9762119085 shyam hdfc report
TRANSCRIPT
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A
PROJECT STUDY REPORT
ON
TRAINING UNDERTAKEN AT
“ arket Survey And Saving Account Sales
Project Report submitted in partial
ulfillment of the requirements of
IVA INSTITUTE OF ,ANAGEMENT STUDIES PUNE
PGMP+MBA
: -ubmitted by
SHYAM
UMAR TIWARI
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ACKNOWLEDGEMEN
T
I, Shyam Kumar Tiwari, PGMP+MBA
Student in Viva Institute of Management Studies (VIMS) ,
Pune is highly grateful to all those who guided me in
completing this project.
First of all, I would like to pay my heartiest
thanks to entire family of HDFC BANK especially Mr. Javed
Pansare, Sales Manager, who provided me such a wonderful
opportunity to do Winter Training and provided their valuable
suggestions in understanding the work of Research Project.
Last but not the least, I would like to thanks allfaculties of Viva Institute of Management Studies , Pune
who gave me the useful tips and suggestions regarding project.
I would like to thanks my project manager, Mr. Neeraj Kumar
Gupta, Team Leader for imparting his valuable guidance to
me.
Words can never express the deep sense of gratitude,
I feel for HDFC BANK employees, who has been a constant
source of inspiration and encouragement for me.
Shyam Kumar Tiwari
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VIVA INSTITUTE OF MANAGEMENT STUDIES,PUNE
REFACE
I had undergone a practical training
under HDFC BANK, CHAKAN. It was a good
exposure for me to undergo training in such acompany to get the knowledge and experience
regarding SAVING ACCOUNT & MARKET SURVEY
and recruitment of capable.
Winter training is one of the major
experiencing components of the knowledge, gain of
relevant of information with respect to marketing and
dealing with situations in a professional course like
PGMP +MMM where a professional person faces a
problem in a field. I was able to get familiarized with
the customer relationship and got to know how a
company measures to resolve their grievances and
service them to the maximum for future prospect and
success. Field component like survey, generation of
questionnaire with respect to marketing helped me a
lot and would be a great support in future.
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“It is good to have enthusiasm but it is
essential to have training. Training can be in all
way of life.”
Thus I would say that this training was beneficial
educative & good exposure to me, which will certainly
help in my near future. This project was designed with
respect to this company. The project made me to get
the enhanced knowledge regarding SAVING ACCOUNT .
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STUDENT’S DECLARATION
I hereby declare that the Project & Training Report On
Market Survey & Saving Account Sales HDFC Bank
Conducted at
HDFC BANK
Under the guidance of
Mr. Javed Pansare& Mr. Neeraj Kumar Gupta
Submitted in partial fulfillment of the requirements of
PGMP+MBA
TO
Viva Institute of Management Studies (VIMS), PUNEIs my original work and the same has not been submitted
for the award of any degree/ diploma/ fellowship or other
similar titles or prizes.
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Place: PUNE SHYAM KUMAR TIWARI
CONTENTS
CHAPTER PARTICULARS
Acknowledgement
Preface
Student’s Declaration
Chapter 1
Introduction
1.1 The Topic
1.2 Reason for Selection of this Topic
1.3 Importance to the Company
1.4 Learning from the Study
Chapter 2
Organization Profile
2.1 Company History
2.2 Product Scope
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2.3 Product and Services at a glance
2.4 Milestones in the history
2.5 Merger
2.6 Quality Policy
Chapter 3
Research objective and Scope of
research
3.1 Problem Definition
3.2 Objective of research project
3.2.1 Primary Objective
3.2.2 Secondary Objective
3.2.3 Product Scope
Chapter 4
Data analysis, Interpretations and
Presentation
Chapter 5
Conclusions and Suggestions
5.1 Conclusions
5.2 Suggestions
Chapter 6
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Limitations
ANNEXURES
BIBLIOGRAPHY
CHAPTER-1
INTRODUCTION
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1.1 THE TOPIC: “OPENING SAVING ACCOUNTS
BY MEETING CUSTOMERS”
At HDFC Bank, I was assigned with the topic as
“Opening Savings Accounts by Meeting Customers” for my
project work. I joined the company as a Sales Executive.The
selection of the topic was to know how the company
generates business through them.
Sales Executives are those sources of a company
who have their own relations and personal contacts among
common public that they use to generate business through.
Company has certain criteria to recruit these Sales
Executives.
The steps are as follows.
• He should be at least 12th passed.
• He should have good personal contacts.
• He should have convincing power.
• He should be above 18th year old.
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Once he through all these steps of
recruitment, he becomes the Sales
Executive of the company and reserve the
right to sale the various products to any
prospect client
also he is paid the commission a certain percentage. There
are some reward and tour package also.
1.2 REASON FOR SELECTION OF THIS TOPIC:
The financial sector is one of the booming and
increasing sectors in India. The Sales Executives are one of
the most powerful, efficient and effective channel throughwhich the company sales it’s various types of financial
products. It is really difficult to convince customers and sell
a single product but since these executives have their own
personal contacts which make the entire task easier to sell a
product. Whereas in my entire project work I found my
interest in working in a team, dealing with customers andfinally convincing them to open an account with the bank.
1.3 IMPORTANCE TO THE COMPANY:
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The ultimate purpose of giving me this topic was to
know about the customer’s perceptions about the different
products of the bank, how these products
can attract them and how the company
can generate maximum profit by
convincing them through sales executives.
1.4 LEARNING FROM THE STUDY:
• The process of recruitment for Sales Executives of
HDFC Bank.
• Different products and services provided by the bank.
• Customers’ perception about the different products.
•
The brand image of the bank.• What are the problems faced by these sales executives
daily basis.
• How to communicate with the customers.
• Different techniques of dealing with the customers.
• How to convince and convert a customer into a real
customer.
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CHAPTER-2
ORGANIZATION
PROFILE
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2. COMPANY HISTORY:
2.1 FORMATION OF THE COMPANY
The Housing Development Finance Corporation
Limited (HDFC) was amongst the first to receive an 'in
principle' approval from the Reserve Bank of India (RBI) to
set up a bank in the private sector, as part of the RBI'sliberalization of the Indian Banking Industry in 1994. The
bank was incorporated in August 1994 in the name of 'HDFC
Bank Limited', with its registered office in Mumbai, India.
HDFC Bank commenced operations as a Scheduled
Commercial Bank in January 1995.
• PROMOTER
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HDFC is India's premier housing finance company
and enjoys an impeccable track record in India as well as in
international markets. Since its inception in 1977, the
Corporation has maintained a consistent
and healthy growth in its operations to
remain the market leader in mortgages.
Its outstanding loan portfolio covers well
over a million
dwelling units. HDFC has developed significant expertise in
retail mortgage loans to different market segments and also
has a large corporate client base for its housing related
credit facilities. With its experience in the financial markets,
a strong market reputation, large shareholder base and
unique consumer franchise, HDFC was ideally positioned topromote a bank in the Indian environment.
• BUSINESS FOCUS
HDFC Bank's mission is to be a World-Class Indian
Bank. The objective is to build sound customer franchisesacross distinct businesses so as to be the preferred provider
of banking services for target retail and wholesale customer
segments, and to achieve healthy growth in profitability,
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consistent with the bank's risk appetite. The bank is
committed to maintain the highest level of ethical standards,
professional integrity, and corporate governance and
regulatory compliance. HDFC Bank's business philosophy is
based on four core values – Operational
Excellence, Customer Focus, Product
Leadership and People.
• CAPITAL STRUCTURE
The authorized capital of HDFC Bank is Rs550 crore
(Rs5.5 billion). The paid-up capital is Rs424.6 crore (Rs.4.2
billion). The HDFC Group holds 19.4% of the bank's equityand about 17.6% of the equity is held by the ADS
Depository (in respect of the bank's American Depository
Shares (ADS) Issue). Roughly 28% of the equity is held by
Foreign Institutional Investors (FIIs) and the bank has about
570,000 shareholders. The shares are listed on the Stock
Exchange, Mumbai and the National Stock Exchange. Thebank's American Depository Shares are listed on the New
York Stock Exchange (NYSE) under the symbol 'HDB'.
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• TIMES BANK AMALGAMATION
In a milestone transaction in the Indian bankingindustry, Times Bank Limited (another new private sector
bank promoted by Bennett, Coleman & Co. /Times Group)
was merged with HDFC Bank Ltd., effective
February 26, 2000. As per the scheme of
amalgamation approved by the
shareholders of both banks and theReserve Bank of India,
Shareholders of Times Bank received 1 share of HDFC Bank
for every 5.75 shares of Times Bank. The acquisition added
significant value to HDFC Bank in terms of increased branch
network, expanded geographic reach, enhanced customerbase, skilled manpower and the opportunity to cross-sell
and leverage alternative delivery channels.
• DISTRIBUTION NETWORK
HDFC Bank is headquartered in Mumbai. The Bankat present has an enviable network of over 1229 branches
spread over 444 cities across India. All branches are linked
on an online real-time basis. Customers in over 120
locations are also serviced through Telephone Banking. The
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Bank's expansion plans take into account the need to have a
presence in all major industrial and commercial centers
where its corporate customers are located as well as the
need to build a strong retail customer base for both deposits
and loan products. Being a clearing/settlement bank to
various leading stock exchanges, the Bank has branches in
the centers where the NSE/BSE has a strong and active
member base. The Bank also has a
network of about over 2526 networkedATMs across these cities.
Moreover, HDFC Bank's ATM network can be accessed by all
domestic and international Visa/MasterCard, Visa
Electron/Maestro, Plus/Cirrus and American ExpressCredit/Charge cardholders.
• MANAGEMENT
Mr. Jagdish Kapoor took over as the bank's
Chairman in July 2001. Prior to this, Mr. Kapoor was a
Deputy Governor of the Reserve Bank of India.
The Managing Director, Mr. Aditya Puri , has been aprofessional banker for over 25 years and before joining
HDFC Bank in 1994 was heading Citibank's operations in
Malaysia.
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The Bank's Board of Directors is composed of
eminent individuals with a wealth of experience in public
policy, administration, industry and commercial banking.
Senior executives representing HDFC are also on the Board.
Senior banking professionals with substantial experience in
India and abroad head various businesses and functions and
report to the Managing Director. Given the professional
expertise of the management team and the overall focus on
recruiting and retaining the best talent in the industry,bankbelieves that its people are a significant
competitive strength.
• TECHNOLOGY
HDFC Bank operates in a highly automatedenvironment in terms of information technology and
Communication systems. All the bank's branches have
online connectivity, which enables the bank to offer speedy
funds transfer facilities to its customers. Multi-branch access
is also provided to retail customers through the branch
network and Automated Teller Machines (ATMs).
The Bank has made substantial efforts and investments in
acquiring the best technology available internationally, to
build the infrastructure for a world class bank. The Bank's
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business is supported by scalable and robust systems which
ensure that our clients always get the finest services we
offer. The Bank has prioritized its engagement in technology
and the internet as one of its key goals and has already
made significant progress in web-enabling its core
businesses. In each of its businesses, the Bank has
succeeded in leveraging its market position, expertise and
technology to create a competitive advantage and build
market share.
• BUSINESS FOCUS
HDFC Bank's mission is to be a World-Class Indian
Bank. The objective is to build sound customer franchises
across distinct businesses so as to be the preferred provider
of banking services for target retail and wholesale customer
segments, and to achieve healthy growth in profitability,
consistent with the bank's risk appetite. The bank iscommitted to maintain the highest level of ethical standards,
professional integrity, and corporate governance and
regulatory compliance. HDFC Bank's business philosophy is
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based on four core values – Operational Excellence,
Customer Focus, Product Leadership and People.
• RATING
I. Credit Rating
The Bank has its deposit programs rated by two rating
agencies - Credit Analysis & Research Limited (CARE) and
Fitch Ratings India Private Limited. The Bank's Fixed Deposit
programmed has been rated 'CARE AAA
(FD)' [Triple A] by CARE, which represents
instruments considered to be "of the best
quality, carrying negligible investment
risk".
CARE has also rated the bank's Certificate of Deposit (CD)
programmer "PR 1+" which represents "superior capacity for
repayment
of short term promissory obligations". Fitch Ratings India
Pvt. Ltd. (100% subsidiary of Fitch Inc.) has assigned the
"tAAA (ind)" rating to the Bank's deposit programme, with
the outlook on the rating as "stable". This rating indicates
"highest credit quality" where "protection factors are very
high". The Bank also has its long term unsecured,
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subordinated (Tier II) Bonds rated by CARE and Fitch
Ratings India Private Limited and its Tier I perpetual Bonds
and Upper Tier II Bonds rated by CARE and CRISIL Ltd.
CARE has assigned the rating of "CARE AAA" for the
subordinated Tier II Bonds while Fitch Ratings India Pvt. Ltd.
has assigned the rating "AAA (ind)" with the outlook on the
rating as "stable". CARE has also assigned "CARE AAA
[Triple A]" for the Banks Perpetual bond and Upper Tier II
bond issues. CRISIL has assigned the rating "AAA / Stable"for the Bank's Perpetual Debt programme and Upper Tier II
Bond issue. In each of the cases referred to above, the
ratings awarded were the highest assigned
by the rating agency for those
instruments.
II. Corporate Governance Rating
The bank was one of the first four companies, which
subjected itself to a Corporate Governance and Value
Creation (GVC) rating by the rating agency, The Credit
Rating Information Services of India Limited (CRISIL). Therating provides an independent assessment of an entity's
current performance and an expectation on its "balanced
value creation and corporate governance practices" in
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future. The bank has been assigned a 'CRISIL GVC Level 1'
rating which indicates that the bank's capability with respect
to wealth creation for all its stakeholders while adopting
a sound corporate governance practice is the highest.
2.2 PRODUCT SCOPE:
HDFC Bank offers a bunch of products and services
to meet the every need of the people. The company caresfor both, individuals as well as corporate and small and
medium enterprises. For individuals, the company has a
range accounts, investment, and pension scheme, different
types of loans and cards that assist the
customers. The customers can choose the
suitable one from a range of productswhich will suit their life-stage and needs
For
Organizations the company has a host of customized
solutions that range from Funded services, Non-funded
services, Value addition services, Mutual fund etc. Theseaffordable plans apart from providing long term value to the
employees help in enhancing goodwill of the company. The
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products of the company are categorized into various
sections which are as follows:
•
Accounts and deposits.• Loans.
• Investments and Insurance.
• Forex and payment services.
• Cards.
• Customer center.
2.3 PRODUCTS AND SERVICES AT A GLANCE
1. PERSONAL BANKING
A. Accounts & Deposits
- Regular Savings Account
- Savings Plus Account
- SavingsMax Account
- Senior Citizens Account
- No Frills Account
- Institutional Savings Account
- Payroll Salary Account
- Classic Salary Account
- Regular Salary Account
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- Premium Salary Account
- Defense Salary Account
- Kid's Advantage Account
- Pension Saving Bank Account
- Family Savings Account
- Kisan No Frills Savings Account
- Kisan Club Savings Account
- Plus Current Account
- Trade Current Account- Premium Current Account
- Regular Current Account
- Apex Current Account
- Max Current Account
- Reimbursement Current Account
- RFC - Domestic Account- Regular Fixed Deposit
- Super Saver Account
- Sweep-in Account
- HDFC Bank Preferred
B. Loans
- Personal Loans
- Home Loans
- Two Wheeler Loans
- New Car Loans
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- Used Car Loans
- Overdraft against Car
- Express Loans
- Loan against Securities
- Loan against Property
- Commercial Vehicle Finance
- Working Capital Finance
- Construction Equipment Finance
- Offers & Deals- Customer Center
C. Investments & Insurance
- Mutual Funds
- Insurance
- Bonds
- Financial Planning
- Knowledge Centre
- Equities & Derivatives
D. Forex Services
- Trade Finance
- Travelers’ Cheques
- Foreign Currency Cash
- Foreign Currency Drafts
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- Foreign Currency Cheque Deposits
- Foreign Currency Remittances
- Cash to Master
- ForexPlus Card
E. Payment Services
- Net Safe
- Prepaid Refill
- Bill Pay
- Direct Pay
- Visa Money Transfer
- E-Monies Electronic Funds Transfer
- Excise & Service Tax Payment
F. Access Your Bank
- One View
- Insta Alerts
- Mobile Banking
- ATM
- Phone Banking
G. Cards
- Silver Credit Card
- Gold Credit Card
- Woman's Gold Credit Card
- Platinum plus Credit Card
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- Titanium Credit Card
- Value plus Credit Card
- Health plus Credit Card
- HDFC Bank Idea Silver Card
- HDFC Bank Idea Gold Card
- Compare Cards
- Transfer & Safe
- Track your Credit Card
H. Get More from Your Card
- Offers & Savings
- My Rewards
- Insta Wonders
- Add-On Cards
- Credit Card Usage Guide
- Easy EMI
- Net safe
- Smart Pay
- Secure Plus
- My City Benefit Card
- Debit Cards
- Easy Shop International Debit Card
- Easy Shop Gold Debit Card
- Easy Shop International Business Debit Card
- Easy Shop Woman’s Advantage Debit Card
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- Prepaid Cards
- Forex Plus Card
- Kisan Card
I. Customer Centre
- Offers & Deals
- Winners of Contests & Promotions
2. WHOLESALE BANKING
A. Corporate
Funded Services
Non Funded Services
Value Added Services
Internet Banking
B. Small & Medium Enterprises
Funded Services
Non-Funded Services
Specialized Services & Internet Banking
C. Financial Institutions & Trusts
Banks
Financial Institutions
Mutual Funds
Stock Broker
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2.3. MILESTONES IN THE HISTORY
HDFC Bank began its operations in 1995 with a
simple mission: to be a "World-class Indian Bank". They
realized that only a single-minded focus on product quality
and service excellence would help us get there. Today, they
are proud to say that they are well on our way towards that
goal. It is extremely gratifying that their efforts towards
providing customer convenience have been appreciated both
nationally and internationally.• 2009
Euro money Awards 2009 'Best Bank in India'
Economic Times BrandEquity & Nielsen Researchannual survey 2009
Most Trusted Brand - Runner Up
Asia Money 2009 Awards Best Domestic Bank in India'IBA Banking TechnologyAwards 2009
Best IT Governance Award - Runnerup
Global Finance Award 'Best Trade Finance Bank in Indiafor 2009
IDRBT Banking TechnologyExcellence Award 2008
'Best IT Governanc e and ValueDelivery'
• 2008
Finance Asia Country Awards forAchievement 2008
'Best Bank and Best CashManagement Bank'
CNN-IBN 'Indian of the Year(Business)'
Nasscom IT User Award 2008 'Best IT Adoption in theBanking Sector'
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Business India 'Best Bank 2008'Forbes Asia Fab 50 companies in Asia
PacificAsian Banker Excellence in RetailFinancial Services
Best Retail Bank 2008
Asia money Best local Cash ManagementBank Award voted byCorporate
Microsoft & Indian Express Group Security Strategist Award2008
World Trade Center Award of honor
For outstanding contributionto international tradeservices
Business Today-Monitor Groupsurvey
One of India's "MostInnovative Companies"
Financial Express-Ernst & YoungAward
Best Bank Award in thePrivate Sector category
Global HR Excellence Awards -Asia Pacific HRM Congress:
'Employer Brand of the Year2007 -2008' Award - FirstRunner up, & many more
Business Today Best Bank' Award
2.4. MERGER
HDFC Bank and Centurion Bank of Punjab merger
at share swap ratio of 1:29 The Boards of HDFC Bank and
Centurion Bank of Punjab met on 25 February, 2008 and
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approved, subject to due diligence, the share swap ratio for
the proposed merger of Centurion Bank of Punjab with HDFC
Bank. The Scheme of Amalgamation envisages a share
exchange ratio of one share of HDFC Bank for twenty nine
shares of Centurion Bank of Punjab. The combined entity
would have a nationwide network of 1,148 branches (the
largest amongst private sector Banks) a strong deposit base
of around Rs. 1,200 billion and net advances of around Rs.
850billion. The balance sheet size of the combined entitywould be over Rs. 1,500 billion. Commenting on the
proposed merger, Mr. Deepak Parekh, Chairman, HDFC
said, “We were amongst the first to get a banking license,
the first to do a merger in the private sector with Times
Bank in 1999, and now if this deal happens, it would be the
largest merger in the private sector banking space in India.HDFC Bank was looking for an appropriate merger
opportunity that would add scale,
geography and experienced staff to its
franchise. This opportunity arose and we
thought it is an attractive route to
supplement.
HDFC Bank’s organic growth. We believe that Centurion
Bank of Punjab would be the right fit in terms of culture,
strategic intent and approach to business.”
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Mr. Aditya Puri, Managing Director, HDFC Bank said,
“These are exciting times for the Indian banking industry.
The proposed merger will position the combined entity to
significantly exploit opportunities in a market globally
recognized as one of the fastest growing. I’m particularly
bullish about the potential of business synergies and cultural
fit between the two organizations. The combined entity will
be an even greater force in the market.”
Mr. Rana Talwar, Chairman, Centurion Bank of Punjab
stated, “Over the last few years, Centurion Bank of Punjab
has set benchmarks for growth. The bank today has a large
nationwide network, an extremely valuable franchise, 7,500
talented employees, and strong leadership positions in themarket place. I believe that the merger with HDFC Bank will
create a world class bank in quality and scale and will set
the stage to compete with banks both
locally as well on a global level.”
Mr. Shailendra Bhandari, Managing Director and CEO,
Centurion Bank of Punjab said, “We are extremely
pleased to receive the go ahead from our board to pursue
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this opportunity. A merger between the banks provides
significant synergies to the combined entity. The proposed
merger would further improve the franchise and customer
proposition offered by the individual banks.”
2.5 QUALITY POLICY
· SECURITY: The bank provides long term financial
security
to their policy. The bank does this by offering
life insurance and pension products.
· TRUST: The bank appreciates the trust placed by
their policy holders in the bank. Hence, it
will aim to manage their
investments very
carefully and live up to this trust.
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· INNOVATION: Recognizing the different needs of our
customers, the bank offers a range of
innovative products to
meet these needs.
· INTEGRITY
· CUSTOMER CENTRIC
· PEOPLE CARE “ONE FOR ALL AND ALL FOR ONE”
· TEAM WORK
· JOY AND SIMPLICITY
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CHAPTER – 3
RESEARCHOBJECTIVES AND
SCOPE OF
RESEARCH
PROJECT
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3.1 PROBLEM DEFINATION:
Sales Executives were with good background human being
and through rigorous process of recruitment but still not
able to perform up to the expectation level of company, HR
is not able to sort out the problem why the performance is
not coming even after giving the full marketing support. The
communication technique and dealing with the customers is
also a problem to the sales executives.
3.2 OBJECTIVES OF RESEARCH PROJECT:
3.2.1 PRIMARY OBJECTIVES:
· To open new savings accounts by convincing customers
and to promote the benefits of those which are provided
by the bank.
· To find the different way of convincing customers.
· To study brand image of the bank.
· To increase the business of the bank.
3.2.2 SECONDARY OBJECTIVES:
· To determine the need and purpose of a sales executive.
· To understand the deciding criteria for people to become
sales executive.
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3.2.3 GEOGRAPHICAL SCOPE:
The same problem was with the all other branches of HDFC
Bank even out of the Pali city. The management is
conducting the same research on a big ground while my
contribution is tiny. Though my sample size and
geographical area was defined and confine to a particular
territory but the application of out put from the research
are going to be wide.
3.3 PRODUCT SCOPE:
· Studying the increasing business scope of the bank.
· Market segmentation to find the potential customers for
the bank.· To study how the various products are positioned in the
market.
· Corporate marketing of products.
· Customers’ perception on the various products of the bank.
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CHAPTER-4
DATA ANALYSIS,
INTERPRETATION
ANDPRESENTATION
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Q.1. Your Age?
TABLE
SerialNo.
Age Category Number of Respondents
Percentage
1. 18-23 Years 40 20%2. 24-29 Years 70 35%3. 30-35 Years 60 30%4. 35 Years & above 30 15%
Total 200 100%
Base 200 respondents
010
20
30
40
50
60
70
18-23 Years
30-35Years
18-23 Years24-29 Years30-35 Years
35 Years & above
Interpretation
From the table and graph above it can be seen that
• 20% respondent’s age are 18 to 23 years.
• 35% respondent’s age are 27 to 29 years.
• 30% respondent’s age are 30 to 35 years.
• 15% respondent’s age are 35 to above years.
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•
Q.2. Marital Status?
TABLE
SerialNo.
Category Number of Respondents
Percentage
1. Married 140 70%2. Unmarried 60 30%
Total 200 100%
Base 200 respondents
140
60
0
20
40
60
80
100
120
140
Married Unmarried
MarriedUnmarried
Interpretation
From the table and graph above it can be seen that
• 70% respondents are married.
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Q.3. Educational Qualification?
TABLE
SerialNo.
Category Number of Respondents
Percentage
1. Under graduate 50 25%2. Graduate 80 40%3. Post Graduate 70 35%
Total 200 100%
Base 200 respondents
01020304050607080
1st 2nd 3rd
Under graduate
Graduate
Post Graduate
Interpretation
From the table and graph above it can be seen that
• 25% respondents are Under graduate.
• 40% respondents are Graduate.
• 35% respondents are Post graduate.
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Q.4. Number Of year’s Are You in Talegaon ?
TABLE
SerialNo.
Category Number of Respondents
Percentage
1. Less than fiveyears
78 39%
2. More than fiveyears
122 61%
Total 200 100%
Base 200 respondents
0
20
40
60
80
100
120
140
1st 2nd
Less than five
yearsMore than fiveyears
Interpretation
From the table and graph above it can be seen that
• 39% respondents are in Pali for less than five years.
• 61% respondents are in Pali for more than five years.
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Q.5. Your Occupation?
TABLE
SerialNo.
Category Number of Respondents
Percentage
1. Business 40 20%2. Profession 108 54%3. Service 52 26%
Total 200 100%
Base 200 respondents
0
20
40
60
80
100
120
Business
Profession
Service
Interpretation
From the table and graph above it can be seen that
• 20% respondents Occupation is Business.
• 26% respondents Occupation is Profession.
• 54% respondents Occupation is Service.
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Q.6. Your annual household income?TABLE
SerialNo.
Category Number of Respondents
Percentage
1. Less than 2 lacs 98 49%2. Between 2 to 5 62 31%3. Between 5 to 8 30 15%4. More than 8 lacs 10 5%
Total 200 100%
Base 200 respondents
0
20
40
60
80
100
1st Qtr 2nd Qtr 3rd Qtr 4th Qtr
Less than 2 lacsBetween 2 to 5 lacsBetween 5 to 8 lac
More than 8 lacs
Interpretation
From the table and graph above it can be seen that
• 49% respondent’s annual household income is less than 2 lacs.
• 31% respondent’s annual household income is between 2 to 5
lacs
• 15% respondent’s annual household income is between 5 to 8
lacs
• 5% respondent’s annual household income is more than 8 lacs.
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Q.8. What is your perception about different
products/services provided by HDFC bank?
TABLE
SerialNo.
Category Number of Respondents
Percentage
1. Lucrative 50 25%2. Non Lucrative 120 60%3. No Idea 30 15%
Total 200 100
Base 200 respondents
0
20
40
60
80
100
120
Lucrative
Non-Lucrative
NoIdea
Lucrative
Non-Lucrative
No Idea
Interpretation
From the table and graph above it can be seen that
• 25% respondent’s perception about different products
is lucrative.
• 60% respondent’s perception about different products
is not lucrative.
• 15% respondent’s have no idea.
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Q.9. Do you want to open an account with HDFC bank?
TABLE
SerialNo.
Category Number of Respondents
Percentage
1. Yes 10 5%2. No 160 80%3. Will tell later 30 15%
TOTAL 200 100%
Base 200 respondents
020406080
100120140160
Yes No Will telllater
YesNoWill tell later
Interpretation
From the table and graph above it can be seen that
• 80% respondents are not interested to open anaccount with the bank.
• 5% respondents are interested to open an account
with the bank.
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• 15% of the respondents say that
they will tell later.
Q.10. Do you have all the documents which are required toopen an account?
TABLE
SerialNo.
Category Number of Respondents
Percentage
1. Yes 120 60%2. No 80 40%
TOTAL 200 100%
Base 200 respondents
0
20
40
60
80
100
120
YES NO
YesNo
Interpretation
From the table and graph above it can be seen that
• 60% respondents have all the documents which are
required to open an account with the bank.
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• 25% respondents do not have all the
documents which are required to
open an account with the bank.
Q.11. Are you aware that the bank provides you a freeDemat account if you open a new savings
account with HDFC bank?
TABLE
SerialNo.
Category Number of Respondents
Percentage
1. Yes 40 20%2. No 160 80%
TOTAL 200 100%
Base 200 respondents
0
20
40
60
80
100
120140
160
Yes No
YesNo
Interpretation
From the table and graph above it can be seen that
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• 20% respondents are aware that the
bank provides a free Demat account
with new savings account.
• 40% respondents are not aware of
it.
Q.12. Are you aware of different terms and conditions whichare very much essential to maintain an account at
HDFC Bank?
TABLESerialNo.
Category Number of Respondents
Percentage
1. Yes 25 22%2. No 175 88%
TOTAL 200 100%
Base 200 respondents
020
40
60
80
100
120
140
160
180
Yes No
YesNo
Interpretation
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From the table and graph above it can be seen that
• 12% respondents are familiar with different terms and
conditions which are very much
essential to maintain account with
the bank.
• 88% respondents have no idea about
it.
Q.13. Do you know about HDFC Bank’s recruitment policiesrelated to sales executives?
TABLE
SerialNo.
Category Number of Respondents
Percentage
1. Yes 82 41%2. No 118 59%
TOTAL 200 100%
Base 200 respondents
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0
20
40
60
80
100
120
Yes No
YesNo
Interpretation
From the table and graph above it can be seen that
• 41% respondents are known about HDFC Bank’s
recruitment policies related to sales executives.
• 59% respondents are not known about HDFC Bank’s
recruitment policies related to sales executives.
CHAPTER-5CONCLUSIONS
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AND
SUGGESTIONS
6.1 CONCLUSIONS:
HDFC Bank, the banking arm of HDFC is
expected to go on stream. The bank already has good
number of employees on board and is recruiting Sales
Executives heavily to take the headcount to many more. It
is on the brim of increasing its customers through its
attractive schemes and offer.
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The project opportunities provided was
market segmentation and identifying prospective customers
in potential geographical location and convincing them to
open an account so that new Business Opportunities of the
bank can be explored. Through this project, it could be
concluded that people are not much aware about the various
products of the bank and many of them not interested to
open an account at all.
Services was considered as unsought good
which require hard core selling, but in changing trend in
income and people becoming financially
literate, the demand for banking sector is
increasing day by day.
According to my findings Company’s
promotional activities for recruiting sales executives are also
very less.
So, at last the conclusion is that there is
tough competition ahead for the company from its major
competitors in the banking sector.
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Last but not the least I would like to thank
HDFC Bank for giving me an opportunity to work in the field
of Marketing. I hope the company finds my analysis
relevant.
6.2 SUGGESTIONS:
Finally some recommendations for the company are as
fallows:-
• To make people aware about the benefit of becoming
HDFC Bank’s Sales Executive, following activities of
advertisement should be done
through
1. Print Media.
2. Hoarding & Banners.
3. Stalls in Trade Fares
4. Distribution of leaflets containing details information.
• The bank should provide life time valid ATM card to all
its customers.
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• Minimum balance for savings account should be
reduced from Rs 5000 to Rs 1000, so that people who
are not financially strong enough can maintain their
account properly.
• The company should provide a pass book to all its
customers.
•
Make people understand about the various benefits of its products.
• Company should organize the program in the society,
so that people will be aware about the company and
different products of the bank.
•
Company should open more branches in differentcities.
CHAPTER- 6
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LIMITATIONS
LIMITATIONS
Every work has its own limitation. Limitations are
extent to which the process should not exceed. Limitations
of this project are:-
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• The project was constrained by time limit of two
months.
• Mindset of people may very depending upon their age,
gender, income etc.
• Getting appointment from the concern person was
very difficult.
• People mind set about the survey was an obstacle in
acquiring complete information & positive interaction.
• Respondents were very busy in their schedule. So it
was very time consuming for them to answer all the
questions properly.
ANNEXURES
1. QUESTIONNAIRE
QUESTIONNAIRE
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Dear Sir/Madam,
Name: ………………………………………………………………………
Address: ……………………………………………………………………
Contact No :®………………( O)……………… (M)………………………
City: ………...............Pin: ………………….State: ………………………
I am a student of Govt.P.G. Bangur Collage, Pali (Raj.)and presently doing a project on “OPENING SAVINGS &
CURRENT ACCOUNT BY MEETING CUSTOMERS” .
I request you to kindly fill the questionnaire below and
I assure you that the data generated shall be kept
confidential.
1. Your Age: ____________________
2. Education Qualification.
• Undergraduate □
• Graduate □
• Post graduate □
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3. Marital Status.
• Married □
• Single □
No. of Children: __________
4. Number Of year’s Are You in Pali .
• Less than five year’s □
• More than five year’s □
5. Occupation.• Business □
• Profession □
• Service □
(Please mention below the type of
business/profession you are in incase of service please mention your organization
name and designation)
6. Your annual household income.
• <than 2 lack □
•
Between 2 to 5 lack □• Between 5 to 8 lack □
• >than 8 lack □
7. Are you a member of a Club/Gym?
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• Yes □
• No □
If yes, Name of the Club/Gym
_______________________________________
8. What is your perception about different products
and services offered by HDFC Bank?
•
Lucrative □• Not lucrative □
• No idea □
9. Do you want to open a Savings Account or Current
Account with HDFC Bank?
•
Yes □• No □
• Will tell later □
10. Do you have all the documents which are required
to open an account?
•
Yes □• No □
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11. Are you aware of that HDFC Bank provide you a
free Demat account if you open a new savings
account with the bank?
• Yes □
• No □
12. Are you aware of different terms and conditions
which are very much essential to maintain an
account at HDFC Bank?• Yes □
• No □
13. Do you know about HDFC Bank’s recruitment
policies related to sales executives?
•
Yes □• No □
Date:
Place:
Signature
BIBLIOGRAPHY
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1. BOOKS AUTHORS
• Marketing Management (10th Edition) Philip Kotler
• Marketing Management (3rd Edition) V.S. Ramaswamy
2. NEWS PAPERS
• Times of India
• Financial Express
• Daily News Analysis
• Business Standard
3. WEBSITES
•
www.hdfcbank.com• www.google.com