Product details

This set of three caselets discuss the various issues involved in managing the marketing functions of a distribution system, market development, market planning and customer relations. These caselets also discusses the issues related to distribution of insurance products and services. Caselet 1 focuses on the use of employees as substitutes for agents. Caselet 2 focuses on functions like prospecting, sale, risk analysis and policy insurance. This caselet also explores how a prospect''s insurance needs are determined. Caselet 3 focuses on the type of insurance distribution system that is required in the changing scenario of insurance business in India. It also discusses the new distribution channels and the types of products that are going to be sold through these distribution channels. These caselets are structured to enable students to: (1) understand the nature of the distribution system in the insurance sector and study the insurance distribution system in India; (2) discuss the advantages and disadvantages of making insurance agents a part of the distribution system; (3) understand the role of insurance agents and their importance in the present competitive insurance scenario: (4) understand the significance of effective distribution system in selling insurance product; (5) understand the changing trends in distribution system in India; and (6) discuss the pros and cons of various distribution systems. These caselets are aimed at MBA/PGDBA students, and are intended to be part of the insurance operations curriculum.