CHANNEL DEVELOPMENT AT MNYL.

CHANNEL DEVELOPMENT AT MAX NEW

YORK LIFE


CERTIFICATE OF APPROVAL

The following Internship Report Title “Channel Development at MNYL” is hereby

approved as certificate studies in management carried out in a manner satisfactory to warrant

its acceptance as a prerequisite for the award of Post Graduate in Business Management for

which they have been submitted. It is understood that by this approval the undersigned do not

necessarily endorse or approve any statement made, opinion expressed or conclusion drawn

therein but approve the summer Project only for the purpose it is submitted.

Internship Report Examination Committee for evaluation of Internship Report.

Name Signature

1. Faculty Examiner _________________ _________________

2. PG Summer Project Co-coordinator___________________ ___________________


CERTIFICATE FROM SUMMER INTERNSHIP GUIDE

This is to certify that Mr. Rajesh Kumar Jha a student of MASTER OF BUSINESS

ADMINISTRATION has worked under our guidance and supervision. This Summer

Internship Report has the requisite standard and to the best of my knowledge it is his original

work.

Project Guide

Date:


ACKNOWLEDGEMENT

It gives me great pleasure, having done a project on an interesting and knowledgeable topic

like “ Channel development at Max New York .”

Marketing Management and Human resources are topics which demand for in depth study

and a lot of dedication and hard work. This project has been a great experience. This project

has immensely enlarged my knowledge as far as academics are concerned. There are many

people associated with this project without which this project would not have reached its

successful completion.

I sincerely thank Prof. ___________________________________ (Dean, PSB) who has

given me an opportunity to show my skills and bag a great source of experience. A special

thanks to Prof. ___________________________________ (SMG Department, PSB) who

guided me to opt for MNYL.

I would like to thank Mr. __________________________________ (Branch Manager,

MNYL) who permitted me to do this project in Max New York Life successfully. I would

like to thank to Mr. ____________________________________ (Sales Manager, MNYL)

for his inspiration, keen interest, constant supervision and ever willing help throughout the

course of this study.

I would also like to take this opportunity to thank all the people of the firm I contacted who

took out valuable time to answer my queries and gave me full information about the

insurance industry and Max New York Life.

I extend my sincere gratitude towards my parents, who have always encouraged me and

given great support. They have been a great source of motivation in the completion of my

project.

Above all I thank the almighty for my successful completion of this project.


PREFACE

Indian insurance industry is emerging rapidly after year 2000. To survive in this highly

competitive scenario, managers are being pressured to improve quality, recruit quality and

skilled people and eliminate inefficiency. The collective efforts of the employer, managers

and other relative people assume relevance in this context. And this is where marketing

management and human resources play important role.

Recruitment is very important in today’s scenario. But still it is ignored and considered as a

secondary aspect. In case of insurance industry recruitment only decide success or failure of

company.

I have made an attempt to study this aspect of Insurance industry in my project. In this

project, recruitment for developing channel at Max New York Life is considered. I have tried

to find out how exactly recruitment is very important for this firm as well as this industry,

which are the different strategies firm use to recruit quality people and so on. It is more

qualitative rather than a quantitative data.

To get knowledge of above question and to fulfill the requirements for my project on

“Channel Development at Max New York Life”, I have worked in MNYL and searched some

internet sites.


TABLE OF CONTENTS

Acknowledgement 5

Preface 6

Table of Contents 7

List of Abbreviations 9

SECTION A: INTRODUCTION 10

A.1 ABOUT INSURANCE INDUSTRY 11

A.2 ABOUT MAX NEW YORK LIFE 13

A.3 ABOUT PROJECT 21

SECTION B: CHANNEL DEVELOPMENT STRATEGIS 24

B.1 ELIGIBILITY MODEL 25

B.2 DEVELOPMENT STRATEGIES 29

SECTION C: CHANNEL DEVELOPMENT PROCESS 31

C.1 NAME GATHERING IN-P200 33

C.2 SHORTLISTING 33

C.3 CONTACTING 34

C.4 INITIAL SCREENING 34

C.5 NAT 34

C.6 CAREER SEMINAR 35

C.7 CAREER INTERVIEW 35

C.8 FCS 35


C.9 CONTRACT 35

SECTION D : STATUS REPORT 37

D.1 ACTIVITY CHART 38

SECTION E: CONCLUSION 39

E.1 KEY LEARNINGS 40

E.2 EXPERIENCE 40

E.3 SUMMARY 41

E.4 RECOMMENDATIONS 41

E.5 BIBLIOGRAPHY 43

APPENDIX 44


LIST OF ABBREVIATIONS

MNYL Max New York Life

AA Agent Advisor

PO Personal Observation

NAT Numerical Ability Test

IRDA Insurance Regulatory & Development Authority

CoI Centre of Influence

ATP Annual Target Premium

MDRT Million Dollar Round Table

CSR Corporate Social Responsibility

FCS Fundamental Career Seminar

SM Sales Manager


Section - A

INTRODUCTION


A.1 About the Insurance Sector in India

Insurance sector is an opportunity for India.

This business is growing at the rate of 18-22 per cent annually.

Presently it covers market of RS.450 billion.

Together with banking sector it contributes about 7% to GDP.

Gross premium collection is about 2% of GDP.

Still 80% of Indian population is without life insurance.

This is an indicator that growth potential for the insurance sector is immense.

There are two legislations that govern the sector-

The Insurance Act- 1938 The IRDA Act- 1999.

Table shows the current market players in the life Insurance Industry (Source IRDA).

Sr. No. Name of the Company

1 Bajaj Allianz Life Insurance Co. Limited

2 Birla Sun Life Insurance Co. Ltd

3 HDFC Standard Life Insurance Co. Ltd

4 ICICI Prudential Life Insurance Co. Ltd

5 ING Vysya Life Insurance Co. Ltd.

6 Life Insurance Corporation of India

7 Max New York Life Insurance Co. Ltd

http://www.irdaindia.org/lifeproducts/bajaj080607.htm

http://www.irdaindia.org/lifeproducts/max080607.htm

http://www.irdaindia.org/lifeproducts/ingvysya200407.htm

http://www.irdaindia.org/lifeproducts/hdfc160607.htm

http://www.irdaindia.org/lifeproducts/birlasunlife200407.htm


8 Met Life India Insurance Co. Pvt. Ltd.

9 Kotak Mahindra Old Mutual Life Insurance Ltd.

10 SBI Life Insurance Co. Ltd.

11 Tata AIG Life Insurance Co. Ltd.

12 Reliance Life Insurance Co. Ltd.

13 Aviva Life Insurance Co. India Pvt. Ltd.

14 Sahara India Life Insurance Co. Ltd.

15 Shriram Life Insurance Co. Ltd.

16 Bharti AXA Life Insurance Co. Ltd.

PREMIUM COLLECTIONS:

http://www.irdaindia.org/lifeproducts/bhartiAXA030407.htm

http://www.irdaindia.org/lifeproducts/shriram080507.htm

http://www.irdaindia.org/lifeproducts/sahara080507.htm

http://www.irdaindia.org/lifeproducts/aviva080507.htm

http://www.irdaindia.org/lifeproducts/reliance170407.htm

http://www.irdaindia.org/lifeproducts/sbi-life-190407.htm


A.2 ABOUT MAX NEW YORK LIFE (COMPANY PROFILE)

Max New York Life Insurance Company Ltd. is a joint venture between New York

Life and Max India Limited.

New York Life is a Fortune 100 company and Max India Limited is one of India's

leading multi-business corporations.

The company has positioned itself on the quality platform.

It has developed a strong corporate governance model based on the core values of

excellence, honesty, knowledge, caring, integrity and teamwork.

The strategy is to establish itself as a trusted life insurance specialist through a quality

approach to business.

In line with its values of financial responsibility, Max New York Life has adopted

prudent financial practices to ensure safety of policyholder's funds.

The Company's paid up capital is Rs. 657 crore, which is more than the norm laid

down by IRDA.

Max New York Life has identified individual agents as its primary channel of

distribution.

The Company places a lot of emphasis on its selection process, which comprises four

stages –

Screening,


Psychometric test,

Career seminar

Final interview

The agent advisors are trained in-house to ensure optimal control on quality of

training.

Max New York Life invests significantly in its training programme.

Each agent is trained for 152 hours as opposed to the mandatory 100 hours stipulated

by the IRDA before beginning to sell in the marketplace.

Training is a continuous process for agents at Max New York Life and ensures

development of skills and knowledge through a structured programme spread over

500 hours in two years.

This focus on continuous quality training has resulted in the company having amongst

the highest agent pass rate in IRDA examinations and the agents have the highest

productivity among private life insurers.

It now has 26 life insurance products and 8 riders that can be customized to have more

than 400 products.

201 agent advisors have qualified for the Million Dollar Round Table (MDRT)

membership in 2005.

MDRT is an exclusive congregation of the world’s top selling insurance agents and is

internationally recognized as the standard of excellence in the life insurance business.

Life @ MNYL Max New York Life is a young and vibrant organization, proud of the excellent track

record it has established in a relatively short span of time. We are one of the most ambitious and aggressive players in life insurance. A key factor in our success has been our ability to attract some of the most talented professionals from different industries.

We pride ourselves on being a learning organization that encourages personal and professional development. We are serious about work and having fun. A dynamic, flexible and fast paced work environment brings out the best in each one of us. By


developing structure, systems and a workplace culture that provides challenging jobs, rewards performance and delivers opportunities continuously, Max New York Life strives to get the best out of its most valuable asset - its people.

The knowledge and inputs given at MNYL is immensely useful to survive in the industry and also for other management areas.

REWARDS AND RECOGNITION


Ceeeo

E

Ceeeo

EMDRTMDRT

Ex. CouncilEx. Council

CenturionCenturion

Paul Colgan TrophyPaul Colgan Trophy

Agent of the YearAgent of the Year

Paid Cases, FYC, Persistency, Rider, Referral and CEIP Leader

Paid Cases, FYC, Persistency, Rider, Referral and CEIP Leader

Career Foundation ClubCareer Foundation Club

Career Producer AwardCareer Producer Award

Career Success AwardCareer Success Award

Hi-FlierHi-Flier

Ten-A-MontherTen-A-Monther

Premium LeaderPremium Leader


PRODUCTS OF MNYL

Whole Life Plans

Unit Linked Insurance Plans

Endowment Plans

Children Plan

Money Back Plans

Pension Plans

Health & Accident Related Riders


Vision

To become the most admired life Insurance Company in India.

Mission

To become one of the top quartile life Insurance companies in India.

Be a national player.

Be the brand of the first Choice.

Be the Employer of the Choice.

Become principal of choice for agents.

Values

This vision to become India's most admired life insurance company will

be realized through our unique set of values, which are as follows:


Achievements

First company to provide free look period of 15 days to the customer. This was later made mandatory by the regulatorFirst company to start toll free line for agent services

First and the only life insurance company in India to implement Lean methodology of service excellence in service industry

First life insurance company in India to provide various services to the agents and customers over phone

First Indian life insurance company to start service center at the regional level

First life insurance company in India to be awarded ISO 9001:2000 certification

Top five most respected private life insurance in India according to Business World

survey.

Continuous presence in Top 50 MDRT global list.

CSR

Max New York Life has been instrumental in changing the paradigm of life insurance in

India. It is the first life insurance company in India to introduce cause related marketing.


Children are at the very heart of Max New York Life's strategy. SOS Children's Villages of

India is internationally recognized for its work in giving underprivileged children a

wholesome life. The mission of SOS is "to help orphaned and abandoned children, by

providing them with a family, a permanent home, education and strong foundation for an

independent life." Its mission ties in with Max New York Life's philosophy of helping people

secure the future of their near and dear ones.

The company donates a part of the total money collected on all policies sold, to SOS

Children's Villages of India at the end of the year.

MANAGEMENT HIERARCHY

Board Of Directors

Mr. Analjit SinghChairman,

Max India Limited

Mr. Anuroop (Tony) SinghVice Chairman,

Max New York Life Insurance

Mr. Rajesh SudCEO & Managing Director,


Mr. Rajit MehtaExecutive Director & Chief Operating Officer,


Mr. John HarrisonDirector,



Mr. Richard MucciDirector,


Dr. S. S. BaijalDirector,


Dr. Omkar GoswamiDirector,


Mr. Rajesh KhannaDirector,



Management TeamRajesh Sud

Managing Director and CEO, Max New York Life

Rajit Mehta Chief Operating Officer

Anil Mehta Senior Director - New Markets SBU

Sunil Kakar Senior Director & Chief Financial Officer

Ajay Seth Senior Director- Legal & Compliance

Debashis Sarkar Senior Director & Chief Marketing Officer

John Poole Appointed Actuary

A.3 ABOUT PROJECT

The main objective of the “Channel Development” is to recruit quality agent advisors (AA)

for the company for providing life Insurance solutions to the customers. AA plays a vital role

in the growth of company with respect of company’s earnings as well as they create value for

the organization after achieving some milestones. AA are integral part of the team and sales

manager assigned to them help them to groom them in terms of personality development,

selling skills and handling objections of customers.


Benefits of Becoming AA for MNYL:

Company’s Expectation from AA:

Regular input activity.

Follow the sales process.

Achieve sales targets.

Attend training program.

Participate in weekly reviews.


Follow the MNYL ethics and business standards policy.

JOB DESCRIPTION

I was placed in the recruitment section of channel development at MNYL. I had to recruit

agent advisors for the organization by following the steps involved in the channel

development process. I was paid a commission for every agent advisor who undergoes the

screening process and clears the agent advisor examination.

It was a pleasant job as it had no work pressure and extremely flexible working hours. I had a

great sales manger to assist me all throughout.

Following are the steps undergone in my job:

Making a list of known capable people and giving them a call over phone and fixing an

appointment with a senior officer.

Taking further contacts from the call-list in the form of references.

Identification of potential candidates to be contracted as agent advisors.

Calling upon the potential candidates and explaining the business opportunity to them.

Enable the candidates to talk to a higher authority and undergo initial screening.

Get necessary forms filled by the candidates and collect supplementary documents like

education proof, identity proof, date of birth proof etc.


Section - B

CHANNEL DEVELOPMENT

STRATEGIES


B.1 ELIGIBILTY MODEL

From this eligibility model company judge prospective person. The company follows unique

eligibility criteria for AA selection by which company is able is to always justify its mission.

The basic objective of having an eligibility model for recruitment is to have good retention

and greater effectiveness in the delivery of service.

Four criteria’s for AA selection

1. 25 plus years of age:

This age shows attainment of maturity and responsibility. People are more consistent

in this age.

2. Married:

Married people have more eager to earn money. Family pressures increase responsibility and

secondly customers are convinced more by the stability of a married AA.

3. Staying in the same city for more than 5 years:

Person who stays more than 5 year has huge natural market which helps him to get more

business in short period.

4. Graduate:

Graduate people have basic skills like communication skills, numerical ability, I.P relation,

convincing abilities etc. so it is easy to teach them further.


Other criteria for AA selection:

1. Financial stability:

MNYL is focuses on classes and not on masses thus they select strong agent advisors.

2. To have a rich and active social circle:

It helps to get higher case rate and case size. Also the chances of policy lapsing can be less

and renewals can be more.

3. Greed for money:

Firm selects advisors who understand the language of commission. Because people who want

fix amount as their earnings are not suitable for this business.

4. Independent:

MNYL select people who want to be entrepreneur. Housewives or brokers who want flexible

hours for work are prospective person for this business.

5. Persuasion:

He should be persuasive in nature because the AA needs to follow up on regular basis with

prospective and new clients without being a nuisance value.

6. Excellent interpersonal skills:

Because developing and maintaining good relations can get policies. Secondly since most of

the insurance companies provide a plethora of similar products, sales depend on the

convincing ability of the AA and the rapport the AA is bale to build. Also results in C of I’s.


Work Profile

This is an entrepreneurial opportunity with flexible working hours and the potential to earn

unlimited income without any capital investment. As an agent with Max New York Life, you

are a financial advisor, businessperson and your own boss. The only limit to your growth is

your own imagination and drive.

The Role:

Identify prospects and conduct need analysis

Provide customized solutions for long term financial protection and wealth creation

Close sales

Deliver the policy

Provide after sales service and build references for future sales

Benefits

A career at Max New York Life has innumerable advantages. With low start up investment you can become a part of a world-class organization and make a positive difference to people’s lives.

Our agents sell more policies and make more money than agents of any other life insurance company. The financial rewards are in the form of

Commissions on new sales Ongoing renewal commissions

Performance linked bonus

Referral commissions


Training reimbursement

The Five Differentiators

1 Our Selection Process

Our selection process is designed to help the candidate and the organization make a decision in mutual best interest. The first step in the process is an initial interview followed by a test of numerical ability. Candidates who make the cut are invited to attend a career seminar. The procedure facilitates a process of discovery, as both sides develop an understanding of each other’s profile and requirements. The final stage in the selection process is an assessment of the candidate's natural market and potential for growth.

2 Our Training Program

Max New York Life has the finest training program for agents in the industry. We run training and development programs for agents throughout their career. The training consists of a two-year formal classroom based program. Max New York Life has two full-time professional trainers in each office whose sole job is to train and guide new agents.

The success of our training programs owes a lot to the strength of our partner, New York Life. The training program developed by New York Life in the United States is widely recognized as the best in the insurance industry. We have customized this outstanding program for the Indian market.

In the United States, New York Life had more members in the Million Dollar Round Table, the worldwide organization of top professionals in the insurance industry, for 50 consecutive years. Since 2001, Max New York Life has had more qualifiers for the prestigious Million Dollar Round Table than all the other private sector insurance companies taken together.

3 Management Loyalties

One of the many advantages of working with Max New York Life is that managers are not allowed to sell insurance products to their own customers. Compensation in management is


derived entirely from the success of agents and the overall growth of the organization. Managers at all levels are totally committed to the success of agents and do not pursue any conflicting goals.

4 Our Products

No organization can claim to have the number one product in the insurance industry for a long period of time. It is a matter of great pride that our products have always been rated among the best in the industry. These products have been developed after extensive research of the Indian market and are designed to meet an individual’s needs at every life stage.

5 The Agent's Contract

The Agent's Contract is designed to attract efficient professionals and retain them for a long time by compensating them generously. As an agent you can count on the support of Max New York Life at all times to help you earn a good income today and create a secure retirement for tomorrow.

B.2 DEVELOPMENT STRATEGIES

Management team has developed certain strategies in order to expand channel distribution

network. These models are followed across the country uniformly and top management feels

that these rules are the building block of MNYL’s success in India as well as across the

world. There are 2 basic principles that are required in order to execute these strategies such

as

1) Prospecting: Identify the right person who fits in the eligibility model.

2) Selection: Select them for further plan of actions.


RULE OF 31

Rule of 31 is associated with the daily activities which are followed to recruit quality

advisors. It says that everyday collect at least 3 names of the prospective AA and do 1

screening every day.

Ways of Name Gathering

There are several ways for gathering names in order to follow rule of 31.

Natural Market

Personal Observation

Nominator Call

Centre of Influence (CoI) Call


Section - C

CHANNEL DEVELOPMENT

PROCESS


Flow Based approach to Channel Development Process

YES

NO

NO

YES

StartStart

Name Gathering in P200Name Gathering in P200

Short listing Short listing

ContactingContacting

Interested?Interested?EndEnd

Initial ScreeningInitial Screening

NATNAT

Career Seminar & P200Career Seminar & P200

Interested?Interested?EndEnd

Career interview Career interview

FCSFCS

Contract with MNYLContract with MNYL

IC-33 ?IC-33 ?ReappearReappear

NOT CLEARED

CLEARED

EndEnd


C.1 NAME GATHERING IN P200

Name gathering in P200 consists of people whom you know from natural market and

references you get from their sources. As a management trainee were given a task to gather

200 names. Figure shows the P200 format in which the database is created.

Name of the prospective Agent

Name of the prospective Agent

Address of Contact

Age

Marital Status

Qualification

No. of years in the City

Financial Status

Profession

Annual Income

Natural Market

Comments

C.2 SHORT LISTING

Candidates are shortlisted from the P200 as per the eligibility criteria laid down by the

company. Only eligible candidates are considered for the next process.


C.3 CONTACTING

Candidates are called either as nominator, CoI, Prospective Agents and a meeting is fixed

with them according to the convenience of both the party. Here script plays very important

role in fixing appointment with the prospect.

C.4 INITIAL SCREENING

Initial screening is taken if candidate is found eligible using 4 point model. In initial

screening, a sales manager first gives the introduction about the company. Then several

questions such as his family background, his natural market, traits for a sales person, and his

present and past experiences of his jobs are questioned.

Every candidate is required to get at least 3 points in eligibility model the company. The

eligibility standards for AA selection are as follows. In case of score less than 3, special zonal

head approval is required.

FIVE POINT SYSTEM:

Age 25 and over 1 point

Graduate 1 point

Married 1 point

Lived in city more than 5

years

1 point

NAT score 1 point (if passed)

C.5 NAT

Numerical Ability test is taken. Passing Score is 50%.


C.6 CAREER SEMINAR AND P200

All the prospects are required to attend career seminar at MNYL which provides broader

aspects of growth as an Agent Advisor.

P200 is a worksheet which is given to each prospect to judge his natural market. The

prospects are required to mention at least 100 contacts from their natural market.

C.7 CAREER INTERVIEW

P200 is evaluated in Career Interview. If candidate’s market is found worth, he is selected to

attend training and Development programme.

C.8 FCS

All the selected candidates are required to attend 15 day training session for receiving the

license from IRDA to become an Agent Advisor.

C.9 CONTRACT

All the successful candidates having legal license of IRDA are contracted with MNYL.


In this firm has its own statistic. That means if we will contact 60

person in a month. Then we can convert 2 people for a batch as a

AA.

60 Cold prospects.

20 Initial screening.

16 Test.

08 Seminar.

04 Career Interview.

02 FCS Batch.


SECTION- D

STATUS REPORT


D.1 ACTIVITY CHART

Particulars Status

1) Initial Screening 30

2) NAT 6

3) Career Seminar 8

4) P200 8

5) Career Interview 5

6) FCS -

7) Total Recruitment -

8) Contracted -

The above activity chart represents the work done by me in accordance with the channel

development process. The P200 sheet will be attached with this project where name and

contact numbers are stored in format prescribed by the MNYL.


SECTION - E

CONLUSION


E.1 KEY LEARNINGS

Before this internship project my knowledge about the insurance industry was quite bleak. This internship in MNYL has immensely helped me in categorizing the different financial products.

Another of my crucial learning has been in the area of communication with the outside world. Finding a possible prospect and then giving them information about the opportunities available was a really tough challenge.

Majority of the population in Chennai have a negative perception about the insurance industry. Giving them appropriate information about the opportunity to earn in this field was a challenging task.

Along with the information on the job, the staff of MNYL also gave many inputs that would definitely help in the management field.

E.2 EXPERIENCE

My Experience with MNYL will always be grateful for me. I learned many things in MNYL.

The very first thing I learned in MNYL is to handle objections from the customers. Different

type of scripts of MNYL helps in this.

Working on deadline for achieving target is most crucial process in this sector and I am

thankful to my sales Manager who were always behind me to support during initial call and

helps me to complete my training.


The GO meet to reward successful AA and SM for the month is another example which

clearly emphasizes that MNYL has strong belief in maintaining a healthy relationship with

their stakeholders.

Overall “Channel Development” was a fair attempt from me. During the internship I was

able to make 175 names and recruited 3 out of that.

My telephonic conversation with the prospect always gave me a positive direction to build

my confidence and even in bad phase of response I learnt the art of making calmness.

I shared a lot of activities with my colleagues. All the trainees from different background also

remained a source of energy for my daily activities.

E.3 SUMMARY

Life insurance business in terms of first year premium has shown a growth of more than 95%

over the previous year and non life, or general insurance, is not far behind either, growing at

22% during 2006-07. In this market, competitive edge provided by product innovation can

sustain only for a couple of months, since products can easily be cloned. Hence “Channel

development” is the only process through which an insurer can have SCA over other

competitor.

Strategic approach for calling Nominators/CoI/prospect has several advantages through

which company maintains integration of system.

E.4 RECOMMENDATION

Max New York Life as an insurance firm has a very strong presence in India and is rapidly

expanding its operations in India. After working on this project I feel that following are some

of the ways in which the company can improve the current market base and selection

procedure for AAs, the key revenue generating resource for the company:


Increase awareness among the general public

In survey I come to know only 5 % people are heard about this company.

Only 10 % people known about this company. It shows less brand image of

company.

25% people experienced this company by taking policy.

But 60 % people are unaware about this company. It is because of lack of

advertisement.

Highlight the core strengths of the company like oldest firm in insurance sector,

highest paid up capital, etc.

Very less people know about highlights of the company.

Firm is not well known though it is oldest firm.

No one knows positive points of the company, like registered under companies

act, six sigma and so on.

Have a re-look at the existing product range and design products which can attract

masses rather than just serving only classes.


E.5 BIBLIOGRAPHY.

IC 33 book of Max New York Life.

www.maxnewyorklife.com

www.google.com

http://www.google.com/

http://www.maxnewyorklife.com/


APPENDIX

project on channel development in max newyork life

Documents

channel development

channel development

psb pune channel development

project section b

project guide date

summer internship guide

aspect of insurance

quality people