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Training Report

On

TO STUDY AND ANALYSIS INVESTOR

BEHAVIOUR TOWARDS STOCK MARKET WITHSPECIAL REFERENCE OF RELIANCE MONEY

By

Gurpreet Kaur

Roll no: 2109018

MBA Class of 2011

Under the Supervision of

Mr. Gurjitpal Singh

Lecturer GIM

In Partial Fulfillment of Award of Master of Business

Administration

GLOBAL INSTITUE OF MANAGEMENT


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PUNJAB TECHNICAL UNIVERSITY, JALANDHAR

FACULTY GUIDE CERTIFICATE

This is to certify that Gurpreet Kaur, a student of Global institute of management,

Amritsar , pursuing her MBA (finance) has worked under my guidance and

supervision on her Work TO STUDY AND ANALYSE THE INVESTOR

BEHAVIOR TOWARDS STOCK MARKET WITH SPECIAL REFERENCE

OF MARKET. To the best of my knowledge this is an original piece of work.

Mr. Gurjitpal singh

Lecturer in MBA


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DECLARATION

I Gurpreet Kaur student of masters of business administration from global institutes

of management, Punjab Technical University, Jalandhar hereby declare that I have

completed my dissertation on TO STUDY AND ANALYSE THE INVESTOR

BEHAVIOR TOWARDS STOCK MARKET WITH SPECIAL

REFERENCE OF RELIANCE MONEY as part of the course requirement.

I further declare that the information is true and original to the best of my

knowledge.

Gurpreet KaurMBA GIM


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ACKNOWLEDGEMENT

This dissertation has been an eye-opener for me as it opened new vista of

information to me. Words shall never be sufficient to describe my experience

while doing this dissertation. It is the product of countless hours. My thanks go out

to all those who helped, whether through their comments, feedback or suggestions.

Im deeply indebted to my revered faculty guide Mr. Gurjitpal Singh, for his

valuable guidance, constant supervision and above all her continuous

encouragement & support during the tenure of my project. Im also very thankful

to Mr. Sandeep Bhatt (center manager) Reliance Money, for providing me with

all facilities.

I would also like to thank all those people who have helped me in the successful

completion of my project by giving their precious time in filling my questionnaire

without which it would not have been possible to complete my project.

Lastly, no words could adequately convey my thanks to my family members and

friends who indirectly co-operated with me.

GURPREET KAUR

MBA 3RD SEM

GIM


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EXECUTIVE SUMMARY

The project work is pursued as a part of MBA (finance) Curriculum at Global Institute of

Management, Amritsar. It is undertaken as a traineeship at Reliance Money Ltd. The project is

done under expert supervision and guidance of Mr.Gurjitpal Singh and Mr. Sandeep Bhatt

(Center Manager, Reliance Money).

The Project is about the study and analysis of investor behavior towards stock

market with special reference of reliance money and also the efforts done to make

improvements in the customer acquisition process for better results.

At RELIANCE MONEY, initially the trainees were imparted process and product

knowledge. They were given sufficient time to know about the products and also about sales and

distribution channel. They had to work with the sales representatives of the Distributor and think

of ways of improving the sales and distribution channel and implementing them. The main aim

was to increase sales and for this different ways were tried and implemented. They wereprovided with database and had to make cold calls from the data. Company activity was also one

of the major sources for generating business. Initially they even accompanied sales

representatives to the clients place. Main objective was to know the need of the customer and

how to fulfill that in the best way.

The project dealt with various fields like:

Trading and Demat account

Mutual funds

Life insurance

General insurance


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Thus it gave trainees the opportunity to learn about all the products and with the range of

products Reliance money offered it made the task a bit easier as we could fulfill the need of the

customer in a better way.

Our task was divided in 4 phases:

1. Product knowledge: This included the theoretical knowledge about the field and

products which needed to be marketed.

2. Pitching in retail sector : This included the implementation of the knowledge

imparted to us and the test of our marketing skills. Initially we were accompanied by other sales

executive so that we can learn how to deal with the customers and understand their need. This

also enhanced our interpersonal skills and confidence level.

3. Implementation in retail sector and pitching in corporate: By the start of

this phase we were confident enough about the pitching and fulfilling the needs of the customer

in the retail sector. This also included of the ways we should pitch the corporate.

4. Implementation at corporate levels : This included the implementation of the

all the knowledge and ways learnt for the pitching and extracting business out of the corporate.

With the end of 8 weeks every phase was completed and it gave me the real experience to study

and analyze the investor behavior towards stock market.

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