“Performance is Primary-Qualification is Secondary”: A study with reference to life insurance sector in India

Selling the life insurance policy is always a challenging job, especially in India private life insurance players are facing very tough competition from public life insurance sector (LIC). As a heavy competitive business its business turnover and survival is completely based on employee performances. To sell insurance policy employees need to have good selling skills rather than good academic qualification. First they must understand the market, customer needs and want. Many sales calls were refused by customers, but still they have find the real customers who are in need of policy and they have to convenience about their policy and company benefits i.e how their company is better than other companies (who are offering similar kind of policies). Employees who really love the marketing job can only continue their career with insurance companies. It is very known fact that the job seeker must have minimum graduation qualification to work for insurance companies. With the same qualification employees are getting promotions for the further positions i.e sales managers, senior sales managers asst. branch managers, branch managers and regional managers employers are considering their performance and skills rather than their qualification for the increments and promotions.