SYNOPSIS

TOPIC:CHANNEL DEVELOPMENT.
TITTLE:A STUDY ON THE RECRUITMENT CRITERIA FOR ADVISORS USED IN INSURANCE SECTOR
.

PROBLEM OVERVIEW:
The main objective of the â Channel Developmentâ is to recruit quality advisors for th
company for providing life Insurance solutions to the customers. Advisors play
s a vital role in the growth of company with respect of companyâ s earnings as well a
s they create value for the organization after achieving some milestones. Adviso
rs are are integral part of the team and sales manager assigned to them help the
m to groom them in terms of personality development, selling skills and handling
objections of customers.
SCOPE AND IMPORTANTS OF THE STUDY
The main aim of the research is to compare the recruitment criteria for a
dvisors used by various sales managers in insurance sector.
Channel development means development of marketing channels,in case of in
surance sector marketing channel is called as advisors,in other words advisors a
re called as marketing channels.
Channel development is aquired only by ensuring quality in the recruitmen
t of financial advisors,then only the objectives can be aquired.
From this study we can identify various recruitment criteria used by var
ious sales managers and also we can compare various recruitment methods,and also
identify effective judgement model for prespective person and effective channel
development stategy.
OBJECTIVES OF THE STUDY
1.To compare recruitment criteria used by various sales managers
.
2.To identify effective criteria for the recruitment of advisors.
3.To identify effective judgement model for to judge the candidate.
4.To identify effective channel development strategy.
5.To identify how to ensure quality in channel development process.
RESEARCH METHODOLOGY
Research methodology adopted for the study is descriptive re
search.
Dataâ s will be collecting from primary and secondary sources.

Primary source of data

The primary data for the study will be collected from sales m
anagers . The methods adopted for the collection of primary data are
a) Questionnaire
b) Personal interview.

Secondary data
Secondary data collected from
a) Companies files and records
b) Books and journals
c) Web sites
Sampling method
Convenient sampling method Sample size : 100
Sampling unit: sales manager in insurance sector.
Analysis of data
Various statistical tool will be used for analysis of data and dr
awing conclusion.