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  • 1. 1.1 THE TOPIC: “OPENING SAVINGS 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. 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. 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 through which the company sales its 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 and finally convincing them to open an account with the bank. IMPORTANCE TO THE COMPANY: 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. 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. OBJECTIVES OF RESEARCH PROJECT: 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.
  • 2. SECONDARY OBJECTIVES: · To determine the need and purpose of a sales executive. · To understand the deciding criteria for people to become sales executive. · To offer suggestions based upon the findings RESEARCH PLAN: Preliminary Investigation: In which data on the situation surrounding the problems shall be gathered to arrive at · The correct definition of the problem. · An understanding of its environment. Exploratory Study: To determine the approximate area where the problem lies. SAMPLE SIZE: My sample size for this project was 200 respondents. Since it was not possible to cover the whole universe in the available time period, it was necessary for me to take a sample size of 200 respondents. DATA COLLECTION INSTRUMENT DEVELOPMENT: The mode of collection of data will be based on Survey Method and Field Activity. Primary data collection will base on personal interview. I have prepared the questionnaire according to the necessity of the data to be collected.
  • 3. QUESTIONNAIRE Dear Sir/Madam, Name: ……………………………………………………………………….. Address: …………………………………………………………………….. Contact No :®………………( O)……………… (M)……………………… City: ………...............Pin: ………………….State: ………………………. . 1. Your Age: ____________________ 2. Education Qualification. · Undergraduate □ · Graduate □ · Post graduate □ 3. Marital Status. · Married □ · Single □ No. of Children: __________ 4. Number Of year’s Are You in Pune. · 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/gymkhana? · Yes □ · No □ If yes, Name of the club /gymkhana_______________________________________ 8. What is your perception about different products and services offered by HDFC Bank? · Lucrative □ · Not lucrative □ · No idea □
  • 4. 9. Do you want to open an savings 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 □ 11. Are you aware of that HDFC Bank provide you a free Dmat 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