Advanced Certificate in Insurance Salesmanship


As the pioneer academic center in risk & insurance education in Sri Lanka, the Department of Insurance and Valuation is committed to developing its stakeholders’ competencies through education, training, research, and other outreach programmes to more effectively manage the challenges in the fields of risk, insurance, and finance. The Department is also committed to pursuing excellence in teaching and learning in Risk, Insurance, and Finance by conducting research and community services while making all efforts to contribute to the vision of the Faculty of Business Studies and Finance.

The Department of Insurance and Valuation has positioned its name in the insurance industry by successfully conducting educational programmes for internal and external students. The Diploma in Risk Management  & Insurance and the Higher Diploma in Risk Management & Insurance are the most successful and highly recognized academic programmes conducted by the Department for external students engaged in the insurance industry in Sri Lanka.  Further, aligning with the vision & mission, the Department of Insurance and Valuation acts as an academic partner of leading insurance companies in Sri Lanka.

According to the official data published by IRCSL, at present, there are 28 insurance companies selling life and/or general insurance products, while 63 insurance brokers and 44,919 insurance agents work as their sales channels. Besides the insurance companies’ product training programme, no well-established and inter-connected academic programme is developed to get the essential theoretical and practical knowledge to perform in the insurance salesforce. As the pioneer academic center in insurance education in Sri Lanka, the Department of Insurance and Valuation addresses this national and industry requirement by introducing well-developed educational programmes for the employees working in the insurance industry and risk management field in Sri Lanka. Accordingly, the Advanced Certificate in Insurance Salesmanship programme aims to address the candidates who provide financial advice, act as insurance agents, or aspire to do both, including customer operations back-office staff and contact center team leaders. Therefore, by introducing this course, the Department of Insurance and Valuation aims to ensure that the insurance practitioners who provide advice and/or sell life, pensions, investment, personal, and commercial general insurance products possess the requisite basic knowledge of the insurance concepts, principles and market practices to be able to perform their jobs competently and ethically.

Further, this programme will be one of the windows to the academic programme ladder of the Department of Insurance and Valuation introduced for external students. Those who have completed the Certificate in Insurance Salesmanship will be eligible to claim two subject exemptions in the Diploma in Risk Management and Insurance of the Wayamba University in Sri Lanka.

Aims and Objectives

The Advanced Certificate in Insurance Salesmanship aims to create a recognized basic academic qualification for the sales force staff members who provide advice and/or sell General and life insurance products in Sri Lanka. The programme provides the basic knowledge and skills necessary to successfully perform in the sales force of both the life and general insurance business and will be one of the core education qualifications sought by educated customers when meeting the sales force for shopping an insurance product in the future. 

The programme aims to develop the knowledge and understanding of basic insurance principles, regulatory environment, and critical functions of underwriting and claims process, in addition to the insurance product knowledge such as life assurance, pension plans, motor, household, healthcare, and packaged commercial insurance. Also, the programe provides essential transferable skills including ICT and ethics, and professional practices for success in the insurance selling process.

Entry Requirement

No person shall be considered for admission to the Advanced Certificate Programme unless he/she has any one of the following qualifications.

  • Passed General Certificate of Education Ordinary Level (G.C.E.(O/L) and General Competency course for Insurance Advisers conducted by the Sri Lanka Insurance Institute (SLII)
  • Other qualifications may be considered for the admission of candidates to the programme subject to the approval of the Senate with the recommendation of the Board of Studies of the programme and the Faculty Board.


  1. To provide a firm grounding in insurance business core philosophies and to advance the understanding of principles, concepts, products, and regulatory framework of the insurance business.
  2. To help participants apply knowledge in a practical context and use basic techniques and theoretical information to solve insurance sales and customer service issues.
  3. To enhance the knowledge of students to analyze and design effective life and/ or general insurance product solutions to meet individual and/or corporate requirements
  4. To use modern Digital devices and IT tools to successfully perform as insurance sales personnel in the market.
  5. To exercise personal responsibility and commitment to business ethics and professional practices in insurance through behavior

Target group

The Advanced Certificate in Insurance Salesmanship is a basic academic qualification for the sales forces who provide advice and/or sell General and Life insurance products in Sri Lanka. Therefore, the target group of the proposed programme is as below.

  • Anyone who provides financial / insurance advice and also acts as an insurance agent or aspires to do both
  • Staff working for an organization whose primary business is not insurance but which offers insurance advice and products as part of its overall service to customers
  • Anyone who wishes to step towards becoming academically qualified in Risk Management and Insurance in Sri Lanka


  1. The performance of students for each course is evaluated by means of examinations, assignments, reports, presentations, classroom tests, and attendance. The following guiding rules are adopted as fundamental requirements.
    • The end-term examination carries a weight of a minimum 60% of the marks assigned to a course.
    • The continuous evaluation component carries a maximum 40% weightage of the final marks assigned to a course. This may comprise marks from one or more of the continuous evaluation modes. 
  2. With the consent of the Board of Study, the percentage assigned to the continuous assessment and the end-term examination can be altered.
  3. To pass a course, the participant must obtain 50 percent from the continuous assessments.

NOTE: Medical certificates will not be taken into account for continuous assessments. Students will not receive marks for such components if he/she fails to attend the regular, continuous assessments or to meet the requirements due to any reason.


Course Code

Course Name

Core / Optional


CIS 113

Principles of Risk & Insurance




Elective Course Unit



CIS 143

Essential Digital Skills for Smart Adviser



CIS 152

Business Ethics and Professional Practice



CIS 163

Insurance Sales Project



Total Credit



*Elective Course Units:


CIS 124

Practice of General Insurance



CIS 134

Practice of Life Assurance



The Advanced Certificate in Insurance Sales Management is a six-month programme fulfilling the requirement of SLQF Level 2.  The medium of instruction will be in English and lectures will be conducted through online sessions. The number of credits to be offered during the course is 15 and Candidates should follow fthree (3) core courses and one (01) optional course with the project work during the programme to complete the certificate programme. 

* Students shall select 1 optional course out of 2 elective course units.

Note: Detailed Course outlines are provided in Section I