B.Com. (Banking and Insurance) Insurance Distribution Channels and Agency Management Syllabus - Mumbai University 2026
This is the Fourth Year BBI Honours with Research syllabus under NEP 2020, in force from the academic year 2026-27. The fourth year is new in 2026-27, and the University runs it as two separate courses: Honours, and Honours with Research.
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Syllabus for Insurance Distribution Channels and Agency Management
Module I: Insurance Distribution Framework
- Unit 1: Insurance Distribution Channels
- Overview of Distribution Channels – Role and importance in life and general insurance business.
- Traditional Channels – Individual agents, brokers, and corporate agents; structure and functioning.
- Bancassurance – Bank-insurance partnerships, models, and strategic importance.
- Direct and Digital Channels – Online platforms, aggregators, and direct marketing approaches.
- Unit 2: Regulatory and Compliance Framework
- Regulatory Environment – Role of IRDAI in governing insurance intermediaries.
- Licensing and Registration – Procedures and requirements for agents and brokers.
- Code of Conduct – Ethical standards and professional responsibilities of intermediaries.
- Consumer Protection – Policyholder rights, grievance redressal, and transparency norms.
Module II: Agency Management and Emerging Trends
- Unit 3: Agency Recruitment, Training and Development
- Recruitment of Agents – Selection criteria, sourcing methods, and onboarding processes.
- Training and Development – Skill enhancement, product knowledge, and regulatory training.
- Motivation and Compensation – Commission structures, incentives, and performance rewards.
- Performance Management – Monitoring productivity, retention, and quality of service.
- Unit 4: Agency Management Strategies and Emerging Trends
- Agency Leadership and Supervision – Role of agency managers in guiding and controlling agents.
- Channel Conflict Management – Managing conflicts among multiple distribution channels.
- Digital Transformation in Distribution – Use of technology, CRM, and mobile platforms.
- Future Trends in Insurance Distribution – Insurtech, customer-centric models, and evolving distribution strategies.
Reference Books
- 1 C. Bhattacharjee – Insurance Principles and Practice
- 2 M.N. Mishra & S.B. Mishra – Insurance Principles and Practice
- 3 P.S. Palande, R.S. Shah & M.L. Lunawat – Insurance in India
- 4 Nalini Prava Tripathy & Prabir Pal – Insurance: Theory and Practice
- 5 IIBF – Principles of Insurance
Reproduced from the University of Mumbai syllabus for B.Com. (Banking & Insurance) under NEP 2020, in force from the academic year 2026-27. Wording is as printed in that syllabus. Module numbering is as printed there too.
The complete syllabus
This subject is cut from the University circular for its year. Open a document here if you want the whole thing rather than a single subject.