CERTIFICATE PROGRAMME IN ADVANCED INSURANCE MARKETING
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1 CERTIFICATE PROGRAMME IN ADVANCED INSURANCE MARKETING Note: Candidates passed Licentiate (Life or Non-Life) with the Graduation in any stream or Associate (AIII) or Fellow (FIII) are eligible for Certificate Programme In Advanced Insurance Marketing. BASIC LEVEL CPAIM BL01:- Fundamentals of Insurance (Year of Edition: 2012) Chapter 1: Introduction To Risk And Insurance. Chapter 2: Risk Management And Insurance. Chapter 3: Principles Of General Insurance. Chapter 4: Life Insurance An Introduction. Chapter 5: Principles Of Life Insurance: Premiums. Chapter 6: Principles Of Life Insurance: Profit And Returns. Chapter 7: Legal Foundation Of Insurance. Chapter 8: Pension Health And Group Insurance. Chapter 9: The Financial Market Place And Insurance. Chapter 10: Insurance: The Changing Context 1
2 CPAIM BL02:- Personal Financial Planning (Year of Edition: 2012) Chapter 1: Basics Of Financial Planning. Chapter 2: Risk And Return. Chapter 3: Portfolio Management. Chapter 4: Investment Vehicles. Chapter 5: Retirement Planning. Chapter 6: Risk Management And Insurance Planning. Chapter 7: Estate Planning. Chapter 8: Tax Planning. 2
3 CPAIM BL03:- Professional Selling (Year of Edition: 2012) Chapter 1: The Selling Profession. Chapter 2: Selling And Marketing. Chapter 3: The Philosophy Of Selling And Marketing. Chapter 4: Approaches To Selling Insurance. Chapter 5: Exploring The Market. Chapter 6: Prospecting. Chapter 7: Getting The Appointment For A Sales Interview. Chapter 8: The Sales Interview. Chapter 9: Presenting The Solutions. Chapter 10: Objections Handling. Chapter 11: The Close. Chapter 12: Continuing The Relationship. Chapter 13: The Disciplines Of Selling. Chapter 14: The Karma And The Dharma Of Selling. Chapter 15: Insight Marketing of A Successful Insurance Sales Person. 3
4 IC 02 - Practice of Life Insurance (Year of Edition: 2011) Chapter 1: Practice Of Life Insurance Chapter 2: Premiums And Bonuses Chapter 3: Plans Of Life Insurance Chapter 4: Annuities Chapter 5: Group Insurance Chapter 6: Linked Life Insurance Policies Chapter 7: Applications And Acceptance Chapter 8: Policy Documents Chapter 9: Premium Payment, Policy Lapse And Revival Chapter 10: Assignment, Nomination And Surrender Of Policy Chapter 11: Policy Claims 4
5 IC 11 - Practice of General Insurance (Year of Edition: 2011) Chapter 1: Introduction to General Insurance. Chapter 2: Policy Documents and Forms. Chapter 3: Fire and Marine Insurance. Chapter 4: Motor Insurance and Personal Liability Insurance. Chapter 5: Engineering and other Insurance. Chapter 6: Underwriting. Chapter 7: Rating and Premium. Chapter 8: Claims. Chapter 9: Insurance Reserves and Accounting. 5
6 CERTIFICATE PROGRAMME IN ADVANCED INSURANCE MARKETING INTERMEDIATE LEVEL CPAIM IL01:- Insurance and the Environment (Year of Edition: 2013) Chapter 1: The Business Organisation And Its Environment. Chapter 2: Foundations Of Economics Macro Economics. Chapter 3: Microeconomic Analysis And The Firm. Chapter 4: Role Of Government And Economic Planning. Chapter 5: Macroeconomic Indicators And Business Environment Chapter 6: Economic Reforms: Liberalisation, Privatisation And Globalisation. Chapter 7: Fiscal And Monetary Policy. Chapter 8: External Sector - Foreign Trade. Chapter 9: Financial Markets And The Economic Environment. Chapter 10: Global Trends In The Insurance Industry 6
7 CPAIM IL02:- Understanding Buyer Behaviour (Year of Edition: 2013) Chapter 1: Introduction To Consumer Behaviour. Chapter 2: Market Segmentation, Targeting And Positioning. Chapter 3: Cultural & Environmental Influences On Consumer Behaviour. Chapter 4: Family Influences & Decision Making. Chapter 5: Opinion Leadership And Diffusion Of Innovations. Chapter 6: Motivation. Chapter 7: Perception. Chapter 8: Consumer Decision Making Process. Chapter 9: Role Of Research In Understanding Consumer Behaviour. Chapter 10: Epilogue The Mega Morphing Of The Indian Consumer Since Maruti 800 7
8 CPAIM IL03:- Agency Management (Year of Edition: 2013) Chapter 1: The Need For Agency Management. Chapter 2: Managing The Sales Process. Chapter 3: The Agency Model. Chapter 4: The Agent And His Role. Chapter 5: Stake Holders Of An Agency Unit. Chapter 6: The Disciplines Of Agency Management. Chapter 7: Agency Development And Management Cycle. Chapter 8: Agency Management Tools And Processes. Chapter 9: Regulatory Compliance In Agency Business Of Life Insurance. 8
9 CPAIM IL04:- Indian Insurance Industry (Year of Edition: 2013) Chapter 1: Early Days. Chapter 2: Evolution Of Insurance In India. Chapter 3: Life Insurance Nationalised. Chapter 4: General Insurance Nationalised. Chapter 5: Economic Reforms. Chapter 6: Reforms In The Insurance Sector. Chapter 7: Progress Since Chapter 8: Other Institutions And Laws 9
10 IC 22 - Life Insurance Underwriting (Year of Edition: 2012) Chapter 1: Life Underwriting-Principles & Concepts (Part-1) Chapter 2: Life Underwriting - Principles & Concepts (Part-2). Chapter 3: Underwriting: Structure And Process. Chapter 4: Financial Underwriting. Chapter 5: Occupational, Avocational And Residential Risks. Chapter 6: Reinsurance. Chapter 7: Blood Disorders. Chapter 8: Nervous System. Chapter 9: Diabetes Mellitus. Chapter 10: Thyroid Diseases. Chapter 11: Urinary System. Chapter 12: The Respiratory System. Chapter 13: Gastrointestinal (Digestive) System. Chapter 14: Cardiovascular System. Chapter 15: Special Senses: Disorders Of The Eyes, Ears And Nose: Eye. Chapter 16: Glossary 10
11 IC 45 - General Insurance Underwriting (Year of Edition: 2012) Chapter 1: Introduction To Underwriting. Chapter 2: Methodology & Procedures Of Underwriting. Chapter 3: Principles Of Rate Making. Chapter 4: Rating Approaches In Pricing. Chapter 5: File & Use Regulations. Chapter 6: Applications Of File & Use Regulations. Chapter 7: Tools Of Underwriting. Chapter 8: Types Of Policies. Chapter 9: Underwriting Profitability & Review Strategies. Chapter 10: Chapter 11: Research & Development In Underwriting, Rating & Product Innovation Challenges Ahead. Chapter 12: It. Applications In Underwriting. Chapter 13: Glossary Of Terms. 11
12 Optional stream Life CPAIM IL06 (i):- Life Insurance Products (Year of Edition: 2013) Chapter 1: Life Insurance Products An Overview. Chapter 2: The Underlying Concepts In Life Insurance Products. Chapter 3: Necessity, Wants And Needs. Chapter 4: Life Insurance: A Complete Life-Stage Financial Planning Tool. Chapter 5: Other Contingencies And Products. Chapter 6: Life Insurance Vs. Other Financial Products. Chapter 7: Life Insurance Product Development. Chapter 8: Takaful (Islamic Insurance). 12
13 CPAIM IL06 (ii):- Pensions and Annuities (Year of Edition: 2013) Chapter 1: Need For Old Age Income Security. Chapter 2: Annuity Fundamentals. Chapter 3: Corporate Pension And Annuity Products. Chapter 4: Voluntary Pensions. Chapter 5: The New Pension System. Chapter 6: Pricing Of Annuities. Chapter 7: Regulation And Taxation Of Annuities. Chapter 8: Marketing Of Annuities. Chapter 9: Administration of Annuities. 13
14 IC 27 - Health Insurance (Year of Edition: 2013) Chapter 1: Introduction To Health Insurance. Chapter 2: Health Financing Models And Health Financing In India. Chapter 3: Health Insurance Products In India. Chapter 4: Health Insurance Underwriting. Chapter 5: Health Insurance Policy Forms And Clauses. Chapter 6: Health Insurance Data, Pricing & Reserving. Chapter 7: Regulatory And Legal Aspects Of Health Insurance. Chapter 8: Customer Service In Health Insurance. Chapter 9: Health Insurance Fraud. Chapter 10: Reinsurance. 14
15 IC 99 - Asset Management (Year of Edition 2005) Chapter 1: Asset Management. Chapter 2: Bond Valuation. Chapter 3: Equity Valuation. Chapter 4: Securities. Chapter 5: Risk. Chapter 6: Portfolio. Chapter 7: Mutual Funds. Chapter 8: Evaluation Of Portfolio Performance. Chapter 9: Derivatives. Chapter 10: Foreign Exchange Management Act (Fema). 15
16 Optional stream General IC 78 - Miscellaneous Insurance (Year of Edition: 2013) Chapter 1: Personal Accident Insurance Chapter 2: Introduction To Health Insurance. Chapter 3: Overseas Heath Insurance Chapter 4: Burglary Insurance. Chapter 5: Money Insurance. Chapter 6: Fidelity Insurance. Chapter 7: Chapter 8: Other Miscellaneous Insurances. Chapter 9: Package Covers. Chapter 10: Specialized Covers The New Trend. Chapter 11: Reinsurance. Chapter 12: Rural Insurances 1. Chapter 13: Rural Insurances 2. 16
17 IC57 -Fire and Consequential loss Insurance (Year of Edition: 2015) Chapter 1: Basic Principles & The Fire Policy. Chapter 2: Add On Covers & Special Policies. Chapter 3: Fire Hazards And Fire Prevention. Chapter 4: Erstwhile Tariff Rules & Rating. Chapter 5: Documents. Chapter 6: Underwriting. Chapter 7: Claims Legal Aspects. Chapter 8: Claims Procedural Aspects. Chapter 9: Consequential Loss Insurance 1. Chapter 10: Consequential Loss Insurance 2. Chapter 11: Specialised Policies & Overseas Practice. 17
18 IC 67 - Marine Insurance (Year of Edition: 2013) Chapter 1: Basic Concepts. Chapter 2: Fundamental Principles. Chapter 3: Arranging For Insurance (Cargo) L. Chapter 4: Chapter 5: Cargo Insurance Chapter 6: Types Of Covers. Chapter 7: Hull Insurance-Part 1. Chapter 8: Hull Insurance-Part 2. Chapter 9: Marine Claims. Chapter 10: Marine Recoveries. Chapter 11: Chapter 12: Loss Prevention, Reinsurance, Maritime Frauds. 18
19 IC 72 - MOTOR INSURANCE (Year of Edition: 2015) Part I: Own Damage Insurance Chapter 1: Introduction to Motor Insurance Chapter 2: Marketing in Motor Insurance Chapter 3: Type of motor vehicles, documents and policies Chapter 4: Underwriting in Motor Insurance Chapter 5: Motor Insurance Claims Chapter 6: IT Applications in Motor Insurance Chapter 7: Consumer Delight Part II: Motor Third Party Insurance Chapter 8: Third Party Liability Insurance Chapter 9: Procedures For Filing And Defending Chapter 10: Quantum Fixation Chapter 11: Fraud Management and Internal Audit Annexure A: Legal aspects of Third party claims Annexure B: Important Decisions on Motor Vehicle Act 19
20 CERTIFICATE PROGRAMME IN ADVANCED INSURANCE MARKETING ADVANCED LEVEL CPAIM AL01:- INSURANCE MARKETING - PRINCIPLES & PRACTICES (Year of Edition: 2015) Chapter 1: Chapter 2: Chapter 3: Marketing Basics. Planning For Marketing. Corporate Marketing Strategy. Chapter 4: Organising, Implementing And Controlling Marketing Activities. Chapter 5: Chapter 6: Chapter 7: Chapter 8: Chapter 9: Marketing Information System. Marketing Research. Consumer Behaviour. Segmentation Targeting Positioning. Product And Services. Chapter 10: New Product Development. Chapter 11: Pricing Financial Products. Chapter 12: Distribution Systems And Channels. Chapter 13: Marketing Communication. Chapter 14: Personal Selling And Sales Promotion. 20
21 Chapter 15: Advertising And Publicity. Chapter 16: Customer Service Management Chapter 17: Customer Relationship Management 21
22 CPAIM AL02:- LEADERSHIP AND PERSONAL MASTERY (Year of Edition: 2015) Chapter 1: Managers And Leaders. Chapter 2: An Introduction To Management Thought. Chapter 3: Functions Of Management. Chapter 4: Human Resources Management- Concept And Practice. Chapter 5: Motivation Of People. Chapter 6: Leadership: Concepts And Practice. Chapter 7: Contemporary Approaches To Management. Chapter 8: Leadership: Contemporary Perspectives. Chapter 9: Personal Effectiveness and Personal Mastery. 22
23 CPAIM AL 03 BRANDING AND MARKETING COMMUICATION (Year of Edition: 2015) Chapter 1: Branding: An Introduction. Chapter 2: What is a Brand. Chapter 3: The Magic of A Name. Chapter 4: Planning and Strategy. Chapter 5: Branding Values. Chapter 6: Brand Positioning. Chapter 7: Brand Identity, Brand Image and Brand Personality. Chapter 8: Brand Extension. Chapter 9: Managing a Brand. Chapter 10: Brand Building. Chapter 11: Keeping Brands alive. 23
24 CPAIM AL 04 MARKETING CHANNELS IN INSURANCE (Year of Edition: 2015) Chapter 1: Understanding Distribution Channels Concept & its Progress. Chapter 2: Channel Mix Decisions and the criticality of a distribution strategy. Chapter 3: Understanding Distribution Channels in Insurance their Merits and Demerits. Chapter 4: Regulatory Aspects of Different Distribution Channels. Chapter 5: Creating Customer Value through Distribution. Chapter 6: Unique Aspects of Insurance Distribution. Chapter 7: Customer Relationship Management through Distribution. Chapter 8: Customer Relationship Management through Distribution. Chapter 9: Stop Press Latest Developments in Insurance Distribution. 24
25 CPAIM AL 05 Marketing Research And Insurance (Year of Edition: 2015) Chapter 1: Introduction - Importance Of Marketing Research To Managerial Decisions. Chapter 2: Marketing Research And Information Systems. Chapter 3: Applications Of Marketing Research In Different Areas Of Marketing. Chapter 4: Research Methodology. Chapter 5: The Marketing Research Process. Chapter 6: Defining The Research Problem. Chapter 7: Designing The Objectives And Setting The Hypothesis, Information Areas. Chapter 8: Reviewing The Literature. Chapter 9: Research Design. Chapter 10: Sampling. Chapter 11: Methods Of Data Collection. Chapter 12: Measurement And Scaling Techniques. Chapter 13: Basics Of Statistics Statistical Methods For Research. Chapter 14: Analysis Hypothesis Testing. Chapter 15: Advanced Statistical Techniques For Marketing Research Spps. Chapter 16: Report Writing. 25
26 Chapter 17: Application Of Marketing Research Additional Cases And Research Skill Application Exercise Updated on
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