japan = 43 USA = 36 SOURCE - www.ibef.org

41. Sales people do not work on the phenomena of long term relationship.

42. Those who are giving productivity to the company, Company starts building more of pressure to bring new business.17

44. Implementation of policies of having CUSTOMER CENTRIC APPROCH towards customer by sales people.

45. Regular motivation and appreciation.18

47. Objective

48. Profile During Internship

49. Research methodology

50. Industrial scenario

51. Brief about company

52. Opportunity

53. Finding

54. Suggestion19

57. Friends and

59. 22