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sharekhan

  1. 1. LOVELY PROFESSIONAL UNIVERSITY DEPARTMENT OF MANAGEMENT PROJECT REPORT ON SALES PROJECT AT In partial fulfillment of the Requirements for the award of Degree of Master of Business Administration Submitted by: Name of the student:SOURAV SHARMA University Roll No.B63 Reg no:11211116 DEPARTMENT OF MANAGEMENT LOVELY PROFESSIONAL UNIVERSITY JALANDHAR NEW DELHI GT ROAD PHAGWARA PUNJAB
  2. 2. CERTIFICATE OF COMPLETION This is to certify that the project entitled “Selling product and services of sharekhan” is a work of Sourav Sharma, a student of Lovely professional university bearing Reg No. 11211116,and was successfully conducted at Sharekhan, Jammu, from 1st June 2013 to 15th July ‟2013, for the partial fulfillment for the award of In partial fulfillment of therequirements for the award of Degree ofMaster of Business Administration. To the best of my knowledge this is an original piece of work. I wish him all the very best in his career endeavors. Mr.Gaurav Choudhary (……………………………….) (PROJECT GUIDE)
  3. 3. ACKNOWLEDGEMENT It was a great opportunity for me to work with Sharekhan Ltd., pioneers in the field of Marketing Industry. I am extremely grateful to all those who have shared their expertise and knowledge with me and without whom the completion of this project would have been virtually impossible. Firstly, I would like to thank my Company Mentor Mr. Gaurav Chowdhary who has been a constant source of inspiration for me during the completion of this project. He gave me invaluable inputs during our endeavor to complete this project. I am indebted to all staff of Sharekhan Ltd for their valuable support and cooperation during the entire tenure of this project. Not to forget, all those who have kept our spirits surging and helped delivering our best. I thank my faculty guide Mrs. Ravinder Singh who helped me out at every critical situation that i faced in my project and gave us her valuable advice to solve problems. At last I would like to thank all the client met me during the project, who gave their valuable time to provide us required task and their honest support to complete our project in time.
  4. 4. TABLE OF CONTENTS FOR PROJECT REPORT Serial.No Details of Document Page No 1. INTRODUCTION TO SHAREMARKET. 9-12 2. COMPANY PROFILE AND DETAILS. 13-20 3. SHAREKHAN LIMITED‟S MANAGEMENT TEAM 21-24 4. SWOT ANALYSIS OF SHAREKHAN. 25 5. OBJECTIVES. 26 6. PRODUCT AND SERVICE OF SHAREKHAN 27-35 7. SHAREKHAN DEMAT ACCOUNT DETAIL 36-44 8. TARGET/TASK GIVEN BY THE SHAREKHAN 44-45 9. TARGET CUSTOMERS FOR SELLING DEMAT A/C 45 10. STRATEGY ADOPTED 46-47 11. MY PERSONAL EXPERINCE IN SHAREKHAN 47-51 12 CAMPARISION OF COMPETITIORS 52 13. ACHIEVEMENT 53-54 14. TARGET ACHIEVED 55 15. WEEKLY ANALYSIS 55-57 16. LEARNING AND LIMITATION 58-60
  5. 5. EXECUTIVE SUMMARY TOPIC: “Sales project at Sharekhan pvt ltd. The present report is prepared for In partial fulfillment of the Requirements for the award of Degree of Master of Business Administration.. New ideas and innovations have always been the hallmark of progress made by mankind. At every stage of development, there have been two core factors that drive man to ideas and innovation. These are increasing returns and reducing risk, in all facets of life. The financial markets are no different. The endeavor has always been to maximize returns and minimize risk. A lot of innovation goes into developing financial products centered on these two factors. It has spawned a whole new area called financial engineering. Derivatives are among the forefront of the innovations in the financial markets and aim to increase returns and reduce risk. They provide an outlet for investors to protect themselves from the vagaries of the financial markets. These instruments have been very popular with investors all over the world. The good news is that E-MARKETING is inexpensive, fast, and easy to carry out and it can be more effective than any other marketing channel available today if you‟re smart. Being smart is to be strategic. Online trading is now become very popular due to this e marketing only. In this project, firstly I have given the overview of Indian stock market how it was originate in India. How Indian financial system of India works .I have also provided the detail about the various financial product of sharekhan pvt ltd manily which include demat accounts,now a days why it is must. The various strategy adopted for generating the leads for the sharekhan. According to me telecalling was one of best way to generate the clients for sharekhan. After this I have also mention about the learning which I learned after completing this project
  6. 6. INTRODUCTION OF STOCK MARKET Indian Stock Markets are one of the oldest in Asia. Its history dates back to nearly 200 years ago. The earliest records of security dealings in India are meager and obscure. The East India Company was the dominant institution in those days and business in its loan securities used to be transacted towards the close of the eighteenth century. By 1830's business on corporate stocks and shares in Bank and Cotton presses took place in Bombay. Though the trading list was broader in 1839, there were only half a dozen brokers recognized by banks and merchants during 1840 and 1850. The 1850's witnessed a rapid development of commercial enterprise and brokerage business attracted many men into the field and by 1860 the number of brokers increased into 60. In 1860- 61 the American Civil War broke out and cotton supply from United States of Europe was stopped; thus, the 'Share Mania' in India begun. The number of brokers increased to about 200 to 250. However, at the end of the American Civil War, in 1865, a disastrous slump began (for example, Bank of Bombay Share which had touched Rs 2850 could only be sold at Rs. 87). In 1887, they formally established in Bombay, the "Native Share and Stock Brokers' Association" (which is alternatively known as "The Stock Exchange"). In 1895, the Stock Exchange acquired a premise in the same street and it was inaugurated in 1899. Thus, the Stock Exchange at Bombay was consolidated. Thus in the same way, gradually with the passage of time number of exchanges were increased and at currently it reached to the figure of 24 stock exchange For a new investor, the stock market can feel a lot like legalized gambling. "Ladies and gentlemen, place your bets! Randomly choose a stock based on gut instinct and water cooler chatter! If the price of your stock goes up -- and who knows why? -- you win! If it drops, you lose!" Isn't that why so many people got rich during the dot-com boom -- and why so many people lost their shirts (not to mention their retirement savings) in the recent recession?
  7. 7. INDIAN FINANCIAL SYSTEM Formal (organized) Financial system Financial markets Money market Derivatives Capital market INDIAN FINANCIAL SYSTEM Informal (organized) Financial system Equity market Primary market Secondary market  Public issue  Rights issue  Private placement  Preferential allotment  NSE  BSE  Future  Option  Swap  Forwards
  8. 8. IMPORTANCE OF STOCK MARKET: Function and purpose Stock market is an important part of the economy of a country. The stock market plays a play a pivotal role in the growth of the industry and commerce of the country that eventually affects the economy of the country to a great extent. That is reason that the government, industry and even the central banks of the country keep a close watch on the happenings of the stock market. The stock market is important from both the industry‟s point of view as well as the investor‟s point of view. Whenever a company wants to raise funds for further expansion or settling up a new business venture, they have to either take a loan from a financial organization or they have to issue shares through the stock market. In fact the stock market is the primary source for any company to raise funds for business expansions. If a company wants to raise some capital for the business it can issue shares of the company that is basically part ownership of the company. To issue shares for the investors to invest in the stocks a company needs to get listed to a stocks exchange and through the primary market of the stock exchange they can issue the shares and get the funds for business requirements. There are certain rules and regulations for getting listed at a stock exchange and they need to fulfill some criteria to issue stocks and go public. The stock market is primarily the place where these companies get listed to issue the shares and raise the fund. In case of an already listed public company, they issue more shares to the market for collecting more funds for business expansion. For the companies which are going public for the first time, they need to start with the Initial Public Offering or the IPO. In both the cases these companies have to go through the stock market. This is the primary function of the stock exchange and thus they play the most important role of supporting the growth of the industry and commerce in the country. That is the reason that a rising stock market is the sign of a developing industrial sector and a growing economy of the country.
  9. 9. Of course this is just the primary function of the stock market and just an half of the role that the stock market plays. The secondary function of the stock market is that the market plays the role of a common platform for the buyers and sellers of these stocks that are listed at the stock market. It is the secondary market of the stock exchange where retail investors and institutional investors buy and sell the stocks. In fact it is these stock market traders who raise the fund for the businesses by investing in the stocks. For investing in the stocks or to trade in the stock the investors have to go through the brokers of the stock market. Brokers actually execute the buy and sell orders of the investors and settle the deals to keep the stock trading alive. The brokers basically act as a middle man between the buyers and sellers. Once the buyer places a buy order in the stock market the brokers finds a seller of the stock and thus the deal is closed. All these take place at the stock market and it is the demand and supply of the stock of a company that determines the price of the stock of that particular company. So the stock market is not only providing the much required funds for boosting the business, but also providing a common place for stock trading. It is the stock market that makes the stocks a liquid asset unlike the real estate investment. It is the stock market that makes it possible to sell the stocks at any point of time and get back the investment along with the profit. This makes the stocks much more liquid in nature and thereby attracting investors to invest in the stock market.
  10. 10. COMPANY PROFILE PROFILE OF THE COMPANY : NAME OF THE COMPANY : Sharekhan ltd. YEAR OF ESTABLISHMENT : 1925 HEADQUATER : ShareKhan SSKI A-206 Phoenix House Phoenix Mills Compound Lower Parel Mumbai - Maharashtra, INDIA- 400013 NATURE OF BUISNESS : Service Provider SERVICES :Online Services, Depository Services and Technical Research. NO OF EMPLOYEES : Over 5500 WEBSITE : www.sharekhan.com
  11. 11. SLOGAN : Your Guide to The Financial Jungle. SHAREKHAN LOGO : COMPANY DETAIL: Sharekhan is one of the top retail brokerage houses in India with a strong online trading platform. The company provides equity based products research, equities, derivatives, depository, margin funding, etc.. It has one of the largest networks in the country with 1200+ share shops in 400 cities and India‟s premier online trading portal www.sharekhan.com. With their research expertise, customer commitment and superior technology, they provide investors with end-to-end solutions in investments .They provide trade execution services through multiple channels as an internet Platform, telephone and retail outlets. Sharekhan was established by Morakhia family in 1999-2000 and Morakhia family ,continues to remain the largest shareholder. It is the retail broking arm of the Mumbai-based SSKI [SHRIPAL SHEWANTILAL KANTILAL ISWARNATH LTD] Group. SSKI which is established in 1930 is the parent company of Sharekhan ltd. With a legacy of more than 80 years in the stock markets, the SSKI group ventured into institutional broking and corporate finance over a decade ago. Presently SSKI is one of the leading players in institutional broking and corporate finance activities. Sharekhan offers its customers a wide range of equity related services including trade execution on BSE, NSE, and Derivatives. Depository services, online trading, Investment advice, Commodities, etc. Sharekhan Ltd. is a brokerage firm which is established on 8th February 2000 and now it is having all the rights of SSKI. The company was awarded the 2005 Most Preferred Stock Broking Brand by Awaaz Consumer Vote. It is first brokerage Company to go online. The Company's online trading and investment site – www.Sharekhan.com - was also launched on Feb 8, 2000. This site gives access to superior content and transaction facility to retail customers across the country. Known for its jargon-free, investor friendly language and high quality research, the
  12. 12. content-rich and research oriented portal has stood out among its contemporaries because of its steadfast dedication to offering customers best-of-breed technology and superior market information. Sharekhan has one of the best states of art web portal providing fundamental and statistical information across equity, mutual funds and IPOs. One can surf across 5,500 companies for in-depth information, details about more than 1,500 mutual fund schemes and IPO data. One can also access other market related details such as board meetings, result announcements, FII transactions, buying/selling by mutual funds and much more. Sharekhan's management team is one of the strongest in the sector and has positioned Sharekhan to take advantage of the growing consumer demand for financial services products in India through investments in research, pan- Indian branch network and an utstanding technology platform. Further, Sharekhan's lineage and relationship with SSKI Group provide it a unique position to understand and leverage the growth of the financial services sector. We look forward to providing strategic counsel to Sharekhan's management as they continue their expansion for the benefit of all shareholders. . Sharekhan has always believed in investing in technology to build its business. The company has used some of the best-known names in the IT industry, like Sun Microsystems, Oracle, Microsoft, Cambridge Technologies, Nexgenix, Vignette,Verisign Financial Technologies India Ltd, Spider Software Pvt Ltd. To build its trading engine and content.The Morakhiya family holds a majority stake in the company. HSBC, Intel & Carlyle are the other investors. With a legacy of more than 80 years in the stock markets, the SSKI group ventured into institutional broking and corporate finance 18 years ago. Presently SSKI is one of the leading players in institutional broking and corporate finance activities. SSKI holds a sizeable portion of the market in each of these segments. SSKI‟s institutional broking arm accounts for 7% of the market for Foreign Institutional portfolio investment and 5% of all Domestic Institutional portfolio investment in the country. It has 60 institutional clients spread over India, Far East, UK and US. Foreign Institutional Investors generate about 65% of the organization‟s revenue, with a daily turnover of over US $ 2 million. The Corporate Finance section has a list of very prestigious clients and has many „firsts‟ to its credit, in terms of the size of deal, sector tapped etc.
  13. 13. ACHIEVEMENTS OF SHAREKHAN: 1. Rated among the top 20 wired companies along with Reliance, HUJl, Infosys, etc by „Business Today‟, January 2004 edition. 2. Awarded „Top Domestic Brokerage House‟ four times by Euro money and Asia money. 3. Pioneers of online trading in India amongst the top 3 online trading websites from India. 4. Most preferred financial destination amongst online broking customers. 5. Winners of “Best Financial Website” award. 6. India‟s most preferred brokers within 5 years. “Awaaz customers Award 2005”. FUTURE PLAN: 1. 3,00,000 plus retail customers being serviced through centralized call centers/ web solutions. 2. Branches / Semi branches servicing affluent / aggressive traders through high
  14. 14. skill financial advisor. 3. 250 independent investment managers/ franchisee servicing 50,000 highly valued clients. 4. New initiatives Portfolio management Services and commodities trading. VISION : To be the best retail brokering Brand in the retail business of stock market. MISSION: To educate and empower the individual investor to make better investment Decisions through quality advice and superior service. SHAREKHAN IS INFACT: 1. Among the top 3 branded retail service providers 2. No. 1 player in online business 3. Largest network of branded broking outlets in the country serving more than 7,00,000 clients. SHAREKHAN OUTLET OFFER FOLLOWING SERVICES: 1. Online BSE and NSE executions (through BOLT & NEAT terminals) . 2. Free access to investment advice from Sharekhan's Research team . 3. Sharekhan Value Line (a monthly publication with reviews of recommendations, stocks to watch out for etc) . 4. Daily research reports and market review (High Noon & Eagle Eye) , 5. Pre-market Report (Morning Cuppa) . 6. Daily trading calls based on Technical Analysis. 7. Cool trading products (Daring Derivatives and Market Strategy). 8. Personalised Advice . 9. Live Market Information. 10. Commodities Trading .
  15. 15. 11. IPOs & Mutual Funds Distribution . 12. Internet-based Online Trading: SpeedTrade. REASON TO CHOOSE SHAREKHAN LIMITED EXPERIENCE : SSKI has more than eight decades of trust and credibility in the Indian stock market. In the Asia Money broker's poll held recently, SSKI won the 'India's Best Broking House for 2004 ' award. Ever since it launched Sharekhan as its retail broking division in February 2000, it has been providing institutional level research and broking services to individual investors. TECHNOLOGY : With its online trading account one can buy and sell shares in an instant from any PC with an internet connection. One can get access to its powerful online trading tools that will help him take complete control over his investment in shares. ACCESSIBILITY : Sharekhan provides ADVICE, EDUCATION, TOOLS AND EXECUTION services for investors. These services are accessible through its centers across the country over the internet (through the website www.sharekhan.com) as well as over the Voice Tool. KNOWLEDGE : In a business where the right information at the right time can translate into direct profits, one can get access to a wide range of information on Sharekhan limited‟s content-rich portal.
  16. 16. INVESTMENT ADVICE: Sharekhan has dedicated research teams of more than 30 people for fundamental and technical researches. Its analysts constantly track the pulse of the market. SHAREKHAN LIMITED’S MANAGEMENT TEAM: Mr. Dinesh Murikya – Owner of the company: The Sharekhan Group of Companies was brought to life by Mr. Dinesh Murikya. He venturedinto stock trading with an intention to raise capital for his own independent enterprise. However, he recognised the opportunity offered by the stock market to serve individual investors. Thus India‟s first retail-focused stock-broking house was established in 1925. Under his leadership, Sharekhan became the first broking house to embrace new technology for faster, more effective and affordable services to retail investors. DIRECTORS: MR. TARUN SHAH CEO- SHARE KHAN A science graduate from St. Xavier‟s College, Mumbai, Mr. Tarun Shah started his professional life in sales and marketing in a chemicals company. His hands on
  17. 17. approach and rigorous experience in sales led him to higher challenges that the capital markets provided.In 1987, he joined SSKI, a brokerage firm with over five decades of legendary service to its credit. MR SHANKAR VAILAYA- DIRECTOR (OPERATION) OF SHAREKHAN A graduate in commerce from the University of Mangalore and an Associate of The Member of the Institute of Chartered Accountants of India, Mr. Shankar Vailaya heads the operations, finance and legal functions. MR. JAIDEEP ARORA– DIRECTOR (PRODUCT&TECHNOLOGY) Jaideep Arora,completed his B.Tech from IIT (Kanpur) and his PGDM from IIM Kolkata. OTHER DIRECTORS: Mr Pathik Gandotra : Head of Research Mr Rishi Kohli : Vice President of Equity Derivatives
  18. 18. Mr Nikhil Vora : Vice President of Research HIERARCHY IN SHAREKHAN: Sales Side Dealing Side  Trainees  Junior Dealer  Super Trainees  Dealer  Sales Executives  Relationship manager  Senior sales executives  Senior Relationship manager  Business development executive  Equity advisor  Assistant sales manager  Assistant Branch Manager  Deputy manager  Branch Manager  Territory manager  Cluster Head  Area sales manager/ Cluster manager  Directors  Regional sales manager  CEO  Regional Head  Vice president
  19. 19.  Directors  CEO SWOT ANALYSIS STRENGTHS WEAKNESSES 1. First brokerage firm to go online. 2. PMS Services. 3. Technology 4. Online fund transfer. 5. Research reports. 6. Clients (average of15,000 accounts per year) 7. Recommendations from clients. 8. Free Demat a/c opening. 9. Low annual maintenance charge 10. Different variety of financial products. 1.High brokerage charges but now they have overcome this by a new prepaid scheme in which brokerage is reduced to half. 2. Lesser emphasis on customer retention. 3. Lack of awareness among customers because of non-aggressive promotional strategies (print media, newspapers, etc). OPPORTUNITIES THREATS 1. With the booming capital market it can successfully launch new services and raise its client‟s base. 2. It can easily tap the retail investors with small saving through promotional channels like print media, electronic media, etc. 3. Increasing usage of internet through broadband connectivity may boost a whole new breed of investors for trading in securities 1. Volatility of the share market. 2. Aggressive promotional strategies by close competitors may hamper Share Khan‟s acceptance by new clients. 3. .Lack of sufficient branch-offices for speedy delivery of services. 4. More and more players are venturing
  20. 20. into this domain which can further reduce the earnings of Share Khan. OBJECTIVES: 1. To project Sharekhan as an authority in the retail stock trading business. 2. To execute business for the company by selling demat accounts . 3. To study the various products of Sharekhan. 4. To know how to open and close the calls. 5. To learn the online terminal used for trading. 6. To know the various policies of the company. 7. To know how to handle various types of customers. 8. To know various reasons for market fluctuations. 9. To learn to manage time. 10. To gain practical knowledge of the market. 11. To have a practical experience of working in a reputed organization. 12. To expand the market penetration of Sharekhan ltd. 13. To provide pricing strategy of competitors to fight cut throat competition. 14. Study of influencing factors affecting the purchase decision. 15. Checking the satisfaction level of the customers towards Sharekhan 16. Checking the awareness level of investor in online share trading. PRODUCTS & SERVICES OF SHAREKHAN Sharekhan ltd. Provide different Product as follows  Share online & offline  Derivatives  Mutual fund online  Commodities online  IPO online  Portfolio Management Services  Insurance
  21. 21.  Fixed deposits  Advisory products  Currency trading PRODUCTS OF SHAREKHAN SHAREKHAN’S VARIOUS TYPES OF ACCOUNT
  22. 22. SHARE ONLINE: Sharekhan provide online facilities for: I. Instant credit and transfer:-instant transfer of funds from bank account of the choice to Sharekhan trading account. II. Trade anywhere:-enjoy the ease of trading from any part of the world in a completely secure environment. III. Dial n Trade:-call toll free number (1-800-22-7050) to place orders through tele brokers. IV. Timey advice:-make informed decisions with expert advice, investment calls and live market commentary. V. Real-time portfolio tracking:-benefit from real-time information for investment and current portfolio value. VI. After-hour orders:-place order after market hours, which get executed as soon as the markets opens. VII. Freedom from paperwork:-Integrated trading, bank and de-mat account with digital contracts removers all paperwork. Sharekhan provide different types of online accounts CLASSIC ACCOUNT:- The Classic Account enables customers to trade online on the NSE and the BSE, invest in IPO and Mutual Funds and access all the research and transaction reports through Sharekhan‟s website. This account is suitable for the retail investors. The life time registration charge for this account is 750 rupees. Features
  23. 23.  Online trading account for investing in Equities and Derivatives  Free trading through Phone (Dial-n-Trade)  Integration of: Online trading + Bank + Demat account  Instant cash transfer facility against purchase & sale of shares  IPO investments  Instant order and trade confirmations by e-mail  Single screen interface for cash and derivatives FAST TRADE: Features  Streaming quotes.  Personalized market watch.  Single screen interface for cash, derivatives and Commodities.  New FastTrade is platform independent will support by all Operating System.  New FastTrade will support all browsers in the market.  New FastTrade is independent of existing website and can work even if content website is down.  Fast trade is web base product and it‟s a shown fluctuation rate.
  24. 24. TRADE TIGER ACCOUNT: This is an internet-based software application, which enables one to buy and sell in an instant. It is ideal for active traders and jobbers who transact frequently during day‟s session to capitalize on intra-day price movement. This account comes with the following features: A) Instant order Execution and Confirmation. B) Single screen trading terminal for NSE Cash, NSE F&O & BSE. C) Technical Studies. D) Multiple Charting. E) Real-time streaming quotes, tic-by-tic charts. F) Alerts and reminders. G) Live market debts.
  25. 25. SHARE OFFLINE: As the internet has taken over the physical trade, the same is the situation in trading in shares. Even the internet has not spared trading in shares and still the conventional system of offline trading continues in today‟s world. A) Merits of offline trading:  Low brokerage  Less margin  Flexibility in credit period  Customized advice B) Demerits of offline trading  Problems in getting in touch with the broker  Limited clientele  Problem of attention from the broker due to load  Customer has to believe what the broker says  Broker Might not give the best price  Paperwork  Geographical Restriction DIAL-N-TRADE: Sharekhan provides complete trading facility like they are giving Toll free numbers the phone trading facility as an alternative of net trading where a customer can call “n” number of times. Toll Free numbers: 1800-22-7500
  26. 26. DERIVATIES: Derivatives are financial contracts whose value/price is depends on the behavior of price of one or more basic underling assets. These contracts are legally binding agreement, made on the trading screen of stock exchange, buy or sell an asset in future. The assets can be share, index, interest rate, bond, rupee- dollar exchange rate, sugar, crude oil, soybean, cotton, coffee etc. EQUITY FUTURE AND OPTION:  Future:- An agreement between two parties to buy or sell an asset at a certain time in the Future at a certain price. Stock futures on certain specified securities and internet rate futures are available for trading at NSE (NATIONAL STOCK EXCHANGE).All the futures contracts are settled in cash.  Options:- An Options is a contract which gives the right, but not but or sell the underlying at a stated price, which a buyer of an option pays the premium and Options are of two types – calls and put. Calls give the buyer the right but not the obligation to buy a given quantity of the underlying asset, at a given price on or before a given future date. Calls also known as bulls. Puts give the buyer the right, but not obligation to sell a given quantity of the underlying asset at a given price on or before a given date. Puts also known as bears.
  27. 27. COMMODITIES ONLINE: COMMODITIES ONLINE: Commodities are agreements to buy and sell virtually anything except, for some reason, onions. The primary commodities that are traded are oil, gold and agricultural products. Commodity derivatives comprise of raw materials and products that can be traded on special commodity exchanges across the country. Commodities expands customer investing horizon from investing in a metal company to trading in the metal itself. Trading in commodity derivative provides unique market opportunities for a wider section of participants like: investor, hedgers, arbitragers, traders, manufactures planters, exporters and importers. While trading commodities through an exchange, there are no transportation charges, no insurance costs, no storage charges and
  28. 28. complete security when customer trade though an exchange. Customer can trade in commodities at nominal costs and carry the investment in paper from as customer want. The fundamentals for commodities are quite simple: price is a function of demand and supply. Sharekhan provides commodity facility. Sharekhan trades on two major commodity exchanges in India. 1) MCX 2) NCDEX Indexes of commodities: MCX (MULTI COMMODITY EXCHANGE OF INDIA LTD) is a state-of-the-art electronic commodity futures exchange.MCX is an independent commodity exchange based in India. It was established in 2003 and is based in Mumbai. The turnover of the exchange for the period Apr-Dec 2008 was INR 32 Trillion.MCX offers futures trading in Agricultural Commodities, Bullion, Ferrous & Non-ferrous metals, Pulses, Oils & Oilseeds, Energy, Plantations, Spices and other soft commodities. MCX has also setup in joint venture the National Spot Exchange a purely agricultural commodity exchange and National Bulk Handling Corporation (NBHC) which provides bulk storage and handling of agricultural products.
  29. 29. NCDEX: National Commodity & Derivatives Exchange Limited (NCDEX) is a professionally managed online multi commodity exchange promoted by ICICI Bank Limited (ICICI Bank), Life Insurance Corporation of India (LIC), National Bank for Agriculture and Rural Development (NABARD) and National Stock Exchange of India Limited (NSE). Punjab National Bank (PNB), CRISIL Limited (formerly the Credit Rating Information Services of India Limited), Indian Farmers Fertiliser Cooperative Limited (IFFCO) and Canara Bank by subscribing to the equity shares have joined the initial promoters as shareholders of the Exchange. NCDEX currently facilitates trading of thirty six commodities - Cashew, Castor Seed, Chana, Chilli, Coffee, Cotton, Cotton Seed Oilcake, Crude Palm Oil, Expeller Mustard Oil, Gold, Guar gum, Guar Seeds, Gur, Jeera, Jute sacking bags, Mild Steel Ingot, Mulberry Green Cocoons, Pepper, Rapeseed - Mustard Seed ,Raw Jute, RBD Palmolein, Refined Soy Oil, Rice, Rubber, Sesame Seeds, Silk, Silver, Soy Bean, Sugar, Tur, Turmeric, Urad (Black Matpe), Wheat, Yellow Peas, Yellow Red Maize & Yellow Soybean Meal. At subsequent phases trading in more commodities would be facilitated.
  30. 30. IPO:- Initial Public Offering, the first sale of stock by a company to the public. Companies offering an IPO are sometimes new, young companies, or sometimes companies which have been around for many years but are finally deciding to go public. IPOs are often risky investments, but often have the potential for significant gains. IPOs are often used as a way for a young company to gain necessary market capital. From an investor point of view, IPO gives a chance to buy shares of a company, directly from the company at the price of their choice (In book build IPO's). Many a times there is a big difference between the price at which companies decides for its shares and the price on which investor are willing to buy share and that gives a good listing gain for shares allocated to the investor in IPO. From a company prospective, IPO help them to identify their real value which is decided by millions of investor once their shares are listed in stock exchanges. IPO's also provide funds for their future growth or for paying their previous borrowings. Sharekhan provides to their customer the Online IPO facility. In this facility, The customer has to feel only the bid price and the quantity for which he/she wants to buy the stock. STEPS FOR APPLYING IPO ONLINE
  31. 31. CURRENCY TRADING: c CURRENCY TRADING: Currency trading means to trade in currency of different countries and price varies because of supply and demand. Currency trading is mostly done by large companies or by people who is Steps for Applying IPO Online
  32. 32. import-export business. In price of currency there is always fluctuation. So it can be dangerous for people who have import-export business. So they make reverse position or it is also known as hedging. So by this way people minimize their risk with the help of currency trading. Currency trading is not much useful to individual investors. Sharekhan is providing offline currency trading to interested customers.. CUSTOMER SUPPORTER: Call Center:
  33. 33. There is a call center at Bombay, where more than 200 employees are working efficiently. Their work is as powerful that they complete every call within two minutes. So customers are satisfied with them. Relationship Manager: Sharekhan provides personal relationship manager to its customer. The work of relationship manager in Sharekhan ltd is as follow:  Punching in trades for clients.  Communicating intra-day trading calls and investment ideas to customers.  Conducting business development activities in branches.  Monitoring day to day operations at branch.  Maintaining regular relations with clients. ALERTS: ON YOUR MOBILE IN YOUR MAIL IN MYINBOX Variety of Alerts for equities, Mutual Funds, IPOs and Traders Get customize Daily Updates Trade Execution Alerts will be set by default for trading customers Be the first to get Research updates Setting Alerts was never easier Get the advantage of new alerts being added in the future SEMINAR: Sharekhan organizes seminars across the country from time to time in order to educate investors in various subjects related to the stock, derivatives and commodities markets. These exclusive Seminars are organized by
  34. 34. Sharekhan for its Online Trading Customers for FREE. This will the the people to take investment decision. SHAREKHAN SHOPS: All you have to do is walk into any of our share shops across cities in India to get a host of trading and investment related services. Our friendly customer service staff will also help you with any account related queries you may have. AFTER HOUR ORDERS: Sharekhan‟s customer also enjoy the facility of placing orders even after trading hours and the orders are executed as soon as the market opens. DE-MAT ACCOUNT Overview of Demat Account : Demat account allows you to buy, sell and transact shares without the endless paperwork and delays. It is also safe, secure and convenient. In India, a demat account, the abbreviation for dematerialized account, is a type of banking account which dematerializes paper-based physical stock shares. The dematerialized account is used to avoid holding physical shares: the shares are bought and sold through a stock broker. This account is popular in India. The Securities and Exchange Board of India (SEBI) mandates a demat account for share trading above 500 shares. As of April 2006, it became mandatory that any person holding a demat account should possess a Permanent Account Number (PAN), and the deadline for submission of PAN details to the depository lapsed on January 2007. IS DEMAT A/C IS MUST? Now a day, practically all trades have to be settled in dematerialized form. Although
  35. 35. the market regulator, the Securities and Exchange Board of India (SEBI), has allowed trades of up to 500 shares to be settled in physical form, nobody wants physical shares any more. So a demat account is a must for trading and investing. WHY TO CHOOSE DEMAT? The demat account reduces brokerage charges, makes pledging/hypothecation of shares easier, enables quick ownership of securities on settlement resulting in increased liquidity, avoids confusion in the ownership title of securities, and provides easy receipt of public issue allotments. It also helps you avoid bad deliveries caused by signature mismatch, postal delays and loss of certificates in transit. Further, it eliminates risks associated with forgery, counterfeiting and loss due to fire, theft or mutilation. Demat account holders can also avoid stamp duty (as against 0.5 per cent payable on physical shares), avoid filling up of transfer deeds, and obtain quick receipt of such benefits as stock splits and bonuses. WHAT IS DEMATERIALIZATION? Dematerialization is the process by which physical certificates of an investor are converted to an equivalent number of securities in electronic form and credited into the investor‟s account with his/her DP. WHY DEMAT A/C IS LIKE BANK A/C? Just as you have to open an a/c with a bank if you want to save your money, make cheque payments etc, you need to open a demat a/c if you want to buy or sell stocks. So it just like a bank a/c where actual money replaced by shares. Example : let‟s say your portfolio has 100 of SATYAM, 200 of IBM and 120 of TCS shares. All these will show in you‟re a/c. so you don‟t have to possess any physical certificate that you own these shares. They all are held electronically in you‟re a/c. DEMAT ACCOUNT IN SHAREKHAN:
  36. 36. 1) Opening a DP account with Sharekhan 2) One can open a Depository Participant (DP) account, either through a Sharekhan branch or through a Sharekhan Franchisee center. 3) There is no fee for opening DP accounts with Sharekhan. However a nominal deposit (refundable) is charged towards services which will be adjusted against all future billings. 4) All investors have to submit their proof of identity and proof of address along with the prescribed account opening form. DE-MAT ACCOUNT OPENING CHARGES: TYPE OF DEMAT DEPOSIT (Refundable) CHARGES (non refundable) CLASSIC ACCOUNT Rs.5000 Rs.750 Rs.10000 Nil TRADE TIGER Rs.5000 Rs.1000 Rs.10000/25000 Nil List of Documents required to open an account with Sharekhan: 1) Proof of Identity
  37. 37. 2) Copy of Ration card 3) Address Proof 4) A copy of cancelled cheque 5) Nominee photograph, if filled 6) Signed Photograph of all holders Customer can submit a photo copy of any of the following document for proof of identity:
  38. 38. Customer can submit a photo copy of any of the following document for residence proof:
  39. 39. BROKERAGE STRUCTURE OF SHAREKHAN BROKERAGE: It is the charge taken by the guiding company for helping you in buying and selling your shares. There are different charges for Intraday and Delivery. INTRADAY: The day to day buying and selling or daily transactions are called as Intraday. You have to buy or sell the shares within the day only.
  40. 40. DELIVERY: It is the three day transaction. The day you buy the share and the next two days after that day is called as Delivery. It includes thre days. If you are buying any share then you have to sell it within three days including the buying day. PREPAID ACCOUNT There are three types of Prepaid account are provided to the customers accordingly they make transactions more and more. All Prepaid accounts are valid for One year only. Prepaid Brokerage Cash Futures and Options (P.A) Futures Options 2000/- Intra-day – 0.03% 0.07 2% or Rs.90, (Single Side) whichever is Delivery – 0.30% Higher 6000/- Intra-day – 0.05% 0.05 1.5% or Rs.75, Delivery – 0.25% whichever is Higher
  41. 41. 18000/- Intra-day – 0.04% 0.04 1% or Rs.50, Delivery – 0.20% whichever is Higher SHAREKHAN HAS TIE UP WITH FOLLOWING BANKS: 1) HDFC 2) Axis Bank 3) IDBI 4) Citi Bank 5) IndusInd Bank 6) Union Bank 7) ICICI 8) Oriental Bank Of Commerce. NOTE :In these following bank bank we can transfer our funds from our bank account to trading account with the help of online banking like netbanking within a second .Now there is no need to pay demand draft and checques to the sharekhan. BENEFIT OF SHAREKHAN DEMAT ACCOUNT: EXPOSURE: Sharekhan also helps their customers by providing them a Four time Exposure. Example :- If a customer invests Rs. 20000, then he will get a exposure of 4 times of Rs. 20000 that means Rs. 20000 * 4 = Rs. 100000. But only for Five days, within 5 days the customer have to pay back the amount otherwise Sharekhan will sell your shares. It’s cost effective You pay comparatively lower transaction fees. As an Introductory offer, we invite you
  42. 42. to pay a flat fee of just Rs. 750/- and transact through Sharekhan. Its offers single – Through Sharekhan‟s associates, you can transact in equity, equity and commodities derivatives, offshore investments mutual funds, IPO‟s life insurance, general insurance, money transfer, money changing and credit cards, amongst others. ITS CONVENIENT : You can access Sharekhan‟s services through the internet 1. Transaction kiosks 2. The phone (call & transact) 3. A safe and convenient way to hold securities; 4. Immediate transfer of securities 5. No stamp duty on transfer of securities; 6. Elimination of risks associated with physical certificates such as bad delivery, fake securities, delays, thefts etc.; 7. Reduction in paperwork involved in transfer of securities; 8. Reduction in transaction cost; 9. No odd lot problem, even one share can be sold; 10. Nomination facility; 11. Change in address recorded with DP gets registered with all companies in which investor holds securities electronically eliminating the need to correspond with each of them separately; 12. Transmission of securities is done by DP eliminating Correspondence with companies; 13. Automatic credit into demat account of shares, arising out of bonus/split/consolidation/merger etc. 14. Holding investments in equity and debt instruments in a single account. ACCESS TO VALUE ADDED SERVICES 1. Reliable research, including views of external experts with an enviable
  43. 43. track record 2. Live news updates from Reuters and Dow Jones 3. CEO‟s / expert views on the economy and financial markets 4. Tools that help you plan your investments, tax, retirement, etc. in the personal finance section 5. Risk Analyzer for analysis of your risk profile 6. Asset allocators to build an appropriate investment portfolio 7. Innovative use of technology for facilitating Benefit For Investors Demat account has become a necessity for all categories of investors for the following reasons/ benefits: 1) SEBI has made it compulsory for trades in almost all scrip‟s to be settled in Demat mode.Although, trades up to 500 shares can be settled in physical form MY WORK PROFILE IN SHAREKHAN: I worked there with SHAREKHAN LTD. with a profile of sales trainee. This profile offers me to understand the need of customer and provide them the best deal possible with maximization of the profit, both for the company as well as for the customer. The most important aspect for the role of trainee is trust. So far fulfillment of the targets one needs to: 1) Capitalize on the old and loyal clientage which can be building slowly by advising people in the best possible way. 2) Generating new leads through various activities. TARGETS / TASKS: To sell 08 Demat accounts worth Rs.1,00,000/- in 4 week for Sharekhan Ltd at Jammu city. 1) To sell 2 Demat accounts per week for 4 week for Sharekhan ltd at Jammu city for 1 month.
  44. 44. TASKS 1) To collect the leads. 2) To do the telecalling and take appointments. 3) To attend the appointment on prescribed time. 4) To tell the client about the company and its products. 5) To tell the client about the advantages of opening a demat account . 6) To convince the clients to do Online Trading. 7) To explain him the terms and conditions of the product. 8) To convince the client to open Demat account at Sharekhan ltd. 9) To give a live demo of how the online terminal works. 10) By means of presentation explaining them how to trade online. 11) To take signatures of the client on the KYC (know your customer) form. 12) To collect the documents required to open a demat account. 13) To fill up the KYC form for the customer. 14) To install the software in the client`s computer. 15) To make the client trade. 16) To get the references from the client. TARGET CUSTOMERS FOR SELLING DEMAT ACCOUNT 1) Business class people (high class) 2) Service class people 3) Government Employees ( working in banking sector ) 4) Young Adults (19-25 yrs students want to earn part time income.) 5) Adults (35-50 yrs.) 6) Women (literate and working women) GENERATION OF LEADS FOR SHAREKHAN: Since I was new in the field so I had to start from scratch and generate new leads to sustain in the market.
  45. 45. Personal refrences and cold calling is one of the trusted ways of getting to the customers without meeting them. Although in cold calling the rate of conversion remained very less, for cold calling the quality and accent remains a very important criterion. This activity gives me mixed result. I often got success and generated many leads through it but it also landed me in awkward position where the customer is not ready to hear. Corporate calls always remained more difficult to crack with respect to retail sector. The corporate were the most difficult and most temping to get the business from. It took me one one day to crack Hi-tech Gears. At SHAREKHAN LTD. after getting the product knowledge in the two week at the branch I was also allotted distributor to work with. In the initial phase I was accompanied by more experienced staff. After I became known to the market and procedure I started attending calls alone only. After the fourth week my performance also improved and I was able to get close to the targets, Although it looked difficult to achieve in the beginning. To get awareness of the every product I attended diversified calls. This helped me to implement cross selling to get better result ,follow ups also play major role when we talk about cold calling STRATEGY ADOPTED FOR SELLING DEMATS ACCOUNTS:
  46. 46. NOT INTERESTED TAKE REFRENCES STRATEGY ADOPTED FOR TELECALLING : COLLECTING MORE AND MORE DATA THROUGH SHAREKHAN WEBSITE AND BY USING JUST DAIL APP
  47. 47. I was supposed to use the database provided by the company to make cold calls or by directly meeting people to get new leads. While making cold calls, we need to have: 1. Good Communication Skills (Voice quality is clear and articulate) 2. Persistent and able to bounce back from rejection 3. Good organizational skills. 4. Ability to project a telephone personality (Enthusiasm, friendliness) 5. Flexibility: can adapt to different types of clients and new situations. INTRODUCTION PURPOSE OF CALLING NEED GENERATION OBJECTION HANDLING BROKERAGE EXPLAINATION FIX THE APPOINTMENT CLOSE THE CALL WISH GREETINGS
  48. 48. Using a good database is very essential “Eighty percent of our business comes from 20 percent of our customers" is a frequent statement at any sales convention. There's hardly a sales executive who is not aware of the 80/20 rule”. While talking to customers, I analyze their needs. Whether they want to go for investment purpose or insurance or both. Suggest them the plan that best suits them. If they agree to it then either we send across the agents to close the deal or close it themselves. MY PERSONAL EXPERINCE IN SHAREKHAN PROFESSIONAL STAFF DATABASE TELECOMUNICATION EQUIPMENT SYSTEMATIC PLAN AND PROCESS
  49. 49. Before my Summer Internship Programme, I had very little knowledge about the stock market and its fundamentals. And now after undergoing training for the 6th week at Sharekhan there is a tremendous increase in my knowledge about the stock market. I have also gained a lot of knowledge about the Sharekhan Company and its various products, schemes and policies and also about its competitors. The products which I have sold up till now are Demat accounts . And I am confident about my knowledge about demat accounts . Although nobody can claim complete expertise but there is a sea change at least from my point of view. I have learnt what are the various indices and their significance in market. I have also learnt the impact of Sensex and Nifty on overall stock market. I have learnt about various fundamentals and technical aspects, which affect the stock prices in short, run and long run. At Sharekhan we have also been taught to use the online terminal. Sharekhan is one of the top retail brokerage houses in India with a strong online trading platform. The company provides equity based products (research, equities, derivatives, depository, margin funding, etc.). It has one of the largest networks in the country with 1000 share shops in 375 cities and India‟s premier online trading portal www.sharekhan.com.Out of these we have to mostly sell demat accounts.In the first week we had training sessions for 5 days in which our company guide Mr. Gaurav chowdhary gave us the complete information about the company, its products and policies. He gave us tips on how to open and close the calls. He also gave me tips on how to do telecalling. He also share information on how to fill the KYC form and what are the documents required to open the demat account. Then finally after this we were sent to the market to bring demat accounts and Mutual funds. Initially we faced many obstacles and reasons were many like bad stock market conditions and we were unable to locate potential market etc. but slowly I collected a good number of leads and references from whom so ever I met. I am still following the clients who are giving follow up dates. Our main task is to sell the online demat account. During this venture I came across many people who came from different walks of life. I have learned how to deal with them and convince them to open the demat account with Sharekhan. Selling a demat account requires special focus on targeting the customers. Each and every person does not invest in the share market. The person who will be investing in the share market should have at least the basic knowledge about the same or should have the curiosity to gain the same. So what I had to do is to identify the prospective client and then try
  50. 50. to convince them. Wasting time on the customer who does not know anything about stock market is completely worthless. While on the call if customer asks me any query about which I am not very much sure then I call our Gaurav chowdhary sir who then clears my doubts and queries without any irritation. This not only solves clients query but also makes our concepts clear and strong. I initially met roundabout 15 to 20 people every day. Out of these I found 5 to 6 persons who took actual interest in the Demat account and Mutual funds. As I met more and more people, I learned how to identify the prospective clients. I came to know more about how to talk to them, how much time should be given to each client. . Even, by solving the customer queries, my own understandings were enhanced. While selling our product in the market, I also came to know more about our competitor's product like, ICICIDirect, India bulls, Anand rathi, ,Angel Broking etc. and their strategy of marketing and the consumer's preference towards the competitor's product. I did cold calling in these 6 week and created my own database through it. In the fourth week some of the follow-ups from the third week started converting. Sharekhan also started giving advertisement in leading English dailies and on channels like CNBC where the customers care toll free number is displayed. Sharekhan also started giving ads on the various sites like Yahoo, Google etc. Sharekhan also started a scheme of free demat account opening and also the one in which the brokerage reduces to half of the original brokerage of 0.03% for Intraday and 0.30% for Delivery. I met people in different locations i.e. at like in Gandhi nagar, satwari ,sanik colony ,janipur, new plot jammu ,garnai udhampur etc. This includes people from the Big Showrooms and malls like Big Bazzar, Chartered Accountants, Travel agents, business people, housewives, real estate people, Customer Relationship Managers, Assistant Sales Manager, and engineers of Afcon company. Once the customer fills up the KYC form, I call him/her after 5 working days to check if he has received the welcome kit which contains the login ID and password from Bombay office of Sharekhan. After he receives the kit I have to go to his place to install the software in his computer and also I have to tell him how to trade online i.e. I have to explain him the complete terminal. I am required to show the customer how to make a transaction and how to get access to the terminal. Also, if the client faces
  51. 51. any problem, then those too had to be solved by me. So, it is all a very good learning experience for me. We have to take about 25 signatures of the customer on the KYC form. This is again a big challenge because they say that now they don`t have enough time to sign in 25 places. And if the sign mismatches even a little then there is again some long procedure to make that form acceptable. I had faced this kind of situation. My second client Mr Rakesh Sharma signature on the KYC form was different from that on his PAN card. So the form got rejected. And he even said that if this form will not proceed further then he don`t want to open the Demat account and asked me to return the cheque. Due to this I was very depressed for 2-3 days But then maybe I called him at a right time as he instantly asked me come and collect the bank proof statement and I was very happy that day. At Sharekhan, the atmosphere is perfectly cordial. There are senior trainees and back office people always to solve the difficulties we faced in approaching a customer, filling up the form, demonstrating the terminal, or solving the customer‟s queries. Even our Gaurav sir helped us in solving our problems. We are supposed to be formally dressed and required to report once daily at any time. In the beginning we were asked to report twice a day but then after 4 weeks he asked to report only once a day. This was done because our office is at bahu plaza, South block and if we any appointment in Udhampur then it is very difficult for us to go and report in the office second time. As time passes away everything goes alright. Problems faced while selling products: 1. Customer dissatisfied with the services. 2. People fear that Sharekhan Being a Private company . 3. Past experience, word of mouth. 4. Misguidance by agents. 5. People do not want insurance products. 6. Lack of knowledge and less awareness about demat account. 7. People risk appetite is very low, so they are afraid of mutual fund as well. CAMPARISION OF COMPETITIORS WITH SHAREKHAN: PARTICULAR SHAREKHAN ICICI HDFC RELIGARE
  52. 52. DIRECT A/C OPENING CHARGES NIL 750/- (waive off if trading is more than Rs1 lakh) 750/- (Existing relations OR 799/ 20550/- (20,000as margin) DEMAT A/C CHARGES NIL FREE (1ST YEAR) AND 415/- P.A. FROM 2ND YEAR RS.500 P.A RS 30 P.M TIE UP WITH BANKS HDFCBANK IDBIBANK, CITI BANK, UTIBANK, OBC, ICICI BANK, YES BANK, UNION BOI CANARABANK, INDUS BANK ICICI ONLY HDFC ONLY CITI BANK UTIBANK HDFCBANK DEMAT TRANSACTION CHARGES NIL INCLUDE D IN BROKRA GE CHARGES .04%or Rs.25 whichever is higher .04%or Rs.25 whichever is higher DAIL-N- TRADE UNLIMITED On 21st call Rs 20/- per call(P.M.) RM NUMBER PROVIDE D FOR TRADING 15/- TO 25/- FROM 21ST CALL TRADING THROUGH WEBSITE AND SOFTWARE BOTH WEBSITE ONLY WEBSITE ONLY Both are Software 1. Keat Desktop 2. Keat Premium ACHIEVEMENT:
  53. 53. SERIAL NO WEEK NO. ACHIEVEMENT NAME OF THE CLIENT TYPE OF ACCOUNT AMOUNT / ASSET A. (1/06/13 - 9/06/13) NIL NIL NIL NIL B. (10/6/13-16/6/13) NIL NIL NIL NIL C. (17/6/13 - 23/6/13) 2 DEMAT A/C 1.Mr.Somnath Sharma 2.Mr.Rakesh Sharma Classic accounts Rs.20,000/- (Rs.10,000 each) D. (24/6/13 - 30/6/13) NIL NIL NIL NIL E. (1/07/13 - 7/07/13) 5 DEMAT A/C 1.Mr.Vikram Seth 2.Mr.Jasmeet Singh 3.Mr.Vikas choudhary 4.Mrs.Kanta Devi 5.Mrs. Kamlesh Devi 2Classic account+ 3 Offline Account Rs.10,000/- + Rs.10,000/- + Rs.10,000/- + Transfer 22000 holding from Anand rathi to sharekhan + Rs.10,000/- = Rs.62,000/- F. (8/7/13 - 15/7/13) 3 DEMAT A/C 1.Mr. Sushil kumar 2Mr..Rahul Sharma 4Mr sham lal 1speed trade a/c and 2 offline a/c Rs.35,000/- (Rs.10,000 each and 15,000/-) G. TOTAL 10 DEMAT A/C - Rs.1,17.000/- ANALYSIS OF PERFORMANCE Vs TARGET
  54. 54. WEEK No. TARGET CUMULATIVE TARGET ACHIEVEMENT CUMULATIVE ACHIEVEMENT ACHIEVEMENT IN % CUMULATIVE ACHIEVEMENT IN % 1 NIL NIL NIL NIL NIL NIL 2 NIL NIL NIL NIL NIL NIL 3 25,000 25,000 20,000 20,000 80% 80% 4 25,000 50,000 0 20,000 0% 40% 5 25,000 75,000 62,000 82,000 248% 109.33% 6 25,000 1,00,000 35,000 1,17,000 140% 117%
  55. 55. 0 10000 20000 30000 40000 50000 60000 70000 WEEK 1 WEEK 2 WEEK 3 WEEK 4 WEEK 5 WEEK 6 TARGET ACHIEVED -20000 0 20000 40000 60000 80000 100000 120000 140000 0 1 2 3 4 5 6 7 CUMULATIVE TARGET CUMULATIVE ACHIEVEMENT
  56. 56. WEEKLY ANALYSIS: WEEK No. 1: Had training for five days. In this training we were told about Sharekhan Company, history of Sharekhan, organization structure, products, Sharekhan research reports, trading techniques, clients, Demat accounts, Derivatives, and how to fill the “Know Your Customer” form or KYC form, Online trading accounts in detail - SpeedTrade and Classic account, learned how to buy and sell shares through these online terminals, Sales technique, Telecalling, Sharekhan`s brokerage. Got an assignment on “things to be told to the client about the company Did telecalling and coldcalling to 40 people, out of this 17 people were interested in Sharekhan`s Demat account. WEEK No. 2: Called 280 people, out of this 16 people were interested in Demat account. No one was ready to open a account, Client Conversion ratio: 0%. As this was the beginning of the training I found it very difficult to identify the potential customers. WEEK No. 3: Called 320 people, out of this 16 people were interested in Demat account. 2 of them opened a demat account account worth Rs 20,000/- Not achieved the weekly target. Client Conversion ratio: 0.006% Collected many leads and references and appointments from the interested customers. WEEK No. 4: Called 220 people, out of this 37 people were interested in Demat account. Client Conversion ratio: 0%. Collected leads and references. . Most of the clients were busy or out of station Got follow up dates and appointments from the interested customers. Learned how to
  57. 57. approach and convince the customer. Documentation of some of the previous demat accounts was in process.Not achieved the weekly target. WEEK No. 5: Called 157 people, out of this 38 people were interested in Demat account. Opened 5 demat account worth Rs 62,000/- Client Conversion ratio: 0.0318% Through follow up dates I was able to convince 2 customer and appointments from the interested customers I had got 3 demat accounts.. overachieved the weekly target. WEEK No. 6: Called 159 people, out of this 41 people were interested in Demat account. Opened 3 demat account worth Rs 35,000/- Client Conversion ratio: 0.0188% Over achieved the weekly target. LEARNINGS: 1) Importance of information technology in the field of stock broking is immense. 2) Stock broking companies run with the help of IT. 3) The terminal through which the brokers buy and sell shares is a software that completely depends on the internet. For Sharekhan, this terminal has been designed by the software company “Spider”. 4) Buying and selling through internet is fast. As soon as the prices of the shares goes up or comes down then they can be sold or purchased instantly within seconds. 5) Customer Relationship is very necessary for the company to retain the customers. 6) In Sharekhan I have learned how to maintain good relations with the customers by giving them the proper service and solving their queries regarding the share market.
  58. 58. 7) I have also learned how to maintain good relation with the employees and the co-trainees. 8) In Sharekhan Ltd. I have learned a lot relating to the finance and marketing 9) Learned the meaning of the words that are mostly used in the share market. 10) Learned about various products of the Sharekhan Limited. 11) Learned various aspects regarding Share Market. 12) Learned about various products used in the share market especially Demat accounts .Learned how to use online trading terminal. 13) Enhanced my communication and convincing skills.Learned how to take appointments. 14) Learned how to approach the customers. 15) Learned how to open and close the calls. 16) Learned how to interact with people, how to convince them and guide them in trading. 17) Learned the various policies of the company. 18) Learned to manage time properly. 19) Learned the importance of the Excel sheet. I maintained all my daily records in the Excel sheet 20) Got the practical knowledge of the market. 21) Had a practical experience of working in a reputed organization LIMITATIONS: 1) Due to bad market conditions people are becoming more and more pessimistic about investing in the share market. After the deprication of rupee upto the level of Rs 60, SENSEX fell tremendously from 21000 . In this crash many people lost their money amounting from 2 Lakhs to 4-5 crore or even more. So when we approach them they tell us how much they used to trade in shares and how much money they have lost in the share market. They even tell us that we are doing our training at very wrong time. 2) While telecalling sometimes the clients do not give positive response, may be because they are really busy or may be not interested in the demat accounts.
  59. 59. 3) While cold calling when we met the owners of big shops. They said that if they had spare money they will invest it in their shops and not in the share market. They don`t want to take risk. 4) There are some negative rumors in the market about Sharekhan ltd. some people have very bad experience with Sharekhan in terms of services and charges. This may not be the fault of the company but of some of the marketing executives who don`t disclose all the details about charges and products and once the demat account has been opened they don`t pay any attention to their old clients and thus fail to give proper services to the clients. 5) Sharekhan takes no charges for opening Demat accounts but there is a initial deposit of Rs.10,000/-. It is just a margin money which has to be kept with Sharekhan till the account opens. As soon as the account opens this money can be kept as it is in the demat account or it can be completely used for buying shares or it can be partially used and the rest of the amount can be withdrawn. But clients fail to understand this. They think that these are the charges they start suspecting it. So it‟s very difficult to convince them to deposit that much amount and open a demat account. Points To Remember 1) You may choose your DP based on your evaluation of their reputation, service standards, charges, other conveniences, etc. 2) Account opening procedure should typically take 2-5 days. 3) In case of a minor, the depository account should be opened in the name of the minor and the guardian‟s name should be mentioned. The guardian will sign as signatory on behalf of the minor. For selling the securities of the minor, a court order should be obtained. 4) In case of any difficulties, contact your DP. 5) Only securities admitted by NSDL can be dematerialized. The list is available with your DP. 6) Only securities registered in the name of the account holder can be dematerialized.
  60. 60. 7) Dematerialization is normally completed within 15 days after the share certificates have reached the issuer/their R&T Agent. Thus it may take you a month from the date you hand over shares, to receive demat credit. 8) Dematerialization would be done only when the issuer / their R&T Agent is satisfied of genuineness of securities & ownership status 9) All the joint holders should sign the DRF. 10) Demat requests with name(s) not matching exactly with the name(s) appearing on the certificates merely on account of initials not being spelt out fully or put after or prior to the surname, would be processed, provided the signature(s) of the client(s) on the DRF tallies with the specimen signature(s) available with the issuer/ their R & T agent. 11) If the signature in the DRF does not match with the signature available with the issuer/ their R & T agent, the issuer/ their R & T agent may at the time of demat confirmation, ask for additional documentation (like bank attestation/ notarization, etc.) to prove that the certificate belongs to the person who forwarded the DRF. 12) In case there is any problem in processing the DRF, contact your DP and if he cannot resolve the problem you may contact NSDL

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