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A STUDY ON MICROMARKETING OF AVIVA LIFE INSURANCE LTD.

MAHARAJA COLLEGE OF MANAGEMENT
(Affiliated by Rajasthan Technical University, Kota) Udaipur (Raj) For The Partial Fulfillment of MBA 2008-2010

Submitted By Pavan Kumar MBA Sem. III

MAHARAJA COLLEGE OF MANAGEMENT

Udaipur (Raj)

DECLARATION

I do hereby declare that the project report entitled A Study on Micromarketing of Aviva Life Insurance Ltd. submitted in partial fulfillment of the requirement for the degree of corporate MBA, Maharaja College of Management (UDAIPUR), is my original work and is not submitted for the award of any other degree, diploma, any other similar title or prize.

Place- Udaipur DatePavan Kumar

Signature

PREFACE
With the increasing trend of globalization the market competitions are increasing day by day, to survive in the market everyone should have the practical knowledge, and summer training is the best way to gain practical knowledge in MBA programme. This report evaluates and explains the way in which knowledge and strategy can be best utilized by the students for the summer training programme of MBA. The report contains the total Target / Task assigned, the Strategies which I have selected, the industry profile, the Company profile, Product knowledge of the Company, Research and Analysis of the market, findings and learnings which I find out during the summer training. The basic knowledge of the market, product, customer and situation given by the Company guide is also explained in this report.

ACKNOWLEDGEMENT
I express my sincere thanks to my project guide Mr. Nitin Jain Area Sales Manager for guiding me right from inception till the successful completion of the project. I sincerely acknowledge them for extending there valuable guidance, support for literature, critical reviews of project and report and above all the morale support, they had provided me with all stages of this project. I would also like to thank supporting staff of Aviva Life Insurance Ltd. (Jaipur) for there help and cooperation throughout my project.

I would also like to thank my project guide Mrs. Ranjeeta Madhwani Mam for their help right from inception till the successful completion of the project.

Pavan Kumar

Executive summary
The main objective of this study is to micromarketing of insurance and generating leads for Aviva life insurance Jaipur. Besides this, the other objective is to understand the insurance sector in India.yhe market share by different players in the market. then understating types of insurance. Understanding the role of IRDA in Indian insurance market as a regulatory agency. After understanding of Aviva life insurance as a whole and Aviva life insurance Jaipur. Then we gone through the questioner analysis, Types of plans provided by the company and how company is generating the business. After this we have analyzed our questionnaire on the basis of which lead generation was done. And from the analysis finding are generated. Which give a generalize idea about Indian insurance industry.

CONTENTS
INTRODUCTION OF INDUSTRY INTRODUCTION 2 1

CONCEPT OF INSURANCE 3 INDIAN INSURANCE INDUSTRY 4 IRDA 6 7 8

LEGISLATION

FUTURE TRENDS

MAJOR INSURANCE PLAYERS 9 INTRODUCTION OF ORGANISATION 10 AVIVA LIFE INSURANCE LTD. 12 PERFORMANCE INDICATORS 14 TYPES OF PLAN IN AVIVA 16 GENERATION OF INSURANCE IN AVIVA 18 THEORITICAL FRAMEWORK OF MICROMARKETING 19 MARKETING RESEARCH 20 MICROMARKETING OF AVIVA INSURANCE 23 RESEARCH METHODOLOGY TITLE OF THE STUDY 28 29

DURATION OF THE PROJECT 29 OBJECTIVE OF THE STUDY 29 TYPE OF RESEARCH SAMPLE SIZE 30 30

SCOPE OF THE STUDY 31 LIMITATIONS OF THE STUDY 31

ANALYSIS AND INTERPRETATION 33 SWOT ANALYSIS 47

CONCLUSSION AND SUGGESTION 50 APPENDIX 53 56

BIBLIOGRAPHY

LIST OF DIAGRAMS & FIGURES

S no. Details 1 2 3 4 5 Bussiness strategies by aviva life insurance Generation of insurance in aviva Chart of question no ,1 Chart of question no ,2 Chart of question no ,3 Page no. 13 18 36 37 38

6 7 8 9 10 11 12 13 14

Chart of question no ,4 Chart of question no ,5 Chart of question no ,6 Chart of question no ,7 Chart of question no ,8(A) Chart of question no ,8(B) Chart of question no,9 Chart of question no ,10 Chart of question no ,11

39 40 41 42 43 43 44 45 46

INTRODUCTION
Life Insurance is about living happily with financial peace in mind The business of insurance is related to the protection of the economies of asset every asset has value & is expected to last for a certain period of time during which it will perform after that the benefit may not be available but sometime after may get lost earlier, an accident or some other unfitness may destroy it or make it non functional and deprive of the benefits. Which may give to an adverse situation is a mechanism that helps to reduce the effect of such adverse situation. Insurance does not protect the asset. It does not prevent its loss due to the peril. The petil can not be avoided through insurances. The peril can sometime avoid. Through better safety and damage control management. Insurances only tries to reduce the

impact of the risk on those who depends on that asset it only compensates the losses and that too, not fully only economic consequences insured. if the loss is not financial, insurance may not be possible. There are certain principles, which make it possible for instanced to remain a fair arrangement. It is difficult for any one individual to bear the consequences of the risk that he is exposed to it will become bearable when the community shared the burden. The second is that peril should occur in accidental manner. Insurance is done Against the contingency that may happen in the case of human being, death is certain but the time of death is not uncertain in the person who is terminally ill. The time of death is not uncertain. Through not exactly known not be insured. A human being is an income-generating asset. Ones manual labour, professional skill and business acumen are the asset. This asset also can be lost through unexpectedly early death or through sickness and disabilities caused accidents. So life insurance is necessary to help those who depend on the income which is lost due to accident

CONCEPT OF INSURANCE
Basically insurance is a device to share the losses of few, by transferring a portion of the loss to the insurance company in exchange for a certain cost. This means that a lot of people who think they may suffer a loss, each put in a little money to cover financial costs for those among them who actually sustain the loss. Obviously, since there is a cost you dont insure anything or everything, you will cover only those things that would cause a substantial financial burden unexpectedly on you, if you had to replace them on your own.Hence, insurance works on the concept of risk sharing, which divides risk a among may people. There are three key factors in the term insurance:

a) face amount - the protection or death benefit.

b) Premium to be paid - the cost to the insured.

c) Length of coverage - the term.

INDIAN INSURANCE INDUSTRY

Present Scenario
The Government of India liberalized the insurance sector in March 2000 with the passage of the Insurance Regulatory and Development Authority (IRDA) Bill, lifting all entry restrictions for private players and allowing foreign players to enter the market with some limits on direct foreign ownership. The opening up of the sector is likely to lead to greater spread and deepening of insurance in India and this may also include restructuring and revitalizing of the public sector companies. In the private sector 14 life insurance and 8 general insurance companies have been registered. A host of private Insurance companies operating in both life and non-life segments have started selling their insurance policies..

Life Insurance Market

The Life Insurance market in India is an underdeveloped market that was only tapped by the state owned LIC till the entry of private insurers. The penetration of life insurance products was 19 percent of the total 400 million of the insurable population. The state owned LIC sold insurance as a tax instrument, not as a product giving protection. Most customers were under- insured with no flexibility or transparency in the products. With the entry of the private insurers the rules of the game have changed. The 12 private insurers in the life insurance market have already grabbed nearly 9 percent of the market in terms of premium income. The new business premiums of the 12 private players has tripled to Rs 1000 crore in 2002- 03 over last year. Innovative products, smart marketing and aggressive distribution. That's the triple whammy combination that has enabled fledgling private insurance companies to sign up Indian customers faster than anyone ever expected. Indians, who have always seen life insurance as a tax saving device, are now suddenly turning to the private sector and snapping up the new innovative products on offer. The following facts show how under-developed the Indian insurance business is due to state monopoly and lack of aggressive marketing of insurance policies: Per capita insurance premium in India is a mere US$ 10. Even in China, the corresponding figure is US$27.78, when both the countries have the same premium figure as % of GDP. Insurance premium in India accounts for a mere 2.3 per cent of GDP (Compared of the world average of 7.8 percent)

Insurance premium as a percentage of savings is barely 5.95 percent in Indian (compared to 52.5 per cent in UK) The above figures show the huge scope that exists for new business in the insurance sector. Liberalization will obviously bring about strong marketing of different policies by rival firms, with is expected to benefit the customer through a wider range of products and better service. Till recently, policies have only been bought by customers, rarely marketed by the insurance firms

Insurance business is mainly divided into four classes: 1)Life insurance, 2) Fire, 3) Marine, and 4) Miscellaneous insurance. Life insurance transacts life insurance business; General Insurance transacts the rest. No composites are permitted as per law. Indian insurance industry as on 1,4,2000, comprised of only two players in the state sector: Ex. - Life insurance Corporation of India ( LIC) Ex. - General insurance Corporation of India ( GIC)

Insurance Regulatory and Development Authority ( IRDA):

IRDA is the administrative agency for Indian insurance industry, and was formed by the Government of India for the supervision and development of the insurance sector in India. The Insurance Regulatory and Development Authority were legally established by the IRDA Act which was enacted by the Indian Parliament in 1999. The duties, powers, and regulations of the body are

It has the duty to regulate, promote and ensure orderly growth of the insurance business and re-insurance business. It has the all the powers related to registration, renewal, withdrawl ,suspend etc towards the issuance of application. It has specifying requisite qualifications, code of conduct and practical training for intermediary or insurance intermediaries and agents; One of the duties is to increase the efficiency of the insurance industry as a whole. It also has the function of regulating the investment of funds of the insurance companies. It is also associated with adjudication of disputes between insurers and intermediaries or insurance intermediaries. It is also associated with determining the margin of solvency. It is concerned with specifying the form and manner in which books of account shall be maintained and statement of accounts shall be rendered by insurers and other insurance intermediaries. It is related to calling for information from, undertaking inspection of, conducting enquiries and investigations including audit of the insurers, intermediaries, insurance intermediaries and other organizations connected with the insurance business It specifies the amount of life insurance and general insurance that the insurer can undertake in the rural sector.

Legislation
Insurance is a central subject in India. The primary legislation that deals with insurance business in India is insurance Act, 1983 and insurance Regulatory & Development Authority Act, 1999. the key provisions for IRDA Act. Are: Single Company cannot carry on the life and non-life insurance business; separate application and separate companies in case the same set of bidders desires license in both. Foreign equity capped at 26% in life general and reinsurance ventures. Mandatory for Indian promoter to divest shareholding in excess of 26% after 10 year from the commencement of business.

Minimum capital fixed at Rs. 1 billion for life and general business and Rs. 2 billion for reinsure business. Private insurance to maintain a Minimum Solvency Margin of Rs. 500 million for life insurance Highest of Rs 500 million or 20% of net premium income or 30% of net incurred claims for general insurance and Rs. 1 billion for reinsurance. Policy holders funds to be invested within India Compulsory rural and social sector exposure; norms to be specified.

Future Trends
Existing players are far too big to be dislodged from their leadership positions, but enough competitive space creation is possible by the new entrants. This opening up (liberalization), will force players to offer innovative products, better packaged, smooth delivery systems and improved customer pressures. Untapped or under served segments or niches will get exploited, due to competitive services. Both the existing and new players will attempt new methods of delivery system and service. (Online proposals, FAQS. ETC.)

Benefits of Life Insurance

Protection Savings Education Retirement Others :-International Conventions, Rewards and Recognition- Life Honors Flexibility No Capital Required

Major Insurance Players

Licenses have been issued for the following companies Aviva Life Insurance Company Limited ICICI Prudential Life Insurance Limited ICICI Prudential Life Insurance Company Limited HDFC Standard Life Insurance Company Limited Birla Sun Life Insurance Company Limited TATA AIG Life Insurance Company Limited Max New York Life Insurance Company Limited SBI Cardiff Life Insurance Company Limited ING Vysya Life Insurance Company Limited Bajaj Allianz Life Insurance Company Limited MetLife Life Insurance Company Limited AMP Sanmar Life Insurance Company Limited Sahara India Life Insurance Limited Sri Ram Life Insurance Limited

AVIVA LIFE INSURANCE LTD.

History
Aviva insurance group in UK with a history dating back to 1696, today stands as one of the leading provider of life and pension products to Europe and other parts of the world. The history of Aviva Life Insurance India starts at 1834 during nationalization when Aviva was the largest foreign insurance group in terms of the compensation paid by the Indian Government. In 1995 Aviva was the first foreign insurance company to start its representative office in India. At present in Aviva Life Insurance India, the Aviva group is a 26% share holder and the Dabur group holds 74% shares in the joint venture. Aviva is distinguished for being the first foreign insurance company to set up its representative office in India, in 1995. Aviva Life Insurance Company established the concept of Bancassurance in India, and has leveraged its global expertise in Bancassurance successfully here. The company boasts of 223 branches in India, supporting its vast distribution network. Aviva offers various products that are meant to provide customers flexibility, transparency and value for money. Given here is a complete list of products & services offered by Aviva Life Insurance Company India Ltd. Aviva is the worlds fifth-largest* insurance group and the largest insurance services provider in the UK. Aviva is one of the leading providers of life and pension products in Europe and are actively growing our long-term savings businesses in Asia Pacific and the USA. Aviva main activities are long-term savings, fund management and general insurance4. Aviva have premium income and investment sales of 51.4 billion and 381 billion of funds under management. It have 54,000 employees serving over 50 million customers in 28 countries around the world. Aviva purpose is to bring prosperity and peace of mind. It will do this by realising its vision: "One Aviva, twice the value".

Business strategy by Aviva life insurance

Figure 1

Performance Indicators
In addition to reporting on its financial performance, it is important that as a forward thinking company it is aware of its wider responsibilities and report on the non-financial aspects of its performance. Aviva consider that its employees and customers are fundamental to the success of its business; as such, they form the basis for its nonfinancial measures, which include: Customer satisfaction Employee engagement and leadership Customer satisfaction All business units measure and track progress in customer advocacy, and, where feasible, benchmark performance against local competitors. Its UK Life, UK GI and Canadian businesses are transitioning across to NPS in 2009. In the UK, the life business met its broker satisfaction target, UK GI achieved its direct customer satisfaction target (at 94%) and our RAC business continued to receive very high levels of customer satisfaction (98%).

Employee engagement and leadership

Its global employee climate survey continues to provide measures of employee engagement and leadership. Employee engagement represents the degree to which people believe in Aviva being a great place to work and are contributing to help meet its collective goals and ambitions. The survey results are used each year to determine and implement actions with the aim of achieving continuous improvement. The climate survey measures employees perceptions of leadership, verifying alignment with its strategic direction and immediate business plans. Aviva aim is to improve both measures over time and meet or exceed a

global financial services benchmark.

Types of plans in Aviva

Whole Life Plans
o o o o o

Life Long Aviva Lifeline Pure Term Plans Life Shield Aviva Life Shield Plus

Endowment Plans
o o o o o

Life Bond 5 Life Saver Save Guard Life Saver Plus Life Saver Super

Freedom Life Plan

o o o o o o

Aviva DhanVriddhi Anmol Suraksha Aviva Sachin Century Aviva Money Back Aviva Easy Life Plus Aviva Wealth Plus

Single Premium Plans

o

Life Bond Plus

Pension Plans
o o o

Pension Plus Secure Pension Aviva Pension Elite

Child Plans

Aviva Little Master Aviva Young Scholar

Health Plans

Aviva Health Plus

Group Plans

Group Gratuity Credit Plus Loan Suraksha Corporate Life Superannuation Group Shield

Rural Plans

Amar Suraksha Jana Suraksha

Generation of insurance in Aviva

There are 3 ways from which Aviva get insurance AVIVA

Bank tie up

DSF (Agent) Figure 2

Direct (Call center)

Bank tie up Aviva life insurance is having a tie up with some of the banks which help them to get insurance. Aviva life insurance provides them insurance.eg. Punjab and sindh bank. DSF(Agent) - agents are the people who work for the company and bring insurance for the company. Major part of insurance is generated by these people only. India largest insurance company LIC is pioneer of this model they are the people who are running this model successfully and they are market leader in insurance.

Direct (call center) This new marketing phenomena applied by most of the insurance company in these days. Insurance companybring the list of bsnl telephone number and they randomly call people and try to convince people to purchase insurance. Some of people get ready to purchase insurance and this way company sell their insurance

Introduction
Marketing is an integrated communications-based process through which individuals and communities discover that existing and newly-identified needs and wants may be satisfied by the products and services of others. Marketing is defined by the American Marketing Association as the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large. The term developed from the original meaning which referred literally to going to market, as in shopping, or going to a market to buy or sell goods or services.

Marketing Research
Marketing research is the systematic, design, collection, analysis & reporting of data & findings relevant to a specific marketing situation facing the company. In the current competitive situation, it is necessary for every organization to research or examine their market situation at regular interval of time. Therefore company researches their prevailing market situation. Aviva life Insurance Ltd. Has also done this activity and for this purposes it has a separate research & development department at Bursar-Kim. It examines the needs, wants & preferences of the consumers. It prepares the report on the consumer needs what they want? What their complaints are against the product?

Four Ps:In the early 1960s, Professor Neil Borden at Harvard Business School identified a number of company performance actions that can influence the consumer decision to purchase goods or services. Borden suggested that all those actions of the company represented a Marketing Mix. Professor E. Jerome McCarthy, also at the Harvard Business School in the early 1960s, suggested that the Marketing Mix contained 4 elements: product, price, place and promotion. Product: The product aspects of marketing deal with the specifications of the actual goods or services, and how it relates to the end-user's needs and wants. The scope of a product generally includes supporting elements such as warranties, guarantees, and support. Pricing: This refers to the process of setting a price for a product, including discounts. The price need not be monetary; it can simply be what is exchanged for the product or services, e.g. time, energy, or attention. Methods of setting prices optimally are in the domain of pricing science. Placement (or distribution): refers to how the product gets to the customer; for example, point-of-sale placement or retailing. This third P has also sometimes been called Place, referring to the channel by which a product or service is sold (e.g. online vs. retail), which geographic region or industry, to which segment (young adults, families, business people), etc. also referring to how the environment in which the product is sold in can affect sales. Promotion: This includes advertising, sales promotion, publicity, and personal selling. Branding refers to the various methods of promoting the product, brand, or company. These four elements are often referred to as the marketing mix, which a marketer can use to craft a marketing plan. The four Ps model is most useful when marketing low value consumer products. Industrial products, services, high value consumer products require adjustments to this model. Services marketing must account for the unique nature of services.

MICROMARKETING OF AVIVA INSURANCE

TYPES OF INSURANCE
The insurance can be divided from two angles: from business point of view and from the risk point of view. Which are following:(1) Life Insurance Life Insurance is different from other insurance in the sense that the subject matter of insurance is life of human being. The insurer will pay the fixed amount of insurance at the death or at the expiry of certain period. At present, life insurance enjoys maximum scope because each and every person requires the insurance. This insurance provides protection to the family at the premature death or gives adequate amount at the old age when earning capacities are reduced. Types of insurance plans offered in our country

Term assurance plans Whole life plans Endowment assurance plans Assurances for children Family income policy Life annuity Joint life assurance Pension plans Unit linked plan Policy for maintenance of handicapped dependent Endowment policies with health insurance benefits

(2) General Insurance The general insurance includes property insurance, liability insurance and other forms of insurance. Fire and marine insurance comes under property insurance. Liability insurance includes motor, theft, fidelity and machine insurances to ascertain extent. The

strictest form of liability insurance is fidelity insurance whereby the insurer compensates the loss to the insured when he is under the liability of payment to the third party. Types of insurance policies available are:

Health insurance Medi-claim policy Personal accident policy Group insurance policy Automobile insurance Workers compensation Liability insurance Aviation insurance Business insurance Fire insurance policy Travel insurance policy

(3) Social Insurance The social insurance is to provide protection to the weaker sections of the society who are unable to pay the premium for adequate insurance. Pension plan, disability benefits, unemployment benefits, sickness insurance and industrial insurance are the various forms of social insurance. Risk point of view Insurance can be divided into property, liability and other forms of insurance. Property Insurance Under the property insurance property of a person is insured against a certain specified risks. The risk may be fire or marine perils, theft of property or goods, damage to property at accident. Examples of this are:

Home insurance Business insurance Commercial insurance

(4) Marine Insurance Marine insurance provides protection against loss of marine perils. The marine perils are collision with rock, or ship attacks by enemies, fire and capture by pirates etc. These perils cause damage, destruction or disappearance of the ship and cargo and nonpayment of freight. So, marine insurance insures ship (Hull),cargo and freight.

Types of policies are:

o o o o

Voyage policies Time policies Valued policies Hull insurance- Cargo insurance- Freight insurance

(5) Fire Insurance Fire insurance covers risks of fire. In the absence of fire insurance, the fire waste will increase not only to the individual but to the society as well. With the help office insurance, the losses, arising due to fire are compensated and the society is not losing much. The individual is protected from such losses and his property or business or industry will remain in the same position in which it was before the loss. The fire insurance does not protect only losses but it provides certain consequential losses also. Policies available in this insurance are:

Consequential loss policy Comprehensive policy Valued policy Valuable policy Floating policy Average policy

(6) Miscellaneous Insurance The property, goods, machine, furniture, automobile, valuable goods etc., can be insured against the damage or destruction due to accident or disappearance due to theft. There are different forms of insurances for each type of the said property whereby not only property insurance exists but liability insurance and personal injuries are also insured.

Miscellaneous insurance covers:

o o o o o o o o

Motor Disability Engineering and aviation risks Credit insurance Construction risks Money insurance Burglary and theft insurance All risks insurance

Research Methodology
The main objective of project was to understand micromarketing in insurance sector and generating leads for the Aviva life insurance Jaipur. The work of lead generation was done by survey we have targeted the group who are having good disposable income. I was not directly approaching the people to buy insurance from Aviva life but indirectly creating a good image for Aviva.

Title of the Study

The title of my study is 'Effective Analysis of Market shares of Aviva Life Insurance.

Duration of the project

The duration of the project was 60 days ( may 09 to june 09)

Objectives of the study

To understand micromarketing in insurance sector. To understand role of IRDA in insurance sector. To know how on the basic of demography people buy insurance. To understand who is the market leader in insurance sector with how much insurance. To get insight about the recovery procedure followed by the bank for managing the NPAs.

Types of research designExploratory research has been done in this study The main purpose of exploratory research is that of formulating a problem for more precise investigation, the study talks about

The survey of concerning problems. The experience survey.

Sample Size
All time in any field of inquiry constitute a universe or population. A complete enumeration of all times in the population is know as census inquiry. When all items are covered no element is left & highest accuracy is obtained. The respondents selected should be as representative of the total population. The selected respondents are technically called a Sample For satisfying the major objectives of the research, I have taken sample size for the study is 100 respondents.

Collection and source of data

Primary Data: As the study major focuses on perception and behaviors of insurance agent, so the primary data plays the most important role. Primary data will be collected major through:

Questionnaire Interview, observation

For data collection, Total 60 customers of ICICI prudential life insurance ,kota are being selected randomly.

Secondary Data:
Secondary data will be collected majorly from:

Magazine Brochures Books Journals Web sites

Scope of study
My study would help to the company:

To identify their market goodwill & market share as compare to their competitors. To plan the aggressive marketing policy to capture whole diversified market.

Limitations of the study

Inter company analysis through survey and questionnaire filling. Difficulties:

Did not secure cooperation easily. People asked lot of counter question so convincing them was a major task. People did not disclose much about their employee details. A summer trainees we could not separate systems to work on. At times many people had for couple of hours to work on the computer. Since STD calls had to be made, the availability of phone was limited, so there was greater coordination required with respect to its usage and maintains a time slot so that other person has a chance to use.

ANALYSIS AND INTERPRETATION

The work which was assigned to us was to bring the leads from government offices of jaipur. Sometimes company was providing us the contacts and most of the time we have to approach the government offices by our self. Leads A person who is interested in buying any policy that is called a lead. After the lead generation company sends their relationship manager to the person and the R.O. find the requirement of that particular person and provide him insurance as per his requirement. Coverage area- we have to survey all the government offices of Jaipur. We have covered following offices of Jaipur.

BSNL offices RIICO Offices

JDA (Jaipur development authority ) Nagar Nigam Office Collect rate Water bucks department Electricity department Income tax department Roadways Sales tax office G.P.O. Jaipur

Targeting- we have to target a group of people who are having a good disposable income means we have to target officers. in laymans term we have to target the people who are having a salary of more than 20000. Approach- during our training we have been taught that how we have to approach people. First of all we have to go to any government office and have to tell them that we are management students and doing our project on insurance sectore and we are comparing the insurance policies of government employees and private sectore employees. in this way we have to find out who is the people willing to buy any insurance and how much they are ready to invest and have to submit this to company. On the basis of this company finalize the leads and Avivas relationship officer contacts them. This Is the way we was approaching the people. This was our questionnaire on which basis we have to generate the leads. It was possible for me to reach 200 people in the span of 45 days.

Q.1 What is your current Occupation.

Figure 3

Occupation Business Salaried Student Housewifes

No. of people 30% 50% 15% 5%

Interpretation On the part of occupation of potential Advisor, 50% of people i.e. 15 were salaried people and 9 of them from Business Background. Q.2 Which Field do you belongs to.

Figure 4 Field Banking Pharma Investment Manufacturing Others No. of people 20% 30% 20% 10% 20%

Interpretation Under the survey conducted we come to know that most of the servicing people belongs to Pharma sector i.e. 9 people belongs to this sector out of 30 people Q.3 What is your annual income?

Figure 5 INTERPRETATION The sample had mainly 81.66% respondents below the age group 30 yrs having income range below 3,00,000 annually while in the age range between 30-40 years 58.62% respondents had income in the range of 3,00,000-

5,00,000 annual range. In the age group above 40 years and above it was found that 81.81 % people had income in the range of 3,00,000-5,00,000 annually.

Q.4 Do you think insurance is important?

Figure 6

Interpretation:100% respondents said that insurance is compulsory for safty.

Q. 5 why you are buying insurance policy?

Figure 7 INTERPRETATIONS- In the age group below 30 yrs it was found that the main reason for buying insurance was Tax Benefit while it was very closely followed by Security as one of the main reason. Investment was also the option preferred by many respondents. On a whole we can say that Security was the main reason behind people buying life insurance policy when the entire responses were kept in mind.

Q. 6 while buying insurance policy, which investment option you prefer the most?

Figure 8

INTERPRETATIONSIn the age group below 30 yrs mainly it was seen that Fixed Deposit was the preferred choice of the respondents as an investment option while Equity was the second choice which was closely followed by Mutual funds. So on a whole people were very cautious about their money at this point of time and wanted to invest only in options giving them guaranteed returns.

Q. 7 Which factor is most attractive while buying insurance?

Figure 9 INTERPRETATION The people in age group below 30 had an overwhelming answer in Returns as the most attractive factor while buying life insurance policy. The respondents in age range 30-40 years had a different opinion where Brand name , Increase in Cover and Returns had jointly occupied the top spot as the most attractive factor. In age group 40 yrs and above it was found that Returns was ahead of the other factors and was the choice of the of the respondents. On a whole it can be concluded that Returns was the most choice of majority of the respondents.

Q.8 which companies insurance do you have?

Figure 10 This pie chart is based on market data of insurance in the year 2007-08. The pie chart given below is on the basis of our survey.

Figure 11 Q.9 if you are married have you planned for your childs education /marriage?

Figure 12 Interpretation:60% respondents said that they have planned for their childs education or marriage. while 40% respondents said that they have not planned for their childs education or marriage.

Q.10 Have you done your retirement plan? Ans. Out of 200 people only 10 people was having a retirement plan and all the people was having the same reason for not having retirement plan was that they was government employees ,after their retirement they will be getting pension. They believe that their future is secure this was the reason why they people was not having retirement plans.

Figure 13

Q.11 If we will suggest you a good plan for your child/retirement/short term investment will you be interested?

Figure 14

Q.12 If yes, how much you will you be comfortably save for your child/retirement/short term investment Per year? Ans. Not specified by people, they were saying this thing is dependent on the plan.

STRENGTH

Financial rating of companies Flexibility of plans Highly co-operative & skilled staff. Sales oriented organization. Aggressiveness of sales force in selling products. The company has expertise in managing big business. Effective and wider distribution network. Product designed for each age group & every area of personal. Aviva life insurance provide unique training program for insurance advisor called product training The company enjoys a very high brand loyalty & recall value among its customer. The company has a presence in all metros as well as in most of the major cities in country.

WEAKNESS

Less coverage in rural areas. Less staff Lack in making follow up. Lack of corporate agent. Lack of customer services. Lack of promotional activities.

OPPORTUNITY

There is continuous growth in insurance sector and rural market is still untapped. People have started Turing towards private insurance sector as they know that security and growth of money is better then another insurance company. Government has also started investing in private insurance sector. Market is fully to capture because the branch has recently set up its business so there is growth chances in the Kota market.

THREATS

Competition in insurance sector is increase sing with the entry of private giants like HDFC Standard life, Tata - Aig , Bajaj Allanze, Sahara, Gic, LIC, ICICI prudential, Aegon Religare etc. Continuous follow up of the client and customers by the other insurance companies. As LIC has strong market position so it is little bit difficult to capture the market.Customer is still find risky to place its money in private insurance sector.

CONCLUSION
Insurance is very competitive market- insurance sector is one the most competitive sector in this day due to the presence of more than fifteen players in the market.LIC is undoubtedly market leader with the market share of more than 64%. Dealing with people- The most important thing which I have learn with Aviva is that how to deal with people because my work was like that I have to contact government employees and find the opportunity that they are going to buy any policy or not. Behavior in government offices- In government offices approaching the people is very difficult. Some of the times people are really very busy so sometimes they are not having the time to listen you. Insurance is a unknown psychological fear- When you dealing with people and telling them that you are from insurance sector people get afraid they want to save them self from you.

This report concludes the network aviva life insurance spreading sparking day by day. The market position of aviva life insurance increasing rapidly. Through this study we got to know that aviva life insurance is providing best services to its customers by giving satisfaction with innovative plans. Insurance sector is highly competitive sector with more than 15 players and LIC is leading the market with 64% and the reason is that they is having a huge network of agents. Aviva is having almost a 2% insurance market in Jaipur to improve their market they need to increase the number of agents. Government employees are not interested in retirement plans because they are. Security in the foam of pensions. 80% of Government employees are having some or another kind of policy

SUGGESTION

Advisor should be given more training time to time to have better knowledge for change in market. Mass insurance policy should be launched Untapped areas should be covered.

There is more than 75 crores population in villages. This represents a vast potential. Advisor should be supervised regularly so that their work can be improved and made effective and efficient. The advisor should be keeping in constant touch with his policy holder to become aware of the change in his situation including marriage. Death of relatives. Releases of mortgages. Any one of them may necessitation some changes like title to policy moneys or more insurance. The contact conveys a message that agent and company cares for the policy holder and the family mouth publicity it increase acceptability. Private insurance companies should highlight that they are managed privately but completely governed by IRDA. To capture major chunk of business they need to open more branches in sub urban so that they can fulfill all need of customers. Perspective customers should be made more aware about the policies through advertising and promotional activities.

QUESTIONNAIRE
Name Address Married Phone no. 1. What is your current Occupation. yes no Child Age

Business

Salaried

Student

House wife

2.If working which field you belongs to.

Banking

Pharma

Investment

Others

Q.3 What is your annual income? Below 300000 500001-700000 300001 500000 Above 700000

4. Do you think life insurance is important?

Yes

No

Q. 5 why you are buying insurance policy? Security tax benefit saving investment

Q. 6 while buying insurance policy, which investment option you prefer the most? Insurance bullion fund fixed deposits equity government bond mutual

Q. 7 Which factor is most attractive while buying insurance? Brand name premium amount increase in cover return

Q.8 which companies insurance do you have? Government company private company

Q.9.If you are married have you planned for your childs education /marriage?

Yes

No

Q.10 Have you done your retirement plan?

Yes

No

Q.11 If we will suggest you a good plan for your child/retirement/short term investment will you be interested? No yes

Q.12 If yes, how much you will you be comfortably save for your child/retirement/short term investment Per year?

BIBLIOGRAPHY Website:www.google.co.in www.avivaindia.com www.wikipedia.com

Books:Marketing management by phillip Kotler Research Methodology by C.R. Kothari