DECLARATION

I hereby state that this project, Report titled MARKET SHAREOF BIRLA SUN LIFE
INSURANCE COMPANY Bareilly. Submitted in partial fulfillment of requirement for the
M.B.A program of MAHATMA JYOTIBA PHULE ROHILKHAND UNIVERSITY,BAREILLY
is an original research work out by me under the kind guidance and supervision agency manager
of BIRLA SUN LIFE INSURANCE Co. Ltd. Bareilly. This thesis and its any part have not been
previously submitted.

PREFACE
Marketing and selection is a multifaceted concept. The relevance of Marketing and
selection is to determine the number of personnel required. The HR proceeds with the
identification of sources of Marketing and finding candidates for employment. Both internal and
external sources of manpower are used depending upon the types of personnel needed.
In the present business environment, organizations are faced with the pressure to produce
maximum with less Marketing . An employee, on whom an organizations profitability depends,
comprises the largest fixed cost that an organization incurs. In the past, individual used to work
with one or two organization during their entire working life (average between 20-30 years).
Organization too used to believe in lifetime employment concept. suitable However, such
concepts are being eroded as a result of the unpredictable business environment. Hence,
organizations have to evolve methods not only to only improve productivity but to also keep the
cost down.
On the HR front, productivity can be improved by ensuring that the organization attracts
the best talent at the lowest possible cost. This objective translates in to the adoption of the best
Marketing and selection methods and instituting measures to retain and develop them. Further, a
quantitative measurement or Marketing and selection effectiveness has to be conducted to prove
ones point with respect to qualitative measure to improve HR effectiveness, the field in still in
its nascent stage.
The objective of this study is to measure the Marketing and Selection practices and
strategies in BIRLA SUN LIFE INSURANCE COMPANY. The primary objective is to analyze
how the overall Marketing and selection is done in the company during the year.
The primary objective is well supported by a secondary objective which aims at the in-depth
study of those procedures which affects the Marketing and Selection practices.

ACKNOWLEDGEMENT
In the praise of God who showed me the path of righteousness and blessed me to get the strength
to embark upon this task of peeping in to realm of facts, I take the opportunity to thank all those
who helped me in completing my project, in various ways.
I feel privileged in expressing profound sense of gratitude to my training in charge (Branch
Manager of BIRLA SUN LIFE INSURANCE company) who has generously provided the
chance to work at esteemed organization. His able guidance, constant encouragement and
inspiration were instrumental in the completion of this report. He always allowed me to encroach
upon his previous and showed his generosity with ideas. I am thankful to all the staff member of
BIRLA SUN LIFE INSURANCE company for their pleasant cooperation.
I am very much thankful to. Mr. SANJAY MISHRA SIR (HEAD OF THE DEPARTMENT)
and all other Faculty Members for their encouragement and constant support, without which it
would not have been possible.

TABLE OF CONTENTS

1. History of the organization

2. Scope & Limitations
3. Research
4. Research Methodology
5. Marketing performance
6. Market share
7. Annual Report
8. Analysis of data
9. Findings
10. Recommendations
11. SWOT Analysis
12. Questionnaire
13. Bibliography

INTRODUCTION

Agency Date is the first day of the calendar month immediately following the date the agent
license was granted by BSLI. For e.g.-If the date of license is 15 th Nov.2000 the Agency Date is
1st Dec 2000.
Agency year is a complete calendar year commencing on the Agency date and subsequent
Agency year are from the anniversary of the Agency date. The first agency year/quarter/month is
deemed to include the period, if any, from the actual date the agent license was granted to the
first Agency date. For example if the date of license is 15 th Nov.2000 then the first agency year is
15/11/2000 to 30/11/2000 and subsequent agency year start on 1 st of December and end on the
30th of November of the next year.
The Govt. has opened up the insurance sector to private players, who have tied up with large
overseas insurance companies. Some of the private life insurance companies are:Max New York life Insurance Company
Om Kotak Mahindra.
Tata AIG Insurance Com.
Birla Sun Life Insurance
Reliance Life Insurance.
HDFC standard
ICICI prudential etc.
In non life insurance segments, major private players are Royal Semidram, Cholomandalam,
IFFCO Tokyo, Tata AIG etc.

About BIRLA SUN LIFE INSURANCE Company

BIRLA SUN LIFE INSURANCE Company also known as BSLI is one of the renowned names
in the field of insurance in India. This insurance company is a result of a joint venture between
Aditya Birla Group, a multinational company in India and Sun Life Marketing Inc, a leading
global name in the field of insurance. BIRLA SUN LIFE INSURANCE has to its credit of being
the first company in the field of marketing solution to start the Business Continuity Plan. The
vision of the group is to create long term value together with market leadership.

The primary aim of the company is to help customers ease risks of life, accident, health and

money at every stage and under any circumstance. The company works towards making the
marketing future and enterprises of the customers better than what they currently are. All the
works undertaken at Birla is done with integrity, full commitment, passion and ample speed.
Salient Features of BSLI Company

BIRLA SUN LIFE INSURANCE initiated the Unit Linked Life Insurance Solutions in
India.

In 4 years, BSLI has made its position very strong as a leading player in the private Life
Insurance Industry.

The company's focus has been on investment linked insurance products, supported with
protection products to uphold leadership in product modernization

Web-enabled IT systems for superior customer services

First to have issued policies over the Internet

Corporate governance and a high degree of transparency in all business practices and
procedures

BSLI Solutions
BIRLA SUN LIFE INSURANCE Company provides individual and other solutions to customers
based on their varied needs. So whether the customer wants long term protection or short term
protection plans, the company has it all for their clients. The insurance solutions offered by the
company are:

Protection Solution

Retirement Solutions

Children's Future Solutions

Health & Wellness Solutions

Wealth with Protection Solutions

The protection solutions are ideal for someone who wishes to separate their insurance and
investment needs. The terms of the insurance are made in a way so that it deals with the most
basic need of life insurance, which is the provision of life cover. The children's future solutions
aim to take care of all the marketing needs of the child in the best way possible. The health and
wellness solutions have provisions to take care of any marketing emergency that may come up in
the family.
BIRLA SUN LIFE INSURANCE Products
BIRLA SUN LIFE INSURANCE Term Plan is ideal for those who are seeking to get insurance
benefits at a lower price. The plan covers all liabilities and provides complete security to the
clients. The minimum age of a customer seeking this insurance must be 18 years and the
maximum age must be 55 years. Premium payment options range from monthly to annual to
quarterly to semi annually depending on the policies. Listed below is some of BIRLA SUN LIFE
INSURANCE saving policies:
1. BIRLA SUN LIFE INSURANCE Prime Life
2. BIRLA SUN LIFE INSURANCE Dream Plan
3. BIRLA SUN LIFE INSURANCE Gold-Plus II
4. BIRLA SUN LIFE INSURANCE Simply Life
5. BIRLA SUN LIFE INSURANCE Flexi Life Line
6. BIRLA SUN LIFE INSURANCE Supreme-Life
7. BIRLA SUN LIFE INSURANCE Life Companion
8. BIRLA SUN LIFE INSURANCE Flexi Save Plus
9. BIRLA SUN LIFE INSURANCE Flexi Cash Flow
10. BIRLA SUN LIFE INSURANCE Saral Jeevan Plan
11. BIRLA SUN LIFE INSURANCE Prime Life Premier
12. BIRLA SUN LIFE INSURANCE Classic Life Premier
13. BIRLA SUN LIFE INSURANCE Single Premium Bond

INTRODUCTION
The company is the result of a joint venture between The Aditya Birla Group and Sun Life
Marketing, a leading international marketing services organization. The Aditya Birla Group is
the second largest business house in India, with a turnover exceeding Rs 260 billion and an asset
base in excess of Rs 180 billion. The group's market capitalization is approximately Rs 150
billion. It has 7 lakhs investors and employs around 72,000 people. It is a multinational
conglomerate in its own right, with 75 diversified business units in India and overseas, including
operations in Canada, USA, UK, Thailand, Indonesia, Philippines, Malaysia and Egypt.
Birla Sun Life Marketing has evolved from a single mutual fund life insurance company into
one of the most highly rated insurance and wealth management institutions in the world. Sun
Life Marketing group offers a wide range of marketing solutions to individuals and corporate and
these are in the areas of life, health and disability; pension funds and plans; investment
management; annuities and savings; trust, brokerage and banking. Sun Life Assurance Company
of Canada, Sun Life's primary insurance arm, is among the largest international marketing
services organizations in the world, with assets under management of over US$ 201 billion.
The two groups have had a partnership in India for a long time in the areas of asset management,
retail distribution and stock broking. It was natural therefore that when the insurance sector was
opened up in India, the partnership was extended to life insurance. Thus was born BIRLA SUN
LIFE INSURANCE Company Ltd.
The company has set for itself the following Business Management Philosophy:

Vision
To be a world class provider of marketing services to individuals over their lifetime
Mission
To be the first preference of their customers as a leading Integrated Insurance Provider of
insurance solutions through superior value creation and technology.

Core Values

Operating with integrity to the very highest standards of business conduct.

Always working with the customer's needs in mind.

Relentlessly pursuing excellence through the people they employ and the work they do.

Providing products and services that add value for customers, channel partners and build
value for the shareholders.

Goals
To be a world-class player in insurance business and amongst the top insurers in the country.
Philosophy
To create value for all customers, rural and urban, big and small.
Innovation
To lead with innovative product and customer service offerings.
Professionalism
To adhere to strict compliance and professional standards.
Technology
To achieve national connectivity using the backbone of Aditya Birla information highway. To
enable better customer service standards through Superior Technology. To add web and call
centers in a phased manner.

Birla Sun Life Insurance

BIRLA SUN LIFE INSURANE CO. LTD. is a joint venture between Aditya Birla Group, an
Indian multinational corporation, and Sun Life Marketing Inc, a leading global insurance
company. BIRLA SUN LIFE INSURANCE is distinguished as the first company in the sector of
marketing solutions to begin Business Continuity Plan. This insurance company has pioneered
the unique Unit Linked Life Insurance Solutions in India. Within 4 years of its launch, BSLI
became one of the leading players in the industry of Private Life Insurance Scheme.
BIRLA SUN LIFE INSURANCE believes in passion, integrity, speed, commitment and
seamlessness. The mission of the company is to help people with risk management. It also helps
in managing the marketing situation of firms as well as individuals. Here is given a
comprehensive list of policies and products offered by BIRLA SUN LIFE INSURANCE Co.
Ltd.
Protection Plans

BIRLA SUN LIFE INSURANCE TERM PLAN

BIRLA SUN LIFE INSURANCE PREMIUM BACK TERM PLAN

Saving Plans

BIRLA SUN LIFE INSURANCE Guaranteed Bachat Plan

BIRLA SUN LIFE INSURANCE Money Back Plus Plan

BIRLA SUN LIFE INSURANCE Gold-Plus II

BIRLA SUN LIFE INSURANCE Saral Jeevan Plan

BIRLA SUN LIFE INSURANCE Supreme-Life

BIRLA SUN LIFE INSURANCE Dream Plan

BIRLA SUN LIFE INSURANCE Classic Life Premier

BIRLA SUN LIFE INSURANCE Simply Life

BIRLA SUN LIFE INSURANCE Prime Life Premier

BIRLA SUN LIFE INSURANCE Prime Life

BIRLA SUN LIFE INSURANCE Flexi Cash Flow

BIRLA SUN LIFE INSURANCE Flexi Save Plus

BIRLA SUN LIFE INSURANCE Flexi Life Line

BIRLA SUN LIFE INSURANCE Single Premium Bond

Health Solution Plans

BSLI Health Plan

BSLI Universal Health Plan

Retirement Plans

BIRLA SUN LIFE INSURANCE Freedom 58

BIRLA SUN LIFE INSURANCE Flexi Secure Life Retirement Plan II

Children Plans

BIRLA SUN LIFE INSURANCE Children's Dream Plan

Rural Plans

BIRLA SUN LIFE INSURANCE Bima Suraksha Super

BIRLA SUN LIFE INSURANCE Bima Dhan Sanchay

BIRLA SUN LIFE INSURANCE Bima Kavach Yojana

Group Plans

BIRLA SUN LIFE INSURANCE Group Unit Linked Plan

BIRLA SUN LIFE INSURANCE Group Protection Solutions

BIRLA SUN LIFE INSURANCE Group Superannuation Plan

BIRLA SUN LIFE INSURANCE Group Gratuity Plan

BIRLA SUN LIFE INSURANCE Credit Guard Plan

BIRLA SUN LIFE INSURANCE Single Premium Group Term Plan

NRI Plans

BIRLA SUN LIFE INSURANCE Prime Life Premier

BIRLA SUN LIFE INSURANCE Prime Life

BIRLA SUN LIFE INSURANCE Flexi Life Line Plan

BIRLA SUN LIFE INSURANCE Flexi Save Plus

BIRLA SUN LIFE INSURANCE Flexi Cash Flow

BIRLA SUN LIFE INSURANCE Classic Life Premier

BIRLA SUN LIFE INSURANCE Single Premium Bond

BIRLA SUN LIFE INSURANCE Simply Life

MARKETING : A JUSTIFICATION
Considering the importance and relevance of the subject, selection of this topic is very
obvious.
Basically Marketing is the discovering of potential candidates for actual or anticipated
organizational vacancies. It also can be said in another way that it refers to bringing together
those with jobs to fill and those seeking jobs.
It is important to study Marketing and Selection because through it we can identify our
human resource needs. We can know what kind of people must be selected to fill up the specified
vacancies. The ideal Marketing effort will attract a large number of qualified applicants who will
take the job if it is offered. It should also provide information so that unqualified applicants can
self select them out of job candidacy, that is, a good Marketing program should attract the
qualified and not attract the unqualified.

In this project, study is done on Marketing and selection process of BIRLA SUN LIFE
INSURANCE. To find out actual Marketing and selection process of the company is my main
objective of study. Earlier, various studies were made in automobiles industries, pharmaceuticals
industries and others. But this time, the insurance industry has been chosen by the researcher to
understand the image of the organization, attractiveness of the job, internal policies, about the
union (if any), Govt. requirement Marketing budgets etc.

Through this kind of survey we are able to identify the real Marketing program of the
company where for all kinds of operations technical level qualification is needed. The various
selection costs of the company are also identified. It is very interesting to study Marketing and
selection process as it will give light when the researcher will work in HR department in his
future corporate life.

Scope and Limitation

SCOPE AND LIMITATIONS OF THE STUDY

SCOPE:
The scope of this study is to observe the degree of satisfaction levels of the employer as
well as the employees towards the Marketing

and Selection Techniques adopted by the

company. The deviations if any, towards this effect have also been studied. Apart from getting an
idea of the techniques and methods in the Marketing procedures a close look will be taken at the
insight of corporate culture prevailing out there in the organization. This would not only help to
be familiar with the corporate environment but it would also enable the researcher to get a close
look at the various levels authority responsibility relationship prevailing in the organization. This
study also focuses on studying the various techniques adopted by the organization to retain the
new recruits.
The stipulated time for the project is insufficient to undergo an exhaustive study about the
topic assigned. Moreover the scope of the topic (Marketing and Selection) is wide enough, so it
is difficult to cover the entire topic within the stipulated time, but still whatever could be done
towards this effect has been done.

LIMITATIONS OF THE STUDY:

Analyzing the Marketing and selection procedure of an organization takes a lot of time.
The organization hesitates in sharing the sensitive information about its employees. Hence the
survey would not give the real image of Marketing and selection policy of the company.
Although serious efforts were made to collect the authentic and maximum information from
respondents, even then this study is subject to various limitations:

First of all, the scope of sample size was confined to one department only, which would have
other wise made the study and observations more effective.

Secondly, all the results and conclusions are drawn on the basis of whatever information has
been provided by the manager and other employees working in BIRLA SUN LIFE
INSURANCE Co. so there are chances of individual biasness as well.

Thirdly, the stipulated time for the project is insufficient to undergo an exhaustive study
about the topic assigned and moreover the scope of the topic (Marketing and Selection) is
wide enough, so it is difficult to cover all the topics within the stipulated time.

The researcher had to visit a number of times to all the managers and other working staff for
collecting the information. The managers were not able to give all the data at one particular
time.

MARKETING

INTRODUCTION:
Marketing

is the discovering of potential applicants for actual or anticipated

organizational vacancies. In other words, it is a linking activity bringing together those with job
and those seeking jobs.
As Yodel and others point out: Marketing is a process to discover the sources of
manpower to meet the requirements of the staffing schedule and to employ effective measures for
attracting that manpower in adequate numbers to facilitate effective selection of an efficient
working force.
Marketing has been regarded as the most important function of personnel administration,
because unless the right type of people are hired, even the best plans, organization charts and
control systems would not do much goods.
Edwin B. Flippo views Marketing and selection as positive and negative activities
respectively. He says: Marketing is a process of searching for prospective employees and
stimulating and encouraging them to apply for jobs in an organization.
It is often termed positive in that it stimulates people to apply for jobs to increase the
hiring ration, i.e., the number of applicants for a job. Selection, on the other hand tends to be
negative because it rejects a good member of those who apply, leaving only the best to be hired.
Thus Marketing is the development and maintenance of adequate manpower resources.
It involves creation of a pool of available labor upon whom the organization can draw when it
needs additional employees.

FACTORS AFFECTING MARKETING

Most of the organizations, whether large or small, do engage in Marketing activity, though
not to the same extent. This differs with:
1. The size of the organization;
2. The employment conditions in the community where the organization is located;
3. The effects of past Marketing efforts which show the organizations ability to locate and
keep good performing people;
4. Working conditions and salary and benefit packages offered by the organization which may
influence turnover and necessitate future Marketing ;
5. The rate of growth of organization;
6. The level of seasonally of operations and future expansion and production programs;
7. Cultural, economic and legal factors, etc.

Factors governing Marketing may broadly be divided as internal and external factors.
The internal factors include:
(i)

Marketing policy of the organization;

(ii)

Human resource planning strategy of the company;

(iii)

Size of the organization and the number of employees employed;

(iv)

Cost involved in Marketing employees, and finally;

(v)

Growth and expansion plans of the organization.

The external factors include:

(i)

Supply and demand of specific skills in the labor market;

(ii)

Political and legal considerations such as reservation of jobs for SCs, STs, etc.

(iii)

Companys image-perception of the job seekers about the company.

MARKETING POLICY

A Marketing policy asserts the objectives of the Marketing and provides a framework of
implementation of the Marketing program of an organization in the form of procedures. As
Yoder and others observe:
Such a policy may involve a commitment to broad principles such as filling vacancies
with the best qualified individuals. It may embrace several issues such as extent of promotion
from within, attitudes of enterprise in Marketing its old employees, handicaps, minority groups,
women employees, part-time employees, friends and relatives of present employees. It may also
involve the organization system to be developed for implementing Marketing program and
procedures to the employed.
Therefore, a well considered and pre-planned Marketing policy based on corporate goals,
study of environment and the corporate needs need to be developed which may avoid hasty or illdefined procedure and may go a long way to cater the organization with the right type of
personnel.
A good Marketing policy must contain these elements:
(a) Organizations objectives - both in the short-term and long-term -must be taken into
consideration as a basic parameter for Marketing decisions and needs of the personnel
-area-wise, job-family-wise.
(b) Identification of the Marketing

needs to take decisions regarding the balance of the

qualitative dimensions of the would be recruits, i.e., the recruiters should prepare profiles for
each category of workers and accordingly work out the main specifications, decide the
sections, departments or branches where they should be placed and identify the particular
responsibilities which may be immediately assigned to them.

(c) Preferred sources of Marketing , which would be tapped by the organization, e.g., for skilled
or semi-skilled manual workers, internal sources and employment exchanges may be
preferred; for highly specialized categories and managerial personnel, other sources besides
the former, may be utilized.
(d) Criteria of selection and preferences: These should be based on conscious thought and
serious deliberations. In some cases trade unions may be consulted in working out the
Marketing policy. In others, management may take the unilateral decision.
(e) The cost of Marketing and marketing implications of the same.

A Marketing policy, in its broadest sense, involves a commitment by the employer to such
general principles as:
(i)

To find and employ the best qualified persons for each job;

(ii)

To retain the best and most promising of those hired;

(iii)

To offer promising opportunities for life-time working careers; and

(iv)

To provide programs and facilities for personal growth on the job.

According to Yoder, the Marketing policy is concerned with quality and qualifications
(viz., and Q1 and Q2) of manpower. It establishes broad guidelines for the staffing process.
Generally, the following factors are involved in a Marketing policy.
(i)

To carefully observe the letter and spirit of the relevant public policy on hiring, and, on
the whole, employment relationship;

(ii)

To provide individual employees with the maximum of employment security, avoiding,

frequent lay-off or lost time;

(iii)

To provide each employee with an open road and encouragement in the continuing
development of his talents and skills;

(iv)

To assure each employee of the organization interest in his personal goals and
employment objectives;

(v)

To assure employees of fairness in all employment relationships, including promotions

and transfers;

(vi)

To avoid cliques which may develop when several members of the same household or
community are employed in the organization;

(vii)

To encourage one or more strong, effective, responsible trade unions among the
employees.

PREREQUISITES OF A GOOD MARKETING POLICY

The Marketing policy of an organization must satisfy the following conditions:

(i)

It should be in conformity with its general personnel policies;

(ii)

It should be flexible enough to meet the changing needs of an organization;

(iii)

It should be so designed as to ensure employment opportunities for its employees on a

long-term basis so that the goals of the organization should be achievable; and it should
develop the potentialities of employees;

(iv)

It should match the qualities of employees with the requirements of the work for which
they are employed; and

(v)

It should highlight the necessity of establishing job analysis.

METHODS OR TECHNIQUES OF MARKETING

Dunn and Stephens summarize the possible Marketing methods into three categories:

Direct,

Indirect and

Third party.

DIRECT METHODS
These include sending traveling recruiters to educational and professional institutions,
employees contacts with public and manned exhibits. One of the widely used direct methods is
campus selection which involves sending of recruiters to colleges and technical schools. Most
college Marketing is done in co-operation with the placement committee of a college. The
placement committee usually provides help in attracting students, arranging interviews,
furnishing space, and providing student resumes. For managerial, professional and sales
personnel, campus Marketing is an extensive operation. For this purpose, carefully prepared
brochures, describing the organization and the jobs it offers, are distributed among students,
before the interviewer arrives. Sometimes, firms directly solicit information from the concerned
professors about students with an outstanding record. Many companies have found employees'
contact with the public a very effective method. Other direct methods include sending recruiters
to conventions and seminars, setting up exhibits at fairs, and using mobile offices to go to the
desired centers.

INDIRECT METHODS
Indirect methods involve mostly advertising in newspaper, on the radio, in trade, and
professional journals, technical magazines and brochures. Advertising in newspapers and/or trade
journals and magazines is the most frequently used method, when qualified or experienced
personnel are not available from other sources. Senior posts are largely filled by such methods
when they cannot be filled by promotion from within. Advertising is very useful for Marketing
blue-collar and hourly workers, as well as scientific, professional, and technical employees.
Local newspaper can be a good source of blue-collar workers, clerical employees, and lowerlevel administrative employees. The main point is that the higher the position is in the
organization, or the more specialized the skills sought, the more widely dispersed advertisement
is likely to be. The search for top executive might include advertisements in a national
periodical; while the advertisement of blue-collar jobs is usually confined to the daily newspaper
or regional trade journals.

THIRD PARTY METHODS (TPMs)

The best management policy regarding Marketing is to look first within the organization.
If that source fails, external Marketing must be tackled. These include the use of commercial or
private employment agencies, state agencies, Marketing firms, management consulting firms
and recommendations or referrals by friends and relatives.
Private employment agencies are widely used. They charge a small fee from an applicant.
They specialize in specific occupations: general office help, salesmen, technical workers,
accountants, computer staff, engineers and executives. These private agencies are brokers who
bring employers and employees together. State or public employment agencies also known as
Employment or Labor Exchanges are the main agencies of public employment. They provide a
clearing house for jobs and job information. Employers inform them of their personnel
requirements, while job-seekers get information for them about the types of jobs that are referred
to by employers. These agencies provide a wide range of services -counseling, assistance in
getting jobs, information about the labor market, labor and wage rates. Friends and relatives of
present employees are also a good source from which employees may be drawn. When the labor
market is very tight, large employers frequently offer their employees bonuses or prizes for any
referrals that are hired and stay with the company for a specific length of time. Some companies
maintain a register of former employees whose record was good to contact them when there are
new job openings for which they are qualified. This method of Marketing , however, suffers from
a serious defect that it encourages nepotism, i.e., persons of one's community are employed that
may or may not be fit for the job.

Selection

SELECTION
Selection involves a series of steps by which the candidates are screened for choosing the
most suitable person for vacant posts. The process of selection leads to employment of persons
who possess the ability and qualifications to perform the jobs which have fallen vacant in an
organization. The selection procedure is concerned with securing relevant information about an
applicant. The objective of selection process is to determine whether an applicant meets the
qualifications for a specific job and to choose the applicant who is most likely to perform well in
that job.
Selection is a long process, commencing from the preliminary interview of those
applicants and ending with the contract of employment. The hiring procedure is not a single act
but it is essentially a series of methods or steps or stages by which additional information is
secured about the applicant. At each stage, facts may come to light, which may lead to the
rejection to the applicant. A procedure may be compared to a series of successive hurdles or
barriers, which an applicant must cross. These are intended as screens, and they are designed to
eliminate an unqualified applicant at any point in the process. This technique is known as the
successive hurdles technique. Not all selection processes include all these hurdles. The
complexity of a process usually increases with the level and responsibility of the position to be
filled.
According to Yoder, the hiring process is of one or many go, no-go gauges. Candidates
are screened by the application of these tools. Qualified applications go on to the next hurdle,
while the unqualified are eliminated. Thus, an effective selection program is a non-random
process because those selected have been chosen on the basis of the assumption that they are
more likely to be better employees than those who have been rejected.
Selection processes or activities typically follow a standard pattern, beginning with an
initial screening interview and concluding with the final employment decision. The traditional
selection process includes: preliminary screening interview; completion of application form;
employment tests; comprehensive interview; background investigations, physical examination
and final employment decision to hire.

SELECTION PROCEDURE

There is no shortcut to an accurate evaluation of a candidate. The hiring procedures are,

therefore, generally long and complicated. Many employers make use of such techniques and
pseudo-sciences as phrenology, physiognomy, astrology, graphology etc., while coming to hiring
decisions. However, in modern times, these are considered to be unreliable measures.
The following is a popular procedure though it may be modified to suit individual situation:

Preliminary interview: It is generally brief and does the job of eliminating the totally
unsuitable candidates. It offers advantages not only to the organization but also to the
applicant.

Receiving applications: Application form is useful for several reasons. It gives a preliminary
idea about the candidate to the interviewer and helps him in formulating questions to have
more information about the candidate.

Screening of applications: After receiving the applications they are screened by a screening
committee and a list is proposed of the candidates to be interviewed.
Employment tests: Before deciding upon the job or jobs suitable for a particular individual,
one should know the level of his ability and knowledge. This will require the use of
employment tests. The employment test areas are as follows:

Intelligence tests

Aptitude tests

Personality tests

Interest tests

Proficiency tests

 Employment interview: The several purposes of an employment interview are:

To find out suitability of the candidate

To seek more information about the candidate

To give him an accurate picture of the job with details of terms and conditions and some
idea of the organization as well.

Physical examination: The pre employment physical examination or medical test of a

candidate is an important step in selection procedure. It discloses the physical abilities of a
candidate.

Checking references: Prior to the final selection, the prospective employer normally makes
an investigation on the reference provided by the applicant and undertakes more or less a
research through searching into candidates past employment, education, personal,
reputation, etc..

Final selection: After a candidate has cleared all the hurdles in the selection procedure, he is
formally appointed by issuing him an appointment letter by concluding with him a service
agreement.

Existing Procedures

EXITSTING PROCEDURE
BIRLA SUN LIFE INSURANCE is a huge company; around 1773 employees are working in
this company. The company has a well established Marketing and selection policy. The policy
asserts the objectives of the Marketing and provides a framework of implementation of their
Marketing program in the form of procedures. This policy involves filling vacancies with the
best qualified individuals. There is no special occasion or time for Marketing in BIRLA SUN
LIFE INSURANCE. They are Marketing continuously, it means, every day is a Marketing day
for them. Whenever the company identifies Marketing needs, the recruiters prepare profile for
each category of workers and accordingly work out the main specification, decide the sections
and department where they should be placed and identify the particular job responsibility which
may be assigned to them. The company follows various sources of Marketing . These are:1. Campus Marketing
-

For this the company goes to the various colleges across the country and they recruit
fresh candidates from there.

2. Media
-

The company also recruits through media. For this the company uses sources like
newspapers, magazines etc. They prefer this media basically when large volume of
people is required.

3. Web- based Marketing

-

The company also gives Marketing notice in the web and they recruit through the web.

4. Employee reference
-

The company also recruits from friends and relatives of present employees.

5. Consultancy
-

Whenever necessary the company takes the help of the consultancy for Marketing
candidates. This is also an important source for them.

Preferred sources of Marketing

Although there are various sources of employment, followed by the company, i.e.
external and internal sources but the company mostly prefers the external source for Marketing
the candidate.
Costs involved in Marketing
Costs play an important role in Marketing . The company incurs various types of costs. These
are:1. Travel cost -------------- Cost incurred for traveling
2. Constancy cost -------- Cost paid to the constancy firm
3. Publication cost ------- Cost incurred for giving Marketing

notice in newspapers and

magazines.
4. Re- location cost ------ Cost incurred for transferring employees in other departments and
branches.
Reservation of jobs for SCs, STs, etc.
The company does not follow any reservation policy for SCs and STs etc for Marketing
the candidates. They only look for the eligible candidates.

Criteria for the candidate

Mainly the criteria are role dependent. It depends on the job of the candidate. But the
candidates require highly personal and technical skills. The company looks for both fresher and
experienced candidates. But in case of experienced candidates, minimum two years of
experience is required.

Employees turnover ratio

Employees turnover ratio in the company industry is 16%, where as in BIRLA SUN
LIFE INSURANCE Company it is only 8%. So, it is reasonably less compare to others.
Steps taken by the company to reduce employee turnover ratio
The company has taken various steps to reduce employee turnover ratio. Such as
1. Encouraging job satisfaction
2. Building organization culture/ working environment, so that the employees can be retained.
3. Career growth opportunity
Selection procedures followed in the company
Candidates are recruited on the basis of written test and interviews. Candidates must have
good analytical reasoning ability and logical power.
Candidate has to go through three interviews in the selection process. Among them two
technical interviews and one Human resource interview is conducted. The company looks for
technical and job specification both in the candidate.
Job specification and Job description
The company follows both Job specification and job description. For job description,
document for the next job is available to all the employees of the company. By this, the
employees can already be aware about the next jobs they have to perform and it creates the delta
between the current role and the new role of the employees. By this the employees can upgrade
or prepares themselves for their new job.

Faulty selection

According to the interview with the H.R. manager, it can be inferred that the company
has rarely suffered from any faulty selection procedure. The Marketing and selection procedure
in BIRLA SUN LIFE INSURANCE is dynamic in the past years. That means it keeps on
changing every year and it always remains updated.

CHANGES IN MARKETING AND SELECTION PROCEDURE

Every year there are some changes take place in Marketing and selection process for
better result and production. It is such an industry where in every moment some innovation takes
place. So the company needs some new skills to achieve the required fulfillment.
For the last couple of years the company is focusing more on campus interview to give
more chances to the fresher. This reflects the companys Marketing policy, the companys needs
for greater committed employee and also motive behind concentrating more on fresher, as it is
the belief from companys perspective to be working smartly with full enthusiasm. They are also
updated with the current concepts, which are required in company industry. The company is
dealing in making, developing and maintaining the packages. The companies target audience is
foreign market. Most of the customers come from abroad. For these very reasons employees
have to conduct project in foreign countries. Thats why fresher are targeted to fill up the
vacancies.

EFFECT OF CHANGES OF MARKETING AND SELECTION PROCEDURE

TOWARDS GRATITUDE OF EMPLOYEES

As most of the candidates comprise the group of fresher, so it is quite obvious that the
degree of commitment towards the organization will automatically be more from their side as
compared to the experienced ones.
It is also felt that unlike the experienced candidate, the fresher find it difficult to get a job
easily. As it is obvious from the fact that the experienced candidates demand high value in the
market for employment opportunity, the changes during the past few years will give an idea of
how they get themselves updated with the needs of the industry. It also gives an idea of any third
party intervention in the Marketing and selection procedure of the organization. It depends upon
the market demands of the particular industry as to how the candidates would be available for
service in the prospective sectors.
For example, two years back due to September 11, attack there was a great recession in
the global company industry which let to decrease of about 25% in the wages of its employees.
Since compensation is the basic factor of motivation of employees so it decreased the
commitment, gratitude, dedication of employees towards the organization.

MARKETING AN ADVISOR
The process of Marketing an advisor involves five basic steps:
1. Prospecting
2. Suspecting
3. Sales pitch
4. Formalities
5. Depositing the form
6. Appearing for the licensing exam
7. Getting the license

Prospecting:
It includes identifying people who will be willing to and interested in becoming insurance
advisors with BIRLA SUN LIFE INSURANCE. Random sampling or market visits, telecalling,
existing databases or references do this. These people can be anybody ranging from an
unemployed seeking an opportunity or anyone who is already working but desires to have an
extra source of income or someone who has extra time and wants to pursue it as a part time and
earning with it. Anybody, a housewife, a student, a businessman, or a professional can take up
this opportunity.
Suspecting:
It consists of judging such people whether they would be fit for being an insurance
advisor with respect to their qualifications, skills, confidence, etc. after doing so the next step is
fixing appointments with them to give all the information and completing the formalities.
Sales pitch:
This involves the Business Opportunity Presentation(BOP) that gives the prospective
advisor all the information about the companys background and history, the job profile, the
payments and benefits, the skills required, the training requirements and options, the formalities
to be completed, and any other information they wish to know.
Formalities:
Once the above is done, the next step is to complete all the formalities by filling the
Insurance Advisor Form along with all the necessary and important documents which are 7
passport size photographs, a demand draft of Rs.750, age proof, education proof and address
proof.

Depositing the form:

The completed form along with all the required documents is to be deposited for
processing and recording the data after which the employee can proceed for the mandatory 98
hours training.
Appearing for the licensing examination:
The next step is to appear for the IRDA licensing examination. It is a 100 marks exam
and the appearing candidate is required to obtain at least 50 marks to clear the examination.
Get the license:
Once the candidate passes the examination hes issued a license after which he can start
working as an insurance agent for the company.

BENEFITS PROVIDED TO THE ADVISORS

As a life insurance advisor with BIRLA SUN LIFE INSURANCE one would enjoy the
following benefits:
Enriching training programs:
An intensive training program is provided before you commence your new career. This
would equip you with all the information and knowledge about life insurance, its benefits and the
products. This way you would perform your job better and meet your goals. You would also
enjoy the benefits of continuous training and mentoring programs that are designed to update
you, apart from enhancing your selling skills.
Mentoring:
Company provides training and support to meet your goals. You also get an opportunity
to learn from industry experts.
Flexibility:
You are free to decide your own working hours and earning goals. Its only your
imagination that can act as a limiting factor.
Satisfaction:
You will help people manage their assets and plan their marketing security, and
experience deep satisfaction from making a positive difference in others lives. You act as a
strategist in annuities, business insurance, estate planning and personal investment, providing
both short term and long term solutions to marketing risk.

Freedom:
You can continue with present job occupation if you so desire and treat this as a parallel
source of income. This allows you with the time to decide if you want to take the job of an
insurance advisor as a full time activity or only as a part time.
Earnings:

You entitled to a percentage of premiums as commission till the lifetime of the policies
sold by you as well as bonus commissions.
Additional:
Apart from earnings, you are also awarded for your high performance which might
include palmtops, planners, leather portfolio bags, offsite conferences, foreign trips and sales
promotion schemes and much more.

CAREER PROGRESSION FOR THE ADVISORS

Once a person joins BIRLA SUN LIFE INSURANCE as an Insurance Advisor, his career
doesnt stagnate there. He will have unlimited opportunities. The following are some of the
programs that will enable advisor to secure a higher position in future.

Tiger Team

Exclusive program for high potential achievers

Hand picked advisors

A fast track career

Recognition as Tiger

Performance criteria:
-

Age 25 to 40yrs

At least 1year in system

Case count 2 per month

Mobile Tiger

Part time career as Trainer

Conduct foundation programs

Share best field practices

Performance Criteria:
-

Age 25 45 years

At least 6 months in system

Case count 2 per month

Fast Track Pinnacle Program

A full time career as a Unit Manager

Growth within BSLI

Greater earning potential & Personal development

Performance Criteria:
-

Age 25-45 years

At least 1yr in system

30 issuances of advisors within 6 months

Agency Champion

Take your business to next 5 level

Entrepreneurs, develop your own business

Recruit new advisors and make your team

Performance Criteria:
-

At least 1yr in system

Minimum 36 policies & 3.6 lakhs premium

Selection process (assessment centre)

RESEARCH
Research methodology is a way to systematically solve the research problem. It may be
understood as a science of studying how research is dined scientifically. In it we study the
various steps that are generally adopted by a researcher in studying his research problem along
with the logic behind them. It is necessary for the researcher to know not only the research
methods techniques but also the methodology. Researchers not only need to know and develop
certain indices or tests, how to calculate the mean the median or the standard deviation or chi
square, how to apply particular research technique.
MEANING OF RESEARCH
Research in common parlance refers to a search for knowledge. One can also define research as a
scientific and systematic search for pertinent information on a specific topic. In fact, research is
an art of scientific investigation.
According to Clifford Woody research comprises defining and redefining problems. Formulating
hypothesis or suggested solutions; collecting, organizing and evaluation data; making deduction
and reaching conclusions; and at last carefully testing the conclusions to determine whether they
fit the formulating hypotheses.

RESEARCH
1. Descriptive vs. Analytical: - descriptive research includes surveys and fact finding
enquiries of different kinds. The major purpose of descriptive research is description of
the state of affairs, as it exists at present. In social science and business research we quite
often use the term. Ex post facto research for descriptive research studies. The main
characteristic of this method is that the researcher has no control over the variables; he
can only report what has happened or what is happening.
2. Applied vs. Fundamental: - Research can either applied (or action) research or
fundamental (or basic or pure) research. Applied research aims at finding solution for an
immediate problem facing a society or an industrial/business organization, whereas
fundamental research is mainly concerned with generalizations with the formulation of
theory. Gathering knowledge for knowledges sake is termed pure or basic
research.
3. Quantitative vs. Qualitative:- quantitative research is based on the measurement of
quantity or amount. It is applicable to phenomena that can be expressed in terms of
quantity phenomena, i.e. phenomena relating to or involving quality or kind. For
instance, we are interested in investigating the reasons for human behavior (i.e. why
people think or do certain things), we quite often talk of Motivating research, an
important type of qualitative research. This type of research aims at discovering the
underlying motives and desires, using in depth interviews for the purpose.
4. Conceptual vs. empirical:- conceptual research is related to some abstract idea(s) or
theory. Philosophers and thinkers to develop new concepts or to reinterpret existing ones
generally use it. On the other hand, empirical research relies on experience or observation
alone, often without due regard for system and theory. It is data based research, coming
up with conclusions which are capable of being verified, by observations or experiment.
We can also call it as experimental type of research.
5. Some other types of research:- all other types of research are variations of one or more of
the above stated approaches ,based on either the purpose of research ,or the time required
to accomplish research ,or the environment in which research is done ,on the basis of
some other similar factor ,from the point of view of time ,we can think or research. In the
former case the research is confined to a single time period, where as in the letter is
carried on over several time periods. Research can be field-setting research of Laboratory
research or simulation research, depending upon the environment in which it is to be

carried out. Research can as well be understood as clinic or diagnostic research. Such
researches follows case-study methods or in depth usually go deep into the causes of
thing or events that interest us ,using very small samples and very deep probing data
gathering devices. The research may be exploratory or it may be formalized. The
objective of exploratory is development of hypothesis rather than their testing: whereas
formulized research studies are those with substantial structured and with specific
hypothesis to be tested. Historical research is that which utilized historical sources like
documents, remain, etc. to study events or ideas of the past, including the philosophy of
persons and groups at any remote point of time Research can also; be classified as
conclusion-oriented research, a researcher is free to pick up a problem, redesign the
enquiry as he proceed and is prepared to conceptualized as he wished. Decision maker
and the researcher in this case is not fee to embark on research according to his own
inclination.

SIGNIFICANCE OF RESEARCH
Significance & Objectives of research
All progress is born of enquiry. Doubt is often than over confidence. For it leads to enquiry, and
enquiry leads to invention is a famous Hudson maximum in context of with the significance of
research can be understood. Increased amounts of research make progress possible. Research
includes scientific and inductive thinking and promoted the development of logical habits of
thinking and organization. The role of research in several fields of applied economies, whether
related to business or to the economy as a whole, as greatly. Increased in modern times. The
increasly complex nature of business and govt. has focused attention on the use of research and
solving operational problem. Research as and aid to economic policy, has gained assed
importance, both for govt. and business. Research has its special significance in solving various
operational and planning problems of the business and industry.
Research is equally important for social scientists in studying social relationship and in seeking
answers to various social problems.
To professional in research methodology, research may mean a source of livelihood.
To philosopher and thinkers, research may mean the development of new ideas and insight.
To literary men and women, research may mean the development of new style and creative work.
To analysts and intellectual research may mean the generalizations.

RESEARCH METHOLOGY
RESEARCH PROCESS
1. Specifying research objective problem
2. Preparing a list of information
3. Designing the research approach &research plan.
4. Research instruments
5. Sampling plan
6. Contact method
7. Organizing &carrying out field work
8. Data analysis
9. Reporting the finding
WHAT IS A RESEARCH PROBLEM
A research problem in general refers to some difficulty which a research experience in the
context of either a theoretical or practical situation and want to obtain a solution for the same.
SELECTING THE PROBLEM:
The research problem undertaken for study must be carefully selected. The task is a difficult one
although it may not appear to be so. Nevertheless, every taken from a researcher must find out
his own salvation for research problem can not be borrowed. A problem must spring from the
researcher mind like a plant springing from its own see. We have to see ourselves and enable him
to prescribe for us the right number by co-operating with him. Thus a research guide can at the
most only help a researcher choose a subject. However, the following points may observe by a
researcher in selecting a research problem or a subject for research.
A Subject that is over done should not be normally chosen, for it will be a difficult task to
throw any new light in such a case.
B Controversial subject should not become the choice of an average researcher.
C Too narrow or too vague problem should be avoided.
D The subject should be selected for research should be familiar and feasible so that the related
research material or sources of research are within ones reach. Even then it is quite difficult to
supply definitive ideas concerning how a researcher should obtain ideas for his research.
E the importance of the subject the qualifications and the training of a researcher, the cost
involved, at time factor are few other criteria that must also be considered in selecting a problem.
F The selection of a problem must be preceded by a preliminary study. This may not be
necessary when the problem require the conduct research closely similar to one that has already
been done. But when the field of inquiry is relatively new and does not have available a set of
well-developed techniques, a brief feasibility must always be undertaken.
RESEARCH DESIGN
The formidable problem that follows the task of defining the research problem that follow the
task of is the preparation of the design of the research project, popularly known as the research

design. A research design is the arrangement of condition for collection and analysis of data in
a manner that aims to combine relevance to the research purpose with economy in procedure.
FEATURES OF A GOOD DESIGN
A good design is often characterized by adjectives like flexible, appropriate efficient and
economical and so on. Generally the design which minimizes bias and maximizes the reliability
of the data collected and analyzed is considered a good design. The design which gives the
smallest experimental error is supposed to be the best design in much investigation.
A research design appropriate for a particular research problem, usually involves the
consideration of the following factor.
DEVELOPING RESEARCH PLAN
Research plan must contain the following items:
1. Research object should be clearly stated in a line or two which tells exactly what it is that the
researcher expects to do.
2. The problem to be studied by researcher must be explicitly stated so that one may know what
information is to be obtained for solving the problem.
3. Each major concept which researcher want to measure should be defined in operational term
in context of the research project.
4. The plan should contain the method to be used in solving the problem. An overall description
of the approach to be adopted is usually given and
Assumption, if any, of the concerning method to be used are clearly mentioned in the research
plan.
5. The plan must also state the details of the techniques to; be adopted. For instance, if interview
method is too used, an account of the nature of the contemplated interviews procedure should be
given. Similarly, if test are to be given, the condition under which they are to be administered
should be specified along with the nature of the instrument to be used. If public records are to be
consulted as sources of data, the fact should be recorded in the research plan. Procedure for
qualifying data should be written about in all details.
6. A clear mention of the population to be studied should be made. If the study happen based, the
research plan should state sampling plane i.e. how the samples is to be identified. The method of
identifying the sample should be such that generalization form the sample to be original
population is feasible.
7. The plan must also contain the method to be used in processing the data. Statistical and other
method s to be used must be indicated in the plan. Such methods should not be left until the data
have been collected. This part of the plan may be reviewed by experts tin the field. For they can
often suggest changes that result in substantial saving of time and feasible.

8. Result of pilot test, if any should be reported. Time and cost budgets for the research project
should also be prepared and laid down in the plan itself.

SAMPLE DESIGN
Census and sample survey:
All items in any field of inquiry constitute a universe or populations. A
population. A population complete enumeration of all in the population is known as a census
inquiry.
Steps in sampling design.
1-type of universe
The first step in developing any sample design is to clearly define the set of objects, called
technically called the Universe, to be studied.
The Universe can be finite or infinite. In finite Universe the numbers of items is certain, but in
case of an infinite Universe the number of the number of items is infinite.
2- Sampling Unit:
A decision has to be taken concerning a sampling unit before selecting sample. Sampling unit
may be a geographical one such as state, district, village etc. it may be a social unit such as
family, club, school, etc. or it may be an individual.
3- Source Life
It is also known as sampling frame form which sample is to be drawn. It contains the name of
all item of a Universe. It is extremely important for the source list to be as representative of the
population as possible.
4- Size of sample
This refers to the number of items to be selected from the Universe to constitute a sample. This is
a major problem before a researcher. The size of sample should neither be excessively large, nor
too small. It should be optimum. Cost too dictates the size of sample that we can draw. As such
budgetary constraint must in variably be taken into consideration when we decide the samples
size. For instance we may be interested in estimating. The proportion of person with some
characteristic in the population of in knowing some average or the other measure concerning the
population. There may also be important sub groups in the population about whom we would
like to make estimates. All this has a strong impact upon the sample design we would accept.

5-Budgetary constraint
Cost considerations, form practical point of view, have a major impact upon decisions related to
not only the size of a non-probability sample.
6- Sampling procedure
Finally, the researcher must decide the type of sample he will use. There are several sample
designs (explained in the pages that follow) out of which the researcher must select that design
which, for a given sample size and for a given cost, has smaller sampling error.

METHOD OF DATA COLLECTOIN

The task of data collection begins after a research problem has been defined and research design
plan chalked out. While deciding about the methods of data collection to be used for the study,
the researcher should keep in mind two types of data via, primary and secondary. The primary
data are those which are collected a fresh and for the first time and thus happen to be original in
character. The secondary data, on the other hand are those which have already been collected by
someone else and which have already been passed through the statistical process. The researcher
would have to decide which sort of data he would be using (thus collection) for his study and
accordingly he will have to selected one or the other method of data collection.
The purpose of research is to discover answers to questions through the application of scientific
procedures. The main aim of research is to find out the truth which is hidden and which has not
been discovered as yet. Through each research study has its own specific purpose, we may think
of research objectives as falling into a number of following broad grouping: research
methodology is wider than that of research methods. Thus, when we talk of research
methodology we not only talk of the research methods but also consider the logic behind the
methods following order concerning various steps provides a useful procedural guideline
regarding the research process.
# formulating the research problem
# Extensive literature survey
# developing the hypothesis
# preparing the research design
# determining design
# collecting the data
#Execution of the project
# Analysis of data
# Hypothesis testing
#Generalizations and interpretation
#Preparation of the report of presentation of the result, i.e. formal write-up of conclusions
reached.

COLLECTION OF PRIMARY DATA

Primary data, particularly in surveys and descriptive researches. Important ones are:
A Observation method
B Interview method
C through questionnaires
D through schedules

MARKETING PERFORMANCE
In the time insurance market is very competitive. A no. of insurance companies are coming in
insurance market.
Before 2000 there was only a LIC company in the corporation. This was a government
corporation and having 99% of share of insurance market.
After 2000 a no. of insurance companies are coming in insurance market.
All these companies are private companies. Private companies become a
completion with each other.
The government has opened up the insurance sector to private players, who have tied up with
large overseas insurance companies. Some of the private life insurance companies are as follows.
Max New York life insurance company
Om kotak Mahindra
Tata AIG insurance company.
BIRLA SUN LIFE INSURANCE company.
Reliance life insurance company.
HDFC standard.
ICICI prudential
In non life insurance segments, major private players are Royal Semidram
Cholamandalam, IFFCO Tokiyo, Tata AIG etc.

Q1. Do you know about BIRLA SUN LIFE INSURANCE company.

60

50

40

30

yes

no

20

10

0
Birla Sun Life Insurance Company Limited (BSLI) is a joint venture between the Aditya Birla
Group, a well known Indian conglomerate and Sun Life Marketing Inc., one of the leading
international marketing services organisations from Canada. With an experience of over a
decade, BSLI has contributed to the growth and development of the Indian life insurance
industry, and currently is one of the leading life insurance companies in the country. BSLI
offers a complete range of offerings, comprising of protection solutions, children's future
solutions, wealth with protection solutions, health and wellness solutions, as well as retirement
solutions; it has an extensive distribution reach of over 500 cities through its network of over 550
branches, over 1,05,000 empanelled advisors, and over 100 partnerships with corporate agents,
brokers and banks. The AUM of Birla Sun Life Insurance is close to Rs. 22,300 Crores and it has
a robust capital base of over Rs. 2,200 Crores, as on 30th September, 2013.

Q2. Have you taken any policy of BIRLA SUN LIFE INSURANCE company.

80
70
60
50
yes

40
30
20
10
0

no

You work hard to provide your family the best of everything, along with saving for your
retirement years. You wish for a plan that lets you live your golden years with the same comfort
and lifestyle, without any compromises. Presenting the BSLI Dream Life Plan - a plan that suits
your needs and gives you the freedom to live life confidently.
This plan offers you:

Guaranteed Savings Amount on the date of your choice

Whole life cover
Choice of Pay Term
Enhanced marketing security for your loved ones

Q3. What are the major priorities while taking any policy?

40
35
securities
30

Future needs

saving

25
20
15

rebate in income-tax

10
5
0

1. Health and fitness care is among the top priorities of each and every house.
2.Cost-benefit Factor:
Cost is an important element in the total decision making plan for choosing a Health Insurance
policy. The total cost element depends on the selection of family's dependent member .i.e. The
non-earning memeber of the family. Therefore , it is advisable to be aware of the fact that the
price of buying should justify the benefits protected under the insurance policy. In simple terms,
you need to make an appropriate balance between the expense and advantages offered.
3. Sufficient Cover :
An adequate cover represents once requirement to protect his/her complete family members (i.e
spouse , children as well as your dependent mother and father).

Q4. Why would one choose a particular insurance company?

40

54
52
50
48

better service

maximum return

46
44
42

4. Age Factor:
While applying for a policy, your age is also an essential element that should be taken into
consideration.

Q5.

How

many

policies

have

you

taken

right

now?

25

20

15
Less than 2

2 to 4

4 to 6

6 & above

10

How BSLI Dream Life Plan works:

1. You select the Guaranteed Savings Date that suits your retirement objectives.
2. You
select
the
Basic
Premium
you
want
to
pay
every
year.
3. You select the number of years you want to pay your premiums, and select your Pay Term
from options of 5-Pay / 10-Pay / 15-Pay / 20-Pay / To Guaranteed Savings Date.
4. You will receive Basic Sum Assured which is the minimum death benefit payable on the
demise of the life insured. The Basic Sum Assured is automatically determined as your Basic.

Q7. Why does one should adopt that particular policy of BSLI Company.?

20
18
16
14
12

for security For future needs For saving other

10
8
6
4
2
0

Birla Sun Life Insurance - BSLI Dream LIfe Plan - are only the names of the
Company and Policy respectively and do not in any way indicate their quality, future
prospects or returns. The premium paid in unit linked life insurance policies are
subject to investment risk associated with capital markets and the unit price of the
units may go up or down based on the performance of investment fund and factors
influencing the capital market and the policyholder is responsible for his / her
decisions. Tax benefits are subject to changes in the tax laws. Insurance is the subject
matter of solicitation. Investment risk in the investment portfolio is borne by the
policyholder.

Q8. How you deposit your premium?

18
16
14
12
10
Yourself

By agent

By post

Through internet

8
6
4
2
0
Our range of premium payment options ensure your convenience.

Net Banking

ECS

Direct debit

National Electronic Fund Transfer (NEFT)

Q9. Do you satisfy from yours agents services?

60

50

40

30

yes

no

20

10

Birla Sun Life Insurance Company Limited (BSLI) is a joint venture between the Aditya Birla
Group, a well known Indian conglomerate and Sun Life Marketing Inc., one of the leading
international marketing services organisations from Canada. With an experience of over a
decade, BSLI has contributed to the growth and development of the Indian life insurance
industry, and currently is one of the leading life insurance companies in the country. BSLI
offers a complete range of offerings, comprising of protection solutions.

Q10. Do you get the premium notice on time?

35
30
25
20

yes

no

15
10
5
0

Customer Care Number Of Birla Sun Life Insurance Toll Free Number:

Toll Free Number Of Birla Sun Life Insurance: 1-800-270-7000

SMS BSLI to 56161 to know more about Birla Sun Life Insurance Plans

Email to Birla Sun Life Insurance:

Q11. How do you get the knowledge about the BSLI Company?

30

25
Advertisement

20

15

10Person of enquiry

Agent

Evelopment officer

A child is a source of joy for every parent. You work towards ensuring that you have
the means to meet the big future expenses of your child, be it for higher education,
marriage or any other dreams that you have for your child.
Birla Sun Life Insurance Childrens Future Solutions are designed to help you build a
corpus that allows you to meet the major expenses of your child in future. Besides
providing you life cover to ensure that your childs dream is secured, they also offer
you the choice of guaranteed returns or the flexibility to manage your fund options to
make your money grow as per your needs.

Q12. Have you taken an insurance policy from any other insurance company?

70
60
50
40
30
20
10
0

Yes

No

Birla Sun Life Insurance Health & Wellness Solutions ensure that
you never lack the funds to go in for quality treatment in case of
medical emergencies. Our plans help you insure yourself and your
family for an adequate sum, against major illnesses and injuries.
You even have a choice of plans that offer the cashless facility.
To know more about our plans and to get recommendations on the
plan best suited to your needs, call for a Birla Sun Life Insurance
Marketing Advisor.
Q13. If yes than which are?

60
50
40
30

ICICI

HDFC

LIC

Bajaj Allianz

20
10
0
Nowadays everyone is looking to get more; setting up
your own business, going on exotic holidays, your

BSLI Vision
Regular

childrens future, etc. so why should you settle for less

Returns Plan
than the best.
Life is full of uncertainties and seldom turns out the
way one expects it to be. We all look for security;
whether it is for our familys future or for our savings.
Given a choice, we would leave nothing to chance when
it comes to fulfilling goals and securing familys wellbeing.

Q14. Why have chosen that particular private company?

8
7
6
5
4
3
2
1
0

Better Service

Good return

othe r

birla Sun Life Insurance Wealth Assure Plan, a protection and

savings plan, that enables your wealth to grow steadily over time,
providing you and your family with a secure marketing future to
meet your needs at different stages of life.

QUESTIONNAIRE
BIRLA SUN LIFE INSURANCE Company Customer information module
Name AddressDate of birth Occupation Contact no.-

..
..
.
.
.

Q1. Do you know about BSLI?

(Yes/No)
Q2. Have you taken any policy of BIRLA SUN LIFE INSURANCE Company?
(Yes/No)
Q3. What are the major priorities while taking any policy?
Securities
Future needs
Savings
Rebate in income Tax
Q4. Why would you have chosen a particular insurance company?
Better Service
Minimum premium
Maximum return
Q5. How many policy have you taken right now?
Less than two

2 to 4
4 to 6
6 & above
Q6.which policy has you adopted from BIRLA SUN LIFE INSURANCE Company?
Money back
Term assured
Children plan
Pension plan
Q7. Why do you adopt that particular policy of Birla sun life
Insurance company
For security
For future needs
For saving
Other
Q8. How you deposit your premium?
Yourself
Agent
By post
Internet
Q9. Do you satisfy from your agents service?
(Yes/No)
Q10. Do you get the premium notice on time?
(Yes/No)
Q11. How do you get the knowledge about the BSLI?
Advertisement
Agent
Development officer
Persons of enquiry
Q12. Have you taken an insurance policy from any other insurance company?
(Yes/No)
Q13. If yes than which are?
ICICI
LIC
HDFC
Max New York
Q14. Why have you chosen that particular private company?

Better service
Good return
Other reason