Intermediaries in the Insurance Market

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This case study was compiled from published sources, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

Case Details:


Case Code : INS011 For delivery in electronic format: Rs. 100;
For delivery through courier (within India): Rs. 100 + Rs. 25 for Shipping & Handling Charges


Case Length : 04 Pages
Period : 2003
Pub Date : 2003
Teaching Note : Available
Organization : Varied
Industry : Insurance
Countries : India


These caselets discuss the various issues involved in managing the marketing functions of a distribution system, like 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 issuance. 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.


Current trends in the distribution system in India

The various factors that an insurance agent considers before accepting a proposal from a prospective policyholder

The role of insurance agents in the changing insurance scenario in India


Managing, marketing functions, distribution system, market development, market planning, customer relations, distribution, insurance products, services. employees, substitutes, agent, functions, prospecting, sale, risk analysis, policy issuance, prospect, insurance, insurance distribution system, distribution channels, types of products

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