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					          Learner Assessment Guide
Demonstrate knowledge and understanding
   Of personal/domestic Insurance in
               South Africa
        (Unit standard No10369)



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 ORGANISATION:

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 RPL:
10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa




                           Table of Contents

                                                                Page
Instructions to Learner                                           3

                                                                  6
Specific Outcome 1
                                                                 11
Specific Outcome 2

                                                                 14
Specific Outcome 3


Specific Outcome 4                                               16

                                                                 18
Specific Outcome 5
                                                                 21
Knowledge Assessment
                                                                 29
Declaration of Authenticity




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa

Instructions to Learner

Purpose of the             The purpose of assessment against this unit standard is to:
Assessment:
                           Award credits on the NQF to learners who are able to:

                           Explaining the technical aspects of personal/domestic insurance.
                           Calculating a rate based on the risk.
                           Investigating the structure of the short term personal/domestic
                           insurance market in South Africa
                           Explaining the need for reinsurance in a short term
                           personal/domestic insurance policy.
                           Demonstrating principles and practices of sound interpersonal
                           skills

                           FAIS Compliance –

                           To qualify, a sales person any person giving advice must be “Fit
                           and Proper” according to the “Determination of Fit and Proper”
                           as per the Financial Advisory and Intermediary Services (FAIS)
                           Act 37 of 2002. If the intermediary qualifies as per the “Fit and
                           Proper” requirements, he/she must conduct his/her business
                           practice according to the principles outlined in the General Code
                           for Representation of per the FAIS Act. In this regard, he/she
                           will be required to make certain compulsory disclosures and
                           provide advice as prescribed


Context of the Unit        This unit standard is registered on the National Qualifications
Standard                   Framework as follows:

                            Field:       Business ,Commerce and Management Studies

                            Sub-field:   Finance, economics and accounting

                            Number:      10369

                            Level:       4

                            Credits:     3



Learning                   There is open access to this Unit Standard. Learners should be
Assumptions:               competent in Communication, Mathematical Literacy and
                           Financial Literacy at NQF Level 3.

Assessment                 The following assessment methods will be used for this
Methods:                   assessment:
                           Formative, and Summative
                           Assignments/Activities
                           Knowledge questionnaire
                           Oral Assessment.




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa


Assessment                 Step 1 – Planning for the Assessment
Process:                   You will need to complete an assessment plan together with
                           your assessor/line supervisor
                           Your assessor will prepare you for your assessment and
                           complete the assessment preparation plan with you
                           Ensure you are familiar with what is expected of you for this
                           assessment and the unit standard

Assessment                 Step 2 – Completing the Assessment
Process (Cont):            This assessment will be by means of questionnaire detailed on
                           page 21.
                           Hand in the questionnaire fully completed as per the instructions
                           by the date agreed on the assessment plan
                           Your assessor may ask you additional questions
                           Your assessor will record the evidence that you have submitted
                           onto the assessment guide
                           Based on this evidence, the assessor will make a judgement of
                           'Competent' or 'Not Yet Competent' or 'Not Assessed' for each
                           assessment criteria and overall for the total unit standard
                           Step 3 – After the Assessment
                           If 'Not Assessed' you and the assessor will agree the criteria not
                           assessed and arrange an additional assessment date
                           If 'Not Yet Competent' you and the assessor will identify why
                           this judgement has been made and the action/s necessary. A
                           re-assessment date should also be agreed upon.
                           All decisions will be recorded on the assessment guide, which all
                           parties should sign
                           You will only be declared 'Competent' if you have provided
                           sufficient and valid evidence against all the assessment criteria
                           and specific outcomes of this unit standard
                           After declaration of competence, your assessment is subject to
                           the internal moderation process
                           Once this is complete, your results will be entered onto SAQA's
                           NLRD – National Learner Record Database

Special Conditions:        The declaration of authenticity on page 29 must be signed by
                           your manager, your assessor and yourself to certify that the
                           evidence is authentic and that this has been applied in your
                           workplace
                           Feedback on your assessment will be given to you by your Line
                           Manager/Assessor




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa


Resources:                 The following additional/supporting resources will help you when
                           preparing for your assessment:

                                                                             Available
Resource                                             Reference
                                                                             From

                                                     www.fsb.co.za
                                                     www.saia.co.za
Internet                                             www.santam.co.za
                                                     www.budget.co.za



Policy wordings/proposal forms/rating guides         Insurers/brokers        Printing dept
                                                                             or marketing
                                                                             dept

Policy holder protection rules                       Financial services      website
                                                     board


Line managers/underwriting managers/accounts         Within your
managers/sales managers                              organisation or
                                                     insurers

Insurers and underwritng management                  Web sites               Technical or
companies                                            Or direct contact       marketing
                                                                             depts




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa


1. Specific Outcome 1:       Explain the technical aspects of
short term personal/domestic insurance.



Assessment        The classes of short term personal/domestic insurance covered
criteria 1.1      in all policies are named with examples


Task              Name the classes of short term personal/domestic insurance giving
                  examples of each




Assessment        Five major perils associated with each of three classes of short
criteria 1.2      term personal/domestic insurance are named and three
                  additional perils are investigated for each of the three classes


Task              Name five major perils which can be associated with three of the classes
                  of personal/domestic insurance, also describe three additional perils for
                  each of the classes illustrated




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa

Assessment        Additional benefits offered by three different short term
criteria 1.3      personal/domestic insurance insurers are researched and an
                  indication is given of how these will satisfy the needs of different
                  clients.


Task              Obtain a copy of a domestic policy wording for three different insurers,
                  research the additional benefits that they offer, describe these benefits
                  for each insurer, and indicate how the benefits satisfy the different needs
                  of policyholders




Assessment        Additional types of cover that can be added to a short term
criteria 1.4      personal/domestic insurance policy are described with reference
                  to the unique policy options offered by three different insurers


Task              Using the policy wording you have obtained for task 1.3, investigate the
                  unique policy options that are offered by the three different insurers, and
                  make notes of these options below




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa

Assessment        The terms and conditions that apply to three classes of short
criteria 1.5      term personal/domestic insurance are explained and identified in
                  a policy document


Task              Using a domestic policy wording from your own organisation identify and
                  explain the terms and conditions that apply to three classes of
                  personal/domestic insurance.




Assessment        Five exclusions that apply to three classes of short term
criteria 1.6      personal/domestic insurance are explained and identified in a
                  policy document


Task              Using a domestic policy wording, used in you organisation, identify and
                  explain five exclusions that apply to Motor, householders, and
                  homeowners classes.




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa



Assessment        The differences between an annual, monthly and specified period
criteria 1.7      policy are explained with examples


Task              Consult with your underwriting and accounts departments to explain the
                  differences between an annual, monthly and specified period policy, use
                  examples to assist your explanations.




Assessment        The proposal process in short term personal/domestic insurance
criteria 1.8      is explained and the implications of non disclosure are explained
                  at claim stage


Task              Explain the proposal process used in personal/domestic insurance, also
                  indicate the implications of non-disclosure at claim stage.




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa


Assessor Comments
Assessment criteria 1.1




Assessment criteria 1.2




Assessment criteria 1.3




Assessment criteria 1.4




Assessment criteria 1.5




Assessment criteria 1.6




Assessment criteria 1.7




Assessment criteria 1.8




Assessor signature                                        Date




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa

2. Specific Outcome 2: Calculate a rate based on the risk.


Assessment        The risk in five short term personal/domestic insurance policy
criteria 2.1      proposals is analysed and the appropriate rate is calculated
                  manually for each risk

                  Obtain a proposal form from your new business area, for each risk on the
Task              proposal use a manual rating guide within your organisation to calculate
                  the rate of premium on a monthly basis. (attach a copy of the rating
                  guide to your portfolio)




Assessment        The effect of age, location and loss history on premium on short
criteria 2.2      term personal/domestic insurance is explained for five case
                  studies

                  Explain the effects of age, location and loss history on the premium, for
Task              the case studies illustrated below.

                  Case study 1

                  Mr Jones lives in Sandton Johannesburg, he is 55 years of age and drives
                  a BMW 5 series, and the vehicle is 2 years old, he has been fortunate not
                  to suffer an accident for some 4 years. The vehicle is kept in a garage
                  overnight, and driven daily to Sandton City where he works.

                  Case study 2

                  Mr Jones has a daughter, Mandy she is 21 years old she no longer lives
                  a home but rents a room near Wits University where she is studying, she
                  drives a Opel Corsa, which she parks in the street at night, she has had
                  one accident over the last year, for which she was to blame.

                  Case study 3

                  Mrs Trump lives in Cape Town, she owns a home in Camps Bay which is
                  situated right on the sea front, she has suffered 3 claims in the past 3
                  years of living in her home, which have all been storm damage related.

                  Case Study 4

                  Mr Donald lives in Piet Retief, he drives an old ford bakkie and is 60
                  years of age, he owns his own home which is situated on a farm on the
                  outskirts of Piet Retief, and he has never had an occasion to submit a
                  claim during the last 5 years.




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa




Learner Assessment Guide        05/10/2012                               12
10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa


Assessor Comments
Assessment criteria 2.1




Assessment criteria 2.2




Assessor signature                                        Date




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa


3. Specific Outcome 3:       Investigate the structure of the
short term personal/domestic insurance market in South Africa



Assessment        The different avenues for a client to obtain short term
criteria 3.1      personal/domestic insurance in South Africa are named and the
                  advantages and disadvantages of each are explained with
                  examples


Task              Name the different avenues for a potential policyholder to obtain
                  personal/domestic insurance in South Africa, indicate the advantages and
                  disadvantages of each using examples.




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa

Assessment        Policyholder protection legislation is applied to each avenue for
criteria 3.2      obtaining short term personal/domestic insurance and an
                  indication is given of how the legislation protects the client and
                  regulates the insurer


Task              Using the different avenues of mentioned in 3.1 above, obtain a copy of
                  the policy holder protection rules and apply them to each avenue,
                  indicate how the legislation protects the client and regulates the insurers
                  in each case.




Assessor Comments
Assessment criteria 3.1




Assessment criteria 3.2




Assessor signature                                                  Date




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa


4. Specific Outcome 4: Explain the need for reinsurance
in a short term personal/domestic insurance policy


Assessment        The need for reinsurance in short term personal/domestic
criteria 4.1      insurance is explained and an indication is given of the
                  consequences if there is no reinsurance in place


Task              Explain using an example, describe the need for reinsurance in
                  personal/domestic insurance and indicate the consequences of there not
                  being any in place.




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa

Assessment        In house limits for a specific short term personal/domestic
criteria 4.2      insurance organisation are explained and an indication is given of
                  when it is necessary to refer a policy proposal to a higher level of
                  authority


Task              Obtain a copy of the underwriting criteria used in your organisation
                  explain what in house limits are applied in the criteria and when it is
                  necessary to refer a policy to a higher level of authority .




Assessor Comments
Assessment criteria 4.1




Assessment criteria 4.2




Assessor signature                                                 Date




Learner Assessment Guide             05/10/2012                                    17
10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa


5. Specific Outcome 5: Demonstrate principles and
practices of sound interpersonal skills


Assessment        Negotiation skills needed to secure new business are
criteria 5.1      demonstrated for five different scenarios


Task              Demonstrate the negotiation skills required to secure new business for 4
                  different scenarios




Learner Assessment Guide             05/10/2012                                   18
10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa


Assessment        Reasons why an item or risk is covered or excluded/endorsed are
criteria 5.2      explained with reference to the initial underwriting criteria used
                  in short term personal/domestic insurance


Task              Using your organisations underwriting criteria, give reasons why some
                  risks or items are either excluded or endorsed.




Assessor Comments
Assessment criteria 5.1




Assessment criteria 5.2




Assessor signature                                                Date




Learner Assessment Guide             05/10/2012                                   19
10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa

Knowledge Assessment: 10369

DEMONSTRATE KNOWLEDGE AND UNDERSTANDING OF PERSONAL/DOMESTIC
INSURANCE IN SOUTH AFRICA

Unit Standard code:        10369
Level:                     4
Credits:                   3

Learner Name:              ____________________________

Learner ID Number:         ____________________________

Date:                      ____________________________




Evaluation

Competent                                       Unit Standard Credits

                                                Development Feedback
Not Yet Competent                               Re-submit




Assessor                                        Date


Moderator                                       Date



INDIVIDUAL SPECIFIC OUTCOME SUMMARY

    To obtain a competent rating in each outcome, a minimum of 50% must be
     obtained.

    To obtain a competent rating in the entire Unit Standard, a minimum of 50%
     must be obtained in each specific outcome.




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa

      Specific          Total       Total         %     Competent      Not Yet
      Outcome          Marks        Marks                             Competent
                      Available    Obtained
          1              22

          2                12

          3                12

          4                9


        Total
                           55




1.     PURPOSE OF THE UNIT STANDARD:

       This unit standard is intended for learners who wish to follow a career path in
       short term personal/domestic insurance.

       The qualifying learner is capable of:
        Explaining the technical aspects of personal/domestic insurance.
        Calculating a rate based on the risk.
        Investigating the structure of the short term personal/domestic insurance
          market in South Africa
        Explaining the need for reinsurance in a short term personal/domestic
          insurance policy.
        Demonstrating principles and practices of sound interpersonal skills.


2. Assessment Instructions
       You can choose to conduct your assessment in a written format or verbally as
         a knowledge interview.
       Complete the questions as complete as possible
       Where required attach your completed answers to this Assessment document.
         Mark each question clearly with the specific outcome that the question covers
         e.g. Specific Outcome 1.
       The assessment will form part of your portfolio for this unit standard.




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10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa

3. Knowledge Questions

Specific Outcome 1:        Explain the technical aspects of short term
                           personal/domestic insurance

1.1 True or False

Indicate which of the following statements are True or False. If you select False, then
please justify your answer in the column provided.                          (22)

Statement                                        True (T)   Justification
                                                 or False
                                                 (F)
   a. The classes of personal insurance
      are motor, householders,
      homeowners, all risks, personal
      liability, personal accident, small
      craft and travel.
   b. The major perils covered by a
      buildings policy are malicious
      damage and consequential loss.
   c. A travel policy usually has an
      additional peril which will cover the
      policyholder if the weather is not
      what they expected i.e. if the policy
      holder was planning for snow on
      their holiday and there was none so
      they were unable to ski.
   d. An additional benefit offered by one
      of the insurers in the market is
      roadside assistance.
   e. A watercraft policy will offer an
      extension for international waters if
      the client requires it.
   f. The premium payment condition
      under a domestic policy indicates
      that the premium is payable no later
      than 30 days after inception of the
      policy.
   g. An exclusion under the contents
      section of a personal policy is that
      property that is more specifically
      insured in not covered
   h. An exclusion under the motor
      section of a personal policy is that
      the vehicle will not be covered if it is
      driven outside of South Africa.
   i. An exclusion under the personal
      liability section of an domestic policy
      is that liability in respect of death or
      bodily injury to or illness of any
      person who is a member of the
      insured’s household is not covered
   j. An example of a specified period
      policy is a travel policy which is
      taken out for a vacation period


Learner Assessment Guide               05/10/2012                                22
10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa

Statement                                        True (T)   Justification
                                                 or False
                                                 (F)
   k. A policyholder who fails to disclose
      his salary at proposal stage will run
      the risk of his claim being rejected




Specific Outcome 2: Calculate a rate based on the risk

2.1 Match the columns

Choose the correct answer from Column B that matches the statements in Column A.
Place the applicable numerical indicator in Column C.                     (12)

            Column A                                Column B                 Column C
          (Statement)                         (Answer selection)
a) The claims history of a         I.        …the insurers are likely to
   policyholder shows that he                impose a excess for storm or
   has a multiple of small all               flood claims as well as a
   risks claims……                            premium loading
b) A policy holder lives on the    II.       …the insurers ensure that the
   Vaal river he has taken                   premium for the vehicle is
   precaution to build outside               loaded with an age premium,
   the flood line…………                        as the claims experience for
                                             under 25 year olds have not
                                             proven good in their
                                             experience.
c) A policyholder’s 21-year-old    III.      …the insurers will offer the
   son adds his vehicle to the               policyholder a substantial
   his policy …. …. ….                       reduction in premium for the
                                             same values.
d) A policy holder has advised     IV.       …in this case the underwriter
   that he is moving from                    may require a compulsory
   Johannesburg to Knsyna he                 excess to be applied to all
   wants to insure his house                 future claims and charge a
   and contents …                            higher all risks rate of
                                             premium




Learner Assessment Guide                 05/10/2012                               23
10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa


Specific Outcome 3: Investigate the structure of the short term
                    personal/domestic insurance market in South Africa

3.1 Multiple Choice

Choose the correct answer from the available list to answer the questions:         (12)


a) Some     of the different avenues for a client to obtain personal/domestic insurance are:
   I.        Direct with the insurer
   II.       Via a call centre
   III.      Through an intermediary
   IV.       All of the above

b) One of the main advantages of a client taking out insurance through a broker is:
   I.     Convenience of just using the telephone
   II.    Expert advise
   III.   Saving in policy fees
   IV.    None of the above

c) One of the main disadvantages of taking out insurance with a call centre is :

     I.     That sometimes you get don’t get a free gift
     II.    You will sometimes have to hang on the line
     III.   That you may not deal with the same person again
     IV.    None of the above

d) A policy holder is protected by the policy holder protection rules when dealing with a
   call centre as :
   The call centre has to record the conversation to keep record of all disclosures made
           by the policy holder.
   They are only allowed to charge call share rates
   They are required to phone the client back within 24 hrs
   None of the above

e) The policyholder is protected by the policy holder protection rules when dealing direct
   with an insurer as::

     They are obliged to disclose the nature of indemnification.
     They will be required to disclose details of how to institute a claim and/or complaint
     They are obliged to disclose any loadings, excesses or special provisions
     Al of the above

f)   The policy holder is   protected by policy holder protection rules as in all cases he is
     given:
     30 days of grace for   payment of premiums
     60 days of grace for   payment of premiums
     15 days of grace for   payment of premiums
     None of the above




Learner Assessment Guide                05/10/2012                                    24
10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa


Specific outcome 4: Explain the need for reinsurance in a short term
                     personal/domestic insurance policy

4.1 Multiple Choice

   Choose the correct answer from the available list to answer the questions (circle your
   answer)                       (9)

   a)   One of the reasons why Reinsurance is needed is to :

          I.     ensure that the correct premium is charged
          II.    Protect insurers against catastrophe losses
          III.   Make sure that not all risks are underinsured
          IV.    None of the above

   b) If an insurer fails to place reinsurance on a risk which requires same in terms of
      their retention limits:

          I.     They may run the risk of suffering a huge loss to net
          II.    They could find it difficult to place reinsurance in future
          III.   They will not have to pay the claim in full
          IV.    None of the above

   c) In personal accident insurance the broker/insurer may have a limit as to what
      portion of a risk they may accept before referring to a higher authority the reason
      for this may be:

          I.     that the insurer needs to arrange facultative reinsurance once the risk
                 exceeds this limit
          II.    That the treaty reinsurance arrangements excludes this type of risk
          III.   That the insurer may wish to re-assess any risk above this level before
                 accepting
          IV.    All of the above




Learner Assessment Guide             05/10/2012                                    25
10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa


Specific outcome 5: Demonstrate principles and practices of sound
                    interpersonal skills

5.1      Choose the correct answer from Column B that matches the statements in
         Column A. Place the applicable numerical indicator in Column C.                (8)

           Column A                                   Column B                    Column C
          (Statement)                           (Answer selection)
e) The reason why cell               V.       … the insurers May exclude theft
   phones are excluded from                   cover by endorsement.
   all risks policy unless
   specified are …
f) A contents policy will often      VI.      …as the risk is too high for both
   have an endorsement                        fire and storm damage.
   stating...
g) Buildings of wooden               VII.     …the risk of accidental damage
   construction of often                      or theft is very high and they
   excluded from a                            need to be rated separately.
   homeowners policy…
h) A motor risk is often             VIII.    …there needs to be a burglar
   restricted by for open top                 alarm installed which is switched
   vehicles or convertibles …                 on when the house is unoccupied
                                              and remains in good working
                                              order at all times.


5.2 Multiple Choice

      Choose the correct answer from the available list to answer the questions (circle your
      answer)                                                      (8)

      a) Negotiation skills required to secure a new business account may be:

             I.      using past history and knowledge of the potential client
             II.     Listening to what the client requires
             III.    Closing the deal before month end
             IV.     None of the above

      b) Some of the best new business people have developed the following skills:

             I.      Style and attitude
             II.     Preparation and information
             III.    Authority and mandate
             IV.     All of the above

      c) A potential client is delighted if you:

             I.      offer valuable advise on how they could save premium
             II.     tell them how great they sound today
             III.    offer them a much better deal if they come back next month for
                     insurance
             IV.     None of the above




Learner Assessment Guide                    05/10/2012                                26
10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa

   d) A client is more likely to sign on the dotted line if:

          I.      they are given expert advise in as little time as possible for their own
                  personal needs
          II.     they like you even though the premium you have quoted if much
                  higher
          III.    they are in a hurry and want you to go.
          IV.     None of the above




Learner Assessment Guide               05/10/2012                                  27
10369 – Demonstrate knowledge and understanding of personal/domestic insurance
         in South Africa

                           DECLARATION OF AUTHENTICITY


We the undersigned hereby declare that _________________________ has completed
all of the specified requirements for assessment against this unit standard.


SIGNED:                    _____________________________

LEARNER:                   _____________________________

DESIGNATION:               _____________________________

DATE:                      _____________________________



SIGNED:                    _____________________________

LINE SUPERVISOR:           _____________________________

DESIGNATION:               _____________________________

DATE:                      _____________________________


SIGNED:                    _____________________________

ASSESSOR:                  _____________________________

DESIGNATION:               _____________________________

DATE:                      _____________________________




Learner Assessment Guide         05/10/2012                               28

				
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