A PROJECT STUDY REPORT ON TRAINING UNDERTAKEN AT

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INTRODUCTION

1.1 THE TOPIC: OPENING SAVINGS & CURRENT 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. y y y y 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.

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 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.

1.3 IMPORTANCE TO THE COMPANY:

The ultimate purpose of giving me this topic was to know about the customers 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:

y The process of recruitment for Sales Executives of HDFC Bank. y Different products and services provided by the bank. y Customers perception about the different products. y The brand image of the bank. y What are the problems faced by these sales executives daily basis. y How to communicate with the customers. y Different techniques of dealing with the customers. y How to convince and convert a customer into a real customer.

THEORATICAL FRAMEWORK

In common usage, saving generally means putting money aside, for example, by putting money in the bank or investing in a pension plan. In a broader sense, saving is typically used to refer to economizing, cutting costs, or to rescuing someone or something. In terms of personal finance, saving refers to preserving money for future use - typically by putting it on deposit - this is distinct from investment where there is an element of risk. Saving differs from savings in that the first refers to the act of putting aside money for future use, whereas the second refers to the money itself once saved. For example: you may decide to start saving 10% of your income; because you aim for your savings to grow into an amount sufficient to buy a car.

There are various dimensions of Savings. These are as follows:

Saving in economics :
In economics, personal saving has been defined as personal disposable income minus personal consumption expenditure. In other words, income that is not consumed by immediately buying goods and services is saved. Other kinds of saving can occur, as with corporate retained earnings (profits minus dividend and tax payments) and a government budget surplus. "Saving" differs from "savings." The former refers to an increase in one's assets, an increase in net worth, whereas the latter refers to one part of one's assets, usually deposits in savings accounts, or to all of one's assets. Saving refers to an activity occurring over time, a flow variable, whereas savings refers to something that exists at any one time, a stock variable.

Saving is closely related to investment. By not using income to buy consumer goods and services, it is possible for resources to instead be invested by being used to produce fixed capital, such as factories and machinery. Saving can therefore be vital to increase the amount of fixed capital available, which contributes to economic growth.

In a primitive agricultural economy savings might take the form of holding back the best of the corn harvest as seed corn for the next planting season. If the whole crop were consumed the economy would deteriorate to hunting and gathering the next season.

However, increased saving does not always correspond to increased investment, if savings are stashed in a mattress or otherwise not deposited into a financial intermediary like a bank there is no chance for those savings to be recycled as investment by business. This means that saving may increase without increasing investment, possibly causing a short-fall of demand (a pile-up of inventories, a cut-back of production, employment, and income, and thus a recession) rather than to economic growth. In the short term, if saving falls below investment, it can lead to a growth of aggregate demand and an economic boom. In the long term if saving falls below investment it eventually reduces investment and detracts from future growth.

Saving in personal finance

Within personal finance the act of saving corresponds to nominal preservation of money for future use, although inflation can still erode its real value. A deposit account paying interest is typically used to hold money for future needs, i.e. an emergency fund, to make a capital purchase (car, house, vacation, etc.) or to give to someone else (children, tax bill etc.). Savings within personal finance refers to the accumulated money put aside by saving. Within personal finance, money used to purchase shares, put in a collective investment scheme or used to buy any asset where there is an element of capital risk is deemed an investment. This distinction is important as the investment risk can cause a capital loss when an investment is realized, unlike cash saving(s). Some risk applies to savings in a deposit account: real value is lost when inflation exceeds after-tax interest rates, and in extreme cases loss can occur due to bank failure. In many instances the terms saving and investment are used interchangeably. For example many deposit accounts are labeled as investment accounts by banks for marketing purposes. To help establish whether an asset is saving(s) or an investment you should ask yourself, "where is my money invested?" If the answer is cash then it is savings, if it is a type of asset which can fluctuate in nominal value then it is investment.

ORGANIZATION PROFILE

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's liberalization 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.

y PROMOTER

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 to promote a bank in the Indian environment.

y 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 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.

y 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 equity and 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. The bank's American Depository Shares are listed on the New York Stock Exchange (NYSE) under the symbol 'HDB'.

y TIMES BANK AMALGAMATION

In a milestone transaction in the Indian banking industry, 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 the Reserve 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 customer base, skilled manpower and the opportunity to cross-sell and leverage alternative delivery channels.

y DISTRIBUTION NETWORK

HDFC Bank is headquartered in Mumbai. The Bank at 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 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 networked ATMs 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 Express Credit/Charge cardholders.

y 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 a professional banker for over 25 years and before joining HDFC Bank in 1994 was heading Citibank's operations in Malaysia. The Bank's Board of Directors is composed of eminent individuals with a wealth of experience commercial in public policy, Senior

administration,

industry

and

banking.

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, the bank believes that its people are a significant competitive strength.

y TECHNOLOGY

HDFC Bank operates in a highly automated environment 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 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 webenabling 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.

y 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 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. y 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, 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). The rating provides an independent assessment of an entity's current performance and an

expectation on

its "balanced value creation and corporate

governance practices" in 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 cares for 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 products which will suit their life-

stage and needs For organizations the company has a host of customized solutions that range from Funded services, Nonfunded services, Value addition services, Mutual fund etc. These affordable plans apart from providing long term value to the employees help in enhancing goodwill of the company. The products of the company are categorized into various sections which are as follows: y Accounts and deposits. y Loans. y Investments and Insurance. y Forex and payment services. y Cards. y 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 - 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 - Private Banking

B. Loans

- Personal Loans - Home Loans - Two Wheeler Loans - New Car Loans - 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 - Mudra Gold Bar

D. Forex Services

- Trade Finance - Travelers Cheques - Foreign Currency Cash - Foreign Currency Drafts - 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 - Branch Network

G. Cards

- Silver Credit Card - Gold Credit Card - Woman's Gold Credit Card - Platinum plus Credit Card - 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 Womans Advantage Debit Card - 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 Brokers

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. y 2009
Euro money Awards 2009 Economic Times Brand Equity & Nielsen Research annual survey 2009 Asia Money 2009 Awards IBA Banking Technology Awards 2009 Global Finance Award

'Best Bank in India' Most Trusted Brand - Runner Up

Best Domestic Bank in India' Best IT Governance Award - Runner up' 'Best Trade Finance Bank in India for 2009 'Best IT Governance and Value Delivery' 'Asian Banker Best Retail Bank in India Award 2009 '

IDRBT Banking Technology Excellence Award 2008 Asian Banker Excellence in Retail Financial Services

y 2008
Finance Asia Country Awards for Achievement 2008 CNN-IBN Nasscom IT User Award 2008

'Best Bank and Best Cash Management Bank' 'Indian of the Year (Business)' 'Best IT Adoption in the

Banking Sector'
Business India Forbes Asia Asian Banker Excellence in Retail Financial Services Asia money

'Best Bank 2008' Fab 50 companies in Asia Pacific Best Retail Bank 2008 Best local Cash Management Bank Award voted by Corporate Security Strategist Award 2008 For outstanding contribution to international trade services One of India's "Most Innovative Companies" Best Bank Award in the Private Sector category 'Employer Brand of the Year 2007 -2008' Award - First Runner up, & many more Best Bank' Award

Microsoft & Indian Express Group World Trade Center Award of honor Business Today-Monitor Group survey Financial Express-Ernst & Young Award Global HR Excellence Awards Asia Pacific HRM Congress: Business Today

y 2007
Dun & Bradstreet American Express Corporate Best Bank Award 2007 The Bombay Stock Exchange and Nasscom Foundation's Business for Social Responsibility Awards Outlook Money & NDTV Profit The Asian Banker Excellence in Retail Financial Services Awards Asian Banker

'Corporate Best Bank' Award 'Best Corporate Social Responsibility Practice' Award Best Bank Award in the Private sector category. Best Retail Bank in India Our Managing Director Aditya Puri wins the Leadership

Financial Express

Business Today

Achievement Award for India Ernst & Young Award Best Bank Award in the Private Sector category. Best Bank Award

y 2006
Business Today Forbes Magazine One of Asia Pacific's Business world The Asset Magazine's Triple A Country Awards Asia money Awards

Best Bank in India Best 50 companies. Best listed Bank of India Best Domestic Bank Best Local Cash Management Bank in Large and Medium segments. "Best Bank" in India.

Euro money Awards

y 2005
Asia money Awards

Best Domestic Commercial Bank Best Cash Management Bank India Retail Banking Risk Management Award in India Best Bank in India "Company of the Year" Award for Corporate Excellence Best Domestic Bank in India

Asia money Awards The Asian Banker Excellence Finance Asia magazine Economic Times Awards The Asset Triple A Country Awards

Business Today

Business Today Business Today Economic Times Customer Responsiveness Awards

Region -2005 KPMG Survey Best Local Cash Management Bank in India US$11-100m - 2005 KPMG Survey "Best Bank in India" for the third consecutive year in 2005 Avaya Global Connect "Most Customer Responsive Company

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 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 entity would 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 Banks organic growth. We believe that Centurion Bank of Punjab would be the right fit in terms of culture, strategic intent and approach to business.

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. Im 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 the market 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 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 investment very carefully and live up to this trust.

 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

RESEARCH OBJECTIVES AND SCOPE OF RESEARCH PROJECT

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. To offer suggestions based upon the findings.

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.

RESEARCH METHODOLOGY AND LIMITATIONS

All the findings and conclusions obtained are based on the survey done in the working area within the time limit. I tried to select the sample representative of the whole group during my job training. I have collected data from people linked with different profession at Pali.

4.1 RESEARCH PLAN:

4.1.1. 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.

4.1.2. Exploratory Study:

To determine the approximate area where the problem lies.

4.2 RESEARCH DESIGN:

Research was initiated by examining the secondary data to gain insight into the problem. By analyzing the secondary data, the study aim is to explore the short comings of the present system and primary data will help to validate the analysis of secondary data besides on unrevealing the areas which calls for improvement.

4.2.1 DEVELOPING THE RESEARCH PLAN:

The data for this research project has been collected through self Administration. Due to time limitation and other constraints direct personal interview method is used. A structured

questionnaire was framed as it is less time consuming, generates specific and to the point information, easier to tabulate and interpret. Moreover respondents prefer to give direct answers. In questionnaires open ended and closed ended, both the types of questions has been used.

4.2.2 COLLECTION OF DATA:

1: Secondary Data: It was collected from internal sources. The secondary data was collected on the basis of organizational file, official records, news papers, magazines, management books preserved information in the companys database and website of the company.

2: Primary data: All the people from different profession were personally visited and interviewed. They were the main source of Primary data. The method of collection of primary data was direct personal interview through a structured questionnaire.

4.3 SAMPLING PLAN:

Since it is not possible to study whole universe, it becomes necessary to take sample from the universe to know about its characteristics.

Sampling Units:

Different professionals Chartered Accountants, Tax Consultants,

Lawyers, Business Man, Professionals and House Wives of Pali.

Sample Technique:

Random Sampling.

Research Instrument: Structured Questionnaire.

Contact Method:

Personal Interview.

4.4 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.

4.5 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. 4.6 RESEARCH LIMITATIONS:

It was not possible to understand thoroughly about the different marketing aspects of the Financial Consultant Within 30 days. As stipend, money was not given it was difficult to continue the project work. All the work was limited in some limited areas of Pali so the findings should not be generalized. The area of research was Pali and it was too vast an area to cover within 30 days.

DATA ANALYSIS, INTERPRETATION AND PRESENTATION

Q.1.

Your Age? TABLE

Serial No. 1. 2. 3. 4.

Age Category 18-23 Years 24-29 Years 30-35 Years 35 Years & above Total

Number of Respondents 40 70 60 30 200

Percentage 20% 35% 30% 15% 100%

Base 200 respondents

70 60 50 40 30 20 10 0 18-23 Years 30-35Years
18-23 Years 24-29 Years 30-35 Years 35 Years & above

Interpretation From the table and graph above it can be seen that y 20% respondents age are 18 to 23 years. y 35% respondents age are 27 to 29 years. y 30% respondents age are 30 to 35 years. y 15% respondents age are 35 to above years.

Q.2. Marital Status? TABLE Serial No. 1. 2. Category Married Unmarried Total Number of Respondents 140 60 200 Percentage 70% 30% 100%

Base 200 respondents

140 140 120 100 80 60 60 40 20 0 Married Unmarried
Married Unmarried

Interpretation

From the table and graph above it can be seen that y 70% respondents are married. y 30% respondents are unmarried.

Q.3. Educational Qualification?

TABLE

Serial Category No. 1. Under graduate 2. Graduate 3. Post Graduate Total

Number of Respondents 50 80 70 200

Percentage 25% 40% 35% 100%

Base 200 respondents

80 70 60 50 40
Graduate Under graduate

30 20 10 0 1st 2nd 3rd

Post Graduate

Interpretation

From the table and graph above it can be seen that y 25% respondents are Under graduate. y 40% respondents are Graduate. y 35% respondents are Post graduate.

Q.4. Number Of years Are You in Ganganagar? TABLE Serial Category No. 1. Less than five years 2. More than five years Total Base 200 respondents
140 120 100 80 60
More than five years Less than five years

Number of Respondents 78 122 200

Percentage 39% 61% 100%

40 20 0 1st 2nd

Interpretation

From the table and graph above it can be seen that y 39% respondents are in Pali for less than five years. y 61% respondents are in Pali for more than five years.

Q.5. Your Occupation? TABLE Serial Category No. 1. Business 2. Profession 3. Service Total Base 200 respondents Number of Respondents 40 108 52 200 Percentage 20% 54% 26% 100%

120 100 80 60 40 20 0
Business

Profession

Service

Interpretation

From the table and graph above it can be seen that y 20% respondents Occupation is Business. y 26% respondents Occupation is Profession. y 54% respondents Occupation is Service.

Q.6. Your annual household income? TABLE Serial No. 1. 2. 3. 4. Category Less than 2 lacs Between 2 to 5 Between 5 to 8 More than 8 lacs Total Number of Respondents 98 62 30 10 200 Percentage 49% 31% 15% 5% 100%

Base 200 respondents

100 90 80 70 60 50 0 0 0 10 0 1st Qtr 2nd Qtr 3rd Qtr 4th Qtr
Less than 2 lacs Between 2 to 5 lacs Between 5 to 8 lac More than 8 lacs

Interpretation

From the table and graph above it can be seen that y 49% respondents annual household income is less than 2 lacs. y 31% respondents annual household income is between 2 to 5 lacs.

y 15% respondents annual household income is between 5 to 8 lacs. y 5% respondents annual household income is more than 8 lacs.

Q.7. Are you a member of a club?

TABLE Serial No. 1. 2. Category Yes No TOTAL Number of Respondents 84 116 200 Percentage 42% 58% 100%

Base 200 respondents

120 100 80 60 40 20 0 YES NO

YES NO

Interpretation From the table and graph above it can be seen that y 42% respondents are member of a club/gymkhana. y 58% respondents are not member of a club/gymkhana.

Q.8. What is your perception about different products/services provided by HDFC bank? TABLE Serial Category No. 1. Lucrative 2. Non Lucrative 3. No Idea Total Base 200 respondents Number of Respondents 50 120 30 200 Percentage 25% 60% 15% 100

120 100 80 60 40 20 0 Lucrative NonLucrative No Idea

Lucrative Non-Lucrative No Idea

Interpretation From the table and graph above it can be seen that y 25% respondents perception about different products is lucrative. y 60% respondents perception about different products is not lucrative. y 15% respondents have no idea.

Q.9. Do you want to open an account with HDFC bank? TABLE Serial No. 1. 2. 3. Category Yes No Will tell later TOTAL Number of Respondents 10 160 30 200 Percentage 5% 80% 15% 100%

Base 200 respondents

160 140 120 100 80 60 40 20 0 Yes No Will tell later

Yes No Will tell later

Interpretation From the table and graph above it can be seen that y 80% respondents are not interested to open an account with the bank. y 5% respondents are interested to open an account with the bank. y 15% of the respondents say that they will tell later.

Q.10. Do you have all the documents which are required to open an account? TABLE Serial No. 1. 2. Category Yes No TOTAL Number of Respondents 120 80 200 Percentage 60% 40% 100%

Base 200 respondents

120 100 80 60 40 20 0 YES NO

Yes N

Interpretation From the table and graph above it can be seen that y 60% respondents have all the documents which are required to open an account with the bank. y 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 free Demat account if you open a new savings account HDFC bank? TABLE Serial No. 1. 2. Category Yes No TOTAL Number of Respondents 40 160 200

Percentage 20% 80% 100%

with

Base 200 respondents

160 140 120 100 80 60 40 20 0 Yes No
Yes No

Interpretation From the table and graph above it can be seen that y 20% respondents are aware that the bank provides a free Demat account with new savings account. y 40% respondents are not aware of it. Q.12.Are you aware of different terms and conditions which are very much essential to maintain an account at HDFC Bank? TABLE Serial No. 1. 2. Category Yes No TOTAL Number of Respondents 25 175 200 Percentage 22% 88% 100%

Base 200 respondents

180 160 140 120 100

Yes

80 60 40 20 0 Yes No

No

Interpretation From the table and graph above it can be seen that y 12% respondents are familiar with different terms and conditions which are very much essential to maintain account with the bank. y 88% respondents have no idea about it. Q.13. Do you know about HDFC Banks recruitment policies related to sales executives? TABLE Serial No. 1. 2. Category Yes No TOTAL Number of Respondents 82 118 200 Percentage 41% 59% 100%

Base 200 respondents

120 100 80 60 40 20 0 Yes No

Yes No

Interpretation From the table and graph above it can be seen that y 41% respondents are known about HDFC Banks

recruitment policies related to sales executives. y 59% respondents are not known about HDFC Banks recruitment policies related to sales executives.

CONCLUSIONS 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.

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 Companys 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.

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:y To make people aware about the benefit of becoming HDFC Banks 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.

y The bank should provide life time valid ATM card to all its customers.

y 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.

y The company should provide a pass book to all its customers.

y Make people understand about the various benefits of its products.

y Company should organize the program in the society, so that people will be aware about the company and different products of the bank.

y Company should open more branches in different cities.

LIMITATIONS

LIMITATIONS

Every work has its own limitation. Limitations are extent to which the process should not exceed. Limitations of this project are:-

y The project was constrained by time limit of two months.

y Mindset of people may very depending upon their age, gender, income etc.

y Getting appointment from the concern person was very difficult.

y People mind set about the survey was an obstacle in acquiring complete information & positive interaction.

y 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

Dear Sir/Madam,

Name: Address: Contact No :( O) (M) City: ...............Pin: .State:

I am a student of AUR(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. y Undergraduate y Graduate y Post graduate

3. Marital Status. y Married y Single No. of Children: __________

4. Number Of years Are You in Ganganagar. y Less than five years y More than five years

5. Occupation. y Business y Profession y 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. y <than 2 lack y Between 2 to 5 lack y Between 5 to 8 lack y >than 8 lack

7. Are you a member of a Club/Gym? y Yes y No If yes, Name of the Club/Gym _______________________________________

8. What is your perception about different products and services offered by HDFC Bank? y Lucrative y Not lucrative y No idea

9. Do you want to open a Savings Account or Current Account with HDFC Bank? y Yes y No y Will tell later

10. Do you have all the documents which are required to open an account? y Yes y No

11. Are you aware of that HDFC Bank provide you a Demat account if you open a new savings the bank? y Yes y No

free

account with

12. Are you aware of different terms and conditions which are very much essential to maintain an account at HDFC Bank? y Yes y No

13. Do you know about HDFC Banks recruitment policies related to sales executives? y Yes y No

Date: Place:

Thank You

Signature

BIBLIOGRAPHY

1. BOOKS AUTHORS y Marketing Management (10th Edition) Philip Kotler y Marketing Management (3rd Edition) V.S. Ramaswamy y Research Methodology (2nd Edition) y Research Methodology 2. NEWS PAPERS y Times of India y Financial Express 3. WEBSITES y www.hdfcbank.com y www.google.com y www.scribd.com