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SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD: 

Manage the relationship between intermediaries and the market in commercial or corporate insurance 
SAQA US ID UNIT STANDARD TITLE
243160  Manage the relationship between intermediaries and the market in commercial or corporate insurance 
ORIGINATOR
SGB Insurance and Investment 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 03 - Business, Commerce and Management Studies Finance, Economics and Accounting 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular  Level 5  Level TBA: Pre-2009 was L5 
REGISTRATION STATUS REGISTRATION START DATE REGISTRATION END DATE SAQA DECISION NUMBER
Reregistered  2018-07-01  2023-06-30  SAQA 06120/18 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2024-06-30   2027-06-30  

In all of the tables in this document, both the pre-2009 NQF Level and the NQF Level is shown. In the text (purpose statements, qualification rules, etc), any references to NQF Levels are to the pre-2009 levels unless specifically stated otherwise.  

This unit standard does not replace any other unit standard and is not replaced by any other unit standard. 

PURPOSE OF THE UNIT STANDARD 
This unit standard is intended for learners who manage the risk in client relationships in short term commercial and corporate insurance. It has value for Intermediaries and Business Development Consultants in short term insurers.

The qualifying learner is capable of:
  • Researching theories of marketing that apply to the sales function in an insurance organisation.
  • Discussing the personal qualities and expertise necessary to manage the relationship between a client and the market.
  • Explaining how short term insurers manage the relationship with intermediaries and the market.
  • Monitoring the relationship between the insurer and the market. 

  • LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
    It is assumed that learners are competent in Communication and Mathematical Literacy at Level 4. 

    UNIT STANDARD RANGE 
    The typical scope of this Unit Standard is:
  • Management by the insurer of the relationship with the intermediary (the client) and the market (the large commercial or corporate entity). 

  • Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Research theories of marketing that apply to the sales function in an insurance organisation. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Marketing theory that applies to the sales and marketing of intangibles such as insurance are researched and compared to the marketing of tangible goods and services. 

    SPECIFIC OUTCOME 2 
    Discuss the personal qualities and expertise necessary to manage the relationship between a client and the market. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    The personal qualities necessary to be successful in managing the relationship with a corporate client are discussed with reference to a specific insurer's target market. 

    ASSESSMENT CRITERION 2 
    The implications of appropriate expertise levels on the relationship with corporate clients are discussed with reference to the impact if a consultant lacks the appropriate expertise and experience. 

    SPECIFIC OUTCOME 3 
    Explain how short term insurers manage the relationship with intermediaries and the market. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    The importance of visibility in managing the relationship is explained with reference to intermediaries and stakeholders within a large commercial or corporate entity. 

    ASSESSMENT CRITERION 2 
    Issues relating to potential conflict of interests are discussed from the point of view of the insurer, the intermediary and the large commercial or corporate client. 

    ASSESSMENT CRITERION 3 
    Matters relating to service levels are discussed with reference to ethics and generally accepted codes of industry conduct. 

    ASSESSMENT CRITERION 4 
    Financial, consequential and reputational risk associated with unethical behaviour are discussed with examples. 

    SPECIFIC OUTCOME 4 
    Monitor the relationship between the insurer and the market. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Business targets for a specific intermediary are monitored against a service level agreement (SLA). 

    ASSESSMENT CRITERION 2 
    A solution is proposed to deal with a situation where an intermediary has not met agreed targets. 

    ASSESSMENT CRITERION 3 
    The loss ratio for a specific intermediary is analysed with reference to premium and claims of clients in order to make a business decision. 


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
  • Anyone assessing a candidate against this Unit Standard must be registered as an assessor with the relevant ETQA or ETQA where a Memorandum of Understanding (MOU) exists with the relevant ETQA.
  • Any institution offering learning that will enable achievement of this Unit Standard must be accredited as a provider through the relevant ETQA or ETQA where a Memorandum of Understanding (MOU) exists with the relevant ETQA.
  • Moderation of assessment will be overseen by the relevant ETQA according to the moderation guidelines and the agreed ETQA procedures. 

  • UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
    N/A 

    UNIT STANDARD DEVELOPMENTAL OUTCOME 
    N/A 

    UNIT STANDARD LINKAGES 
    N/A 


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    The learner is capable of identifying and solving problems in which responses show that responsible decisions using critical thinking have been made in proposing a solution to deal with an intermediary who has not met agreed targets. 

    UNIT STANDARD CCFO WORKING 
    The learner is able to work effectively with others as a member of a team, or organisation in managing the relationship between the client and the market and interacting with corporate stakeholders. 

    UNIT STANDARD CCFO ORGANISING 
    The learner is able to organise and manage him/herself and his/her activities responsibly and effectively in monitoring the relationship between the client and the market. 

    UNIT STANDARD CCFO COLLECTING 
    The learner is capable of collecting, organising and critically evaluating information in analysing loss ratios for selected intermediaries and monitoring business targets against service level agreements. 

    UNIT STANDARD CCFO COMMUNICATING 
    The learner is able to communicate effectively using mathematics and language skills in engaging in the discussions indicated in the assessment criteria. 

    UNIT STANDARD CCFO DEMONSTRATING 
    The learner is able to demonstrate an understanding of the world as a set of related systems by recognising the financial, consequential and reputational risk associated with unethical behaviour. 

    UNIT STANDARD ASSESSOR CRITERIA 
    N/A 

    REREGISTRATION HISTORY 
    As per the SAQA Board decision/s at that time, this unit standard was Reregistered in 2012; 2015. 

    UNIT STANDARD NOTES 
    N/A 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Elective  57918   National Certificate: Short Term Insurance  Level 5  Level TBA: Pre-2009 was L5  Reregistered  2023-06-30  INSETA 


    PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS UNIT STANDARD: 
    This information shows the current accreditations (i.e. those not past their accreditation end dates), and is the most complete record available to SAQA as of today. Some Primary or Delegated Quality Assurance Functionaries have a lag in their recording systems for provider accreditation, in turn leading to a lag in notifying SAQA of all the providers that they have accredited to offer qualifications and unit standards, as well as any extensions to accreditation end dates. The relevant Primary or Delegated Quality Assurance Functionary should be notified if a record appears to be missing from here.
     
    1. African Resources & Financial Training (Pty) Ltd 
    2. Invuya Institute of Learning (Pty) Ltd 
    3. Masifunde Training Centre (Pty) Ltd 
    4. Ripple Effect 4 (Pty) Ltd 



    All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.