Recruitment and Selection at Aviva Life Insurance

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A PROJECT REPORT
ON
“Recruitment and Selection at AVIVA LIFE INSURANCE”
SUBMITTED TO
UNIVERSITY OF PUNE
BY
M.P.M. – IIIrd Semester
()

CERTIFICATE
This is to certify that --------------- student of SINHGAD INSTITUTE OF BUSINESS
ADMINISTRATION & RESEARCH, Pune has completed her field work report at
AVIVA Life Insurance on the topic of “Recruitment and Selection” and has submitted the
field work report in partial fulfillment of MASTER IN PERSONNEL MANAGEMENT
of the UNIVERSITY OF PUNE for the academic year 2006-08
She has worked under our guidance and direction. The said report is based on bonafide
information.
Project Guide Director
Date:-
Place:-

SINHGAD INSTITUTE OF BUSINESS ADMINISTARATION
AND
RESEARCH, KONDHWA (BK)
DECLARATION
I hereby declare that the project titled “Recruitment and Selection” is an original piece of
research work carried out by me under the guidance and supervision of Mr. Anil Chand.
The information has been collected from genuine & authentic sources. The work has been
submitted in partial fulfillment of MASTER IN PERSONNEL MANAGEMENT of Pune
University.
Place:
Date:

ACKNOWLEDGEMENT
The joy of ingenuity!!! This is doubtlessly what this project is about. Before getting to
brass tacks of things. I would like to add a heartfelt word for the people who have helped
me in bringing out the creativeness of this project.
To commence with things I would like to take this opportunity to gratefully and humbly
thank to ---------------------------, AVIVA life insurance, Kanpur, for being appreciative
enough by giving me an opportunity to undertake this project in AVIVA Life insurance
Respected guide --------------------, Faculty, Sinhgad Institute of Business
Administration and Research, Pune for his undeterred guidance for the completion of
the report.
My parent s need special mentions here for their constant support and love in my life.‟
I also thank my friends and well wishers, who have provided their whole hearted support
to me in this exercise. I believe that this Endeavor has prepared me for taking up new
challenging opportunities in future.

Executive Summary
The MBA project titled “RECRUITMENT AND SELECTION” Undertaken in AVIVA
life insurance.
AVIVA is a UK based insurance group. It has a long history dating back to 1834 and has
a joint venture with DABUR groups. Aviva holds a 26 per cent stake in the joint
venture and the Dabur group holds the balance 74 per cent share.
It is one of the leading providers of life and pensions products to Europe and has
substantial businesses elsewhere around the world.
The project report is about recruitment and selection process that s an important part of‟
any organization. Which is considered as a necessary asset of a company? In fact,
recruitment and selection gives a home ground to the organization acumen that is needed
for proper functioning of the organization. It gives a organizational structure of the
company. It s a methodology in which the particular organization works and how a new‟
candidate could be recruited in such a way that he/she would be fitted for the right kind
of career.
There are two types of factors that affect the Recruitment of candidates for the company
 Internal factors
 External factors
The objective of selection decision is to choose the individual who can most successfully
perform the job from the pool of qualified candidates. Selection process or activities
typically follow a standard patter, beginning with an initial screening interview and
concluding with final employment decision.

INDEX
Topic Page number
Introduction 2-3
Objective 5
Research Methodology 6-7
Company Profile 10-24
Literature Survey 26-55
My job at AVIVA 57-58
Data Analysis 60-65
Findings 67
Conclusion 69
Suggestions 71
Bibliography 73
-
Annexure

INTRODUCTION
Human Resource is a basic need of any work to be done. According to ARTHUR
LEWIS:
“There are great differences in development between countries which seem to
have roughly equal resources, so it is necessary to enquire into the difference
in human behaviors”
The project report is all about recruitment and selection process that s an important part‟
of any organization.
Recruitment highlights each applicant s skills, talents and experience. Their selection‟
involves developing a list of qualified candidates, defining a selection strategy,
identifying qualified candidates, thoroughly evaluating qualified candidates and selecting
the most qualified candidate.
It is said if right person is appointed at right place the half work has been done. In this
project I have tried to cover all the important point that should be kept in mind while
recruitment and selection process and have conducted a research study through a
questionnaire that I got it filled with all the sales managers of the AVIVA life insurance
Kanpur and tried to find out which methods and various other information related to
recruitment and selection and tries to come to a conclusion at what time mostly the
manpower planning is don t , what the various method used for recruiting the candidates‟
and on what basic the selections is done.

Aviva India has a well-articulated equal opportunity policy, which lays strong emphasis
on hiring of individuals irrespective of age, race, caste or gender. As a best practice in
recruitment.

OBJECTIVE
1. To study the recruitment and selection procedure followed in AVIVA LIFE
INSURANCE
2: To study the various sources of recruitment followed in AVIVA.
3: To learn what is the process of recruitment and selection that should be followed.
4: To search or headhunt people whose skill fits into the company s values.‟

REASERCH METHODOLOGY
In everyday life human being has to face many problems viz. social, economical,
financial problems. These problems in life call for acceptable and effective solutions and
for this purpose, research is required and a methodology applied for the solutions can be
found out.
Research was carried out at AVIVA LIFE INSURANCE Pvt .Ltd to find out the
“Recruitment and selection process”.
DATA COLLECTION:
Primary Data:
Primary data was collected through survey method by distributing questionnaires to
branch manager and other sales manager. The questionnaires were carefully designed by
taking into account the parameters of my study.
Secondary Data:
Data was collected from books, magazines, web sites, going through the records of the
organisation, etc. It is the data which has been collected by individual or someone else for
the purpose of other than those of our particular research study. Or in other words we can
say that secondary data is the data used previously for the analysis and the results are
undertaken for the next process.

HISTORY
Aviva is UK s largest and the world s fifth largest insurance Group. It is one of the‟ ‟
leading providers of life and pensions products to Europe and has substantial businesses
elsewhere around the world. With a history dating back to 1696, Aviva has a 40 million-
customer base worldwide. It has more than £377 billion of assets under management.
In India, Aviva has a long history dating back to 1834. At the time of nationalization it
was the largest foreign insurer in India in terms of the compensation paid by the
Government of India. Aviva was also the first foreign insurance company in India to set
up its representative office in 1995.
In India, Aviva has a joint venture with Dabur, one of India's oldest, and largest Group
of companies. A professionally managed company, Dabur is the country's leading
producer of traditional health care products.
In accordance with the government regulations Aviva holds a 26 per cent stake in the
joint venture and the Dabur group holds the balance 74 per cent share.
26%
DABUR
AVIVA
74%

With a strong sales force of over 28,000 Financial Planning Advisers (FPAs), Aviva has
initiated an innovative and differentiated sales approach to the business. Through the
“Financial Health Check” (FHC) Aviva s sales force has been able to establish its‟
credibility in the market. The FHC is a free service administered by the FPAs for a need-
based analysis of the customer s long-term savings and insurance needs. Depending on‟
the life stage and earnings of the customer, the FHC assesses and recommends the right
insurance product for them.
Aviva pioneered the concept of Bancassurance in India, and has leveraged its global
expertise in Bancassurance successfully in India. Currently, Aviva has Bancassurance tie-
ups with ABN Amro Bank, American Express Bank, IndusInd Bank, Centurion Bank of
Punjab, The Lakshmi Vilas Bank Ltd. and Punjab & Sind Bank, Co-operative Banks in
Gujarat, Rajasthan, Jammu & Kashmir, Bihar, West Bengal, Andhra Pradesh and
Maharashtra and regional Banks.
When Aviva entered the market, most companies were offering traditional life products.
Aviva started by offering the more modern Unit Linked and Unitised With Profit
products to the customers, creating a unique differentiation. Aviva s products have been‟
designed in a manner to provide customers flexibility, transparency and value for money.
It has been among the first companies to introduce the more modern Unit Linked
products in the market. Its products include: whole life (LifeLong), endowment
(LifeSaver, EasyLife Plus, LifeSaver Plus), child policy (Young Achiever, SaveGuard
Junior, Aviva Little Master) single premium (LifeBond and LifeBond Plus), Pension
(PensionPlus), Term (LifeShield), fixed term protection plan (Freedom LifePlan) and a
tax efficient investment plan with limited premium payment term (LifeBond5). Aviva
products are modern and contemporary unitised products that offer unique customer
benefits like flexibility to choose cover levels, indexation and partial withdrawals.
Aviva s Fund management operation is one of its key differentiators. Operating from‟
Mumbai, Aviva has an experienced team of fund managers and the range of fund options
includes Unitised With-Profits Fund and four Unit Linked funds: - Protector Fund, secure

Fund, balanced Fund and Growth Fund.
Aviva has 176 Branches in India (including rural branches) supporting its distribution
network. Through its Bancassurance partner locations, Aviva products are available in
close to 500 towns and cities across India
Aviva is also keen to reach out to the underprivileged that have not had access to
insurance so far. Through its association with Basix (a micro financial institution) and
other NGOs, it has been able to reach the weaker sections of the society and provide life
insurance to them.
Aviva has been felicitated with the "Bronze Award for Excellence in People
Management" by Grow Talent Company Limited and Businessworld. This honour is
given to Aviva based on the ranks received in top 25 list of the Great Place to Work India
studies conducted in the last four years. Aviva was ranked 12th in 2003, 14th in 2004 and
13th in the year 2005.

JOIN VENTURE
Dabur
Founded in 1884, Dabur is one of India's oldest and largest group of companies with
consolidated annual turnover in excess of Rs 1,899 crores. A professionally managed
company, it is the country's leading producer of traditional healthcare products.
Aviva
Aviva is UK s largest and the world s fifth largest insurance Group. It is one of the‟ ‟
leading providers of life and pensions products to Europe and has substantial businesses
elsewhere around the world. With a history dating back to 1696, Aviva has a 40 million
customer base worldwide. It has more than £377 billion of assets under management.

Competitors of AVIVA LIFE INSURANCE
 LIC
 ICICI PRUDENTIAL.
 BIRLA SUN LIFE
 BAJAJ.ALLIANZE
 S.B.I LIFE INSURANCE
 HDFC STANDARD LIFE
 TATA AIG
 MAX NEWYORK
 MET LIFE
Comparison between the share of LIC and other Private
Players in Indian Market
22%
LIC
Private Players
78%

Management team
Bert Paterson
Managing Director
Ph: + 91 124 2709000-01
Fax: + 91 124 2571201-02
Kewal Krishan Wadhwa
Director, Acturial
Ph: + 91 124 2709000-01
Fax: + 91 124 2571203
Chandan Khasnobis
Appointed Actuary
Ph: + 91 124 2709000-01
Fax: + 91 124 2571213-14
Vivek Khanna
Director, Marketing
Ph: + 91 124 2709000-01
Fax: + 91 124 2571213-14
Shoumitro Roye
Director, Sales
Ph: + 91 124 2709000-01
Fax: + 91 124 2571213-14
Anil Sahgal
Director, Strategy and Chief Investment
Officer
Ph: + 91 124 2709000-01
Fax: + 91 124 2571203
Abhay Johorey
Director, Transformation and Services
Ph: +91 124 2709000-01
Fax: +91 124 2571205-06
Rajeev Arora
Director, Finance and Acturial
Ph: + 91 124 2709000-01
Fax: + 91 124 2571203
Chirag Jain
Director, Operations
Ph: + 91 124 2709000-01
Fax: + 91 124 2571209-10
Sumit Behl
Associate Director,
Business Risk & Internal Audit
Ph: + 91 124 2709000-01
Fox: + 91 124 2571203
Mohammad Sahber
Associate Director, Human Resources
Ph: + 91 124 2709000-01
Fax: + 91 124 2571215
Jyoti Vaswani
Associate Director, Fund Management
Ph: + 91 022 66627801
Fax: +91 022 66627829
Ajay Patil
Associate Director, Information
Technology
Ph: + 91 124 2709000-01
Fax: + 91 124 2571209-10

AVIVA s Vision‟
Aviva - where exceeding expectations through
innovative solutions is "our" way of life
This is the compelling vision that Aviva India has created through the active contribution
of its employees. These lines not only define the way they live and work but also serve as
a reminder to deliver the best to their customers, shareholders, colleagues, partners &
employees at all times.
Embedded in this vision are the core values of Integrity, Customer centricity, Passion for
winning, Innovation and Empowered team that they have collectively defined and
committed to working towards.

Partners
Aviva has committed to help its customers get 'Kal par Control' and make the most out
of their lives. It is their constant endeavor to ensure that their customers have easy access
to AVIVA products and services at all times.
.Aviva has pioneered bancassurance in the country through its tie-ups with 22 leading
private and nationalised Banks in the country. Aviva also focuses on bancassurance
worldwide and has a proven track record of successful bancassurance relationships. It has
40 major partnerships with leading banks across the globe. Aviva is a leading bancassurer
in countries such as France, Italy, Spain, Australia and New Zealand.
 ABN AMRO Bank
 American Express Bank
 The Lakshmi Vilas Bank Ltd
 Canara Bank
 Punjab & Sind Bank
 Centurion Bank of Punjab
 IndusInd Bank

Locations
EAST – 27
WEST- 29
NORTH – 26
SOUTH – 21

AVIVA GUIDING PRINCIPLES
 Recruit the best
 Accept personal responsibility
 Build an empowered team
 Building a shared vision and purpose
 Leadership Development
 Reward and Recognition
Recruit the best
Aviva India has a well-articulated equal opportunity policy, which lays strong emphasis
on hiring of individuals irrespective of age, race, caste or gender. As a best practice in
recruitment, they deploy identified psychometric tools such as SHL and Belbin and
designate ability tests to eliminate any biases in the resourcing process and facilitate
hiring of diverse profiles (vis-à-vis gender, background, experience levels and
competencies). The focus is on competence-based credentials rather than past experience
or length of service.
“AVIVA does not follow a very descriptive hierarchy – you have transparency
at each level, unlike most other organizations, where managers

and senior management don t „look after their subordinates.‟ ‟
Here you feel comfortable talking with your seniors”
At Aviva they have an Employee Referral Programme, which seeks to encourage
employees to be brand ambassadors of the Company and actively contribute to the
resourcing process by recommending candidates with relevant competencies and
potential, thereby facilitating in strengthening domain expertise within the Organization.
They have a robust Campus Programme, which is aimed at hiring students fresh from
key B-Schools and providing them with structured inputs and an environment for their
personal and professional growth. The Summer Trainee Program is designed to expose
people to the vibrancy of a complex and competitive business environment, challenge
you intellectually and encourage people to find innovative solutions.
They aim at providing a business perspective and Summer Trainees work on live
projects, which form the core of our business strategy. Not only do they get the freedom
to experiment and make decisions, but also spend quality time with their Project Guide or
mentor, who provides them the perspective of the 'bigger picture'. The programme thus
gives them a unique opportunity to integrate their classroom learning with the realities of
real business, in a live yet safe environment.
Accept Personal Responsibility
“Apart from professional development, AVIVA also looks after the
personal
development of employees”

They believe that dealing with diversity is an ongoing phenomenon that facilitates the
process for a Company to adapt to and capitalize on today's increasingly complex
marketplace. Specific action plans have been formulated to ensure the mandated gender
ratio is achieved at the recruitment stage for a new position or through job enhancement/
job rotation opportunities for existing roles.
“The organization has tremendous respect for the individual - which it
demonstrates by doing what it says”
Build an Empowered Team
To institutionalize an open and honest environment with shared goals and participative
decision-making, they have various open forums, one such initiative being the Town
Hall(s). These are conducted on a monthly basis by the Managing Director and designate
leadership team members.
To share information on celebrations, events and people across locations, a quarterly
newsletter „Buzz is circulated to all members of the Aviva team. It features a message‟
from the Managing Director, celebrates achievements and
Milestones of individuals and teams and updates employees on new and ongoing
initiatives and highlighting news of past and futures events
“Employees are not working with AVIVA, they are living in AVIVA ”

In line with their vision statement and one of Aviva s key values -‟
Innovation, the Company introduced the popular „Ideas 4 Aviva scheme. This is an‟
enriching programme in which every member of Aviva has an open invitation to
influence any aspect of business by giving suggestions and ideas on how to work smarter
and better.
Build Shared Vision and Purpose
“You feel as if you are part of the system when you are included in all the
decisions being made for your function.”
As a Company, they encourage self-starters. Given their dynamic environment, one is
expected to deliver from day one. Somewhere between adjusting to the new environment
and proving their worth they forget to ASK. Ask basic questions
About the facilities, infrastructure, processes, key people and dynamics of the
Organization etc. Information, which if provided on time can be very useful. This is how
the „Buddy Programme‟ was envisaged. Launched in July 2003, it addresses the need
of a new employee in terms of extending a friendly hand apart from the support provided
by the Line and HR managers. The objective is simple: To facilitate a semless transition
of the new hire into the Aviva family.

Career Management
Campus Programme
They have a robust Campus Programme, which is aimed at hiring students fresh from key
B-Schools and providing them with structured inputs and an environment for their
personal and professional growth. The Summer Trainee Programme is designed to expose
them to the vibrancy of a complex and competitive business environment, challenge
intellectually and encourage them to find innovative solutions.
Leadership Development
To strengthen entrepreneurial capabilities required to operate in a fiercely competitive
and dynamic insurance market environment and plan effective succession planning by
building futuristic leadership competencies, various initiatives are taken by the Aviva
Group
Reward and recognize performance
To build a meritocratic environment, they have implemented a robust value based
performance management process wherein they recognize significant contributions made
by their employees in an objective and transparent manner and on demonstrated
competence levels. Further, they also recognize people who 'walk that extra mile' in
living the Aviva values.

Products & Services
They have a full range of transparent, flexible and value for money products that include
whole life (LifeLong), endowment (LifeSaver, EasyLife Plus, LifeSaver Plus), child
policy (Young Achiever, SaveGuard Junior, Aviva Little Master) single premium
(LifeBond, LifeBond Plus), Pension (PensionPlus), Term (LifeShield), fixed term
protection plan (Freedom LifePlan) and a 5 year recurring premium investment cum
protection plan (LifeBond5). Aviva products are modern and contemporary unitised
products that offer unique customer benefits like flexibility to choose cover levels,
indexation and partial withdrawals.
They also offer customer a choice of investment options. They can choose between their
unit linked fund or our with profit fund.
With Profits Fund guarantees that the selling price of the units will never fall. The unit
value of this fund is increased by crediting bonuses on a daily compounding basis. The
fund provides investment security to the capital.
The Unit Linked Fund is designed to provide relatively more progressive capital growth
wherein customer automatically receive the benefit related to the investment performance
of the fund.
Under Unit Linked Fund, on some of our products they offer a choice of fund options:
 Protector Fund
 Secure Fund
 Growth Fund
 Balanced Fund

Meaning of HUMAN RESORCE MANAGEMENT
Human Resource plays a crucial role in the development process of the modern
economics. ARTHUR LEWIS observed
“There are great differences in development between countries which seem
to have roughly equal resources, so it is necessary to enquire into the
difference in human behaviors”
Human resource management is the management of employee s skill, knowledge‟
abilities, talent, aptitude, creativity, ability etc. different terms are used for denoting
Human Resource Management. They are labour management, labour administration,
labour management relationship, employee –employer relationship, industrial
relationship, human capital management, human assent management etc. Though these
terms can be used differently widely, the basic nature of distinction lies in the scope or
coverage and evolutionary stage. In simple sence, human resource management means
employing people, developing their resources, utilizing, maintaining and compensating
their services in tune with the job and organizational requirements.

Functions of HUMAN RESOURCE MANAGEMENT
Administration:
Strategic planning, organizational evaluation, County Board relations, policy
recommendations, supervision of department staff
Benefits:
Health insurance, dental insurance, life insurance, disability insurance,
retirement benefits, vacation, sick leave, paid holidays, section 125 plan, donor
program, educational incentive, uniform allowance, and others.
Compensation:
Salary and benefit surveys, job evaluation, job descriptions evaluation, job descriptions
Employee relations:

Disciplinary processes, incident investigations,
complaint/grievance procedures, labor-management relations.
Employee services:
Enrollment in benefits, employee discounts for recreational spots, resolution of
enrollment or claim problems, employee newsletter. Educational assistance,
employee service awards
Fiscal:
Staffing budgets, departmental budget, accounts payable, insurance receivables,
insurance fund management, total package costing. Insurance receivables, insurance
fund management, total package costing.
Health and safety:
Employee assistance, workers compensation claims, drug testing, safety compliance and
training.
Leaves of absence:
State and/or Federal Family and Medical Leave rights, County approved leaves of
absence, rights upon return to work, light duty assignments for temporary periods.

Payroll administration:
Computer-based or manual evaluation systems, supervisory training, compliance
with timeliness standards
Performance appraisal:
Employee files, litigation files, payroll records, safety records and other
administrative files
Record-keeping:
Job posting, advertising, testing administration, employment interviews,
background investigations, post-offer employment testing.
Recruitment:
Recruitment is defined as a process to discover the sources of manpower to meet the
requirement of the staffing schedule and to employ effective measures fir meet the
requirement of the staffing schedule and to employ to employ effective measures for
attracting the manpower in adequate numbers to facilitate effective selection of an
effective workforce.

Selection:
After identifying the sources of human resources, searching for prospective employees
and stimulation helps too apply for jobs in an organization, the management has to
perform the function of selecting the right man at right job and at the right time.
Separations and terminations:
Rights upon termination of employment, severance benefits, unemployment
compensation, exit interviews.
Training and development:
County-wide needs assessment, development of supervisory and management
skills, employee training and workshops. Benefits orientation for new and
transferring employees, Supervisory newsletter.
Salary and benefits:
Salary/wage plans, employee benefits

Importance of Human Resource Management
1: Attract highly qualified and competent people
2: Ensure that s the selected candidate stays longer with the company.‟
3: Make sue that there is match between cost and benefit.
4: Helps the organization to create more culturally diverse workforce
Whereas, the poor quality of selection means extra cost on training and supervision.
Furtherionmore , when recruitment fails to meet organizational needs for talent, a
typically response is to raise entry level pay scales . This can distort traditional wages
and salary relationship in organization, resulting in unavoidable consequences. Thus the
effectiveness of the recruitment process can play a major role in determining the
resources that must be expended on other HR activates and their ultimate success.

Scope of HRM at organisational level

Human Resource department at
AVIVA LIFE INSURANCE
Human resource
department
Recruitment and
selection Resource allocation
Training and
development

Human resource development
This department looks after the needs and Requirement the present employees. This
Department includes number of function which are as Follows:
1. Training and Development –it includes technical, soft skills and process related to
training
2. Process and policies –it contains all the rule and regulations that need to be followed
by the employees.
3: Appraisal and increment- it is in the formal feedback to the employees about their
performance and the conduct of work.
4: Induction-involves the information to the new employees about the company, job,
departments etc
5: Motivational activities and entertainment- involves motivating the employees to
improve their productivity.
6: Roles and responsibilities-that every individual employee needs to fulfil
7: Key Result Area (KRA) –it is the measurement quantifiable of output for the roles of
responsibilities.

8: Employee separation-includes resignation and dismissal.
9: Joining formalities- take place when a new employee joins the company.
10: Computerization
12: Helpdesk
13: Employee verification-take place at the time of joining of the new employee.
14: Surveys
15: Project trainees
16: Counselling and grievance handling-both are different as counselling is basically
helping out in personal problems whereas, grievances Handling involves the handling of
complains that the employees has towards the management.
All the above head are included in the human resource development and involves the
over all development of individual employees which in turn increases the over all profit
of the company.

RecruitmentProcedure overview
Manpower Requisition Form
Recruitment Plan
Budget
Sourcing
Selection Process
Joining
Post Recruitment Data Updating

RECRUITMENT
Recruitment is “hiring” of employees from outside. Recruitment has been regarded as the
most important function of the HR department , because unless the right type of people
are hired, even the best plans, organization chart and control system would not do much
good.
Recruitment is the discovering of potential applicant for actual or anticipated
organizational vacancies. Accordingly the purpose of recruitment is to locate sources of
manpower to meet the job requirements and job specification.
It is defined as „ a process to discover the sources of manpower to meet the requirements
of staffing schedule and to apply effective measures for attracting the manpower to
adequate number to facilitate effective selection of an effective workforce‟
Yoder points out that recruitment is a process to discover the sources of manpower to
meet the requirement of the staffing schedule and to employee effective measures to
attracting that manpower in adequate number to facilitate effective selection of an
effective workforce.
Edwin B Flippo defines recruitment as „the process of searching for prospective
employees and stimulating them to apply for the jobs in the organization.‟
“It is the process of finding and attracting capable applicants for employment. The
process begins when new recruits are sought and ends when their application are
submitted. The result is a pool of applicants from which new employees are selected.”

Methods of Recruitment
Dunn and Stephens summaries the possible recruiting methods into three categories,
namely
1: Direct method
2: Indirect method
3: Third party method
DIRECT METHOD
The direct method includes sending of the recruiters to different educational and
professional institutions, employees contact with public, and mannered exhibits. One of
the widely used methods is sending the recruiters to different colleges and technical
schools. This is mainly done with the cooperation of the placement office of the college.
Sometimes, firms directly solicit information form the concerned professors about
student with an outstanding records.
Other direct methods include sending recruiters to conventions and seminars, setting up
exhibits at fairs, and using mobile offices to go the desired centers.
INDIRECT METHOD
Indirect method involves mainly advertising in newspapers, on the radios, in trade and
professional journals, technical magazines and brochures.

Advertisements in newspapers and or trade journals and magazines are the most
frequently used methods. Senior post is largely filled with such methods. Advertising is a
very useful for recruiting blue color and hourly worker, as well as scientific, professional,
and technical employees.
Local newspaper can be good sources of blue collar workers, clerical employees, and
lower level administrative employees.
The main point is that the higher the position in the organization the more dispersed
advertisement is likely to be. The search for the top executive might include
advertisement in a national periodical, whereas the advertisement of the blue color jobs
usually confine to the daily newspaper.
According to the Advertisement tactic and strategy in personnel Recruitment, three
main points need to be borne in the mind before an advertisement in inserted. First, to
visualize the type of applicants one is trying to recruit.
Second, to write out a list of advantages the company offers, or why should the reader
join the company.
Third, to decide where to run the advertisement , not only in which area, but also in
which newspaper having a local, state or a nation- wide circulation.
THRID PARTY
These include the use of commercial or private employment agencies, state agencies, and
placement offices of schools colleges and professional associations recruiting firms,
management consulting firms, indoctrination seminars for college professors, and friends
and relatives.
Private employment agencies are the most widely used sources. They charge a small fee
from the applicant. They specialize in specific occupation; general office help, salesmen,
technical workers, accountant, computer staff, engineers and executives.

State or public employment agencies are also known as the employment or labour
exchanges, are the main agencies for the public employment. Employers inform them of
their personnel requirement, while job seekers get information for them about the type of
job are referred by the employer.
Schools and colleges offer opportunities for recruiting their student. They operate
placement services where complete biodata and other particular of the student are
available.
Professional organization or recruiting firms maintain complete information records
about employed executive. These firms maintain complete information records about
employed executives. These firms are looked upon as the „head hunters , „raiders , and‟ ‟
„pirates by organization which loose their personnel through their efforts.‟
Evaluation of the recruitment method
The following are the evaluation of the recruitment method
1: Number of initial enquires received which resulted in completed application forms
2: Number of candidates recruited.
3: Number of candidates retained in the organization after six months.
4: Number of candidates at various stages of the recruitment and selection process,
especially those short listed.

Objective of recruitment
1: To attract with multi dimensional skills and experience that suite the present and
future organization strategies.
2: To induct outsider with new perspective to lead the company.
3: To infuse fresh blood at all levels of organization.
4: To develop an organizational culture that attracts competent people to the company.
5: To search or headhunt people whose skill fit the company s values.‟
6: To seek out non-conventional development grounds of talent
7: To devise methodology for assessing psychological traits.
8: To search for talent globally not just with in the company.
9: To design entry pay that competes on quality but not on quantum.
10: To anticipate and find people for position that doesn t exists yet.‟
Recruitment represents the first contact that a company makes with potential
employees. It is through recruitment that many individuals come to know about the
company and eventually decide whether they wish to work for it.
The recruitment process should inform qualified individuals about the job so that
applicant can make comparison with their qualification and interest.

Factors affecting Recruitment
There are two types of factors that affect the Recruitment of candidates for the company.
1: Internal factors: These includes
- Company s pay package‟
- Quality of work life
- Organizational culture
- Company s size‟
- Company s product‟
- Growth rate of the company
- Role of trade unions
- Cost of recruitment
2: External factors: These include
- Supply and demand factors
- Employment rate
- Labour market condition
- Political, legal and government factors
- Information system

Factors to be undertaken while formulating recruitment policies
The following factors should be undertaken while formulating the policies -
- Government polices
- Recruitment sources
- Recruitment needs
- Recruitment cost
- Organizational and personal policies
Theories Regarding Recruitment
Recruitment is two way street: it takes a recruiter has a choice whom to recruit, same
way the prospective employee also has taken the decision whether or not to apply for
the given job vacancy. The individual take the decision usually on three different basic:
1: The objective factors
2: The critical contact
3: The subjective factor

The objectives theory views that the process of organizational choice as being one of
weighing and evaluating set of measurable characteristic of employment offers, such
pay, benefits , location, opportunity for advancement, the nature of job to performed,
and education opportunities.
Whereas, the critical contact theory suggests that the typical candidates is unable to
make a meaningful differentiation of organization s offers in terms of objective or‟
subjective factors, because of his limited or very short contact with the organisation.
Choice can be made only when applicant can readily perceive the factors such as the
behaviour of the recruiters, the nature of the physical facilities, and such as the
efficiency in processing paper work association with the application.
On the other hand, the subjective theory emphasizes the congruence. Here the choices
are made on highly personal and emotional basis.
Recruitment Process
The actual steps involved in recruitment follow a well defined path:
Application shortlist: In this step, we shortlist the resume received from various sources
based on the suitability for the requirement.
Preliminary Assessment: The short listed candidates go through a preliminary round of
interviews. This interview lays more emphasis on functional competencies. To have more
data on the functional skills, the candidates may be given a business case for analysis and
presentation (This is done for certain positions only).
Final interview: Here the candidates who successfully clear the first round of interview go
through another round of interview with one or more of the functional heads.

Medical Evaluation: Candidates who are selected by Colgate are asked to undergo
a medical test.

Process
Plan For Hiring
Analyzing vacancies and recruitments
Vacancy due to attrition
Due diligence &
internal evaluation
New Position
Present as a business case for
Chairman Approval
 Engineer/MBA s‟
 NO simple
graduates
 Stable work
retention history
 Salary hike 15-20
%
 Age as per
average team age
Recruitment approval
process
Decision: Should the
Job
positions
position be retained?
Merged
Recruitment approval guidelines
Circle HR sends
recruitment
format to entity

Employee Referrals
indicating Employee ID,
Designation
Minor deviations to be
indicated in the
interview assessment
sheet comment box in
BOLD.
# Salary less than 50 %
of minimum salary.
Entity HR discusses
with Business Head
Corporate HR
for approval
Approval for Hiring:
Preparation starts
Sourcing
Short-listing
of profiles
Preliminary
interview circle HR
and at circle level
Final interview at
DAKC
Compensations & job
offers recommended by
Circle to DAKC
Pre joining reference
& medical checks
 Timesjobs.com
 Naukri.com
Major deviation to be
indicated separately as
a non-hiring condition
1. Qualifications not
as per laid norms.
2. Salary expected
higher than
max band.
3. Experience less
than laid norms.

Job offer, Appointment letter &
Confirmation letter
Evaluation of recruitment process
The following are the evaluation of the recruitment process:
1: Return rate of application sent out.
2: Number of suitable candidates for selection.
3: Retention and performance of the candidate selection.
4: Cost of recruitment
5: Time lapsed data.
6: Comments on image projected.

PHILSOPHIES OF RECRUITEMT
Basically there are two Philosophies of recruitment. These are as follows:
1: REALISTIC JOB PREVIEWS (RJP)
Realistic Job Previews provides complete job related information to the applicants so that
they can make the right decision before taking up the jobs. It includes positive and the
negative aspects of the job.
2: JOB COMPATIBILITY QUESTIONNAIRE: (JCQ)
Job compatibility Questionnaire was developed to determine whether an applicant s‟
preference for the work match the characteristic of the job. The JCQ is designed to collect
information on all aspects of the job which have a bearing in on employee performance
.absenteeism, turnover and job satisfaction. The underlying assumption of JCQ is that,
greater the compatibility between an applicant s preference for the job and characteristic‟
of the job as perceived by the job seeker, the greater the probability of employee
effectiveness and longer the tenure.

SELECTION
Selection is a negative process and involves the elimination of candidates who do not
have the required skills and qualification for the job proposed. Also it is a process of
differentiating between applicants in order to identify and hire those with grater
likelihood of success in job.
The objective of selection decision is to choose the individual who can most successfully
perform the job from the pool of qualified candidates. It is the system of function and
devise adopted in a given company to ascertain whether the candidate s specifications are‟
matched with the job specifications and recruitment or not.
Selection process or activities typically follow a standard patter, beginning with an initial
screening interview and concluding with final employment decision. The traditional
selection process includes: preliminary screening interview, completion of application
form, employment test, comprehensive interview, background investigation, physical
examination and final employment decision to hire.
Organization for selection
Until recently the basic hiring process was performed in a rather unplanned manner in
many organizations. In some companies, each department screened and hired its own
employees. Many mangers insisted on screening their own employees as they thought no
one else could do that as efficiently as they themselves.

But now selection is centralized and handled by the Human Resource Department. This
type of arrangement is also preferred due to some of these advantages:
- It is easier for the application because they can send their applications to a single
centralized department.
- It facilitates contact with applicants because issues pertaining to employment can
be cleared through one central location.
- It helps operating managers to concentrate on their operating responsibilities. This
is especially helpful during the chief hiring period.
- It can provide for better selection because hiring is done by specialist trained in
staffing techniques.
- The applicant is better assured of consideration for a greater variety of jobs.
- Hiring cost is cut because duplication of efforts is reduced.
- With increased governmental regulation on selection process, it is important that
people who know about these rules handle a major part of the selection process.
Ideally, a selection process involves mutually decision making. The organization
decides whether or not to make a job offer and how attractive the job offer should be.
BARRIERS TO EFFECTIVE SELETION
The main objective of selection process is to hire people having competence and
commitment towards the given job profile. But due to some reason the main purpose of
effectively selecting candidates is defeated. These reasons are:

1: Perception or the Halo effect: Many a times the interviewer selects a candidate
according to the perception he has or he made up while talking or looking at the
individual. This way he does not see through the caliber or the efficiency of the
individual and many times it leads to the selection of the wrong candidates.
2: Fairness: During the selection process the interviewer does not select the individual
on the basis of his knowledge and hence the right type of the candidates is not selected.
3: Pressure: The people from the HR department and also have a lot of pressure from
the top management and from other top class people for selecting the candidates they
want. This ways the purpose of effective selection process of effective selection process
is defeated as they have to select that individual whether or not he is capable of the job.
that is being offered.
ESSENTIAL OF SELECTION PROCEDURE
- Someone should have the authority to select.
- There must be sufficient number of applicants from whom the required number of
employees to be selected.
- There must be some standards of personnel with which a prospective employee
may be compared.

FACTORS EFFECTING SELECTION DECISION
Includes:
- Profile matching
- Organization and social environment
- Multi correlations
- Successive hurdles

My Job at AVIVA LIFE INSURANCE
I started my job as HR Trainee. My job profile was to handle RECRUITMENT in my
project. The senior sales manager narrated me the whole procedure. My job profile was to
generate resumes from the various job sites such as Naukri.com, Timesjobs.com etc.
according to the requirements of the company. After generating the resumes from the
sites the next step is to shortlist the resume which best suite the requirements.
Now the short-listed candidates have to be given a phone call in order to find out their
interests and schedule them for interview. There are 2 forms of interview that a candidate
can appear for:
1. Personal Interview.
2. Telephonic Interview.
PERSONAL INTERVIEW
This is regarded to be the BEST FORM of interview. In such form of an interview the
candidate personally appears in front of the interviewer and gives his interview. This is
regarded to be the best form of interview as the interviewee has the best chances of
making his points clear in front of the interviewer.

TELEPHONIC INTERVIEW
Sometimes an interview is taken on the phone. A telephonic conversation is done
between the interviewer and the interviewee where the interviewer calls up the candidate
via phone and conducts the interview.
The Job profile
Selling insuarance and building customer relations.
Qualification
Entry level opening: Graduates in any stream preferred can be. 10
th
or 12
th
standard pass, according to the irda stipulation, depending on region of operation.
Additional communication skills and ability to interact with people will help.
Middle level opening: Professional in finance or marketing with the experience
in service industry. (As asst sales manager)
Senior sales openings: Senior professional with experience of handling junior
staff preferred (CEP/Senior consultant

DATA ANALYSIS
QUESTION: What are the sources for recruitment and selection?
Internal
9%
External
18%
Both
73%
About 75% of the manager say that they prefer both internal as well as external source
for recruitment and selection where as only 9% go for internal source and 18% go for
external sources.

Question: Which method do you mostly prefer for recruitment and
selection preferred way of recruitment?
Third
party
3%
Indirect
32%
Direct
65%
About 65% of the mangers go for direct recruitment and selection and 32% go
for indirect and only 3 % go for third party recruitment way.

Question: When do you prefer to go for manpower planning?
20%
30%
Yearly
Quaterly
No fixed Time
50%
Around 50% of the managers go for Quarterly manpower planning and 20 % do not
follow any pattern they don t have any fixed time where as 20% go for yearly.‟

Question: What are the sources for external recruitment
are preferred?
25%
Campus
34% interviews
Placement
agencies
Data bank
Casual
8% applicants
33%
In AVIVA 34% of manager go for campus interviews, 33% go for data bank, 25% from the
casual application that are received and only 8% go for any placement agencies.

Question: What form of interview did you prefer?
10%
Personal
Interviews
20% 40% Telephonic
interview
Video
Confrencing
Other
30%
Most of the manager Prefer Personal interviews, 30% prefer to take telephonic interviews
where as only 20% go for video conferencing and rest 10% adopt some other means of
interviews

Question: How do you rate the HR practices of the company?
10%
30%
20% Very Good
Good
Average
Bad
40%
50% of the managers feel that HR department is good where and 30%say that s its‟
very good where as 20% says its average and only 10% manager feel it s bad.‟

FINDINGS
In AVIVA life insurance most of the employees feel that s the HR department is good.‟
About 75% of the managers says that they prefer both internal as well as external source
for recruitment and selection. About 65% of the mangers go for direct recruitment and
selection and less number for mangers prefer indirect or third party. Mostly the
manpower planning is done Quarterly and 20 % do not follow any pattern they don t‟
have any fixed time. Aviva prefers to go for campus interviews and even casual
application that are received for recruitment but they hardly prefer placement agencies.
Most of the manager Prefer Personal interviews, 30% prefer to take telephonic interviews
where as only 20% go for video conferencing and rest 10% adopt some other means of
interviews

CONCLUSION
This presents the summary of the study and survey done in relation to the Recruitment
and Selection in AVIVA life insurance. The conclusion is drawn from the study and
survey of the company regarding the Recruitment and Selection process carried out there.
The recruitment process at AVIVA life insurance to some extent is not done objectively
and therefore lot of bias hampers the future of the employees. That is why the search or
headhunt of people should be of those whose skill fits into the company s values.‟
Most of the employees were satisfied but changes are required according to the changing
scenario as recruitment process has a great impact on the working of the company as a
fresh blood, new idea enters in the company.
Selection process is good but it should also be modified according to the requirements
and should job profile so that main objective of selecting the candidate could be
achieved.

SUGGESION
 Manpower requirement for each department in the company is identified well in
advance.
 If the manpower requirement is high and the recruitment team of the HR
department alone cannot satisfy it, then help from the placement agencies is
needed.
 Time management is very essential and it should not be ignored at any level of the
process..
 The recruitment and selection through placement agencies as the last resort and is
utilised only when need.
 The recruitment and selection procedure should not to lengthy and time
consuming.
 The candidates called for interview should be allotted timings and it should not
overlap with each other.

BIBLOGRAPHY
 C.B Mamoria and S.V. Gankar (2004), Personal Management Text and
Cases. Himalaya Publication.
 K.Aswahthappa (2001),Human Resource and Personnel Management
 Human Resource Management, (2005), Dr.P.C. Pardeshi
 C.B Gupta (2005)
 www.avivaindia.com
 www.google.com

QUESTIONNAIRE FOR THE RESEARCH
1: When are the resources need and forecasted?
 Quarterly
 Monthly
 Annually
 Not fixed
2: How is the resource need forecasted?
………………………………………………………………………………………………
………………………………………………………………………………………………
………………………………………………………………………………………………
……………………………………………………….
3: How do you rate the recruitment procedure?
 Short
 Average
 Long
 Very Long
 Cant say
4: What is the process you follow for recruitment and selection? People explain the
same in brief?

………………………………………………………………………………………………
………………………………………………………………………………………………
…………………………………………………….
5: Which method do you mostly prefer from the following for recruitment and selection?
 Direct Method
 Indirect Method
 Third Party
6: What sources you prefer for recruitment and selection?
 Internal sources
 External sources
 Both
7: What are the sources for internal sourcing among the following -:
 Present permanent employees
 Present temporary employees
 Retrenched / Retired / employees
 Deceased / disabled / employees
8: What are the sources for external recruitment among the following
 Campus interviews
 Placement agencies
 Private employment agencies
 Public employment agencies

 Professional associations
 Data bank
 Casual applicants
 Other, if any please mention
 ……………………………………………………………………………………
……
9: Which is the most successful method for recruitment?
……………………………………………………………………………………………
……
10: How many rounds of interviews are conducted?
 1-3
 3-5
 More than 5
11: Are you satisfied with round of interviews conducted?
 Yes
 No
 To some extent
 Cant say
12: What form of interview did you prefer?
 Personal Interview
 Telephonic Interview
 Video Conferencing

 Any two (then tick those two)
 All three
13: Are you satisfied with the interview process?
 Yes
 No
 To some extent
14: If no then what is the reason? And suggest the measures to be taken
for improvement?
………………………………………………………………………………………………
………………………………………………………………………………………………
………………………………………………………………………………………………
………………………………………………………
15: Are you satisfied with the present method being followed by the company for
recruitment and selection?
 Yes
 No
16: If no, what steps would you prefer, to make improvement?
………………………………………………………………………………………………
………………………………………………………………………………………………
…………………………………….
17: Are the aptitude test conducted?

 Yes
 No
 Till some extent
 Cant say
18: If yes then it is for
 Fresher
 Executives
 Other (specify)
 ………………………………………………………………………………………
…………………
19: Do you conduct any of these test?
 Psychometric test
 Medical test
 Reference test check
 Other (specify)
 ………………………………………………………………………………………
………………………………………………………………………………………
……………………………………
20: How do you rate the HR practices of the company?
 Very Good
 Good

Recruitment and Selection at Aviva Life Insurance

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