6001731 project reporthdfc bank

8/3/2019 6001731 Project ReportHDFC BANK

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CHAPTER1- INTRODUCTION

1.1 THE TOPIC: OPENING SAVINGS ACCOUNTS BY MEETING CUSTOMERS

At HDFC Bank, I was assigned with the topic as Opening Savings Accounts by Meeting

Customers for my project work. I joined the company as a Sales Executive. The selection of the

topic was to know how the company generates business through them.

Sales Executives are those sources of a company who have their own relations and personal

contacts among common public that they use to generate business through. Company has certain

criteria to recruit these Sales Executives. The steps are as follows.

He should be at least 12th passed.

He should have good personal contacts.

He should have convincing power.

He should be above 18th year old.

Once he through all these steps of recruitment, he becomes the Sales Executive of the

company and reserve the right to sale the various products to any prospect client also he is paid

the commission a certain percentage. There are some reward and tour package also.

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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. Whereas in my entire project work I found my interest in working in a

team, dealing with customers and finally convincing them to open an account with the bank.

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:

The process of recruitment for Sales Executives of HDFC Bank.

Different products and services provided by the bank.

Customers perception about the different products.

The brand image of the bank.

What are the problems faced by these sales executives daily basis.

How to communicate with the customers.

Different techniques of dealing with the customers. How to convince and convert a customer into a real customer.

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CHAPTER 2-ORGANIZATION PROFILE

2. COMPANY HISTORY

2.1FORMATION 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.

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 consumerfranchise, HDFC was ideally positioned to promote a bank in the Indian environment.

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, corporate governance and regulatorycompliance. HDFC Bank's business philosophy is based on four core values - Operational

Excellence, Customer Focus, Product Leadership and People.

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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'.

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.

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/BSEhas a strong and active member base.

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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.

MANAGEMENT

Mr. Jagdish Capoor took over as the bank's Chairman in July 2001. Prior to this, Mr. Capoor 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

in public policy, administration, industry and commercial banking. Senior executivesrepresenting 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.

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 web-enabling 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.

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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, corporate governance and regulatory

compliance. HDFC Bank's business philosophy is based on four core values - Operational

Excellence, Customer Focus, Product Leadership and People.

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 programme

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) programme "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

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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

sound corporate governance practices 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, Non-funded 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:

Accounts and deposits.

Loans.

Investments and Insurance.

Forex and payment services.

Cards.

Customer center.

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http://www.hdfcinsurance.com/products/individual.asphttp://www.hdfcinsurance.com/products/group.asphttp://www.hdfcinsurance.com/products/group.asphttp://www.hdfcinsurance.com/products/individual.asp


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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

- Defence Salary Account

- Kid's Advantage Account

- Pension Saving Bank Account

- Family Savings Account

- Kisan No Frills Savings Account

- Kisan Club Savings Account

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- 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

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- 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

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- 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

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- 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 Wonderz

- 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

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- Easy Shop Woman's 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

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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.

2007

Business Today-Monitor Group survey One of India's "Most Innovative

Companies".

Financial Express-Ernst & Young Award Best Bank Award in the Private Sector

category.

Global HR Excellence Awards - AsiaPacific HRM Congress:

Employer Brand of the Year 2007-2008-Award- First Runner-up.

Business Today Best Bank Award.

Dun & Bradstreet American Express Corporate Best Bank-Award.

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Corporate Best Bank Award 2007

The Bombay Stock Exchange and Nasscom

Foundation's Business for Social

Responsibility Awards 2007

Best Corporate Social Responsibility

Practice Award.

Outlook Money & NDTV Profit Best Bank Award in the Private sector

category.

The Asian Banker Excellence in RetailFinancial Services Awards

Best Retail Bank in India.

Asian Banker Managing Director Aditya Puri won the

Leadership achievement Award for

India.

2006

Business Today Best Bank in India.

Forbes Magazine One of Asia Pacific's Best 50 companies.

Business world Best listed Bank of India.

The Asset Magazine's Triple A Country

Awards

Best Domestic Bank.

Asiamoney Awards Best Local Cash Management Bank in

Large and Medium segments.

Euromoney Awards "Best Bank" in India.

2005

Asiamoney Awards Best Domestic Commercial Bank

Asiamoney Awards Best Cash Management Bank - India .

The Asian Banker Excellence Retail Banking Risk Management

Award in India.

Hong Kong-based Finance Asia magazine Best Bank in India

Economic Times Awards "Company of the Year" Award for

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Corporate Excellence.

The Asset Triple A Country Awards Best Domestic Bank in India Region -

2005

The Business Today-KPMG Survey Best Local Cash Management Bank in

India US$11-100m - 2005

The Business Today-KPMG Survey "Best Bank in India" for the third

consecutive year in 2005.

Economic Times - Avaya Global Connect

Customer Responsiveness Awards

"Most Customer Responsive Company -

Banking and Financial Services - 2005

2004


India US$11-100m


India >US$501m


India 1989-2004 (poll of polls)

Asiamoney Awards Best Overall Domestic Trade Finance

Services in India - 2004

Asiamoney Awards Most Improved company for Best

Management Practices in India - 2004

Business World One of India's Most Respected

Companies - 2004

Forbes Global Best Under a Billion, 100 Best Smaller

Size Enterprises in Asia/Pacific and

Europe - 2004

Asian Banker Awards Operational Excellence in Retail

Financial Services - 2004

The Asset Triple A Country Awards Best Domestic Bank in India - 2004

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2003

Forbes Global Best Under a Billion, 200 Best Small

Companies - 2003

The Asset Triple A Country Awards Best Domestic Bank in India -2003

BusinessWorld - The Business World Most

Respected Company Awards

One of India's Most Respected

Companies

The Asset magazine Best Cash Management Bank

The Asset magazine Best Trade Finance Bank

FE-Ernst & Young Best Banks Survey Best New Private Sector Bank - 2003

Outlook Money Best Bank in the Private Sector 2003

Business Today Best Bank in India -2003

NASSCOM & economictimes.com - IT

Users Awards

Best IT User in Banking -2003

2002

Hong Kong-based Finance Asia magazine Best Local Bank - India

Hong Kong-based Finance Asia magazine "Best Local Bank - India"

Euromoney magazine "Best Bank in India

Asiamoney magazine Commercial Bank in India 2002

2001

Hong Kong-based Finance Asia magazine Best Domestic Commercial Bank - India

Hong Kong-based Finance Asia magazine "Best Domestic Commercial Bank -

India

Euromoney magazine "Best Bank in India

Forbes Global Named in The 300 Best Small

Companies one of the "20 for 2001" best

FE-E&Y Best Banks small companies

The Economic Times Awards for Corporate Excellence as the

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Emerging Company of the Year

2000

Hong Kong-based Finance Asia magazine Best Domestic Commercial Bank - India

Hong Kong-based Finance Asia magazine "Best Domestic Commercial Bank -

India

Euromoney magazine Best Domestic Bank

Business India " India 's Best Bank"

Forbes Global Named in The 300 Best Small

Companies one of the "20 for 2001" best

FE-E&Y Best Banks small companies

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 andapproved, subject to due diligence, the share swap ratio for the proposed merger of CenturionBank of Punjab with HDFC Bank. The Scheme of Amalgamation envisages a share exchangeratio 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 amongstprivate sector Banks) a strong deposit base of around Rs. 1,200 billion and net advances ofaround Rs. 850billion. The balance sheet size of the combined entity would be over Rs. 1,500billion.

Commenting on the proposed merger, Mr. Deepak Parekh, Chairman, HDFC said, We wereamongst the first to get a banking license, the first to do a merger in the private sector withTimes Bank in 1999, and now if this deal happens, it would be the largest merger in the privatesector banking space in India. HDFC Bank was looking for an appropriate merger opportunitythat 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 believethat Centurion Bank of Punjab would be the right fit in terms of culture, strategic intent andapproach to business.

Mr. Aditya Puri, Managing Director, HDFC Banksaid, These are exciting times for theIndian banking industry. The proposed merger will position the combined entity to significantly

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exploit opportunities in a market globally recognized as one of the fastest growing. Imparticularly bullish about the potential of business synergies and cultural fit between the twoorganizations. 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 nationwidenetwork, an extremely valuable franchise, 7,500 talented employees, and strong leadershippositions in the market place. I believe that the merger with HDFC Bank will create a worldclass bank in quality and scale and will set the stage to compete with banks both locally as wellon 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. Amerger between the banks provides significant synergies to the combined entity. The proposedmerger would further improve the franchise and customer proposition offered by the individualbanks.

2.5 FINANCIAL FIGURE

UNAUDITED FINANCIAL RESULTS FOR THE QUARTER ENDED JUNE 30, 2008

Particulars Quarter

ended

30.06.08

Quarter

ended

30.06.07

Year

ended

31.03.08

Unaudited Unaudited Audited

1 Interest Earned (a)+(b)+(c)+(d)

a) Interest/discount on advances/bills

b) Income on Investments

c) Interest on balances with Reserve

Bank of India and other interbank funds

d) Others

362173

263638

95121

2426

988

206916

145362

56047

5337

170

1011500

696673

287204

27239

384

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2

3

4

5

6

7

8

9

10

11

12

Other Income

A) TOTAL INCOME (1) + (2)

Interest Expended

Operating Expenses (i) + (ii)

i) Employees cost

ii) Other operating expenses

B) TOTAL EXPENDITURE (4)+(5)

(excluding Provisions & Contingencies)

Operating Profit before Provisions and

Contingencies (3) -(6)

Provisions (Other than tax) and

Contingencies

Exceptional Items

Profit / (Loss) from ordinary activities

before tax (7-8-9)

Tax Expense

Net Profit / (Loss) from Ordinary

Activities after tax (10-11)

59342

421515

189826

128938

54058

74880

318764

102751

34447

-

68304

21869

46435

57254

264170

108364

77438

28388

49050

185802

78368

30712

-

47656

15533

32123

228315

1239815

488712

374562

130135

244427

863274

376541

148478

-

228063

69045

159018

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13

14

15

16

17

Extraordinary items (net of tax expense)

Net Profit / (Loss) (12-13)

Paid up equity share capital (Face Value of

Rs.10/- each)

Reserves excluding revaluation reserves

(as per balance sheet of previous

accounting year)

Analytical Ratios

(i) Percentage of shares held by

Government of India

(ii) Capital Adequacy Ratio

(iii) Earnings per share (Rs.)

(a) Basic EPS before & after extraordinary

items (net of tax expense) not annualized

(b) Diluted EPS before & after

extraordinary items (net of tax expense)-not annualized

(iv) NPA Ratios

(a) Gross NPA

(b) Net NPA

(c) % of Gross NPA to Gross Advances

(d) % of Net NPA to Net Advances

(v) Return on assets (average) - not

annualized

Public Shareholding

-

46435

42462

-

NIL

12.2%

11.0

10.8

150274

49607

1.5%

0.5%

-

32123

33319

-

NIL

13.1%

1 0.0

1 0.0

71016

21424

1.3%

0.4%

-

159018

35443

1114280

NIL

13.6%

4 6.2

4 5.6

90697

29852

1.3%

0.5%

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18

- No. of shares

- Percentage of Shareholding

0.3%

342173776

80.6%

0.3%

250744008

75.3%

1.3%

27198992

0

76.7%

2.6 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 investments 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

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CUSTOMER CENTRIC

PEOPLE CARE ONE FOR ALL AND ALL FOR ONE

TEAM WORK

JOY AND SIMPLICITY

CHAPTER 3- 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

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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 PRIMARYOBJECTIVES:

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.

3.3 GEOGRAPHICAL SCOPE:

The same problem was with the all other branches of HDFC Bank even out of the Pune 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.

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3.4PRODUCT 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.

CHAPTER4- RESEARCH METHODOLOGY AND LIMITATIONS

All the findings and conclusions obtained are based on the survey done in the working areawithin 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 Pune.

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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:

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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 Pune.

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.

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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 60 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 Pune so the findings should not be

generalized.

The area of research was Pune and it was too vast an area to cover within 60 days.

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CHAPTER5- DATA ANALYSIS , INTERPRETATION AND PRESENTATION

Q1.Your Age?

TABLE

Serial No. Age Category Number of Respondents Percentage

1. 18-23 Years 40 20%

2. 24-29 Years 70 35%

3. 30-35 Years 60 30%

4. 35 Years and above 30 15%

Total 200 100%

Base 200 respondents

GRAPH

Interpretation

From the table and graph above it can be seen that

20% respondents age are 18 to 23 years.



15% respondents age are 35 to above years.

Q2. Marital Status?

TABLE

Sr. No. Category No. of Respondents Percentage

1 Married 140 70%

2 Unmarried 60 30%

Total 200 100%

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GRAPH

Interpretation


70% respondents are married.

30% respondents are unmarried.

Q3. Educational Qualification?

TABLE


1 Under graduate 50 25%

2 Graduate 80 40%

3 Post graduate 70 35%

Total 200 100% Base 200 respondents

GRAPH

Interpretation


25% respondents are Under graduate.

40% respondents are Graduate.

35% respondents are Post graduate.

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Q4. Number Of years Are You in Pune?

TABLE


1 Less than five years 78 39%

2 More than five years 122 61%

Total 200 100%


GRAPH

Interpretation


39% respondents are in Pune for less than five years.

61% respondents are in Pune for more than five years.

Q5. Your Occupation?

TABLE


1 Business 40 20%

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2 Profession 108 54%

3 Service 52 26%

Total 200 100%


GRAPH

Interpretation


20% respondents Occupation is Business.

26% respondents Occupation is Profession.

54% respondents Occupation is Service.

Q6. Your annual household income?

TABLE


1 Less than 2 lacs 98 49%2 Between 2 to 5 lacs 62 31%

3 Between 5to 8 lacs 30 15%

4 More than 8 lacs 10 5%

Total 200 100%


GRAPH

Interpretation

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49% respondents annual household income is less than 2 lacs.

31% respondents annual household income is between 2 to 5 lacs.

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

5% respondents annual household income is more than 8 lacs.

Q7. Are you a member of a club/gymkhana?

TABLE


1 Yes 84 42%

2 No 116 58%

Total 200 100%


GRAPH

Interpretation


42% respondents are member of a club/gymkhana.

58% respondents are not member of a club/gymkhana.

Q8. What is your perception about different products/services provided by HDFC bank?

TABLE

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1 Lucrative 50 25%

2 Not lucrative 120 60%

4 No idea 30 15%

Total 200 100%


GRAPH

Interpretation


25% respondents perception about different products is lucrative.

60% respondents perception about different products is not lucrative.

15% respondents have no idea.

Q9. Do you want to open an account with HDFC bank?

TABLE


1 Yes 10 5%

2 No 160 80%

3 Will tell later 30 15%

Total 200 100%


GRAPH

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Interpretation


80% respondents are not interested to open an account with the bank.

5% respondents are interested to open an account with the bank.

15% of the respondents say that they will tell later.

Q10. Do you have all the documents which are required to open an account?

TABLE


1 Yes 120 60%

2 No 80 40%

Total 200 100%


GRAPH

Interpretation


60% respondents have all the documents which are required to open an account with the

bank.

25% respondents do not have all the documents which are required to open an account

with the bank

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Q11. Are you aware that the bank provides you a free Dmat account if you open a new

savings account with HDFC bank?

TABLE


1 Yes 40 20%

2 No 160 80%

Total 70 100%


GRAPH

Interpretation


20% respondents are aware that the bank provides a free Dmat account with new

savings account.

40% respondents are not aware of it.

Q12.Are you aware of different terms and conditions which are very much essential to

maintain an account at HDFC Bank?

TABLE


1 Yes 25 12%

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2 No 175 88%

Total 200 100%


GRAPH

Interpretation


12% respondents are familiar with different terms and conditions which are very much

essential to maintain account with the bank.

88% respondents have no idea about it.

Q13. Do you know about HDFC Banks recruitment policies related to sales executives?

TABLE


1 Yes 82 41%

2 No 118 59%

Total 200 100%


GRAPH

Interpretation


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41% respondents are known about HDFC Banks recruitment policies related to sales

executives.

59% respondents are not known about HDFC Banks recruitment policies related to

sales executives.

CHAPTER6- 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.

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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:-

To make people aware about the benefit of becoming HDFC Banks SalesExecutive, 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.

.

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

Minimum balance for savings account should be reduced from Rs 5000 to Rs1000, so that people who are not financially strong enough can maintain their

account properly

The company should provide a pass book to all its customers

Make people understand about the various benefits of its products.

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Company should organize the program in the society, so that people will be awareabout the company and different products of the bank

Company should open more branches in different cities.

CHAPTER7- LIMITATIONS

LIMITATIONS

Every work has its own limitation. Limitations are extent to which the process should not

exceed. Limitations of this project are:-

The project was constrained by time limit of two months.

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

Getting appointment from the concern person was very difficult.

People mind set about the survey was an obstacle in acquiring complete

information & positive interaction.

Respondents were very busy in their schedule. So it was very time consuming for

them to answer all the questions properly.

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ANNEXURES

1. QUESTIONNAIRE

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Q

UESTIONNAIRE

Dear Sir/Madam,

I am a student of Suryadatta Institute of Management and Mass Communication, Pune

and presently doing a project on OPENING SAVINGS 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.

.

42

Name: ..

Address: ..

Contact No :( O) (M)

City: ...............Pin: .State: .


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1. Your Age: ____________________

2. Education Qualification.

Undergraduate

Graduate

Post graduate

3. Marital Status.

Married

Single

No. of Children: __________

4. Number Of years Are You in Pune.

Less than five years

More than five years

5. Occupation.

Business

Profession

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Service

(Please mention below the type of business/profession you are in incase of service please

mention your organization name and designation)

6.Your annual household income.

than 8 lack

7. Are you a member of a club/gymkhana?

Yes

No

If yes, Name of the club /gymkhana_______________________________________

8. What is your perception about different products and services offered by HDFC Bank?

Lucrative

Not lucrative

No idea

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9. Do you want to open an savings account with HDFC Bank?

Yes

No

Will tell later

10. Do you have all the documents which are required to open an account?

Yes

No

11. Are you aware of that HDFC Bank provide you a free Dmat account if you open a new

savings account with the bank?

Yes

No

12. Are you aware of different terms and conditions which are very much essential to

maintain an account at HDFC Bank?

Yes

No

13. Do you know about HDFC Banks recruitment policies related to sales executives?

Yes

No

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Date:

Place: Signature

Thank You

BIBLIOGRAPHY

1.BOOKS AUTHORS

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Marketing Management (10th Edition) Philip Kotler

Marketing Management (3rd Edition) V.S. Ramaswamy

Research Methodology (2nd Edition)

Research Methodology

C.R.Kothary

S.P. Kasande

2. NEWS PAPERS

Times of India

Financial Express

3. WEBSITES

www.hdfcbank.com

www.google.com

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http://www.hdfcbank.com/http://www.hdfcbank.com/


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6001731 project reporthdfc bank

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