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The business of an Insurance company is very much dependent on the task executed by its Sales Force, which majorly consist of Sales Managers. Sales Managers can thus be rightly projected as the face of the company to the customers. So, the recruitment and induction of Sales Managers of any Insurance company must be done very carefully and with due diligence. This work is an effort to understand the recruitment and induction process of Sales Managers in various Insurance companies operating in the Indian market and to find out their best practices with respect to Recruitment and Induction process of Sales Managers which can be adopted by ING for betterment of its existing process.

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The Author is an MBA (Gold Medalist)of 2010 from Aligarh Muslim University, Aligarh, India. She also did her BA-LLB (Hons.) from the same University in 2008 and is a Registered Advocate.

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