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ON

EXECUTIVE TRAINING

TITLE:To sell 24 Demat accounts worth Rs.2,00,000/-

for 3 months for Sharekhan Limited in Nagpur city.

GUIDED BY-

Mrs. Parijad Dongure MR. CHIRAG JOSHI

(Faculty Guide) (Company Guide)

SUBMITTED BY:

AJEET KUMAR

Enroll. No.: 8NBNG010

Summer Internship Program 2009

The MBA Program 2008-2010

ICFAI National College, SIP Centre Nagpur


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CERTIFICATE

This is to certify that the Final Report on Executive

Training with special reference to the company

SHAREKHAN LIMITED submitted by AJEET

KUMAR having Enrollment No. as 8NBNG010

during Semester-III of the M.B.A Program (Class of2008-10) embodies original work done by her.

His work has been satisfactory.

Mr. Chirag Joshi Mrs. Parijad Dongure

(Company Guide) (Faculty Guide)


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ACKNOWLEDGEMENT

My due acknowledgement to all those people who have

helped me during my SIP. This includes my respected Company

Guide Mr. Chirag Joshi, Faculty Guide Mrs. Parijad Dongure, INC

faculty, Office Personals, and Clients.

My SIP would not have been possible without the

guidance, support and encouragement provided by faculties and

company people whose belief and confidence in me have enabled

me to do this SIP successfully.

My special recognition to ICFAI NATIONAL COLLEGE for

allotting this task to me which opened a new door of knowledge

for me.

My special thanks to Mr. Chirag Joshi and all the people

at Sharekhan for their help in developing new ideas and skills in

me.

My special remembrance to all the faculty members at

INC NAGPUR who have encouraged me to be a continuous learner.

I am very grateful to our team at Sharekhan who always

offered a helping hand all my way through.

And above all, I thank the Almighty without whose

blessings, nothing would have been possible.

AJEET KUMAR

Enroll

ment No.:8NBNG010


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I.C.F.

A.I. National College

Nagpur

DECLARATION

I, Ajeet kumar hereby declare that this Report has been carriedout under the guidance of my faculty guide Mrs. Parijad Dongure.

This report neither in full nor in part will ever be submitted for

award of any other degree of either this university or any other

university.


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Aj

eet kumar

8

NBN010

CONTENT

1. INTRODUCTION

2. COMPANY PROFILE

3. OBJECTIVE

4. TARGET/TASKS SET

5. STRATEGY ADOPTED

6. ACHIEVEMENTS

7. ANALYSIS OF PERFORMANCE Vs TARGET

8. LIMITATIONS

9. LEARNING IN THE EXECUTIVE TRAINING

10.AWARDS/REWARDS RECEIVED DURING EXEUTIVE TRAINING


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11.CONCLUSION

INTRODUCTION

FINANCIAL SYSTEM

The financial is one of the most important inventions of the modern society. The phenomenon of

imbalance in the distribution of capital or funds existed in every economic system. There are

areas or people with surplus funds and there are those with a deficit. A financial system

functions as an intermediary and facilitates the flow of funds from the areas of surplus to the

areas of deficit. A financial system is a composition of various institutions, markets, regulations

and laws, practices, money managers, analysts, transactions and claims and liabilities.

The functions performed by a financial system are:

THE SAVINGS FUNCTION:

LIQUIDITY FUNCTION:

PAYMENT FUNCTION:

RISK FUNCTION:

POLICY FUNCTION:

COMPANY PROFILE

SHAREKHAN LIMITED

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

704 share shops in 280 cities and Indias 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.
http://www.sharekhan.com/http://www.sharekhan.com/


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They provide trade execution services through multiple channels - 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 [SHANTILAL SHEWANTILAL KANTILAL ISWARNATH LIMITED] 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 8 th February 2000 and now it

is having all the rights of SSKI. The company was awarded the 2005 Most PreferredStock Broking Brand by Awwaz 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 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.

Share khan 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 5,500companies 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

outstanding technology platform. Further, Sharekhan's lineage and relationship with

SSKI Group provide it a unique position to understand and leverage the growth of thefinancial services sector. We look forward to providing strategic counsel to Sharekhan's

management as they continue their expansion for the benefit of all shareholders."

SSKI Corporate Finance Private Limited (SSKI) is a leading India-based investment

bank with strong research-driven focus. Their team members are widely respected for

their commitment to transactions and their specialized knowledge in their areas of

strength. The team has completed over US$5 billion worth of deals in the last 5 years -
http://www.sharekhan.com/http://www.sharekhan.com/http://www.sharekhan.com/


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making it among the most significant players raising equity in the Indian market. SSKI, a

veteran equities solutions company has over 8 decades of experience in the Indian

stock markets.

If we experience their language, presentation style, content or for that matter the online

trading facility, we'll find a common thread; one that helps us make informed decisionsand simplifies investing in stocks. The common thread of empowerment is what

Sharekhan's all about!

"Sharekhan has always believed in collaborating with like-minded Corporate into forming

strategic associations for mutual benefit relationships" says Jaideep Arora, Director -

Sharekhan Limited.

Sharekhan is also about focus. Sharekhan does not claim expertise in too many things.

Sharekhan's expertise lies in stocks and that's what he talks about with authority. So

when he says that investing in stocks should not be confused with trading in stocks or a

portfolio-based strategy is better than betting on a single horse, it is something that is

spoken with years of focused learning and experience in the stock markets. And these

beliefs are reflected in everything Sharekhan does for us! Sharekhan is a part of the

SSKI group, an Indian financial services power house, with strong presence in Retail

equities Institutional equities Investment banking.

In Nagpur it is having the branches at C.A. road, near telephone exchange square and

Khare town, Dharampeth and 12-13 franchisees in Nagpur. We have been given the

centre at C.A. road.

Sharekhan provides 4 in 1 account.

- Demat a/c

- Trading a/c: for cash calculation

- Bank a/c: for fund transfer

- Dial and Trade: for query relating trading

Products:

Mutual fund schemesInsurance


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Portfolio Management System

Shares online and offline

Bonds

Fixed Deposits

Commodities

Out of these we have to mostly sell demat accounts and Mutual Funds.

Demat account:

Sharekhan is a depository participant. This means that we can keep the shares indematerialized form in Sharekhan. But for this one has to the demat account inSharekhan. Dematerialization is the process by which a client can get physicalcertificates converted into electronic balances maintained in his account with the DP.

In Sharekhan, under demat account there are two types of terminals.

TYPE OF DEMATACCOUNT TERMINAL

DEPOSIT (Refundable) CHARGES (nonrefundable)

CLASSIC Rs.5000 Rs.750

Rs.10000 Nil

TRADETIGER Rs.5000 Rs.1000

Rs.10000/25000 Nil


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Its core services are:

Equities, and Derivatives trading on the National Stock Exchange of India Ltd.

(NSE), and Bombay Stock Exchange Ltd. (BSE), Commodities trading on National Commodity and Derivatives Exchange India

(NCDEX) and Multi Commodity Exchange of India Ltd. (MCX),

Depository services,

Online trading services,

IPO Services,

Dial-n-Trade

Portfolio management services,

Fundamental and Technical Research services,

In addition to this they also provide advisory services and distributions formutual funds.

Sharekhan ValueLine (a monthly publication with reviews of recommendations,

stocks to watch out for etc.)

Daily research reports and market review (High Noon & Eagle Eye)

Pre-market Report

Daily trading calls based on Technical Analysis

Cool trading products (Daring Derivatives and Market Strategy)

Personalized Advice

Live Market Information

Sharekhan First Step

Sharekhan First Step

The Sharekhan FirstStep is a brand new program designed especially for those who are

new to investing in shares. All one have to do is open a Sharekhan FirstStep account

and they guide us through the investing process.

Market Share

Sharekhan enjoyed about 20 per cent market share in Web business (Internet trading) in

stock markets. Three years ago, Web trading showed lot of promise but with the market

witnessing a downturn, there was not much interest among retail customers.


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Profits

The share of Web trading constituted 22 per cent of the revenue. As Sharekhan's daily

trading volume was over Rs 200 crore, the share of Web trading at about Rs 40 crore a

day was substantial and a larger part of the volume was coming from day traders.

Features of Trading With Sharekhan:

1. Freedom from paperwork

2. Instant credit and money transfer

3. Trade from any net enabled PC

4. After hour orders

5. Online orders on the phone

6. Timely advice and-research reports

7. Real-time Portfolio tracking

8. Information and Price alerts.

FINANCIAL CAPABILITY

Taking in to consideration all its assets and liabilities company is valued at around Rs.

750-850 crores.

HIERARCHY IN Sharekhan

There are 14 main hierarchical levels in Sharekhan:

1) Trainees

2) Super trainees

3) Sales executives

4) Assistant sales manager

5) Area sales manager : Mr. Chirag Joshi

6) City sales manager

7) Assistant branch manager8) Branch manager

9) Regional head

10)Cluster head

11) Business head

12) Country head

13) Directors


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14) CEO

SWOT ANALYSIS OF SHAREKHAN

STRENGTHS WEAKNESSES

First brokerage firm to go online.

Products

PMS Services.

Technology

Online fund transfer.

Research reports.

Clients (average of 15,000 accounts

per year)

Recommendations from clients.

Free Demat a/c opening.

Low annual maintenance charge

High brokerage charges but

now they have overcome this by

a new prepaid scheme in which

brokerage is reduced to half.

OPPORTUNITIES THREATS

Huge market. Volatility of the share market.

Competitors.


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Account opening:

Opening a DP account with Sharekhan

One can open a Depository Participant (DP) account, either through a Sharekhan

branch or through a Sharekhan Franchisee center.

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.

All investors have to submit their proof of identity and proof of address along with the

prescribed account opening form.

List of Documents required to open an account with Sharekhan:

1) Proof of Identity

You can submit a photo copy of any of the following

o Voter ID

o Passport

o PAN Card

o MAPIN UID Card

o Driving License

o Photo I card issued by Employer registered under MAPIN

2) Copy of Ration Card

3) Address Proof

You can submit a photo copy of any of the following

o Voter ID Card

o

Driving Licenseo Passport

o Ration Card

o Telephone Bill

o Electricity Bill

o Leave-License

o Bank Passbook


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o Latest Bank Statement

o Insurance Policy

o Flat Maintenance Bill

4) A copy of cancelled cheque5) Nominee photograph, if filled

6) Signed Photograph of all holders

BROKERAGE STRUCTURE OF SHAREKHAN

BROKERAGE:

INTRADAY DELIVERY

CASH- EQUITIES 0.05% 0.5%

FnO 0.05%

PREPAID SCHEME 0.025% 0.25%

Sharekhan has tie up with the following banks:

HDFCAxis BankIDBICiti BankIndusInd BankUnion BankICICIOriental Bank Of Commerce

MINIMUM INVESTMENT IN MUTUAL FUND:INVESTMENT MINIMUM AMOUNT

Mutual Fund (Any Company) 5000

Systematic Investment Plan (Any

Company)

500


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ADVANTAGES OF SHAREKHAN:

1. Online trading is very user friendly and one doesn't need any software to

access.

2. They provide good quality of services like daily SMS alerts, mail alerts, stockrecommendations etc.

3. Sharekhan has ability to transfer funds from most banks. Unlike ICICI Direct,

HDFC Sec, etc., so investor not really needs to open an account with a particular

bank as it can establish link with most modern banks.

CUSTOMER

Business class people (high class)

High Net worth Individuals

Service class people

Government Employees

Young Adults (19-30 yrs.)

Adults (35-50 yrs.)

HUF (Hindu Undivided Family)

Women (literate and working)


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OBJECTIVE:

To project Sharekhan as an authority in the retail stock trading business.

To execute business for the company by selling demat accounts and mutual

funds.

To study the various products of the company.

To know how to open and close the calls.

To learn the online terminal used for trading.

To know the various policies of the company.

To know how to handle various types of customers.

To know various reasons for market fluctuations.

COMPETITORS

1. India Bulls

2. Motilal Oswal

3. Religare

4. Kotak

Securities

5. ICICI Direct

6. Anand Rathi

7. India

Infoline

8. Reliance

Money

9. Angel

Broking

10. 5

paisa.co

m


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To learn to manage time.

To gain practical knowledge of the market.

To have a practical experience of working in a reputed organization.

TARGETS / TASKS:

TARGETS

To sell 24 Demat accounts worth Rs.2,00,000/- for 3 month for Sharekhan

Limited at Nagpur.

To sell 2 Demat accounts per week for 3 months for Sharekhan limited at Nagpur.

To sell Mutual Funds of various companies through Sharekhan Limited in Nagpur

city for 3 months.


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TASKS

To collect the leads.

To do the telecalling and take appointments.

To attend the appointment on prescribed time.

To tell the client about the company and its products.

To tell the client about the advantages of opening a demat account with

Sharekhan limited.

To convince the clients to do Online Trading.

To explain him the terms and conditions of the product.

To convince the client to open Demat account at Sharekhan ltd.

To give a live demo of how the online terminal works.

By means of presentation explaining them how to trade online.

To take signatures of the client on the KYC (know your customer) form.

To collect the documents required to open a demat account.

To fill up the KYC form for the customer.


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To install the software in the client`s computer.

To make the client trade.

To sell the mutual funds.

To get the references from the client.

To conduct seminars in the banks and good companies.

To submit the daily report of myself and of all the 6 people in my group to the

company guide.

MY SIP IN SHAREKHAN

Before my Summer Internship Programme, I had very little knowledge about the stock

market and its fundamentals. And now after undergoing training for the 12th 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 mutual funds. And I am confident about

my knowledge about demat accounts and mutual funds. 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.


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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 Indias premier online trading portal

www.sharekhan.com.

Out of these we have to mostly sell demat accounts and Mutual Funds.

In the first week we had training sessions for 3 days in which our company guide

Mr. Chirag Joshi 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 us tips on

how to do telecalling. He also gave us 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.
http://www.sharekhan.com/http://www.sharekhan.com/


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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 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 Chirag 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. So my clients

conversion ratio also increased. 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, India Infoline, Motilal Oswal, Ventura,

Angel Broking etc. and their strategy of marketing and the consumer's preference

towards the competitor's product.

I did cold calling in these three months and created my own database through it. In the

second month some of the follow-ups from the first month started converting. Sharekhan

also started giving advertisement in leading English dailies and on channels like CNBC


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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 0.05% for Intraday and 0.05% for Delivery.

I met people in different locations i.e. at central avenue road, Dharampeth, Gokulpeth

road, SitaBuldi market road, Ramdaspeth road, wardha road, lokmat square,

somalwada, Bajaj nagar, Ram Nagar, wardhaman nagar, Kampthee and Umred 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 some companies.

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 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.


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Vilash from Umreds 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 customers queries. Even our

Chirag 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 Central Avenue road,

near telephone exchange square and if we any appointment in the west Nagpur then it

is very difficult for us to go and report in the office second time.


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STRATEGY ADOPTED:

TAKE

REFERENC

ES

TELECALLI

NG

FIX

APPOINTME

NT

INTERESTE

D

COMPLETE

THE

FORMALITI

ES

ATTENDAPPOINTME

NT

INSTALL

THE

SOFTWARE


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NOT INTERESTED TAKE REFERENCES

TELECALLING

INTRODUCTI

ON

BROKERAGE

EXPLAINATIO

N

WISH

/GREETING

S

OBJECTIO

N

HANDLING

NEED

GENERATI

ON

PURPOSE

OF

CALLING

FIX

THE

APPOINTMEN

T

CLOSE

THE CALL


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By tele-calling the customers and taking appointments for the date on which they

will free.[From references and leads given by company, clients and friends].

By cold calling the customer by meeting them personally and taking appointments

and follow up dates as per their convenience.

By arranging presentations in Banks, schools and colleges and companies.

By doing promotional activities at krazy castle and other such places to generate

leads.

By sending e-mails and SMS`s to friends, and relatives we are educating them

about Sharekhan`s products and services.

By giving the Sharekhan`s pamphlets to the clients.

By taking references from the clients.


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I am maintaining a daily record number of people I met, their addresses and

contact numbers and their remarks in Excel sheets. I am also maintaining my

weekly report, SIP log book and the weekly achievement report. They are helping

me a lot in my SIP.

I am targeting the staff of reputed companies so that I will get the accounts in lot

and up to certain limits I am successful in this.


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ACHIEVEMENT:

WEEK NO. ACHIEVEMENT NAME OF THECLIENT

TYPE OFACCOUNT

AMOUNT /ASSET

1(24/3/08 -29/3/08)

NIL NIL NIL NIL

2(31/3/08 -

5/4/08)

NIL NIL NIL NIL

3(7/4/08 -

12/4/08)

1 DEMAT A/C Dr.Pravin Nitnawre classicaccount

Rs.10,000/-

4(14/4/08 -

19/4/08)

NIL NIL NIL NIL

5(21/4/08 -26/4/08)

1 DEMAT A/C Mr.Naresh Joshi andconverted 100physical sharesof Bank of India intodemat

speed trade Rs.10,000/- +Rs.34,430/-

6 (28/4/08 -3/5/08)

4 mutual funds Mr. Venkata Rao - Rs.20,000/-

7 (5/5/08-10/5/08)

1 DEMAT A/C Dr.C.M.Pande speed trade Rs.10,000/-

8(12/5/08

17/5/08)

4 DEMAT A/Cs Mr.Atul Shende,Mr.Vijay Narad,

Mr.Pradeep Rekhi,Mr.K.G.Meshram

3 speedtrade and 1

classicaccount

Rs.36,000/-

9(19/5/08 24/5/08)

3 mutual funds Mr.Varangaonkar,Mr.C.M.Pande,Mr.RishabhShivhare

- Rs.36,000/-

10(26/5/08

1 DEMAT A/C Mr.Ganesh Fasate 1speedtrade

Rs.10,000/-


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31/5/08 )

11(2/6/08 7/6/08)

NIL NIL NIL NIL

12(9/6/08 14/6/08)

5 DEMAT A/Cs Mrs.Archanakhurana, Mrs.AnupaMeshram,Mr.PrashantNagrale,Mr.Ashish Kohale,Mr.PrashantJaronde

Transferred 100shares of Bank of

India of Mr.PradeepRekhi

4 speedtrade and 1classicaccount

5*5000+ 34430= Rs.59,430/-

13(16/6/08 21/6/08)

10 DEMAT A/Csand 1 mutualfund

Mr.Rajendra Soman,Mr.Vaibhav Satpute,Mr.Amol Kachhwah,Mr.Sanjay Junghare,Mr.Pradeep Soman,Mr.Sankat MochanDwivedi,Mrs.YogitaChauhan,

Mr.Mangal Tiwari,Mr.Robin Simon,Mrs.NainaKashimbar (offline)

9 speedtrade and 1offline a/c

Rs.55,180 +Rs.18,000= Rs.73,180/-

14(23/6/08 28/6/08)

8 DEMAT A//Cs3 mutual funds

Mr.Pravin Dandekar,Mr.Sunil Mishra,Mr.RishabhShivhare, Mr.PrasadSadhankar, Mr.AjayChitmitwar,Mr.Nishant Rao,

Mr.Subhash,Mr.Viraj MokadamAnd mutual fundsof Mr.Vineet,Mr.Ujwal andMr.Abhilash Nair

5 speedtrade and 3classicaccount

Rs.40,000/- +Rs.9600/- +Rs.2400/- +Rs.2400/-= Rs.54,400/-

TOTAL 31 DEMATACCOUNTS AND

- -


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11 MUTUALFUNDS

Rs.3,53,440/-


31/41


32/41


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14

20,00

0 280000 54,400 353440 272% 126.23%


34/41


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WEEKLY ANALYSIS:

WEEK No. 1:

Had training for three 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.

Met 17 people, out of this 6 people were interested in Sharekhan`s Demat account.

Client Conversion ratio: 0%.

As this was my first week and had training for 3 days I got very less time to understand

the products, market and potential customers.

WEEK No. 2:

Met 46 people, out of this 20 people were interested in Demat account.


As this was the beginning of the SIP I found it very difficult to identify the potential

customers.

WEEK No. 3:


Client Conversion ratio: 0%

Collected many leads and references. Got follow up dates and appointments from the

interested customers.


36/41

WEEK No. 4:



Collected leads and references. Got follow up dates and appointments from theinterested customers.

WEEK No. 5:


Opened 1 demat account worth Rs 20,000/-

Client Conversion ratio: 0.017%

Collected leads and references. Got follow up dates and appointments from the

interested customers. Learned how to approach and convince the customer.

WEEK No. 6:


Opened 2 demat account worth Rs 25,000/- each

Client Conversion ratio: 0.33%

WEEK No. 7:


Opened 1 demat account worth Rs.25,000/-

Client Conversion ratio for demat: 1/48 = 0.021%

Collected leads and references. Most of the clients were busy or out of station. Got

follow up dates and appointments from the interested customers.

WEEK No. 8:


37/41


Opened 1 demat accounts worth Rs.25,000/-

Client Conversion ratio: 1/53= 0.018 %

Collected leads and references. Got follow up dates and appointments from theinterested customers. Over achieved the weekly target.

WEEK No. 9:


Opened 2 demat accounts worth Rs.10,000/ each

Client Conversion ratio for demat: 0.04%

Collected leads and references. Got follow up dates and appointments from the

interested customers. Over achieved the weekly target.

WEEK No. 10:



Got 2 mutual fund of Rs.10000/-


Documentation of some of the demat accounts and mutual funds was in process.

WEEK No. 11:





38/41

Client Conversion ratio for demat: 0.019%

Documentation of some of the demat accounts. Generated leads for the next week.

WEEK No. 12:


Opened 1 demat accounts worth Rs.10000/-



Weekly target was overachieved.

LIMITATIONS:

Due to bad market conditions people are becoming more and more pessimistic

about investing in the share market. After the Reliance IPO, SENSEX fell

tremendously from 21000 to 15000. 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

(SIP) at very wrong time.

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 and

mutual funds.


39/41

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.

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.

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 its very difficult to convince them to deposit that much amount

and open a demat account.


40/41

LEARNINGS:

Importance of information technology in the field of stock broking is immense.

Stock broking companies run with the help of IT.

The terminal through which the brokers buy and sell shares is a software thatcompletely depends on the internet. For Sharekhan, this terminal has beendesigned by the software company Spider.

Buying and selling through internet is fast. As soon as the prices of the sharesgoes up or comes down then they can be sold or purchased instantly withinseconds.

Customer Relationship is very necessary for the company to retain thecustomers.

In Sharekhan I have learned how to maintain good relations with the customersby giving them the proper service and solving their queries regarding the sharemarket.

I have also learned how to maintain good relation with the employees and the co-trainees.

In Sharekhan Ltd. I have learned a lot relating to the finance.

Learned the meaning of the words that are mostly used in the share market.


41/41

Learned about various products of the Sharekhan Limited.

Learned various aspects regarding Share Market.

Learned about various products used in the share market especially Demat

accounts and Mutual Funds.

Learned how to use online trading terminal.

Enhanced my communication and convincing skills.

Learned how to take appointments.

Learned how to approach the customers.

Learned how to open and close the calls.

Learned how to interact with people, how to convince them and guide them in

trading.

Learned the various policies of the company.

Learned to manage time properly.

Learned the importance of the Excel sheet. I maintained all my daily records in

the Excel sheet.

Got the practical knowledge of the market.

Had a practical experience of working in a reputed organization.

AWARDS/REWARDS:

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