Abstract

These caselets discuss the various issues involved in managing the marketing functions of a distribution system, like market develop-ment, 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 pro-specting, 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.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• Current trends in the distribution system in India
• The various factors that an insurance agent considers before accepting a proposal from a prospective policyholder
• and The role of insurance agents in the changing insurance scenario in India.

Keywords

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