“RECRUITMENT AND TEAM BUILDING OF LIFE ADVISORS IN

BHARTI AXA LIFE INSURANCE”,

BAPUJI NAGAR, BHUBANSEWAR

SUBMITTED BY:-
SUKANTA MEHER
PGPM/08-10/57
Submitted for partial fulfillment of the requirement of PGPM 2009-10

1|Page
 Under the guidance of

Mr. SOUMDRA ROUT Dr. MRUTYUNJAY DAS

Agency Development Manager ASBM, Bhubaneswar
BHARTI AXA LIFE INSURANCE,
Bapujinagar, Bhubaneswar

2|Page
 ACKNOWLEDGEMENT
I am very much thankful to the management of the Bharti AXA life insurance Company Ltd. for
giving me an opportunity to do this project as a part of my PGPM program. The completion of
this project is a successful and satisfactory out come of so many helping hands. I think it proper
to express my deep obligation to my advisers.

First and foremost, I am especially thankful to Mr. Somendra Rout (Agency Development
Manager, Bharti AXA Life insurance company Ltd., Bapuji nagar branch, BBSR) for giving me
the opportunity to do my two-month project training in their esteemed organization. I am highly
obliged to Mr. Sudhansu Sekhar Sundaray (Business Manager, Bharti AXA life insurance co.
ltd., BBSR) for his active co-operation and help for the completion of my project at BBSR. I also
thankful to staff member of the organization for rendered service and provide various
information to my purpose. Their suggestions are helping me in various stages.

My usual thanks to Prof. Mrutyunjay Das my internal guide, who is constant source of help and
inspiration to me and for his guidance without which the work could, has been possible. Above
all my regards and thanks are due to my parent, family members and friends for the consistent
support during doing the project.

With deep gratitude

SUKANTA MEHER

3|Page
 EXECUTIVE SUMMARY

The project is about procurement and development of Life advisors. The project was undertaken
by 5 member team and the entire task was divided into sub- tasks. The process started from
identifying the need, then advertising the same to prospective individuals by distribution of
pamphlets, holding various activities in residential areas etc. then individuals were surveyed. The
questionnaire was designed in such a manner that it gave a general idea about the ability and
capability of respondent as a prospective life insurance advisor. Certain scores were allotted
depending on the answers given by the respondent. Those who were high on the scores were
motivated to visit the office for conduction of their interview. After the successful completion of
interview individuals were informed if they were selected for training of Life advisors. They
were asked to fill the NAAF form and a fee was collected from them along with their
photographs. After successful completion of training an exam was conducted and those who
qualified the exam were selected as life advisors.

The project report submitted here covers theory on recruitment and team building, flowchart of
activities undertaken for team building, data analysis of the survey and a list of suggestions and
recommendations for the company at the end of the entire study.

During the process of summer project we conducted activities in various places of Bhubaneswar
like DDCE, CRP, RAJMAHAL, WESTERN MARKET, AND 9TALA. The samples of the
questionnaire that were surveyed for such activities have been given in the annexure.

4|Page
 CHAPTER-1

Brief introduction of insurance

- What is insurance?
- Different types of insurance
- Need of life insurance
- History of insurance sector in INDIA
- Role of insurance in economic development

Company background
- About the company
- strategy
- Board of Directors
- Its organization structure

Major players in the life insurance industry in india

Insurance Products of Bharti AXA

Objective of the project

5|Page
 Insurance industry

Insurance industry is a booming sector. The business of insurance is related to the protection of
the economic value of asset. Every asset has a value. The asset would have been created through
the efforts of the owner, in the expectation that, either through the income generated there from
or some other output, some of his needs would be met. There is a normally expected life time for
the asset during which time it is expected to perform. Insurance is a mechanism that helps to
reduce such as adverse consequences.

WHAT IS INSURANCE?
Basic aim of the insurance plan satisfies the following objectives:-
• Protection of economic value of assets.
• Mechanism to reduce impact of adverse events on value generating assets.

Types of insurance
Insurance is generally classified into three main categories:

1. Life Insurance.
2. Health Insurance.
3. General Insurance.
To get insurance an individual or an organization can approach to Insurance Company directly,
through Insurance agent of the concerned company or through intermediaries.

Life Insurance

6|Page
Life insurance or life assurance is a contract between the policy owner and the insurer, where
the insurer agrees to pay a sum of money upon the occurrence of the insured individual's or
individuals' death or other event, such as terminal illness or critical illness. In return, the policy
owner agrees to pay a stipulated amount called a premium at regular intervals or in lump sums.
There may be designs in some countries where bills and death expenses plus catering for after
funeral expenses should be included in Policy Premium.

Life Insurance Sector in India

Significant channel for

household savings into
capital formation
2nd largest
GDP financial service
penetration of in India after
4.1% banking

Statutory Life Insurance

Total number of
requirements
lives insured
to provide
and on books as
reach to rural
on March 31,
areas
Total Assets Under 2008- 22 Crs
Management of Life Insurance
Cos. as on March 31, 2008- Rs.
8,50,000 crores

NEED OF LIFE INSURANCE

7|Page
. The functions of Insurance can be bifurcated into two parts:
1. Primary Functions
2. Secondary Functions
3. Other Functions

The primary functions of insurance include the following:

Provide Protection - The primary function of insurance is to provide protection against future
risk, accidents and uncertainty. Insurance cannot check the happening of the risk, but can
certainly provide for the losses of risk. Insurance is actually a protection against economic loss,
by sharing the risk with others.

Collective bearing of risk - Insurance is a device to share the financial loss of few among many
others. Insurance is a mean by which few losses are shared among larger number of people. All
the insured contribute the premiums towards a fund and out of which the persons exposed to a
particular risk is paid.

Assessment of risk - Insurance determines the probable volume of risk by evaluating various
factors that give rise to risk. Risk is the basis for determining the premium rate also

Provide Certainty - Insurance is a device, which helps to change from uncertainty to certainty.
Insurance is device whereby the uncertain risks may be made more certain.

The secondary functions of insurance include the following:

Prevention of Losses - Insurance cautions individuals and businessmen to adopt suitable device
to prevent unfortunate consequences of risk by observing safety instructions; installation of
automatic sparkler or alarm systems, etc. Prevention of losses causes lesser payment to the
assured by the insurer and this will encourage for more savings by way of premium. Reduced
rate of premiums stimulate for more business and better protection to the insured.
Small capital to cover larger risks - Insurance relieves the businessmen from security
investments, by paying small amount of premium against larger risks and uncertainty.

8|Page
Contributes towards the development of larger industries - Insurance provides development
opportunity to those larger industries having more risks in their setting up. Even the financial
institutions may be prepared to give credit to sick industrial units which have insured their assets
including plant and machinery.

The other functions of insurance include the following:

Means of savings and investment - Insurance serves as savings and investment, insurance is a
compulsory way of savings and it restricts the unnecessary expenses by the insured's For the
purpose of availing income-tax exemptions also, people invest in insurance.

Source of earning foreign exchange - Insurance is an international business. The country can
earn foreign exchange by way of issue of marine insurance policies and various other ways.
Risk Free trade - Insurance promotes exports insurance, which makes the foreign trade risk free
with the help of different types of policies under marine insurance cover.

Brief History of the Insurance Sector in India

9|Page
The business of life insurance in India in its existing form started in India in the year 1818 with
the establishment of the Oriental Life Insurance Company in Calcutta.

The story of insurance is probably as old as the story of mankind. The same instinct that prompts
modern businessmen today to secure themselves against loss and disaster existed in primitive
men also. They too sought to avert the evil consequences of fire and flood and loss of life and
were willing to make some sort of sacrifice in order to achieve security. Though the concept of
insurance is largely a development of the recent past, particularly after the industrial era – past
few centuries – yet its beginnings date back almost 6000 years.

Life Insurance in its modern form came to India from England in the year 1818. Oriental Life
Insurance Company started by Europeans in Calcutta was the first life insurance company on
Indian Soil. All the insurance companies established during that period were brought up with the
purpose of looking after the needs of European community and these companies were not
insuring Indian natives.
• Bombay Mutual Life Assurance Society heralded the birth of first Indian life insurance
company in the year 1870, and covered Indian lives at normal rates.
• Bharat Insurance Company (1896) was also one of such companies inspired by
nationalism. The Swadeshi movement of 1905-1907 gave rise to more insurance
companies.
• The United India in Madras, National Indian and National Insurance in Calcutta and the
Co-operative Assurance at Lahore were established in 1906.
• In 1907, Hindustan Co-operative Insurance Company took its birth in one of the rooms of
the Jorasanko, house of the great poet Rabindranath Tagore, in Calcutta.
• The Indian Mercantile, General Assurance and Swadeshi Life (later Bombay Life) were
some of the companies established during the same period.
The Parliament of India passed the Life Insurance Corporation Act on the 19th of June
1956, and the Life Insurance Corporation of India was created on 1st September, 1956,
with the objective of spreading life insurance much more widely and in particular to the rural
areas with a view to reach all insurable persons in the country, providing them adequate financial
cover at a reasonable cost.
Some of the important milestones in the life insurance business in India are:

10 | P a g e
1850Non life insurance debuts with triton insurance company. 1870 Bombay mutual life
assurance society is the first Indian owned life insurer.

1912 The Indian Life Assurance Companies Act enacted as the first statute to regulate the life
insurance business.

1928 The Indian Insurance Companies Act enacted to enable the government to collect
statistical information about both life and non-life insurance businesses.

1938 Earlier legislation consolidated and amended to by the Insurance Act with the objective
of protecting the interests of the insuring public.

1956 245 Indian and foreign insurers and provident societies taken over by the central
government and nationalized. LIC formed by an Act of Parliament, viz. LIC Act, 1956, with a
capital contribution of Rs. 5 Crore from the Government of India.

Insurance sector reforms

In 1993, Malhotra Committee, headed by former Finance Secretary and RBI Governor R. N.
Malhotra, was formed to evaluate the Indian insurance industry and recommend its future
direction.

The Malhotra committee was set up with the objective of complementing the reforms initiated in
the financial sector. The reforms were aimed at “creating a more efficient and competitive
financial system suitable for the requirements of the economy keeping in mind the
structural changes currently underway and recognizing that insurance is an important
part of the overall financial system where it was necessary to address the need for similar
reforms…”.

The Insurance Regulatory and Development Authority (IRDA)

11 | P a g e
The Insurance Act, 1938 had provided for setting up of the Controller of Insurance to act as a
strong and powerful supervisory and regulatory authority for insurance. Post nationalization, the
role of Controller of Insurance diminished considerably in significance since the Government
owned the insurance companies.

But the scenario changed with the private and foreign companies foraying in to the insurance
sector. This necessitated the need for a strong, independent and autonomous Insurance
Regulatory Authority was felt. As the enacting of legislation would have taken time, the then
Government constituted through a Government resolution an Interim Insurance Regulatory
Authority pending The enactment of a comprehensive legislation.

The Insurance Regulatory and Development Authority Act, 1999 is an act to provide for the
establishment of an Authority to protect the interests of holders of insurance policies, to regulate,
promote and ensure orderly growth of the insurance industry and for matters connected therewith
or incidental thereto and further to amend the Insurance Act, 1938, the Life Insurance
Corporation Act, 1956 and the General insurance Business (Nationalization) Act, 1972 to end the
monopoly of the Life Insurance Corporation of India (for life insurance business) and General
Insurance Corporation and its subsidiaries (for general insurance business).

ROLE OF INSURANCE IN ECONOMIC DEVELOPMENT

12 | P a g e
Insurance directly or indirectly plays a vital role in the economic development of the country
through the following means:-
• Life insurance is a major instrument in mobilizing the savings of the people. These
savings are channeled into investments for economic groups.
• The strength of life insurance is in the fact that huge amounts are collected and pooled
together for the benefit of the policy holders.
• The insurance company is in the role of fiduciary- that all decision be made for the
benefit of the community.

INTRODUCTION TO COMPANY

13 | P a g e
Bharti AXA Life Insurance Company Ltd.

Bharti AXA Life Insurance is a joint venture between Bharti, one of India’s leading business
groups with interests in telecom, agri business and retail, and AXA, world leader in financial
protection and wealth management. The joint venture company has a 74% stake from Bharti and
26% stake of AXA.

.
The company launched national operations in December 2006. Today, we have over 5200
employees across over 12 states in the country. Our business philosophy is built around the
promise of making people "Life Confident".

As we expand our presence across the country to cater to your insurance and wealth management
needs with our product and service offerings, we continue to bring 'life confidence' to customers
spread across India. Whatever your plans in life, you can be confident that Bharti AXA Life will
offer the right financial solutions to help you achieve them.

14 | P a g e
The Joint Venture BHARTI and AXA
BHARTI

Bharti Enterprises is one of India’s leading business groups with interests in telecom, agri
business, insurance and retail. Bharti has been a pioneering force in the telecom sector with
many firsts and innovations to its credit. Bharti Airtel Limited, a group company, is one of
India’s leading private sector providers of telecommunications services with an aggregate of 60
million customers, spanning mobile, fixed line, broadband and enterprise services. Bharti Airtel
was ranked amongst the best performing companies in the world in the Business Week IT 100
list 2007. Bharti Teletech is the country’s largest manufacturer and exporter of telephone
terminals. Bharti has a joint venture with ELRo Holdings India Ltd. – ‘FieldFresh Foods Pvt.
Ltd’ - for global distribution of fresh fruits and vegetables. Bharti also has a joint venture -
‘Bharti AXA Life Insurance Company Ltd.’ - with AXA, world leader in financial protection and
wealth management. Bharti has recently forayed into the retail business under a company called
Bharti Retail Pvt. Ltd. It also has a joint venture – ‘Bharti Wal-Mart Private Limited’ – with
Wal-Mart, for wholesale cash-and-carry and back-end supply chain management operations.

AXA Group

AXA Group is a worldwide leader in Financial Protection. AXA's operations are diverse
geographically, with major operations in Western Europe, North America and the Asia/Pacific
area. AXA had Euro 1,315 billion in assets under management as of December 31, 2006. For full
year 2006, IFRS revenues amounted to Euro 79 billion, IFRS underlying earnings amounted to
Euro 4,010 million and IFRS adjusted earnings to Euro 5,140 million.

The AXA ordinary share is listed and trades under the symbol AXA on the Paris Stock
Exchange. The AXA American Depository Share is also listed on the NYSE under the ticker
symbol AXA.

\Bharti AXA Life Insurance

15 | P a g e
Vision

To be a leader and the preferred company for financial protection and wealth management in
India.

Values

• Professionalism
• Innovation
• Team Spirit
• Pragmatism
• Integrity

• Professionalism:-A professional is a collegial discipline that regulates itself by means of

mandatory, systematic training. It has a base in a body of technical and specialized
knowledge that it both teaches and advances it sets and enforces its own standards and it
has a service rather than a profit orientation, enshrined in a code of ethics.

Innovation: - Innovation . . . is generally understood as the successful introduction of a

new thing or method . . . Innovation is the embodiment, combination, or synthesis of
knowledge in original, relevant, valued new products, processes, or services.

• Team Spirit :-team spirit is the spirit of a group that makes the members want the group
to succeed
• Pragmatism:-Pragmatism is the philosophy of considering practical consequences and
real effects to be vital components of meaning and truth.
• Integrity: - Integrity is consistency of actions, values, methods, measures, principles,
expectations and outcome. As a holistic concept, it judges the quality of a system in terms
of its ability to achieve its own goals.

16 | P a g e
 Innovati
on

Profession
alism
Pragmatis
m
VALUE OF
BHARTI AXA
LIFE

Team Spirit
Integrity

Strategy

• To achieve a top 5 market position in India through a multi-distribution, multi-product

platform
• To adapt AXA's best practice blueprints as a sound platform for profitable growth
• To leverage Bharti's local knowledge, infrastructure and customer base
• To deliver high levels of shareholder return
• To build long term value with our business partners by enhancing the proposition to their
customers
• To be the employer of choice to attract and retain the best talent in India
• To be recognized as being close and qualified by our customers

17 | P a g e
 Board of Directors

Nitin Chopra
Chief Executive Officer

Nitin Chopra (49) is the Chief Executive Officer (CEO) of

Bharti AXA Life Insurance Company Ltd (Bharati AXA).
An engineer from Indian Institute of Technology (IIT) Kanpur
and an MBA from Indian Institute of Management (IIM)
Ahmedabad, Nitin brings with him 24 years of rich
experience in the corporate world, of which the last 15 years
have been in the financial services industry.

Tim Thomas
Chief Operating Officer

Tim Thomas is the Chief Operating Officer of Bharti AXA

Life Insurance Company.

A Bachelor of Commerce and Bachelor of Laws from the

University of Melbourne, Tim has over 12 years of experience
in financial services. Tim's first assignment was with the
chartered accounting and management consulting firm Coopers
and Lybrand (now PWC). He then moved to Colonial Group as
Corporate Counsel before taking key corporate finance

18 | P a g e
 Priya Ranjan
Director – Human Resources

Priya Ranjan is Director - Human Resources at Bharti AXA

Life Insurance Company.
He brings to the business over 15 years of HR experience in
diverse fields spanning financial services, information
technology and manufacturing. He specialises in building large
scale businesses from their project days.

Shyamal Saxena
Chief Distribution and Marketing Officer

Shyamal Saxena is the Chief Distribution and Marketing

Officer of Bharti AXA Life Insurance Company.
Shyamal Saxena brings to the business over 15 years of
experience in the banking and financial services sector. Before
joing us in October 2007, he was with HDFC Bank as Executive
Vice President – Retail Banking. He joined the Bank in 1999,
after a seven year stint in various retail banking capacities at
Bank of America. Shyamal is a management graduate from
Jamnalal Bajaj Institute of Management Studies.

ORGANIZATION STRUCTURE OF BHARTI AXA LIFE INSURANCE CO. LTD

19 | P a g e
20 | P a g e
MAJOR PLAYERS IN THE LIFE INSURANCE
INDUSTRY IN INDIA

• Life Insurance Corporation of India (LIC)

Life Insurance Corporation of India (LIC) was established on 1 September 1956 to spread the
message of life insurance in the country and mobilise people’s savings for nation-building
activities. LIC with its central office in Mumbai and seven zonal offices at Mumbai, Calcutta,
Delhi, Chennai, Hyderabad, Kanpur and Bhopal, operates through 100 divisional offices in
important cities and 2,048 branch offices. LIC has 5.59 lakh active agents spread over the
country.

The Corporation also transacts business abroad and has offices in Fiji, Mauritius and United
Kingdom. LIC is associated with joint ventures abroad in the field of insurance, namely, Ken-
India Assurance Company Limited, Nairobi; United Oriental Assurance Company Limited,
Kuala Lumpur; and Life Insurance Corporation (International), E.C. Bahrain. It has also entered
into an agreement with the Sun Life (UK) for marketing unit linked life insurance and pension
policies in U.K.

In 1995-96, LIC had a total income from premium and investments of $ 5 Billion while GIC
recorded a net premium of $ 1.3 Billion. During the last 15 years, LIC's income grew at a healthy
average of 10 per cent as against the industry's 6.7 per cent growth in the rest of Asia (3.4 per
cent in Europe, 1.4 per cent in the US).

LIC has even provided insurance cover to five million people living below the poverty line, with
50 per cent subsidy in the premium rates. LIC's claims settlement ratio at 95 per cent and GIC's
at 74 per cent are higher than that of global average of 40 per cent. Compounded annual growth
rate for Life insurance business has been 19.22 per cent per annum

21 | P a g e
IN ADDITION TO ABOVE STATE INSURERS THE FOLLOWING HAVE BEEN
PERMITTED TO ENTER INTO INSURANCE BUSINESS: -

The introduction of private players in the industry has added to the colors in the dull industry.
The initiatives taken by the private players are very competitive and have given immense
competition to the on time monopoly of the market LIC. Since the advent of the private players
in the market the industry has seen new and innovative steps taken by the players in this sector.
The new players have improved the service quality of the insurance. As a result LIC down the
years have seen the declining phase in its career. The market share was distributed among the
private players. Though LIC still holds the 75% of the insurance sector but the upcoming natures
of these private players are enough to give more competition to LIC in the near future. LIC
market share has decreased from 95% (2002-03) to 70 %( 2007-08)

22 | P a g e
LIST OF LIFE INSURANCE COMPANY IN INDIA

Bajaj Allianz Life Insurance Company Limited

Birla Sun Life Insurance Co. Ltd

HDFC Standard Life Insurance Co. Ltd

ICICI Prudential Life Insurance Co. Ltd

ING Vysya Life Insurance Company Ltd.

Life Insurance Corporation of India

Max New York Life Insurance Co. Ltd

Met Life India Insurance Company Ltd.

Kotak Mahindra Old Mutual Life Insurance Limited

SBI Life Insurance Co. Ltd

Tata AIG Life Insurance Company Limited

Reliance Life Insurance Company Limited.

Aviva Life Insurance Company India Limited

Sahara India Life Insurance Co, Ltd.

Shriram Life Insurance Co, Ltd.

Bharti AXA Life Insurance Company Ltd.

Future Generali India Life Insurance Company Limited

IDBI Fortis Life Insurance Company Ltd.

Canara HSBC Oriental Bank of Commerce Life Insurance Company Ltd.

Aegon Religare Life Insurance Company Limited

DLF Pramerica Life Insurance Company Limited

Star Union Dai-Ichi Life Insurance Company Limited

1. HDFC Standard Life Insurance Company Ltd.

23 | P a g e
HDFC Standard Life Insurance Company Ltd. is one of India’s leading private life insurance
companies, which offers a range of individual and group insurance solutions. It is a joint venture
between Housing Development Finance Corporation Limited (HDFC Ltd.), India’s leading
housing finance institution and The Standard Life Assurance Company, a leading provider of
financial services from the United Kingdom. Their cumulative premium income, including the
first year premiums and renewal premiums is Rs. 672.3 for the financial year, Apr-Nov 2005.
They have managed to cover over 11, 00,000 individuals out of which over 3, 40,000 live have
been covered through our group business tie-ups.

2. Max New York Life Insurance Co. Ltd.

Max New York Life Insurance Company Limited is a joint venture that brings together two large
forces - Max India Limited, a multi-business corporate, together with New York Life
International, a global expert in life insurance. With their various Products and Riders, there are
more than 400 product combinations to choose from. They have a national presence with a
network of 57 offices in 37 cities across India.

3. ICICI Prudential Life Insurance Company Ltd.

ICICI Prudential Life Insurance Company is a joint venture between ICICI Bank, a premier
financial powerhouse and Prudential plc, a leading international financial services group
headquartered in the United Kingdom. ICICI Prudential was amongst the first private sector
insurance companies to begin operations in December 2000 after receiving approval from
Insurance Regulatory Development Authority (IRDA). The company has a network of about
56,000 advisors; as well as 7 bancassurance and 150 corporate agent tie-ups.

4. Om Kotak Mahindra Life Insurance Co. Ltd.

Kotak Mahindra Old Mutual Life Insurance Ltd. is a joint venture between Kotak Mahindra
Bank Ltd. (KMBL), and Old Mutual plc.

5. Birla Sun Life Insurance Company Ltd.

Birla Sun Life Insurance Company is a joint venture between Aditya Birla Group and Sun Life
financial Services of Canada.

6. SBI Life Insurance

24 | P a g e
SBI Life Insurance is a joint venture between the State Bank of India and BNP Paribas
Assurance. SBI Life Insurance is registered with an authorized capital of Rs 2000 crores and a
Paid-up capital of Rs 1000 Crores. SBI owns 74% of the total capital and BNP Paribas
Assurance the remaining 26%.

State Bank of India enjoys the largest banking franchise in India. Along with its 7 Associate
Banks, SBI Group has the unrivalled strength of over 14,500 branches across the country,
arguably the largest in the world. BNP Paribas Assurance is the insurance arm of BNP Paribas -
Euro Zone’s leading Bank. BNP Paribas, part of the world's top 10 groups of banks by market
value and part of Europe top 3 banking companies, is one of the oldest foreign banks with a
presence in India dating back to 1860. BNP Paribas Assurance is the forth largest life insurance
company in France, and a worldwide leader in Creditor insurance products offering protection to
over 50 million clients. BNP Paribas Assurance operates in 42 countries mainly through the
bancassurance and partnership model.

SBI Life has a unique multi-distribution model encompassing Bancassurance, Agency and Group
Corporates.

SBI Life extensively leverages the SBI Group as a platform for cross-selling insurance products
along with its numerous banking product packages such as housing loans and personal loans.
SBI’s access to over 100 million accounts across the country provides a vibrant base for
insurance penetration across every region and economic strata in the country ensuring true
financial inclusion.

7. Allianz Bajaj Life Insurance Company Ltd.

Bajaj Allianz Life Insurance Company Limited is a Union between Allianz SE, one of the
world’s largest Life Insurance companies and Bajaj Auto, one of the biggest 2- &- 3 wheeler
manufacturers in the world.

Allianz SE is a leading insurance conglomerate globally and one of the largest asset managers in
the world, managing assets worth over a Trillion Euros (Over R. 55,00,000 crores). Allianz SE
has over 115 years of financial experience in over 70 countries.

25 | P a g e
Bajaj Auto is one of the most trusted name is Indian auto for over 55 years. At Bajaj Allianz
customer delight is our guiding principle. Ensuring world-class solutions by offering customized
products with transparent benefits, supported by best technology is our business philosophy.

OTHER PLAYERS:

 Tata AIG Life Insurance Company Ltd

 ING Vysya Life Insurance Company Private Limited

 MetLife India Insurance Company Pvt. Ltd.

 AMP SANMAR Assurance Company Ltd.

 Dabur CGU Life Insurance Company Pvt. Ltd.

Insurance Products of Bharti AXA

26 | P a g e
Individual Plans :
Bharti AXA Life Guarantee Builder

A Unit Linked Guarantee Plan

Guarantee Builder provides you with a comfort factor on your investments and you can be sure
that this comfort factor keeps building year-on-year. It's a solid investment plan that lets you
achieve your long-term goals by investing in a mix of debt and equities, while providing a
Guaranteed Maturity Value over 15 years. What's more, you need not worry about your family's
security as it has a strong life insurance protection embedded.

Bharti AXA Life Bright Stars

A Unit Linked Child product.

Bharti AXA Life Bright Stars provides a launch pad for your child’s bright future. What else,
You also have Jumpstart benefit which is paid out at maturity along with Policy Fund Value,
which enables your child to explore more career options.

Bharti AXA Life Spot Suraksha

Spot Suraksha helps you create a pool of wealth to meet your long-term needs, with an added
advantage of simplified buying process

Bharti AXA Dream Life Pension

A Unit Linked Pension Product

Dream Life Pension, Bharti AXA Life Insurance's unique pension product ensures that your
retirement life is your Dream Life.

Live your Dreams! Be Life Confident.!

Bharti AXA Life AspireLife

Unit Linked Endowment Product.

Aspire Life helps you create a pool of wealth to meet your long-term needs, while also providing
you adequate protection in case the need arises.

Bharti AXA Life InvestConfident

Unit Linked Single Premium Product.

27 | P a g e
You have always strived hard to achieve the best for you and your loved ones, so when it comes
to making an investment decision, we know that you would expect the best from it too.

Bharti AXA Life WealthConfident

A unit-linked investment cum protection policy.

Your wealth, your status ensures that you get preferential status wherever you go. So why
shouldn't your money get the same?

Bharti AXA Life FutureConfident

A unit-linked policy which offers comprehensive protection along with wealth creation in the
long term.

Bharti AXA Life FutureConfident II

A unit-linked product which offers enhanced protection along with wealth creation in the long
term.

Bharti AXA Life SaveConfident

Traditional money back insurance product for long term savings.

Your changing life stages decide your financial milestone planning. When you foresee
intermittent financial requirements in the years to come, like regular expenses related to your
child’s education, liquidity becomes a key aspect of your planning along with long term savings,
and protection for your family.

Bharti AXA Life SecureConfident

A Long Term Life Insurance.

All of us desire to maximize the happiness for our family at all times, irrespective of the
circumstances. The thought of unfortunate events befalling us may cause us anxiety about
providing a secured happiness to our loved ones.

Group Plans :
28 | P a g e
Bharti AXA Life - CreditSecure

Bharti AXA Life CreditSecure is a group product, offering life insurance coverage to customers
of financial institutions who have availed of a loan. CreditSecure is comprehensive solution that
helps protect your customer’s assets and savings in the unfortunate event of death.

Bharti AXA Life - Sanjeevani

Sanjeevani is a single premium group term life insurance product, offering protection to your
family.

Bharti AXA Life - Swasthya Sanjeevani

Swasthya Sanjeevani is a single premium group critical illness product, providing comprehensive
protection against 6 critical illnesses.

Bharti AXA Life - Sanjeevani

Sanjeevani is a single premium group term life insurance product, offering protection to your
family.

Bharti AXA Life Mortgage Credit Shield

Mortgage Credit Shield is a Group Product that provides coverage to people who have availed of
a Mortgage\ Home loan\ Home equity loan from an Institution/Bank.

Bharti AXA Life Credit Shield

Credit Shield is a Group Product that provides coverage to people who have availed of a loan for
1 to 5 years from Group Policyholder.

Bharti AXA Life Life Shield

Life Shield is a single premium group term life insurance product.

OBJECTIVE OF THE PROJECT

29 | P a g e
1. On The project gave a practical exposure and helps in acquiring the on road skills.
2. First and foremost objective is to recruit financial advisors and to sell the various products of
Bharti AXA.
3. To gain the complete knowledge about the products of Bharti AXA life insurance.
4. To generate the leads through the survey.
5. To sort out the prospective leads from the data collection through the survey.
6. To build the relationship with the new customers and to follow up them, make sure that they
are satisfied with the product.
7. To maintain good relationship with the corporate employees.
8. To get more references from the customers and generate new leads by following a chain
process.
9. To introduce Bharti AXA to those people who don’t have any knowledge about Bharti AXA
and its products and services.
10. To find out the customer awareness on booming financial market and to find out the
investment patterns of the people.
11. To make the customer aware of the benefits of the products from different competitors.
12. On training our objective is to know about the various products of Bharti AXA and its detail
benefit that the customer will get.
13. How to convince a customer through the telephone to sell products by following the
customer database.
14. If any new product is launched by Bharti AXA then how it will be communicated to exiting
customers and all new prospects to become a customers.
15. After all how the claims of the customers will be settled quickly.

30 | P a g e
 The recruitment process that we have gone through in our
project period

31 | P a g e
As a project trainee in Bharti AXA Life Insurance Co. I have been assigned the job of recruiting
financial advisor. So I have undergone a short-term training by the company and about the
recruitment process and the various products of the company. Recruitment refers to the various
segment of the society. So I went to the market and searched people from different profile to
recruit them as Life Advisor in Bharti AXA Life Insurance Co. As per the company philosophy
and values a Life Advisor must posses the following three vital things- Time, Attitude and
Confidence.
Now what is more important to now be who is a financial advisor, how important is he to a
company, what recruitment is and what are the sources of recruiting financial advisor.
The life, pension and investment industry has undergone dramatic changes over the past
decade. Longer life expectancy and the desire to retire before state pension age have increased
public awareness of financial services markets. These changes have created a marketplace
where customers are more discerning and regulatory requirements more stringent.
The emphasis is switching away from 'selling' towards providing quality advice. This is partly
due to an increased percentage of individuals sitting industry-recognized exams such as the
Certificate in Financial Planning (formerly the FPC).
What is a Life Adviser?
A life adviser is a broker or intermediary authorized to sell or advise on the policies of life
insurance and financial products, such as unit trusts. Typical examples of companies which
employ financial advisers are banks, insurance and life companies, general brokers, estate
agents and building societies. Life Advice is given in the following areas:
Direct sales
Tied sales
Independent financial advice
Banc assurance sales
Advisers in direct and tied sales are only permitted to sell their own company's products,
whereas independent financial advisers (IFAs) sell a variety of different products from
different suppliers. The latter role is diverse as you are more likely to be exposed to a wider
variety of people, situations and competitors.
The ability to build effective relationships with clients and colleagues holds the key to success
as do first-class communication and commercial awareness skills. A financial adviser fined
their contacts through networking, cold calling, referrals, advertising and publicity, database
marketing and through face-to-face contact. The role of Life Adviser usually revolves around
targets.

32 | P a g e
The sales aspect has taken a more advisory route. Legislation now stipulates that every quote
produced must include a breakdown of how the client's money is to be spent. This includes the
percentage allocated to the financial sales adviser.

Generally, there are three routes that the Life Adviser can take: he or she can work on a self-
employed, commission-only or salary plus bonus basis. An IFA with five years' plus
experience working in London and the South East could reasonably expect to earn as much as
£55,000 per year.
Professional qualifications
The changes within the industry, and the rigid regulatory bodies that have clamped down on
practices have meant that it is now longer as easy to get into the industry as it was previously.
The Certificate in Financial Planning provides a broad-based grounding in the financial
services market, covering regulatory aspects, products, fact-finds and giving advice.
A typical career path for a young professional interested in a career in financial advice is to
both start on the administration side and move into a trainee sales role. Once becoming a
fully-fledged financial adviser in a specialized area such as direct sales, tied sales or banc
assurance, and having completed two or three years as a professional, you may want to
recommend all products. You would then become an IFA and your career path could take on a
managerial position or you could go into partnership.
The key messages emanating from industry professionals are as follows:
Be flexible and open-minded
Be prepared to put in the hours for exams
The first few years are long and hard - you must persevere
Maintain a sense of humor throughout
After knowing about the Life Advisor let see what is recruitment and various sources
of recruitment.
Recruitment is the process of attracting qualified applicants for a specific job. The
process begins when applications are brought in and ends when the same is finished. The
result is a pool of applicants, from where the appropriate candidate can be selected.
Recruitment is the process of attracting prospective employees and stimulating them for
applying job in organization recruitment is the process of hiring the right kinds of candidates
on the right job.

33 | P a g e
 The recruitment process flowchart that we have gone through in our project
period

GETTING KNOWLEDGE ABOUT THE COMPANY AND RECRUITMENT

GETTING KNOWLEDGE ABOUT BENEFIT OF LIFE ADVISOR

GETTING KNOWLEDGE ABOUT DOING THE SALES CALL

SEGMENTING THE MARKET

TARGETING THE MARKET

PROCESS OF CAPCTURING ELEGABLE CANDIDATE

FILLING OF I.S.F. FORM

SHORTLISTING ON THE BASIC OF ‘Q’ SCORE

CONDUCT AN INTERVIEW

BOP PRESENTATION

FILLING OF COMPULSORY IRDA /NAAF FORM

THREE DAYS IRDA REFRESHER TRAINING

CONDUCTION OF EXAMINATION

TWO DAYS PRODUCT TRAINING

34 | P a g e
 GETTING KNOWLEDGE ABOUT THE COMPANY AND RECRUITMENT PROCESS

For any good start a proper knowledge of the subject is require same was the case here, on the
very first day we were given the Basic idea about the company, following three day all the
requisite knowledge were given which a fresher requires, thereafter we were clubbed in a team
of five and a manager was assigned for each team our manager Mr. Sudhansu Shekhar
Sundaray(Business Manager) a very knowledgeable persona and one of the senior member in
Bharti AXA gave us the complete idea about how to approach a prospective candidate
GETTING KNOWLEDGE ABOUT BENEFIT AND OPPORTUNITY OF LIFE ADVISOR
As we were assigned to recruit life advisors, the very first thing that we required was knowledge
about benefits and opportunity because to motivate a prospective candidate to become an
Advisor, we need to convenience the Advisor about the opportunity and carrier growth in Bharti
AXA.
Benefit
• Commission
• Renewal Commission
• Bonus
• Quarterly gifts
• ACER club membership facility
• MDRT
• Promotion factor for an agent
• Domestic and International Conventions
Opportunity
• Advisor require no capital investment
• They can chose there own working hour according to there convenience.
• They are there own boss.
• Unlimited earning potential

35 | P a g e
 • Represent a strong trusted brand.

BENEFITS
Commission: The commission is generated whenever an agent sells a life insurance to the
customers. The percentage of the commission differs from the type of products the agent sells.
The various commissions that is generated from different policy are as follows:
• Wealth Confident 24000 of 10% = 2400

• Future Confident 12000 of 22% = 2640

• Save Confident 7000 of 22% = 1540

• Aspire Life 18000 of 31% = 5580

• Spot Surakhya 12000 of 24% = 2880

• Bright Star 15000 of 30% = 4500

• Dream life Pension Plan 12000 of 7.5% = 900

Renewal Commission: Each and every time a policy gets renewed, the agent gets the renewal
commission. It is less than that of the commission and differs from policy to policy which it sells
to the customers.
Bonus: - Some of the policy during its growth accumulates some bonus e.g. some of the money
back plans. This gives extra benefits to the customers in terms of money and the agent in terms
of bonus. An extra benefit which Bharti AXA gives to its agent. No other life insurance company
gives this benefit to its advisors. Performance Linked Bonus(PLB)is counted quarterly. In the 1st
quarter i.e in Jan, Feb and Mar, if the commission is generated Rs.20,000 then the agent is able
to get 30% of it that is 6000 as the PLB. Similarly the agents get commission after each three
month gap and an yearly bonus of 10% to 40% depending upon his performance.

36 | P a g e
Quarterly Gift:-It is also an extra benefit that is given to the advisors based on the performance.
This is a motivational factor for the advisor because these small things motivate the advisor to
perform better and compete among other fellow advisors. The gift varies from melamine dining
set to microwave, AC, laptop, mobile phone .etc.

Acer club membership:-This is an extra facility which the company provides to its agent. In this
facility the Company provides four different membership group i.e; BRONZE, SILVER, GOLD,
PLATINUM On the basis of the performance the Agent is assigned to this group starting from
Bronze, the day the Advisor manages to get in the elite group of ACER club he is insured with a
Life coverage of 1 to 3 lakhs. It also provides medical facility to his wife in case of delivery to an
amount of 30,000 to 45,000, 45,000 in case of caesarian baby. Which gives a feeling of relief for
the advisors working in Bharti AXA Life Insurance?

MDRT:- The MDRT is a member-driven, international network of the world's best insurance and
investment services professionals / advisors who deliver to their clients the highest standards of
ethics, knowledge, service and productivity. With membership from 479 companies in 78
countries, MDRT represents the top 1% of financial professionals. AIG, Prudential, Mass
Mutual, AXA, New York Life and Northwestern Mutual are just a few of the different
companies represented. The MDRT promotes the 'Whole Person Concept' to help members have
a balanced, meaningful and successful life through a focus on health, family, spirituality,
education, financials, community service and career.

Promotion factor for an agent:-The Advisor of Bharti AXA has a chance to be promoted to the
post of AM (Agency Manager) called the Avenues or can be a part of the Agency Associates.

The promotion factors are as follows:-

• Number of policies- The minimum number of policies an agent should do to be promoted
is36. This acts as one of the promotional factor for an agent.
• Tenure- Tenure is nothing but the time factor an agent is given to achieve his/her target.
The different time factors an agent given by MNYL are 12months.

37 | P a g e
 • Adjusted AFYP- AFYP is otherwise known as Annual First Year Premium. It is
calculated on the single premium and fixed deposits at the rate of 10%. The targeted
adjusted AFYP for the promotion is 5 lakhs.
• Graduate- Another important factor for the promotion is that the agent’s minimum
qualification should be graduation.
Domestic and International Conventions:-A better performer is send to different international
conventions to share there ideas and skills with the fellow member working in different
countries. In the process the Agents gets an opportunity to tour around the world on company
expense.
OPPORTUNITY
Advisor requires no capital investment:- For starting any business we require a huge
infrastructure but here in Bharti AXA the Advisors do not require any capital investment other
than RS. 825 IRDA examination fees, which is very nominal and on return the Advisors get free
phone calling facility, Xerox facility etc.
They can choose there own working hour according to there convenience:- Advisor are free to
work in there convenient hours because the advisors working here comes from different
profession like Doctor, Engineer, Student, Medical Representative, contractor etc.
They are there own boss:- There is no boss to give you target rather you are your own boss and
can work according to your pleasure and earning requirement.
Unlimited earning potential:- As the payment is made on commission basis so there is no limit
to earning. A person working hard can go to any limit with reward and recognition in extra.
Represent a strong trusted brand:-Bharti group which includes Bharti Airtel, Bharti Retail,
Bharti Agribusiness which is a world class brand giving a sense of satisfaction to Advisor for
being and representing such a strong brand. Bharti which in itself is big loves to make tie up
with big brand and so for insurance Bharti has ties up with AXA which is at 15 th position in
Fortune Global 500 companies.

38 | P a g e
 GETTING KNOWLEDGE ABOUT DOING THE SALES CALL

Once we had the knowledge of benefits and opportunities of advisor in Bharti AXA life
insurance we were given training as to how to go around in the market for making sales call .so
were given a lot of idea by our manager Mr. Sudhansu Sekhar Sundaray .This idea includes
market survey, door to door survey, putting around canopy in different prime location of
Bhubaneswar.

SEGMENTING THE MARKET

A market segment consists of a group of customers who share a similar set of needs and wants.
The market does not create the segments; the marketer’s task is to identify the segments and
decide which one to target. And for insurance company we segmented market into following
different groups.
• Geographical region:- we segmented Bhubaneswar into five segment i.e; East
Bhubaneswar, West Bhubaneswar, North Bhubaneswar, South and Central
Bhubaneswar.
• Demographic age:- we segmented the entire population of Bhubaneswar into following
three categories on the basis of demographic age i.e; 18 to 20 age group, 25 to 40 age
groups and above 40.
• Family life cycle:- we segmented the entire population of Bhubaneswar into following
three categories on the basis of family life cycle i.e; Single, Married, Retired/VRS
Optee.
• Gender:- :- we segmented the entire population of Bhubaneswar into following two
categories on the basis of two categories i.e; Male and Female
• Income:- :- we segmented the entire population of Bhubaneswar into following three
categories on the basis income below 2 lakhs,2 to 5 lakhs, more than 5 lakhs.

39 | P a g e
 • Occupation:- :- we segmented the entire population of Bhubaneswar into following six
categories on the basis of there occupation like Student, Government employee, Private
Employee, House Wife, Self employed and Unemployed.
• Education:- :- we segmented the entire population of Bhubaneswar into following three
categories on the basis of there education which is 10th or 12th standard, Graduate, Post
Graduate and above.
• Social class:- :- we segmented the entire population of Bhubaneswar into following three
categories on the basis of social status that is Lower class, Middle class and Upper class.

TARGETING THE MARKET

Once the firm has identified its market-segment it looks for Targeting and for insurance company
Targeting the most prospective candidate requires segmenting of market into :-

Needs based Segmentation:- This is the most preferred and positive target segment of insurance
company because most positive result comes from this segment targeting, like
• Extra income need
• Job need
• Carrier need
PROCESS OF CAPCTURING ELIGIBLE CANDIDATE
A- Personal contacts- direct contact
Many people known to an agency manager may be worth consideration as potential
insurance advisor. Sources of direct contact include personal friends, fellow members of the
community, schoolmates; former business associates personal contacts and business contacts
of the branch office.

(a) PERSONAL ACTIVITY

No research is needed for means of introduction. Friends , the new financial advisors
known to the recruiter serve as a good source.

(b) PERSONAL OBSEVATION

40 | P a g e
 This is done by increasing “recruiting awareness”. This is done in three steps- ask
yourself
• Would this person be a good recruiting prospect?
• If the answer is yes decide the best method to approach- telephone, letter or face-
to-face .
• Do it.

(c)SEMINAR RECRUITING
Discuss career opportunities with various groups of people and then select
individuals with whom to speak in more details.

(d)THE “NO LEG” RECRUITING SYSTEM

This includes newspaper, office clients, city directory/office directory/ commerce directory/
fellow pages, statistical bureaus (government and public bodies.

B- Through nominators

This means to obtain help from people who have influence over others not known to you.
Nominators serve as extra “ eyes and ears” for the branch office. There can be numbers of
nominators within an Agency Manager circle of friends, acquaintance, community members,
and sales staff is almost limitless.
For getting cooperation from the nominators
1 built prestige : personal, of the branch office and of the company
2 give nominators adequate concept of opportunity for the right person
3 invest time and effort necessary to earn prestige and to strengthen relationship

C-impersonal recruiting methods

The best candidates from impersonal recruitment survive and produce as well as the best
candidates from personal recruitment.

(a) advertisement- classified ads, display ads, situation wanted ads

(b) employment agencies
(c) Direct mail

41 | P a g e
 FILLING OF I.S.F. FORM
After complication of market survey each and every survey data is again re entered in ISF (Initial
Screening Form) to get a clearer picture of the best among the prospective candidate. This ISF
form helps as a data base for company.
Processes of ISF are as below:-
(1) Candidate Name ---------------------------------------------------------
(2) Corresponding Address
----------------------------------------------------------------------------------------------------
--------------------------------------------------------------------------------------------
(3) Telephone No ------------------------------------------------------------
(4) Mobile No ----------------------------------------------------------------
(5) Profession -----------------------------------------------------------------
(a) Student (b) Housewife (c) Self Employed
(d) Service- Govt/Pvt/PSU
(e) CA/Tax Consultant/stock brokers
(f) Postal Agent/MF Agent/GIC Agent (f) Retired/VRS Optee
(6) Scoring Part --------------------------------------------------------------
(a) Age:-
(1) Below 25- 0 (2) Bet 25-40- 2 (3) More Than 40- 1
(b) Marital Status:-
(1) Unmarried- 1 (2) Married- 2
(c) Education:-
(1) 10th or 12th Standard- 1 (2) Graduate- 2 (3) PG- 2
(d) Tenor of Stay in City/Town:-
(1) Less Than 3 Years- 0
(2) 3-5 Years- 1
(3) More Than 5 Years- 2
(e) Household Income:-
(1) Less Than 2 Lakh- 0
(2) 2-5 Lakh- 1
(3) More Than 5 Lakh- 2
Acceptable Range of Score is – Greater Than or Equal 7
Additional approvals – 5 or 6
Rejected Application if – 4 or Less

42 | P a g e
 BASIC SHORTLISTING ON THE OF ‘Q’ SCORE

The Qs are 5 different criteria where the candidates are to be analyzed. This Qs are five basic
screening question through which the company knows about the candidate interest of work
in an insurance company.

Q1- The candidate should have been a resident of Bhubaneswar for at least five years.

Q2- He/ She should be married.

Q3- His/ Her annual income should be at least 1.2 to 1.5 Lakhs.

Q4- He/ She should be a graduate.

Q5- Minimum age to be eligible for being a life advisor is 25.

The significance of Qs

A high Q score implies possibility of better performance by the candidate as a life advisor
(meaning better revenue generation ability). On an average only a candidate with a score of
Q4 or Q5 was interviewed.

A low Q score implies lesser possibility of such performance.

CONDUCT AN INTERVIEW
In this session of recruitment process the probable adviser is given the idea of the job profile and
taken his response. He is also given a general idea of the product and the commission on the
product holds. In this whole selection process the prospective candidate is shown the career path
in Bharti AXA
BOP PRESENTATION
Once the prospective candidate is ready for doing the advisory job he is called to office for a
BOP(Business Opportunity Presentation) process in this process the prospective advisor is sent

43 | P a g e
to Branch Sales Manager, where the manager tries to know his interest in the insurance sector
and in this process he also verifies his certificate and him personally.

FILLING OF COMPULSORY IRDA /NAAF FORM

I. ADVISOR’S REMUNERATION
a.Advisor’s entitlement to remuneration as an Advisor of Bharti AXA Life Insurance
Company limited Shall be established by, While this Agreement is in force:

• Issuance by Bharti AXA Life Insurance Company Limited of a Life Insurance

Policy Bond, subsequent to its acceptance of a proposal endorsed with the name
of the Advisor; and

• Receipt by Bharti AXA life Insurance Company Limited of the required

premiums or deposits; and

• Expiry of the free look period; and

• Compliance by the Advisor with the terms and conditions of this Agreement in all
respects.

b. Bharti AXa Life Insurance Company Limited shall pay to Advisor, remuneration on the
life Insurance proposals solicited and procured by Advisor for Bharti AXA Life
Insurance Company Limited at rates as mutually agreed between Bharti AXA Life
Insurance Company Limited and Advisor, in Writing, which shall however not exceed
the maximum limits of remuneration specified by the Statutory provisons. The
remuneration rates presently in force will be provided to you by Bharti AXA Life
Insurance Company Limited.

c.Advisor shall also be entitled to be paid remuneration on renewal premium and on

reinstatement of policies subject to the Statutory Provisions and the Bharti AXA Life
Insurance Company Limited Instructions as may be in force from time to time.

d. Bharti AXA Life Insurance Company Limited reserves the right from time to time to
revoke, alter, add, amend or modify the commission structure without notice at its
absolute discretion.

e.When any policy issued upon the proposal submitted by the Advisor for a preferred Life
Insurance product is changed or converted to another product, the remuneration on the

44 | P a g e
 changed or converted product, shall be payable in accordance with the Bharti AXA Life
Insurance Company Limited instructions in effect at the time of such change or
conversion. The Advisor and not on account of any underwriting consideration.

f. Subject to the Statutory provisions governing the payment of remuneration to insurance

Advisors, Bharti AXA Life Insurance Company Limited may from time to time, by
thirty (30) days’ written notice to Advisor, revise, alter or amend, whether by
enhancement or reduction or in any other manner, the remuneration rates; provided that
the revised rates shall be made applicable prospectively and shall not apply to Policies
already issued on the proposals procured by the Advisor or on proposals received by
Bharti AXA Life Insurance Company Limited prior to the date of revision, alteration or
amendment unless otherwise stipulated. Bharti AXA life Insurance Company Limited
shall communicate promptly of any change in the remuneration rates from time to time,
Notwithstanding this Advisor shall ascertain the remuneration rates applicable at any
given point of time and Bharti AXA Life Insurance Company Limited and Advisor for
reasons attributable to Bharti AXA life Insurance Company Limited.

g. Advisor shall repay to Bharti AXA Life Insurance on demand any indebtedness (any
remuneration wrongly or in excess of what is due to Advisor ) whether before or after
the termination of this Agreement, and more particularly any remuneration to be repaid
by Advisor to Bharti AXA Life Insurance as a result of a charge-back or remuneration
reversal. In the event of the non-receipt by Bharti AXA Life insurance of the same,
Bharti AXA Life Insurance shall have a first charge for the same on any sums presently
or hereinafter payable to the Advisor, with interest. Similarly, where Bharti AXA Life
insurance has paid the Adviosr less remuneration than is actually payable, it shall on
being intimated of the same by Advisor, repay the deficiency, with interest.

h. If within one year of the date of proposal for a new insurance Policy a former Policy
on the same person solicited, procedure and sold by Advisor has been-

• Cancelled or allowed to lapse ofr reasons other than exhaustion of policy value;
or

• Converted to a reduced paid –up status;

The remuneration on the first year premium under the new Policy shall be payable only on the
amount by which such commission exceed yearly commission payable under the former policy.
i. In case a policy is issued within twelve months before or after the termination of a
previous Policy issued in respect of the same Life Insured, the remuneration on the new
policy shall be payable in accordance with the rules of Bharti AXA Life Insurance
determined at its absolute discretion in effect at the time of its issue.

45 | P a g e
 ‘Termination’ for the purpose of this clause means the ;cancellation, lapse for reasons
other than exhaustion of policy value or conversion to a reduced paid-up status.
j. Reversal of Remuneration: If any remuneration is paid against:

• the premium received but not realized and such premiums are not actually
realized by Bharti AXA Life insurance; or

• the premium received but refunded in full/part to the client;

then the remuneration so paid shall be reversed and due recovery shall be made from Advisor.
k. Advisor agrees that Bharti AXA Life Insurance shall have a lien on the remuneration
without limitation and the right to change back or forfeit, otherwise the entire
remuneration without limitation in the event of the following happenings and such
action will not create any cause of action against Bharti AXA Life Insurance:

• Any lapsation or reduction in the Sum Assured during the first two years of the
Policy; or

• Any breach of a covenant of this Agreement pertinent to sales practices; or

• Any factual misrepresentation of any of the products/services to the customer.

The charge back would be product pecific and would be governed by Bhari AXA Life insurance
rules made effective from time to time.
l. No remuneration shall be payable on interim term premiums or on extra premium due to
underwriting reasons.

m. In case a policy shall lapse for non-premiums or on extra premium and shall
subsequently be reinstated, the remuneration on the reinstated policy shall be payable in
accordance with the rules of Bharti AXA Life Insurance determined at its absolute
discretion in effect at the time of such reinstatement.

n. Advisor shall have no claim for remuneration on any business unless his name and
identification appears on the proposal.

o. Remuneration will ordinarily be paid to the Advisor within thirty(30) working days of
the issue or reinstatement of the policy referred to in (I) above.

p. All payments to the Advisor by way of remuneration, reimbursement or for any other
purpose shall be in Indian rupees only.

q. The remuneration shall be inclusive of all taxes including service tax applicable from
time to time. All payments made to Advisor by Bharti AXA Life Insurance shall be
subject to deduction of withholding tax under the provisions of the Income Tax Act,

46 | P a g e
 1961 as applicable from time to time. Bharti AXA Life Insurance shall submit
appropriate certificate thereof to the Advisor evidencing such deduction.

r. Bharti AXA Life Insurance may assign any customer to the Advisor for him to provide
service on terms and conditions specified in writing.

II. ADVISOR’S OBLIGATIONS

In fulfilling his obligations under the Agreement, Advisor shall scrupulously adhere to, follow
and be bound by the Statutory provisions governing life insurance Advisors and more
particularly the code of conduct contained therein, as in force from time to time. Without
prejudice to the generalify of the obligations of the Advisor to Bharti AXA Life Insurance, the
Advisor shall:
a. Faithfully and diligently promote the business of Bharti AXA Life Insurace;

b. Ensure that any representation made and information provided is accurate;

c. Act diligently and carefully in providing any advice and ensure that such advice is based
on thorough analysis and take into account available alternatives;

d. Ensure that any advice is reasonable in view of the customer’s circumstances;

e. Not admit any liability or make any false, misleading, deceptive or reckless statement to
the customer in respect of life insurance generally or any particular product of Bharti
AXA Life Insurance;

f. Solicit proposals for insurance for Bharti AXA Life Insurance as Bharti AXA Life
Insurance may from time to time determine during the term of this Agreement;

g. Service the needs and requirements of customer introduced by self or assigned by Bharti
AXA life Insurance;

h. Meet the validation specified by Bharti AXA Life insurance including production and
persistency;

i. Attend all training, meetings and seminars arranged or required by Bharti AXa Life
Insurance and perform such other duties as requested by Bharti AXA Life Insurance;

j. Begin soliciting proposals for various insurance products at dates set by Bharti AXA Life
Insurance;

k. Be fully responsible and accountable for all its acts and omissions;

l. Obtain, maintain, renew and keep renewed the prescribed licences issued by the IRDA
and any other licence, approval or permission required of it for fulfilling the obligations
of an Advisor at all times during the term of this agreemet;

47 | P a g e
 m. At all times during te term of this Agreement, act within the scope of such licences,
approvals and permissions and any applicable legislation ad in consonance with the
corporate image and objectives of Bharti AXA Life Insurance. The Advisor shall
promptly notify Bharti AXA Life Insurance of the loss of any suc licence, approval or
permission by it or by its certified persons;

n. Submit to Bharti AXA Life Insurance within the period of time specified by Bharti AXA
Life Insurance in writing from time to time, all proposals and initial premiums, for
products solicited by Adviosr and in any case within the time specified by 64VB(4) of
the Insurance Act, 1938 or any other statutory provisions applicable thereto. The
Advisor shall remit to Bharti AXA Life Insurance all monies collected in trust
immediately and without any deduction whatsoever.

o. Observe and be bound by the-

• Statutory provisions, Bharti AXA Life Insurance Instructions including Advisor

manual, benefit illustration policy, cash acceptance policy, market conduct
guidelines, prevention of money laundering policy, the compliance manual and
the code of conduct that may be issued by Bharti AXA Life Insurance, in writing,
from time to time relating to the conduct of the business;

• Monitoring, supervision and performance standards of the business and sales

practices used in relation to Bharti AXA Life Insurance products that may be
issued by bharti AXA Life Insurance, in writing, from time to time;

p. Promptly deliver to Bharti AXA Life Insurance in good order and condition when
demanded all records, rate books, documents, manuals, computers (hardware and
software relating in any way to the life insurance business of Bharti AXA Life Insurance
and which were received from Bharti AXA Life Insurance, including those that have
been specifically entrusted to the Advisor pursuant to this Agreement. Advisor here by
acknowledges that such good, tangible and otherwise, and the exclusive property of
Bharti AXA Life Insurance;

q. Maintain and observe at all times the strictest secrecy and confidentiality, concerning the
business of Bharti AXA Life Insurance or of Policyholders or proposers of Life
Insurance or persons or companies from time to time dealing with Bharti AXA Life
Insurance at any time, either while the Agreement is in force or subsequent to its
termination;

r. Bear all expenses incurred in the performance of duties under this Agreement unless
otherwise specifically agreed to in writing by Bharti AXA Life Insurance;

48 | P a g e
 s. Promptly disclose to Bharti AXA Life Insurance every fact and circumstance within his
knowledge relevant to the acceptance of the risk of business by Bharti AXA Life
Insurance and shall promptly and accurately relate to Bharti AXA Life Insurance every
fact disclosed to him relevant to the acceptance of such risk or business howsoever the
Advisor is aware of such matter;

t. Promptly notify Bharti AXA Life Insurance of receipt by it or service on it of any

complaint, demand, notice or claim made or to be made under a policy howsoever the
advisor is aware of such matter.

u. Record and reolve, within the standard turn around time of 7days from receipt, all the
complaints and requests/inquiries received from customers of Advisor and
statutory/regulatory bodies and forward a report of the complaints, requests and inquiries
of the past week with the relevant documentation containing details like Date of
Complaint, Policy older Name, Advisor name and Code No., MOA Name and No.,
Nature of Complaint, Date of Complaint Forwarded to the concerned function for
resolution, Status (Resolved /Pending), Resolution date to Bharti AXA Life Insurance at
the specified email address on every Thursday of the next week.

v. Ensure that a strong needs analysis is carried out for every prospect during the sales
process;

w. Ensure strict adherence to the prevention of Money laundering and Terrorist Financing
Policy of Bharti AXA Life Insurance, the prevention of Money Laundering Act, 2002,
Rules thereunder and the IRDA Anti Money Laundering (‘AML’) guidelines and
modification thereto and employ adequate know Your Customer (‘KYC’) standards as
prescribed therein;

x. In the event of finding any adverse or suspicious change on the standing, integrity or
reputation of the customer/policyholder, Advisor should promptly disclose the same to
the Principal compliance officer of Bharti AXA Life Insurance in change of Anti Money
Laundering programme. In the event Advisor fails to comply with this provision and/or
exposes Bharti AXA Life Insurance to AML related risks, Bharti AXA Life Insurance
shall be entitled to terminate this Agreement with all attendant consequences to the
Advisor;

y. Act as a fiduciary, in good faith and I the best interests of Bharti AXA Life Insurance at
all times during the continuance of this Agreement; and

z. Declare his adherence to the code of sales and Business Conduct in the format prescribed
in Schedule ‘A’.

49 | P a g e
III. INSURANCE PROPOSALS
a. Bharti AXA Life Insurance will only accept proposals which are submitted in the
proposal form specified by Bharti AXA Life Insurance.

b. Advisor shall ensure that the proposal form completed by each proposer for life insurance
shall include the details as specified by Bharti Life Insurance.

c. Prior to the proposer signing the proposal form, the Advisor shall notify the proposer of
the following:

i. That the Advisor is acting as the Advisor of Bharti AXA Life Insurance;

ii. The terms and conditions of the relevant life insurance policy;

iii. Ensure that the completed proposal form is read and understood by the proposer.

iv. That Bharti AXA Life Insurance has the right not to accept the proposal;

v. That Bharti AXA Life Insurance has the right not to accept the proposal;

vi. That Bharti AXA Life Insurance has the right to require additional premium
payment in the event that it is reasonably of the opinion that the proposer is of
high risk; and

vii. That Bharti AXA Life Insurance is not bund by the actions of the Advisor or any
representations made by the Advisor which are inconsistent with the Policy terms
and conditions or the provisions of this Agreement.

IV. LIMITATIONS ON ADVISOR’S AUTHORITY

Without prejudice to the Statutory Provisions, the authority of the Advisor is limited to that as
expressly granted herein. In particular, but without limiting the generality of the foregoing, the
advisor shall not do any of the things specified in this clause in performance of the obligations
under the Agreement;
a. Advisor shall not use any forms, documents, sale literature and materials other than tose
as may from time to time be supplied by Bharti AX A Life Insurance.

b. Advisor shall not amend or alter any such forms, documents or materials or use any forms,
documents or matrials or use any forms, documents and materials not supplied by Bharit
AXA Life Insurance without Bharti AXA Life Insurance’s prior written approval. The
Advisor shall not amend or alter any forms, documents or materials belonging to any

50 | P a g e
 proposer/customer. Any proposal form duly filled in by the customer and received by the
advisor must be promptly forwarded to Bharti AXA Life Insurance.

c. Bharti AXA life Insurance may by notice to the Advisor discontinue either permanently or
for such period as it shall think fit the acceptance of any new business of any class/(es)
introduced by the Advisor and the Advisor shall have no claim, monetary or otherwise,
against Bharti AXA Life Insurance in that event.

d. Advisor shall not bind Bharti AXA Life Insurance in any way other than as expressly
authorized in writing by Bharti AXA Life insurance.

e. Advisor shall not incur any expenses or liability chargeable to Bharti AXA Life Insurance
except those expenses expressly assumed by Bharti AXA Life Insurance in Writing.

f. Advisor shall not issue, use or allow to be published any circular, advertisement, news
items, sales/support material, publicity material or other written or visual material related
to Bharti AXa Life insurance. Advisor shall ensure that all material co-branded with
Bharti AXA Life Insurance is approved by Bharti AXA Life Insurance. Advisor shall
ensure that all material co-branded with Bharti AXA Life Insurance is approved by Bharti
AXA Life insurance as well as by IRDA prior to publication and usage.

g. Advisor shall not commence or threaten to commence any suit or legal proceedings in its
capacity as advisor of bharti AXA Life insurance against any third person unless authorize
in writing by Bharti AXA Life Insurance.

h. Advisor shall not demand or accept or share any remuneration from any proposer/life to
be insured/insured on account of being an Advisor of Bharti AXA Life Insurance or for
and on behalf of Bharti AXA Life Insurance for rendering of services of any kind in
connection with or incidental to his being an Insurance Advisor of Bharti AXA Life
Insurance.

i. Advisor shall not conduct any business, directly or indirectly, in the name of or on behalf
of Bharti AXA Life Insurance, other than in terms of and under the purview of this
agreement.

j. Advisor shall not enter into any arrangement or induce any policy holder or any other
person to make any insurance claim of what soever nature which is not a proper and valid
claim nor receive or attempt to receive or accept any moneys, whether in full or inpart,
paid by Bharti AXa Life Insurance pursuant to a validly proven claim or settlement
thereon.

k. Unless and to the extent that the Advisor is otherwise authorized in writing by Bharti
AXA life Insurance, no authority is given to the Advisor on behalf of Bharti AXA Life
Insurance:

51 | P a g e
 i. To accept any risk or business;

ii. To issue any policy or other contract;

iii. To receive or accept any notice of alteration, cancellation, determination or

assignment of any policy or other business, any notice of loss or any other notices;

iv. To waive any term or condition of any policy or other business;

v. To negotiate terms of settlement, settle or pay any loss or claim or waive or defer
payment of premium or other sum;

vi. To incur any liability or pledge the credit of Bharti AXA Life Insurance;

vii. To give any warranty, representation or promise in respect of any proposed policy,
endorsement, supplement contract or other business;

viii. To impose any charge in addition to the required premium or monies without
Bharti AXA Life insurance’s prior written approval;

ix. To bind Bharti AXA Life Insurance in any other manner; or

x. Represent to a proposed insured or any other person that he is so authorized and

make any representation to a proposed insured or any other person in respect of
any such matter unless Bharti AXA Life insurance has so authorized him in
writing.

l. Advisor shall not enter into any Agreement or arrangement with any Advisor or other
persons for the performance of the duties of the Advisor under the agreement between the
Advisor and Bharti AXA Life Insurance or pay or pay or offer to pay any remuneration to
any such persons for the performance of such duties.

m. Advisor shall not delegate any of his duties under this agreement to any person or enter
into any agreement with any person to perform any of his duties under this agreement.

n. Advisor shall have no authority to enter into any agreement on behalf of Bharti AXA Life
Insurance with any Advisor or agency manager or waive any term or condition of any
agreement between any Advisor or manager of Advisor and Bharti AXA Life insurance or
any requirement specified by Bharti AXA life insurance in respect of such Advisor or
manager of Advisor. Advisor shall not represent to any person that he is so authorized.

o. Advisor shall not publish or cause to be published any advertisement concerning his
appointment under this Agreement, Bharti AXA Life Insurance. Its business or any
insurance or other business in respect of which the Advisor is authorized to solicit or

52 | P a g e
 service I any newspaper, magazine, publication or other media whatsoever without Bharti
AXA Life Insurance’s prior written approval. The Advisor shall not issue, distribute or
cause to be issued or distributed any circular or write or cause to be write or cause to be
written to any newspaper, magazine, publication or other media in respect of the same or
any other insurance company without Bharti AXA Life insurance’s prior written approval.
If any legal proceeding be brought against Bharti AXA Life Insurance in consequence of
any unauthorized action or statement of the Advisor, all costs, expenses and damages
arising from or incurred as a result of or in connection with such action or statement shall
be borne by the Advisor personally.

p. Advisor shall not use or cause to be used the name or logo (or any part of the name or
logo)of Bharti AXA Life Insurance without prior written approval of Bharti AXA Life
Insurance and shall not register such name or logo (or any part of such anem or logo)
with any association, organization or government authority.

q. No authority is given to the Advisor on behalf of Bharti AXA Life Insurance to institute,
defend or take part in any legal proceedings relating to Bharti AXA Life insurance. The
Advisor shall immediately remit to Bharti AXA Life Insurance all documents received by
the Advisor relating to any notices/legal proceedings involving Bharti AXA Life
Insurance.

r. Advisor shall scrupulously follow and abide by the provisions of section 41 of the
Insurance ACT 1938 and not pay or allow, or offer to pay or allow, as an inducement to
any person to insure or to transact any business. Any rebate of premium or any
inducement whatsoever not specified in the policy or the terms of the business.

s. Advisor shall not make, or enter into any arrangement with or induce a person to make,
any insurance claim of whatever nature, which is not a proper and valid claim. The
advisor shall not receive or accept, or enter into any arrangement with a person under
which he shall attempt to receive or accept, any money (whether in full or in part) paid
pursuant to a claim or settlement of such claim.

t. Advisor shall not make any misrepresentation or incomplete or inaccurate representation

or comparison for the purpose of inducing a person to convert, lapse, forfeit or surrender
his insurance or terminate his business relationship with any company.

During the term of this Agreement, the Advisor shall not solicit, entice away, encourage or
induce or attempt to solicit, entice away encourage or induce any employee or advisor of Bharti
AXA Life Insurance to leave his service.

V. COLLECTION AND REMITTANCE OF FUNDS

a. Advisor has no authority to collect or accept on behalf of Bharti AXA Life Insurance, any
money, securities or other properties, except the initial and renewal premium or deposit

53 | P a g e
 payable with or pursuant to a proposal, unless otherwise specifically authorized or
requested by Bharti AXA Life insurance in writing. The Advisor shall immediately and
in any case within the time stipulated by the Statutory provisions, remit to Bharti AXA
Life Insurance all monies, securities and other properties received or collection by the
advisor on behalf of Bharti AXA Life Insurance and shall not use nay such money,
securities or other properties for any purpose whatsoever.

b. Advisor has no authority to issue any receipt (whether interim, conditional or other wise)
on behalf of Bharti AXA Life Insurance for monies received by the Advisor on behalf of
Bharti AXA Life Insurance without Bharti AXA Life insurance’s prior written approval.
Where the Advisor is authorized to issue receipt, he can only do so in the form supplied
by Bharti AXa Life insurance subject to the terms of any direction issued by Bharti AA
Life Insurance.

c. Advisor shall not act to put Bharti AXA Life Insurance at risk by delivering any policy,
endorsement or supplementary contract issued to a proposer whose health or occupation
he knows or has reason to suspect has changed since the date of proposal. The advisor
shall not deliver to any person any policy or renewal receipt unless the premium has
been received by Bharti AXA Life Insurance in full within the period allowed for
payment and the person on whose life the policy is issued is at the time in good health.

VI INDEMNITY
a.Advisor understands that in acting on behalf of Bharti AXA Life Insurance, Advisor
shall only be acting in accordance with tha statutory provisions and in accordance with
the terms of this agreement.

b. Advisor shall indemnify and undertake to pay to Bharti AXA Life Insurance an
amount equivalent to, and hold Bharti AXA Life Insurance harmless Against, all losses
without limitation, damages, claims, demands, expenses and other liabilities including
advocate fees incurred by Bharti AXA Life Insurance as a result of any faradism
dishonest, misconduct or any breach or non-observance of any of the terms and
conditions of this Agreement or any neglect, failure or refusal to provide services by the
Advisor including any representation made or act carried out by the advisor which is
not authorized under this agreement.

VII. BOOKS AND RECORDS

Advisor shall maintain full and proper books of account, records dairy notes for each customer
and other documents in such form as may from time to time be required by Bharti AXA Life
Insurance for the purpose for showing all transactions, matters and things concerning the
business of the Advisor. His sales practices pursuant to this Agreement and Bharti AXA Life
54 | P a g e
Insurance shall have the right at any time to examine such books, records and documents and the
Advisor shall afford all such facilities for inspection.

VIII. CONFIDENTIALITY

a. Without prejudice to the other express terms and conditions of this Agreement and all and
any implied rights of Bharti AXA Life Insurance after the termination of this Agreement, the
Advisor shall not:
• Use for his own benefit or the benefit of any other person; or
• Disclose to any person; or
• Through any failure to exercise all due care and diligence, cause or permit any
unauthorized disclosure of any trade secrets or confidential information of or relating to
Bharti AXA Life Insurance which he may have received, used or obtained during the term
of this Agreement. Any such trade secrets and confidential information shall at all times
remain the property of Bharti AXa Life Insurance.

b. For the purposes of this clause, trade secrets and/or confidential information shall
include, but not be limited to, lists of and information concerning customers,
Policyholders, employees, Advisors and agency managers of Bharti AXA life Insurance,
information relating to the working of any product, process, invention, improvement or
development carried on or used by Bharti AXA Life Insurance, information relating to
research projects, know-how, prices, rates, discounts, mark-ups, business strategies,
marketing, tenders and any price sensitive information concerning Bharti AXA Life
Insurance. For the avoidance of doubt, the obligation of confidentiality in this clause
extends to trade secrets and confidential information howsoever stored, whether in hard
copy documents, records or computer programs.
c. Access to Bharti AXA Life Insurance computer resources, electronic data and the like
may be given to and shall be utilized by the Advisor only for the purpose of carrying out
the duties embodied in the Agreement.
d. The forgoing provisions on confidentiality and non-disclosure also apply to employees of
both the parties to this Agreement and the sad parties assume liability for the breach or
violation in any manner by their employees.

IX.PROTECTION OF THE INTERESTS OF BHARTI AXA LIFE INSURANCE

a. Within the period of one year after the termination of this Agreement, the Advisor shall
not directly or indirectly solicit, entice away, encourage or induce or attempt to solicit,
entice away, encourage or induce any employee, Advisor or agency manager of Bharti
AXA Life Insurance who was such employee, Advisor or agency manager during the
relevant period, and with whom the Advisor had material dealings in the provision of the
services under this agreement (or to his knowledge was such, employee, Advisor or

55 | P a g e
 agency manager) during the relevant period, to leave the employment of or to terminater
their agency or agency management contractual arrangements (of whatever description )
with Bharti AXA Life Insurance, whether or not this would be a breach of contract on the
part of the employee, Advisor or agency manager, and to act in the same or similar
capacity in relation to the same or similar field of work for another employer or principal
which directly or indirectly competes with Bharti AXA Life Insurance.
b. Within the period of one year after the termination of this Agreement, the Advisor shall
not directly or indirectly solicit, entice away, encourage or induce or attempt to solicit,
entice away, encourage or induce any policyholder of Bharti AXA Life Insurance,
whether existing or prospective, during the Relevant period, the cancel, lapse, forfeit or
surrender a policy of insurance with Bharti AXA Life Insurance, whether existing or
prospective, during the Relevant Period, to cancel, lapse, forfeit or surrender a policy of
insurance with Bharti AXA Life Insurance in order to effect a policy of insurance with
another insurer.
c. Until the expiry of one year after the termination of this Agreement, the Advisor shall not
so as to compete with Bharti AXA Life Insurance, directly or indirectly (on his own
account or in conjuction with any person, firm, company or other entity) solicit, canvass
or approach by any other means or attempt to solicit, canvass or approach by any other
means seek to conduct business with any person, firm, company or other entity who was
a client or prospective client of Bharti AXA Life Insurance during the Relevant Period
and with whom the Advisor had material dealings in the provision of the services (or to
his knowledge was such client or prospective client ) during the Relevant Period and in
which business or activity the Advisor was directly concerned in the provision of the
services during the relevant Period.
d. In this clause the term:
• ‘relevant period’ shall mean the period of one year immediately prior to the
termination of this Agreement; and
• ‘prospective customer’ shall mean any person/entity to whom a proposal of business,
including but not limited to insurance, has been made by Bharti AXA Life Insurance
but not limited to monetary penalty, legal proceedings and revocation of licence.

X. SUSPENSION

• If Bharti AXA Life Insurance in its opinion suspects any of the events stated in clause
XIII [except Clause XIII(b)(ii)] may have happened, it may at its absolute discretion by
notice suspend the operation of this Agreement without giving any reason.
• The operation of this Agreement shall immediately be suspended without the need for
any notice to be given by Bharti AXA Life Insurance upon on the occurrence of an event
referred to in Clause XIII(a).
• If the operation of this Agreement is suspended:
1. the Advisor shall use his best Endeavour’s to co-operate with Bharti AXA
Life Insurance or others in any investigation into any of the event in clause XIII(b)
[except clause XIII(b)(ii)] and shall provide all the information, document and
assistance for the purpose of such investigation;

56 | P a g e
 2. the Advisor shall not solicit any business or provide any service under this
Agreement without Bharti AXA Life Insurance’s prior written approval; and
3. Bharti AXA Life Insurance may at its absolute discretion withhold all
payments of remuneration (whether or not they are accrued.)
4. the Advisor shall have no claim for any monetary, business or
consequential loss against Bharti AXA Life Insurance during the operation of such
suspension.
XIII.TERMINATION

a. Bharti AXA Life Insurance or the Advisor may terminate this Agreement at any time
and without giving any reason for doing so by giving 30 days notice to the other in
writing.
b. Bharti AXA Life Insurance may terminate this Agreement immediately with notice [but
in the case of Clause XIII(b)(ii) without notice] to the Advisor if:
i. the Advisor’s license, authority or registration with the relevant
government, regulatory or supervisory authority is revoked or terminated; or
ii. the Advisor shall die; or
iii. the Advisor shall commit any act of bankruptcy or have a receiving
order made against him, the Advisor shall become bankrupt or insolvent or the
Advisor shall make a general assignment, composition or arrangement for the
benefit of creditors or admit in writing his inability to pay his debts as they
become due; or
iv. any judgement against the Advisor shall be entered which for a period
of 30 days shall neither be paid nor stayed pending appeal; or
v. any receiver or officer of any court or governmental authority shall be
appointed or take possession or control of any substantial part of the Advisor’s
assets or property or control over his affairs and obligation; or
vi. the Advisor commits any dishonest or fraudulent act which results in
the Advisor being charged and found guilty of an offence or if the Advisor has
engaged in any conduct which in the opinion of Bharti AXA Life Insurance is
prejudicial to the interests of Bharti AXA Life Insurance; or
vii. the Advisor enters into any arrangement with another company or
person (verbal or written replaced with Bharti AXA Life Insurance)to act as its
Advisor or agency manager; or
viii. the Advisor violates any of the trms and conditions of this Agreement
or fails to observe or obey any of the instructions, rules or regulations of Bharti
AXA Life Insurance (verbal or written replaced with Bharti AXA Life Insurance)
or the Statutory Provisions; or
ix. the Advisor does not meet validation Standards (training, production,
persistency and other requirements) of Bharti AXA Life Insurance in respect of
the Advisor’s appointment which may be set by Bharti AXA Life Insurance or as
may be required under the applicable laws, rules, regulations, guidelines of Bharti
AXA Life Insurance and can eb changed from time to time by Bharti AXA Life
insurance and conveyed to the Advisor.

57 | P a g e
 c. In the event that written notice is given by Bharti AXA Life Insurance or the Advisor to
terminate this Agreement under Clause XIII, Bhart AXa Insurance may at its absolute
discretion by notice to the Advisor suspend for such period as it thinks fit the
performance of any of the duties of the Advisor under this Agreement and the Advisor
shall have no claim for any business, monetary or consequential loss against Bharti
AXA Life Insurance for such act of suspension.
d. In the event of termination of this Agreement, payments of remuneration shall be
stopped immediately (whether or not they are accrued). All of the Advisor’s rights to
such payments accruing prior to termination of this Agreement shall immediately cease
upon termination of this Agreement, and the Advisor waives all his rights to such
payments.
e. On termination of this Agreement:
i. the Advisor shall promptly deliver to Bharti AXa Life Insurance all
lists of and information concerning customers. Policyholders, employees,
Advisors and agency managers of Bharti AXA Life Insurance, working papers,
correspondence, documents, and other property belonging to Bharti AXA Life
Insurance and/or containing any trade secrets and/or confidential information
which may be in his possession or under his control, including, for the avoidance
of doubt, the books and records referred to in Clause IX above; and
ii. the Advisor shall promptly deliver to Bharti AXA Life Insurance all
reusable materials (including but not limited to mobile phone, personal
computer/laptop, diskettes or other media) containing trade secrets and/or
confidential information (as defined in Clause X)for deletion of such trade secrets
and/or confidential information; and
iii. Bharti AXA Life Insurance may if it thinks fit, publish and/authority
such notice of termination of the Advisor’s appointment including a report of the
dishonest or fraudulent act leading to such termination without any intimation to
the Advisor;
iv. Advisor and its employees and directors will refrain from holding its or
himself as an Advisor of Bharti AXA Life Insurance or any of its affiliates for the
purpose specified in this Agreement.
v.

THREE DAYS IRDA REFRESHER TRAINING

Refresher training is the basic given to the trainee advisors about what is insurance, types of
insurance, present scenario of life insurance in India and scope and career growth in insurance
with legal ideas related to insurance.
As per provisions of IRDA Act for training of life advisors (effective from 31st October 2004).

The applicant shall have to undergo at least 100 hours’ practical training in life or general
insurance business which may be spread over three to four weeks, where such applicant is
seeking license for the first time to act as an insurance agent.
The training duration should be minimum 18 working days excluding Sundays and holidays.

58 | P a g e
No product training/market survey should be included into this hundred 100 hours training. The
product training, if any, to be given by the insurance company should be over and above
the minimum training hours prescribed by the Authority
The attendance record of the trainees should be maintained at the Institute for necessary
inspection at any given point of time.
In case of short-fall of attendance, extra class may be permitted but the extra hours may be
specified separately with proper attendance and details of faculty.
Every Institute should have at least one qualified permanent faculty who is an Associate or
Fellow from the Insurance Institute of India for each stream i.e. for Life and Non-Life.
The attendance register of the faculty members should be maintained at the training institutes.
The record of the payment made to faculty should be maintained at the training institute i.e.
batch-wise payment detail should be maintained.
The faculty should provide details of the other Institutes with whom they have been empanelled
as part-time/guest faculty.
Register should be maintained at the training institute giving details of batches completed,
strength of the each batch, number of candidates decertified, name of the sponsored insurer
and details of faculty who imparted the training with dates.
The seating capacity of each class-room should not exceed 40.
The fresh accreditation will be given on need basis after assessing the needs of the particular
city/town.
The initial approval will be for a period of 3 years and consideration of further renewal up to 3
years would depend on the satisfactory compliance of requirements of accreditation.
The insurance companies would regularly send their officials to oversee the proper conduct of
the training at the institutes and would not sponsor candidates to those institutes that are
not maintaining the required standards of and facilities for the training.
The training institute must display the certificate of accreditation to impart training issued by the
Authority at the training institute.
The Institute should not allow a franchisee to conduct courses on its behalf even if the faculty is
that of the Institute. The Institute should conduct the training on its own premises or hired
premises with proper infrastructure.
No marketing fee/consultancy fee payment is permitted for getting the training batches.

59 | P a g e
It will be the responsibility of the Insurance Company to check the status of the institute before
sponsoring any candidates for training.
In case of mofussil areas or the cities where there are no accredited institutes and an insurance
company intends to appoint agents, it will be the responsibility of the insurance company
to conduct training.
The Institutes must keep with them one set of records of the training at the place where the
training is being imparted.
The Institute should confine its activities only to the place/city for which it has been given the
approval. No training outside the said place/city is permitted.
The Institutes must submit a copy of the lease deed/rent agreement at the time of seeking fresh
accreditation/renewal/change of address of the institute.
On successful completion of training the candidates get COT i.e. the Completion of Training
Certificate by Bharti AXA.

CONDUCTION OF EXAMINATION
i. Syllabus: the syllabus prescribed by the authority for life insurance agents is given in
annexure 6. it is indicative and not exhaustive. The self study course material developed
by institute in book form only the broad basis of examination which is available for sale
with the institute and its associated institutes. A candidate is expected to study the course
material in depth and also assimilate general information relevant to the subject.
Candidate is also expected to know up-to-date developments in the insurance industry.
ii. Pattern of examination: normally objective type multiple choice questions are asked. A
candidate is required to indicate the correct alternative. A candidate is required to secure
at least 50% marks to be declared successful. But the institute reserves the right to
change, the pattern of question paper for the examinations without notice to anyone to
test the knowledge of the candidate as it deems fit.

60 | P a g e
 iii. Mode of examination: The test can be taken up in either of the two modes- online or
offline. Depending on the mode of testing the training is also arranged. For online mode
the training is also done online whereas in offline mode the training is done in the class
room format of. The duration of classroom training is 6+2 days. Where 6 days are
reserved for compulsory IRDA training and the remaining 2 days are for product based
training.
iv. Admission card: No candidate will be allowed to appear for the examination unless he/
she produce the admission card. The admission card will be issued by Bharti AXA.
Besides admission card candidate must possess COT issued by Bharti AXA.
v. Sample questions: a list of sample questions is given as annexure.

TWO DAYS PRODUCT TRAINING

Product training is the final dressing of an advisor. Once the advisor qualifies the IRDA exam he
is sent to next stage of enrichment where he is given product training. An advisor main job for an
insurance company is to sales product and for this reason he needs to have a sound knowledge of
each and every products the company provides. And once he get through these two days training
he becomes a full fledge advisor to work for the company.

61 | P a g e
 o Meaning of methodology
o Sample,
o Types of data
o Data collection method

REASEARCH METHDOLOGY
Research methodology is a way to systematically solve the research problem. It may be
understood as a science of studying how research is done. We can say that research methodology
has many dimensions and research methods do constitute a part of the research methodology.
The study of research methodology gives the student the necessary training in gathering material
and arranging or car-indexing them, participation in field work when required, and also training
in techniques for the collection of data appropriate to particular problem, in the use of statistics,
questionnaires and controlled experimentation and in recording evidences, sorting it out and
interpreting it. Knowledge of research methodology plays a key role in project work. It consists
of series of actions or steps necessary to effectively carry out research and the desired
sequencing of these steps.

62 | P a g e
Data Collection Method
Data can be collected by Primary as well as secondary method.

Primary Data Sources

Primary data were collected through a well structured questionnaire designed separately for
consumers. A pilot survey was conducted to test the utility of the questionnaire and necessary
changes being made.

Questionnaire Designed: Questionnaire was used for the survey.

Secondary Data Sources

The secondary data sources were collected from the company manuals, handbooks, and
management books and are edited to suite the purpose.

RESEARCH DESIGN

Exploratory type of research designs adopted because sources of information are relatively few
and the purpose is merely to find and to understand the possible actions. The major purposes of
exploratory study are:
 Identification of problem

 The precise formulation of problems including the identification of variables

 Formulation of alternative course of action

63 | P a g e
An exploratory research is often the first in the series of projects that culminates in one
concerned with the drawing of inferences that are used as a basis of monetary action. Exploratory
study is often used as a introductory phase of a larger study and results are used in developing
specific technique for larger study. Of the study the relevant questionnaire was prepared and
circulated among a stratified sample of 50 employees of BHARTI AXA LIFE INSURANCE
COMPANY LTD.. This questionnaire formed the basis for the views on each of the points raised
in the questionnaire. The data thus obtained formed the basis of information regarding the
existing recruitment and selection processes at BHARTI AXA LIFE INSURANCE COMPANY
LTD.. and the same is analyzed and interference is drawn regarding the various aspects of
recruitment and the entire process of selection at BHARTI AXA LIFE INSURANCE
COMPANY LTD..

Sample Design
Sampling technique:
Stratified sampling technique is adopted to conduct the research. Stratified purposive sapling is a
selection method for achieving a greater degree of representatives, therefore decreasing the
probable sampling error. It is based on the concept that a homogeneous population produces
samples with smaller sampling errors than does a heterogeneous population. Stratified sampling
is accomplished by placing all the members of the population into groups according to some
characteristics that is common among them, that is homogeneous subsets of the population. Then
specified number of unit is chosen from each of the groups or strata by purposive means.

64 | P a g e
Sampling Plans
The sampling plan consists of sampling units, e.g. from functional departments namely
Marketing, Commercial, Technical and Human Resource. These employees constitute the
manpower in the company who are engaged in the day to day functioning of the company, thus it
is very important for them to understand the various aspects of the entire selection process.
Therefore, they had been selected for the project sampling

Sample size: total sample size is 178individual customers, out of which only 163are valid and
15 are invalid because the data provided by customer is not sufficient for Research.
Sample procedure: Random sampling
Sample area: Bhubaneswar
In BBSR the area covered is SAHEED NAGAR, VANI VIHAR, KHARVELA NAGAR, RAJ
MAHAL, MARKET BUILDING, CRP, KALPANA, ID MARKET, RASULGARH, MASTER
CANTEEN AND 9 TALA because in this particular area there are so many public and private
institutions are available.
Analysis
Data collected from the survey through systematically framed questionnaires and those are being
analyzed and shown in graphical representation

65 | P a g e
Analysis 1
Age of respondents: The following is the distribution of age of the respondents
Age <25 Years 25-30 years 31-40 years >40 years
Numbers of 4 73 45 27

66 | P a g e
Individual

47.3% of the total sample size comes from 20-25 age groups
Where individual less than 20 and more than 35years is 11.4%
Interpretation: The majority of interest during the survey was shown from the age group 20-25
years
Analysis 2: Years presence in the Bhubaneswar
No. of years <3 years 3-5 years 6-10 years 10-20 years >20 years
present
No. of individual 41 44 18 26 33

The people belonging from 3-5 years presence in Bhubaneswar mainly come from student
community
Where as 6-10 years and 11-20 years was the most perfect candidate for insurance company.
Interpretation: Though the interest was shown by candidate belonging from age group presence
3-5 years but the majority conversion rate was from people coming from age 6-20 years.
Analysis 3: Occupation of individuals surveyed
Govt. Employee Pvt. Employee Students Unemployed Housewife
17 86 50 06 04

67 | P a g e
 Unemployed Housewife Govt. Employee
4% 2% 10%
Here
in
this
chart
Student it
31%
Pvt. Employee
53%

shows that maximum numbers of people surveyed come from Pvt.Employee and student
community.
Interpretation: Sample which has been surveyed is dominated by younger individual like student
and recently joined private employee.

Analysis 4: Qualification of individuals

Qualification 10th or below Intermediate Graduate P.G.
No. of individual 18 15 80 50

Interpretation :- The majority people surveyed came form graduate and post graduate groups and
they fulfils our requirement.
68 | P a g e
Analysis 5: Biggest concern for future
Career Income Job
50 64 49

Interpretation:- Though all the three choices were equally preferred but the income was most
preferred.

Analysis 6: were they prepared for there future planning

Result YES NO
No. of individual 77 86

Interpretation: - It shows that majority was still having no planning for future.
Analysis 7: Interested for extra income
RESULT YES NO
NO. OF INDIVIDUAL 116 46

69 | P a g e
Interpretation: - A very high response was shown for earning extra income. The people who were
interested for more income is the one who show more interest towards insurance.

Analysis 8: Preferred amount as extra income by different people.

Result 0k-5k 5k-10k 10k-20k >20k No Answer
No. of 28 51 29 7 48
individual

Interpretation: -Most people needed in around 5-10 thousand in the form of extra income.
Analysis 9: Interested for part time or full time
Full Time PartTime
77 86

70 | P a g e
Interpretation: - Though it is an equal distribution but majority people wanted to work as part
time employee in insurance.

Analysis 10: Awareness of Bharti AXA in Bhubaneswar market.

Region EAST WEST NORTH SOUTH CENTRAL INSTITTUTION
YES 20 18 21 7 20 14
NO 10 12 9 13 10 9
TOTAL 30 30 30 20 30 23

71 | P a g e
TESTING (CHI- SQUARE TEST)

Region EAST WEST NORTH SOUTH CENTRAL INSTITTUTION TOTAL

YES 20 18 21 7 20 14 100
NO 10 12 9 13 10 9 63
TOTAL 30 30 30 20 30 23 163
NULL HYPHOTHESIS: THERE IS BRAND AWARENESS OF BHARTI AXA IN
BHUBANESWAR MARKET
HERE, DEGREE OF FREEDOM = (NUMBER OF ROW-1)*(NUMBER OF COLUMS – 1)
= (2-1) * (6-1)
=1*5=5 DEGREE OF FREEDOM
AND LEVEL OF SIGNIFICANT IS=0.01
SO, THE TABULATED VALUE AT 5 DEGREE OF FREEDOM AND 0.1 LEVEL OF
SIGNIFICANT IS 15.086

72 | P a g e
 OBSERVE EXPECTED
VALUE(O) VALUE(E) O-E (O-E)² (O-E)²/E
1.595092 2.544318 0.138241
20 18.40490798 025 567 309
-
1.595092 2.544318 0.219430
10 11.59509202 025 567 649
-
0.404907 0.163950 0.008907
18 18.40490798 975 469 975
0.404907 0.163950 0.014139
12 11.59509202 975 469 644
2.595092 6.734502 0.365907
21 18.40490798 025 616 975
-
2.595092 6.734502 0.580806
9 11.59509202 025 616 31
-
5.269938 27.77225 2.263438
7 12.26993865 65 338 65
5.269938 27.77225 3.592759
13 7.73006135 65 338 762
1.595092 2.544318 0.138241
20 18.40490798 025 567 309
-
1.595092 2.544318 0.219430
10 11.59509202 025 567 649
-
0.110429 0.012194 0.000864
14 14.11042945 448 663 23
0.110429 0.012194 0.001371
9 8.889570552 448 663 794

Σ(O- 7.543540
E)²/E= 258

FROM THE ABOVE CALCULATION WE FIND THE CALCULATED VALUE

IS=7.74354038
CONCLUSION: -As the calculated value is less than the tabulated value, we can conclude
that our null hypothesis is accepted.
So, we came to know from above calculation the there is a good brand awareness of
BHARTI AXA
LIFE INSURANCE COMPANY.

73 | P a g e
 FINDINGS
The findings are based on the survey undertaken and interview of
individuals for the procurement of life advisors.

Finally selected
3
Life advisors
Individuals selected for
IRDA training 5

Among the Individuals with scores > than

Q3, those interviewed- 19

Among the individuals who were willing to make extra

money, those with Q score greater than 3- 43

Among the individuals surveyed, the individuals who were willing to make
extra money- 116

Total number of Individuals surveyed -163

The major findings are:

1. The Individuals finally selected as Life advisors constitute
1.23% of Sample size.
2. 60% of the Individuals who underwent the training cleared the
exam.
3. 1.840% of the individuals who wanted to make extra money
could finally be selected for the Job.

CONCLUSION
As we know that 7.5% of the peoples are insured that means rest 92.5% of the people are still
living without insured. It means insurance industry is still in growth stage. But when we go to

74 | P a g e
recruit life advisors of Bharti AXA most of the people did not agree because their view was that
no body is ready to invest in insurance. It is totally wrong perception of some of the peoples. One
important question arises in my mind is that if more than 90% of the Indian People are not
insured so why people are not interested to be an advisors? The reason is that 70% of the peoples
of India are living in rural areas and the awareness of private insurance company in rural market
is very poor. But, it was found that the questionnaire and interview questions, employee manual
were sufficient to obtain the information required to analyze the process of requirement within
the organization. It has been found that the organization has a sound understanding of what
process need to be used in order to achieve effective recruitment of Life advisors. In
addition to this, there are several recommendations for the organization.
For any firm to be successful the main objectives should be:
• Sustainable long-term growth,
• Stable income and
• Asset preservation;
• Need to emphasize quality and diversification in both equity and fixed income asset
classes.
• Focus should be on long-term consistent investment performance.
• Emphasis towards training and enhancing skills of recruiters needs to be more.
• Invest more in current staff than in Recruitment:
• Conduct internal audit.
• Be Creative
• Understand and manage salary:
.

The general perception of life insurance has to change in India before progress is made in
this field.

RECOMMENDATION
1: In the 2 years of existence in the market it has created a sensation by introducing its most
profitable Unit-Linked Plans and products. The insurer needs to concentrate to make its products

75 | P a g e
and company much more aware among the public to change the mindset of the people and attract
them towards insurance sector. This can make the recruitment of the potential advisors very well.
To create the awareness among the people, the following methods could be adopted:
• It needs to conduct awareness programmers, campaigns and publish news about
the company, products and attributes to position it in the customer’s mind. The company
should timely communicate through media to make the relationship stronger.
• Another way of creating awareness about the presence of insurer is by placing
hoardings and posters in the traffic areas and market complexes to attract the attention of
the people.
• The awareness through the Television is another medium. Though it advertises its
product but it should forecast itself on the channel which the maximum of people use like
Doordarshan or advertising through regional channels.
• The company restricts itself from making any branch offices as it believes in the
philosophy of “one family”. Hence more awareness can be created by establishing more
branch and subsidiaries in the urban as well as rural areas. It can create much more
awareness among the common people also.

The above discussed methods could be helpful to create awareness and thus can attract more
people to be its customers as well as to be a good life advisor. But for this the recruitment
standard and the recruitment policy should be a good one.
2: The fee charged from candidates as application money should be waved off. It should
rather be paid by the Insurance Company.
3: The strict training schedule should be made flexible. For a person who is Q4 or Q5 on
score it is difficult for him/ her to be able to come for training especially in case when he/ she
is already working.
4: The incentive system should be more attractive to motivate more and more people for
becoming Life Advisors.
5: There is need to have in place a properly managed performance appraisal system even for
life advisors that would contribute to effective retention of personnel.
6: The organization should use E- Recruitment in the process of recruiting life advisors. It is
the use of technology to assist the recruitment process. They advertise job vacancies through

76 | P a g e
 worldwide web. The job seekers send their applications or curriculum vitae i.e. CV through e
mail using the Internet. Alternatively job seekers place their CV’s in worldwide web, which
can be drawn by prospective employees depending upon their requirements.

7: The organization should use POACHING/Reading methods of recruitment. It means

employing a competent and experienced person already working with another reputed
company in the same or different industry; the organization might be a competitor in the
industry.

Bharti AXA life insurance has innovative Unit Linked Plans with more flexible options
which differentiates it from other insurer. But due to the lack of awareness it does not penetrate
easily into the market. To ensure success at the local and national level, it is vital to create
awareness about its product and the benefits provided by the respective products. Hence the
above recommendations would help the company to create the awareness. This will bring the
company higher visibility, and that will bring more success to the company.

BIBLIOGRAPHY
Marketing Management- Philip Kotlor, edition-twelve edition….April 2006,
Publisher- Prentice Hall of India (p) Ltd, Analyzing Consumer Markets & Buyer behavior &
consumer behaviour.

Research Methodology- C.R Kothari, edition-2004, reprint 2006

Publisher – New Age International (P) Ltd, publishers
Methods of Data Collection, page no- 95
Sampling Fundamentals, page no- 152

77 | P a g e
Arrow K. (1963), "Uncertainty and the Welfare Economics of Medical Care", American
Economic Review, 53(5):941-973/// Dionne (1984), "Search and Insurance", International
Economic Review, Vol 25(2), 357-367 (From a pdf file)

Broachers of Bharti AXA products.

NAAF

WEBSITES

• www.irdaindia.org
• www.bharti-axalife.com
• www.wikipedia.org
• www.ibef.org Indian brand equity forum
• www.selling-well.com

• www.insureme.com

• www.advisortoday.com

• www.unlockthegame.com

• Consumer Survey Questionnaires

78 | P a g e
 • DATA

QUESTIONNAIRE

:_______________________________
NAME

ADDRESS:_______________________________________________________________________

YOUR PRESENT IN CITY:__________________

MARRED: YES______ NO__________

QUALIFICATION____________OCCUPATION________

1. DO YOU KNOW BHARTI AIRTEL :- YES: NO:

2. WHICH IS BIGGEST CONCERN OF YOUR FUTURE? JOB:_______CAREER:________INCOME:___________

3. HAVE YOU MADE ANY PROVISION? YES:____NO::____

79 | P a g e
 4. ARE YOU INTERESTED TO EARN EXTRA INCOME YES:_____NO:_______ AND HOW

MUCH_____________

5. ARE YOU INTERESTED FOR PART TIME:______________FULL TIME:_______________

6. DO YOU WANT TO WORK UNDER BHARTI GROUP OF COMPANY? YES:__________NO:_____________

7. DO YOU KNOW BHARTI AXA LIFE INSURANCE COMPANY? YES:____________NO:_____________

8. DO YOU WANT TO WORK IN BHARTI AXA LIFE INSURANCE COMPANY? YES:_________NO:___________

CONTACT NUMBER:_________________________

DATA
EASTERN REGION
K.PATRA 3 N BA 2 CARE Y STUDENT Y 6- par Y
3 ER 7K t
D. 2 N BA 2 JOB Y STUDENT N - F Y
KHUNTIA 2
D.MOHA 4 N B.CO 2 INCOM Y UNEMPLOY Y 5- F N
NTY M 4 E ED 6K
S.PRADH 4 N MBA 2 JOB N PVT EMP. N 5- F Y
AN 5 6K
S.RATH 2 Y BSC 2 INCOM Y PVT EMP. N - F Y
8 E
B.KHUNT 25 N B.CO 2 JOB Y PVT EMP. Y - par Y
IA M 6 t
P.BIDDH 5 N BSC 2 CAREE Y PVT EMP. Y 5- par Y
AR 7 R 6K t
S.NAYAK 3 N MA 2 JOB Y STUDENT Y 5K par N
4 t
R.GHOSH 4 N MA 2 JOB Y PVT EMP. Y 3K par Y
5 t
S.MISHR 2 N MA 2 JOB Y STUDENT Y 5K par Y
A 3 t
P.SAHOO 23 N MBA 2 CAREE Y STUDENT Y - par Y
5 R t
S.SAHOO 15 N B.CO 2 JOB N STUDENT Y 15K FUL N
M 3 L
S.SULAM 3 N BA 2 CAREE N STUDENT N - FUL Y
AN 4 R L
P.NAYAK 46 Y BSC 4 INCOM Y GOVT.EMP. N - FUL Y
6 E L
A.KUMAR 23 N B.CO 2 CAREE N STUDENT N - FUL Y
M 4 R L
S.PADHI 5 N BA 2 INCOM Y STUDENT Y 15K FUL Y

80 | P a g e
 3 E L
M.PANDA 5 Y IA 2 JOB N PVT EMP. Y 10K FUL Y
8 L
G.BEHER 4 N MA 2 JOB Y STUDENT N - FUL Y
A 4 L
S.DAS 11 N BA 2 CAREE Y PVT EMP. N - FUL Y
7 R L
P.PARIDA 15 Y LLB 3 INCOM Y PVT EMP. Y 15K par N
2 E t
L.PATEL 1 Y IA 3 CAREE Y PVT EMP. Y 5K par N
2 R t
S.MAJHI 25 N IA 2 INCOM N PVT EMP. Y 6K par N
6 E t
A.BEHER 22 Y 8TH 2 INCOM N GOVT.EMP. N - FUL Y
A 5 E L
M.TADDU 6 Y BA 3 JOB N GOVT.EMP. Y 10K par Y
5 t
J.SING 20 Y BSC 3 INCOM N GOVT.EMP. Y 10K par N
8 E t
G.MOHA 8 N BA 2 JOB N PVT EMP. Y 4K par N
NTY 5 t
S.TRIPAT 20 Y MA 4 CAREE N PVT EMP. N - FUL N
HY 0 R L
S.ROUT 8 Y MA 3 INCOM Y PVT EMP. Y 10K par Y
5 E t
K.GOYAL 24 N B.CO 2 INCOM Y PVT EMP. N - FUL Y
M 4 E L
A.BALA 10 N IA 3 INCOM N UNEMPLOY Y 15K FUL N
2 E ED L
WESTERN BHUBANESWAR
S.SWARO 2 N B.TEC 25 JOB N PVT EMP. Y 20K par Y
OP H t
D.PANDA 2 N BA 26 INCOM N PVT EMP. Y 5K par Y
E t
P.SAHOO 30 N BA 30 INCOM Y PVT EMP. Y 10K FUL N
E L
B.BARIK 20 N BA 25 INCOM N PVT EMP. Y 10K par Y
E t
S.SWAIN 7 N IA 27 INCOM N UNEMPLOY Y 5K par N
E ED t
K.SAHOO 2 N MBA 26 CAREE N GOVT.EMP. Y 8K par Y
R t
S.SAHOO 4 N MBA 22 CAREE Y STUDENT Y 20K par Y
R t
B.SWAIN 1 N BA 26 JOB N PVT EMP. N - FUL N
L
M.DAS 30 Y 10TH 34 CAREE N PVT EMP. N - FUL N
R L
A.DAS 2 Y IA 38 INCOM N PVT EMP. Y 10K par N
E t
M.BEHER 1 N MA 23 JOB Y PVT EMP. N - FUL Y
A L
T.SING 2 N MBBS 25 CAREE Y STUDENT N - FUL N
R L

81 | P a g e
R.RATH 4 N B.CO 25 INCOM N PVT EMP. N - FUL Y
M E L
A.ROUT 30 Y BA 30 JOB N PVT EMP. Y 5K par Y
t
R.ROT 25 N MCA 25 JOB Y STUDENT Y 5K par N
t
S.KAR 2 Y IA 29 JOB Y PVT EMP. Y 10K par Y
t
S.HARICH 5 N MBA 25 JOB Y PVT EMP. Y 5K par Y
A t
R.TRIVED 1 N MCA 28 JOB Y PVT EMP. Y 10K par N
Y t
R.PRADH 20 Y 10TH 45 JOB N PVT EMP. Y 10K par Y
AN t
M.RATH 4 N MCA 23 CAREE N STUDENT Y 10K FUL Y
R L
RATAN 2 N BCA 22 JOB Y STUDENT Y 10K FUL N
L
P.DAS 25 N MBA 25 JOB Y STUDENT Y 5K par Y
t
R.PANDA 15 Y 10TH 35 JOB Y PVT EMP. Y 5K par Y
t
I.KHAN 25 Y BA 26 INCOM Y PVT EMP. N - FUL N
E L
D.RANA 20 N BA 28 JOB N PVT EMP. Y 10K par Y
t
U.GAMAN 4 N MA 26 CAREE N STUDENT N - FUL Y
GO R L
S.JENA 2 N B.CO 24 JOB Y STUDENT N - FUL N
M L
A.SAHOO 12 N B.TEC 27 CAREE Y PVT EMP. Y 5K par Y
H R t
S.SAHOO 5 N MBA 26 JOB Y UNEMPLOY Y 20K FUL Y
ED L
R.KUMAR 10 Y BA 32 JOB N HOUSEWIF Y 10K FUL N
I E L
NORTHE BHUBANESWAR
DILIP 4 N B.CO 24 CARE N STUDEN Y 10 part Y
M ER T K
P.ROUTRA 3 N B.CO 23 CAREE N STUDENT Y 10 part Y
Y M R K
C.SAHOO 4 Y 10TH 30 INCOM N PVT EMP. Y 10 part N
E K
D.MOHANT 2 N MBA 24 CAREE N STUDENT Y 60 FULL Y
Y 5 R K
RASHMI 6 Y 10TH 24 INCOM N HOUSEWI Y 5K part Y
E FE
L.PATRA 7 N CS 26 INCOM Y PVT EMP. N - FULL Y
E
R.SHARMA 4 N B.CO 25 INCOM Y PVT EMP. Y 25 FULL Y
M E K
N.SAHOO 5 N MBA 25 INCOM Y PVT EMP. Y 20 FULL N
E K
P.MOHANT 1 Y 10TH 32 INCOM N PVT EMP. Y 10 part Y
Y E K

82 | P a g e
S.MOHANT 1 N MA 24 JOB N STUDENT Y 10 FULL Y
UY K
P.DADTIYA 9 N MA 26 INCOM Y PVT EMP. Y 50 part Y
E K
M.YADAV 8 Y IA 35 CAREE Y PVT EMP. Y 20 part Y
R K
D.SAHOO 2 N MBBS 23 INCOM Y STUDENT Y 10 part Y
E K
B.NAYAK 2 N B.TE 27 CAREE Y PVT EMP. Y 5K FULL N
0 CH R
T.SING 1 Y BA 34 CAREE Y GOVT.EM Y 50 part Y
0 R P. K
G.DAS 4 Y 10TH 40 INCOM Y GOVT.EM Y 10 part Y
0 E P. K
A.SAHOO 1 Y B.CO 36 CAREE N PVT EMP. Y 50 part N
5 M R K
R.BEHERA 1 Y BA 38 JOB Y PVT EMP. Y 30 part Y
0 K
A.BEHERA 7 N BA 25 INCOM N PVT EMP. N - FULL Y
E
M.SAHOO 1 Y 10TH 32 CAREE N PVT EMP. N - FULL Y
5 R
C.ROUTRA 1 Y BA 30 INCOM Y GOVT.EM Y 10 FULL N
Y 2 E P. K
A.PANDA 8 Y MA 36 CAREE N PVT EMP. N - FULL Y
R
P.BEHERA 1 N IA 26 CAREE Y GOVT.EM Y 10 part N
R P. K
P.SWAIN 1 Y IA 29 INCOM Y PVT EMP. N - FULL N
4 E
G.SADANGI 1 N BSC 25 JOB N STUDENT Y 6K part Y
S.MAJIT 2 Y IA 34 CAREE N PVT EMP. N - FULL Y
ALI R
P.MOHAPA 3 N BSC 23 CAREE N STUDENT Y 10 FULL N
TRA R K
P.MOHAPA 2 N BSC 24 INCOM Y STUDENT N - FULL N
TRA E
R.MOHANT 5 N B.TEC 25 CAREE Y STUDENT Y 20 FULL Y
Y H R K
R.SAHOO 1 N B.CO 23 INCOM Y STUDENT Y 5K FULL Y
M E
SOUTHERN BHUBANESWAR
D.PADHI 2 N BA 23 INCOM Y PVT EMP. N - FULL N
1 E
R.ROUTRA 3 Y IA 37 JOB N GOVT.EM Y 10K part Y
Y 5 P.
S.MOHALA 2 N BA 25 JOB N STUDEN Y 15K FULL N
0 T
A.DAS 1 N BA 24 JOB N STUDEN Y 3K part Y
T
B.BEHERA 1 N BA 24 JOB N STUDEN Y 3K part N
T
S.SWAIN 2 Y 10T 32 INCOM N PVT EMP. Y 10K part N
2 H E

83 | P a g e
SUBHENDU 5 Y BA 30 CAREE N PVT EMP. N - FULL N
R
P.PATRA 2 Y BA 32 INCOM N PVT EMP. Y 20K part N
E
MD KHAN 2 Y 10T 37 INCOM Y PVT EMP. Y 15K part Y
6 H E
P.PANDA 4 N 10T 25 INCOM N PVT EMP. N - part N
H E
N.KHAN 1 Y BA 38 INCOM Y PVT EMP. Y 10K part Y
5 E
A.MOHAPA 5 N MB 27 INCOM Y PVT EMP. Y 15K part Y
TRA A E
A.NAYAK 2 Y 10T 29 INCOM N PVT EMP. Y 10K FULL N
5 H E
D.SAHOO 2 Y 10T 34 INCOM N GOVT.EM Y 20K part N
4 H E P.
N.BHARTI 4 Y MA 31 JOB Y PVT EMP. Y 20K part N
D.KANUNG 3 Y BA 35 INCOM N PVT EMP. Y 10K part Y
O 5 E
K.MURMU 2 Y BA 31 INCOM N GOVT.EM N - FULL N
2 E P.
P.KAR 1 Y BSC 37 JOB Y PVT EMP. Y 7K part N
5
P.SUBUDHI 3 Y LLB 32 JOB Y GOVT.EM Y 75K part N
P.
A.SAHOO 1 Y 10T 25 INCOM N PVT EMP. Y 5K part Y
H E
CENTRAL BHUBANESWAR
R.PRADHA 5 N BSC 2 CAREE Y PVT EMP. Y 20K part Y
N 6 R
P.PRADHA 3 N MBA 2 CAREE N PVT EMP. Y 15K FULL Y
N 4 R
R.SWAIN 5 N BA 2 JOB N STUDENT Y 10K FULL N
2
S.PANDA 3 N BCA 2 JOB N STUDENT Y 5K part N
4
S.PANDA 6 N MBA 2 CAREE N PVT EMP. Y 5K part N
4 R
P.MOHARA 3 N BSC 2 INCOM N PVT EMP. Y 10K part Y
NA 5 E
P.PUHAN 15 Y MSC 3 CAREE Y PVT EMP. Y - FULL Y
2 R
S.JENA 25 N MBA 2 INCOM N STUDENT Y 15K FULL Y
5 E
P.MOHAPA 1 N MBA 2 INCOM N STUDENT Y 15K part Y
TRA 5 E
J.MOHAPA 25 Y MBA 2 JOB Y HOUSEWI N - FULL Y
TRA 5 FE
A.SHARMA 26 N MCA 2 JOB N PVT EMP. Y 15K part Y
6
P.PRADHA 18 N MA 2 CAREE N PVT EMP. N - FULL Y
N 6 R
A.RATH 0 N MA 2 INCOM N STUDENT N - FULL Y
4 E

84 | P a g e
B.SAHOO 4 N BA 2 CAREE N STUDENT N - FULL Y
5 R
S.PRUSTI 2 N BA 2 INCOM N PVT EMP. N - FULL Y
6 E
S.SWAIN 1 N B.CO 2 INCOM N STUDENT Y 16K FULL Y
M 3 E
J.DAS 0 N MA 2 INCOM N STUDENT Y 4K part Y
5 E
S.SWAIN 5 N BA 2 INCOM N STUDENT N 6K part Y
3 E
J.MOHAPA 10 N B.CO 2 CAREE Y STUDENT Y 10K part Y
TRA M 3 R
S.BHANJA 15 N MBA 2 JOB N STUDENT N - FULL N
5
R.NANDA 25 Y BA 3 JOB Y GOVT.EM N - FULL Y
2 P.
M.PATI 5 N BA 2 CAREE Y STUDENT Y 5K FULL Y
2 R
L.PARIDA 11 Y MCA 2 INCOM Y PVT EMP. Y 5K part N
9 E
D.PRAHAR 23 Y MA 2 CAREE N HOUSEWI Y 4K part N
AJ 6 R FE
A.SATPATH 5 N LLB 2 CAREE Y PVT EMP. Y 10K part N
Y 6 R
B.JENA 0 N MBA 2 CAREE Y PVT EMP. Y 10K FULL Y
7 R
A.PANDA 3 N IA 1 CAREE N STUDENT Y 5K part N
9 R
T.DAS 19 N IA 1 CAREE N STUDENT Y 5K part N
9 R
S.PATRA 3 N B.CO 2 INCOM N STUDENT Y 6K part N
M 3 E
P.SAHOO 3 Y MBA 2 CAREE Y PVT EMP. Y 10K part Y
8 R
INSTITUTION OF BHUBNESWAR
B.DAS 1 Y BA 31 INCOM Y PVT EMP. Y 20 part Y
7 E K
P.ROUT 3 Y B.CO 30 INCOM Y PVT EMP. Y 10 part Y
0 M E K
A.SAHOO 2 N 10TH 25 CAREE N UNEMPLOY N - FUL N
5 R ED L
G.NAYAK 2 N MCA 23 CAREE N STUDENT Y 5K part N
3 R
P.NAYAK 2 Y B.TE 26 CAREE N GOVT.EMP. Y 10 part N
CH R K
L.SWAIN 3 N BA 30 INCOM N PVT EMP. Y 9K part Y
0 E
C.SWAIN 7 N MBA 16 CAREE Y PVT EMP. N - FUL Y
R L
S.OJHA 1 Y MBA 29 INCOM Y PVT EMP. Y 20 part Y
E K
C.PRADHA 3 N 10TH 20 JOB N STUDENT N - FUL N
N L
M.SENAPA 5 N B.TE 28 CAREE N PVT EMP. Y 10 part Y

85 | P a g e
TY CH R K
C.PRADHA 1 Y 10TH 30 INCOM N PVT EMP. Y 20 part N
N E K
A.SAHOO 1 Y B.TE 36 INCOM Y PVT EMP. N - FUL N
5 CH E L
D.NAYAK 1 N MBA 25 CAREE N PVT EMP. N - FUL Y
0 R L
B.BHANJA 1 N BA 23 CAREE Y PVT EMP. Y 10 part Y
R K
H.PATRA 2 N BSC 24 JOB Y STUDENT N - FUL N
L
S.BEHERA 4 N BA 24 JOB Y STUDENT N - FUL Y
L
V.MALLIK 5 Y BA 34 INCOM N GOVT.EMP. Y 20 FUL Y
E K L
M.MISHRA 1 Y BA 32 JOB Y PVT EMP. Y 15 FUL N
K L
R.SAHOO 1 N BA 21 INCOM N PVT EMP. Y 20 FUL Y
E K L
K.NAYAK 0 Y IA 32 JOB Y GOVT.EMP. N - FUL y
L
B.ROUT 2 N BSC 28 INCOM N PVT EMP. N - FUL N
8 E L
J.MOHAPA 2 N B.TE 24 JOB Y UNEMPLOY Y 10 FUL Y
TRA 0 CH ED K L
S.PARIDA 5 Y BA 32 INCOM N PVT EMP. Y 15 part Y
E K

Colum 1-Name
Colum 2-years present in city.
Colum 3-married or not
Colum 4-Qualification
Colum 5-Age
Colum 6-Biggest concern for future
Colum 7-Provision for future concern
Colum 8-Present profession
Colum 9-interested for extra income or not
Colum 10-preferance amount of extra income
Colum 11-interested for part time or full time job
Colum 12-knowledge about Bharti AXA

86 | P a g e