Summer Internship Project Report

A Study on the Sales Process at

Sharekhan Ltd.

(MASTER OF BUSINESS ADMINITRATION)

SOCIETY FOR HIGHER EDUCATION & PRACTICAL

APPLICATION
2018 - 2019

Submitted By: Submitted To:

SANDEEP KUMAR SHARMA MR. SUMIT SRIVASTVA
 DECLARATION

I hereby declare that the Summer Training Report entitled “A Study on the Sales

Process at ShareKhan Ltd.” is an authentic record of my own work as requirements

of 6 weeks Summer Training during the period from 10th July to 10th September for
the award of degree of MBA (Master of Business Administration), society for higher
education & practical application Varanasi, under the guidance of

SANDEEP KUMAR SHARMA

(Signature of student)

Date: ____________________
 ACKNOWLEDGEMENT

A project is never the work of an individual. It is more over a combination of ideas,

suggestion review, contribution and work involving many folks. It cannot be
completed without guidelines.

I feel pleasure in expressing my deep heartily & profound sense of gratitude to

honorable my company guide Assistant manager MR. AISHWARYA JAIN SIR and
marketing executive MR. NIKHIL KUMAR SIR & MR. PINTU KUMAR SIR and my
faculty guide.

DR. RAJEEV RANJAN SIR. Under their proper guidance for practical aspects of
study progressed. The goal of new idea and development can only be obtained by hard
working it is only key to success. One to achieve success, the best way is suggestion
and guidance provided by one’s mention.

I acknowledge my inner most gratitude my company & faculty guide for their best co-
operation and kind assistance during framing of this project.

Finally I would like to convey my heartiest thanks to my well-wisher because of their

blessing co-operation throughout my study. They boost up me every day to work with
a new and high spirit.
 Executive Summary
This report is all about the sale process at Sharekhan ltd. And the main aim of this
report is to have an adequate knowledge of products and services of share market and
also increase awareness among people of this company. Sharekhan is a brokering firm
which deals in the stock market.

Conceptually the mechanism of stock market is very simple. People who are exposed
to the same risk come together and agree that if anyone of the person suffers loss the
other will share the loss & make good to the person who lost.

The initial part of the project focuses on the job & responsibilities. I was allotted as a
summer trainee. It also makes the readers aware about the techniques & methodology
used to bring this report alive.

It enlightens the readers about Sharekhan Ltd. strategies to acquire new customers.
Further the project tells us the profile of the company. It provide knowledge to the
readers regarding the company’s history, mission, vision, customers base & the reason
to be associated with the company .Also it gives special emphasis on the selling of
products & management of the company.

There is growing competition between brokerage firms in post reform India. For
investor it is always difficult to decide which brokerage firm to choose. Research was
carried out to find which brokerage house people prefer and to figure out what people
prefer while investing in stock market.

This study suggests the overall process of sales at Sharekhan Ltd., from the scratch i.e.
from tele-calling to fixing appointments with the client, from which a rigid analysis
was carried out.

In the broking firm the client and the client database is the asset of the company, the
management of such an asset is very important. The client database keeps on growing
if it is well managed, on addition of the new clients we should not compromise with
the service of the old clients. By this project we came to know how the database is
managed in the company.

Through this report we were also able to understand, what are our Company’s
(Sharekhan Ltd.) positive and strong points, on the basis of which we come to know
what can be the basis of pitching to a potential client. We also gave suggestions to the
company, what improvement can be done to our product.

The next part of the project throws light upon my findings & analysis about the
company.
 ABOUT US SHAREKHAN

Customer service: 022 6115 1111

Founded: February 2000

CEO: Mr. Jaideep Arora

Headquarters location: Mumbai

Parent organization: BNP Paribas

Subsidiaries: Sharekhan Limited, Research Division, Sharekhan Limited, Asset

Management Arm

Wed Site: Sharekhan.com

Industry: Financial service

Sharekhan was founded by Mumbai-based entrepreneur Shripal Morakhia in 2000.

[ Sharekhan pioneered the online retail broking industry and leveraged on the first
wave of digitization, when dematerialization (demat) of securities came into effect and
electronic trading was introduced in the stock exchanges.
In India, Sharekhan has over 4800+ employees, and is present in over 575 cities
through 153 branches, more than 2,500 business partners. The company has 1.4
million customer base and on an average, executes more than 4 lakh trades per day.

Acquisition of Sharekhan by BNP Paribas

Sharekhan is now a fully owned subsidiary of BNP Paribas, it was rebranded

as Sharekhan by BNP Paribas.
Guiding India's retail stock investors for 16 year

• Registered with NSE and BSE for capital market, futures and options and
currency segments and CDSL and NSDL for depository services.
• A full-service stock broking firm providing online services right from
online account opening to trading and investments.
• Created India’s best online trading platforms: Website
(www.sharekhan.com), TradeTiger (the ultimate desktop trading
software), Sharekhan App (available for Android and iOS devices) and
Sharekhan Mini (a low bandwidth website especially for mobile browser.
A strong brick-and-mortar network with over 2600 outlets in 575+ cities
• Research-based financial advice on all asset classes to suit all investing
and trading style

About our group

BNP Paribas is a leading bank in Europe with an international reach. It has a presence
in 75 countries, with more than 189,000 employees. It has had a presence in India for
over 150 years having established its first branch in Kolkata, in 1860. With this
unparalleled experience of the Indian market, it is among the leading corporate banks
in the country. Through its branches in eight key cities — Mumbai, Delhi, Kolkata,
Chennai, Hyderabad, Bangalore, Ahmadabad and Pune — BNP Paribas offers
sophisticated solutions in its three core businesses — corporate and institutional
banking, investment solutions and retail banking — many of them in association with
strong local partners. The bank also offers services for individual clients in Wealth
Management.
 VISION, MISSION & VALUES

Our vision: To become the largest retail player in India providing wealth
management services with most satisfied customer through unbeatable platform and
services offering yielding superior returns.

Our mission: To educate and empower the individual investor to make better
investment decision through quality advice and innovative products.

Our values:
• we are an equal employment opportunity employer and believe in diverse
work force and gender equality.
• We believe in having a healthy work environment which should enable
employee to work without fear, prejudice and gender bias.
• We also believe that all employees should be treated with respect and dignity.
AREAS OF INVESTMENT THROUGH SHAREKHAN

1. Equity
2. Derivative
3. IPO
4. Currency
5. Commodity
6. Mutual fund
7. Portfolio management service

1. EQUITY

Trading accounts

With a Sharekhan online trading account you can buy and sell shares in an instant.
Any time you want, from anywhere you like. A Sharekhan online trading account
comes with a depository participant acc0ount where you can keep all your shares, in
safe custody with National Securities Depository.

You can also link a Sharekha00n online trading account to an Internet banking
account of your choice, so that you can move cash in and out of this account easily,
without the bother of writing cheques all the time. Sharekhan offers two types of
trading accounts to suit your trading habits: Sharekhan Classic account and Sharekhan
speed trade account.

2. DERIVATIVE MARKETS

Financial markets are, by nature, extremely volatile and hence the risk factor is an
important concern for financial agents. To reduce this risk, the concept of derivatives
comes into the picture. Derivatives are products whose values are derived from one or
more basic variables called bases. These bases can be underlying assets (for example
forex, equity, etc), bases or

Reference rates. For example, wheat farmers may wish to sell their harvest at a future
date to eliminate the risk of a change in prices by that date. The transaction in this case
would be the derivative, while the spot price of wheat would be the underlying asset.

Development of exchange-traded derivative

Derivatives have probably been around for as long as people have been trading with
one another. Forward contracting dates back at least to the 12th century, and may well
have been around before then. Merchants entered into contracts with one another for
future delivery of specified amount of commodities at specified price. A primary
motivation for pre-arranging a buyer or seller for a stock of commodities in early
forward contracts was to lessen the possibility that large swings would inhibit
marketing the commodity after a harvest.
The need for a derivative market

The derivative market performs a number of economic functions:

1. They help in transferring risks from risk adverse people to risk oriented people.

2. They help in the discovery of future as well as current prices.

3. They catalyze entrepreneurial activity.

4. They increase the volume traded in markets because of participation of risk averse
People in greater numbers.

5. They increase savings and investment in the long run.

3. IPO

An IPO, or Initial Public Offering, is the sale of shares by a company to the public for
the first time. Colloquially, it is said that a company is 'going public.'

The government is the majority stockholder in these companies and it is offering a

percentage of its stock now to the public. So strictly speaking, public sector companies
that are already listed are not having their 'IPO' but they are going for a 'public
offering' of their shares. It's a technical distinction and one that should not bother
individual investors. To apply to an IPO you have to fill an IPO application.

4. Currency

The foreign exchange market is a global decentralized or over-the-counter market for

the trading of currencies. This market determines foreign exchange rates for every
currency. It includes all aspects of buying, selling and exchanging currencies at
current or determined prices.
5. COMMODITY

Although commodity derivatives command a humble share of 6% in the derivatives

segment across the world, yet these record high volumes in the markets the world over
compared to equity derivatives. In an era where risks to investments are on the rise,
India needs to switch to commodity derivatives and also to weather derivatives (when
these are launched), if it needs to top the list of developed nations. Of course with the
other asset classes offering attractive returns, "Why Commodities?" is the inevitable
question that pops in one's mind today, more so

Considering that the BSE Sensitive Index is scaling new highs by the day. Well,
despite offering relatively lower returns, commodity derivatives provide unique
money-making opportunities to a wider section of market participants, starting from
planters to exporters, importers et al. And to the agrarian Indian population
commodities are obviously not new, nor are the advantages of trading in them
unknown.

1. No balance sheet, P&L statement, EBITDA and reading between the lines.
Commodity trading is about the simple economics of supply and demand.

2. Supports are known, only resistance matters! Minimum support price acts as a
statutory support for many commodities.

3. No Dollar-Rupee premiums/discounts. No hedging on the NYMEX. Indian

commodity derivatives hedge both forex and commodity specific risks at a single cost.

4. No breaking of heads over market direction. Seasonality patterns quiet often

provide clue to both short- and long-term players.

5. No scam, no price rigging. Commodity trading comes with nil insider trading and
company specific risk.

6. Mutual Fund
A mutual fund is a professionally managed investment fund that pools money from
many investors to purchase securities. These investors may be retail or institutional in
nature. Mutual funds have advantages and disadvantages compared to direct investing
in individual securities.
7. Portfolio management service
The Portfolio Management Services are a range of professional services that aim to
fulfill the investment objectives of high net worth individuals. In this service, the
portfolios are managed by a team of experts including the strategists, technical
analysts, quantitative analysts and statisticians, specialists in derivative products, etc
to manage your investments and create wealth. The Portfolio Manager's investment
philosophy underlines maximizing the risk-adjusted returns depending on the client's
risk tolerance. In order to achieve the same, a disciplined investment approach, with
adequate risk controls, has been adopted.

1. Fund Type: Fundamental PMS

2.Min. Investment’s 25 Lakhs
Core Strategy: Large-cap oriented with quant based strategy
4. Benchmark Index: NSE NIFTY
5. Charges: AMC 1% of corpus (Chargeable Quarterly)
Profit Sharing - NIL
Brokerage & Statutory Costs Delivery : 0.50% and other statutory levies
No lock-in

PROCESS ON ACCOUNT OPENING

LEAD MANAGEMENT SYSTEM (LMS)/ REFERENCES

CONTACT
 TELEPHONE AND PERSONAL VISIT

APPOINMENT

DEMONSTRATION

AGREE DISAGREE NO

DOCUMENTATION

FILLING THE FORM

SUBMISSION THE FORM

LOGIN OF THE FORM

SENDING ACCOUNT OPNING KIT TO CUSTOMER

TRADING

DOCUMENTATION:

1) Pan Card (Mandatory)

2) Adhaar card

3) Residence Proof (Permanent)

4) Driving License

5) Passport (valid)

6) Bank Statement (latest)

7) One Photographs (Passport size)

8) two cheque (margin cheque , cancel cheque )

ACCOUNT OPRNING FEES & ANNUAL MAINTENANCE CHARGES
(AMC)

 Trading Account Opening Charges (One Time): ₹0 (Free)

 Trading Annual maintenance charges (AMC): ₹0 (Free)
 Demat Account Opening Charges (One Time): Included in trading account
opening charges
 Demat Account Annual Maintenance Charges (AMC): ₹400+GST (Free for 1st
year with trading account.)

SHAREKHAN TRADING BROKERAGES CHARGES:

 Equity Cash Intra-day Trades: 0.05% on the buy side.

 Equity Delivery Trades: 0.50% or 10 paise per share or ₹16 per scrip
whichever is higher.
 F&O Trades: 0.10% on the first leg and 0.10% if squared off on any other day.
 Options Trades: 2.50% or ₹250 per lot on the premium (whichever is higher).
 Currency Future: 0.10%.
 Currency Options: 2.50% or ₹30 per lot on premium (whichever is higher).
 Commodity: 0.10%.

SWOT ANALYSIS

SWOT analysis of ShareKhan analyses the brand/company

with its strengths, weaknesses, opportunities & threats.
ShareKhan is one of the leading brands in the
banking & financial services sector. In addition to SWOT
Analysis, the table below also lists the top ShareKhan competitors and elaborates
ShareKhan segmentation, targeting, positioning & USP.

STRENGTHS

1. Wide range of innovative financial products 

2.  Intensive research on all industry sectors
3. Strong I.T infrastructure
4. Have one of the largest network of branches across country
5. Pan-India presence with over 1,500 outlets serving 950,000 customers across 450
cities
WEAKNESSES

1. Penetration limited to urban areas

OPPORTUNITIES

1. Growing rural market

2.Earning Urban Youth
3. Educating people about the benefits of investments to increase target audienc

THREATS

1. Stringent Economic measures by Government and RBI

2. Entry of foreign finance firms in Indian Market

Product and services offering by Sharekhan BNP paribus

(1) Trade Tiger

Desktop
application
Ultimate online trading platform with a unified screen for all exchanges. Advanced
charting and automated alert system

 ADVANCED TOOLS
 Trade quickly at a click, with tools like heatmap and much more
 ADVANCED ORDERS: Place advance orders such as bracket orders, big
trades, bulk orders, etc to trade efficiently
 ONLINE TRAINING: Get access to free online sessions to understand Trade
Tiger better

 NEWS AND RESEARCH: Access real-time news & research

recommendations from our expert’s desk

 PERSONALISATION: Custom Trade Tiger with shortcuts, charts, multiple

screens and much more
(2) Classic Account

Website: Trade on Sharekhan.com in equities, F&O, commodities and currency.

Invest in IPOs, Mutual Funds, ETFs and Bonds

HASSLE FREE INVESTING ONLINE, ANYTIME ANYWHERE

Presenting the easiest way to control your investments with a click of a button. With
live stock prices, online cash transfer and instant order execution you get complete
freedom from boring paper-work. Our friendly customer service representatives are
accessible via toll-free phone, email and live online chat.

Proven Research, Timely Advice.

Get live analysis before, during &after market hours. From daily intra-day calls to
long-term stock recommendations, you will get timely advice with well-defined profit
targets. In addition, you can invest in the companies that form part of our Top Picks
research basket.

(1) Sharekhan Mini Site

Mobile-Browser Based Site for Online Trading

(4) Share Mobile App

Mobile App for Online Trading

Mobile App for Online Trading. With the new Sharekhan app, trade and invest in
stocks, mutual funds and also keep track of your portfolio.
 ADVANCED SEARCH : The search bar allows you to trade, invest, set alerts,
view quotes and more
 TRACK, TRADE, INVEST: Trade in NSECURR, MCXCURR & MCX invest
in Mutual Funds, track your portfolio on the go with Sharekhan app.
 OPTIONCHAIN : Helps you track all your options contracts on a single page
  CHARTS AND STUDIES:Get an in-depth analysis of the market with
advanced charts and studies
 MUTUAL FUNDS MARKET NEWS : Keep a tab on market indices from
around the world

 NO LIMITS : Place unlimited orders through one call

(5) Dial-n-Trade call

Dial-n-Trade: Trade on Phone

 Trade on Phone
 SHAREKHAN RESEARCH ADVICE: Get advice on all market segments
from the experts at Sharekhan
 GUIDANCE: Discuss and understand market trends with us.
 ACCESSIBILITY: Sharekhan offices are spread out pan-India
 Safe And Sound : We’ve got infrastructure to record all the calls
 SECTION :Invest in MFs easily on the app
 GLOBAL

(6) Share Shop share shop

Visit our Branches to Trade

Sharekhan Classroom

Kick start your stock market training online with Sharekhan Classroom! Whether you
want to trade, invest or do both, here are stock market courses online that help you
learn the basics of trading and investing, evaluate your stocks and execute the trades.
All the modules are online and absolutely free. Discover the modules that best suit
you,
Registered Head Office:

SHAREKHAN LIMITED

Registered Office: Sharekhan Limited, 10th Floor

, Beta Building, Lodhai Think Techno Campus
JVLR, Opp. Kanjurmarg Railway Station, Kanjurmarg (East), Mumbai.
Contact: 022-61150000 Fax: 022-67481899

Registered Regional Office:

Hazratganj Branch
1st Floor Marie Gold, Shahnajaf Rd.
Hazratganj
Lucknow-226001
Contact -+911140132221

BRANCH ADDRESS:
SHAREKHAN Limited
2ndFloor, Banaras TVS Building, D -58/12, A-7, Sigra Varanasi (UP)-221010

Tel:0542 -2221073
 INTERNSHIP DETAILS

The main task assigned to me was to find out How many customers are aware about
the investment products like Mutual Funds and Direct trading, apart from investments
in properties, FD etc.This task was performed on the basis of questionnaire, in which
customers have to give their feedback according to their perception.

I have worked in sales department and investment advisory department as an assistant

of sales executive and investment advisor.

Then after getting this all done I have to schedule the calling process on the existing
old lead and new lead for converting the lead into business and fixing the appointment
with customers It help me understanding the different type of customer and it give a
good experience in calling process.
Details of Industry Mentor:
Name- Mr.Sumit Srivastava

Designation- Branch Head

Location- Varanasi, UP 221010

Contact- 8795821444

E-mail-Sumit.srivastava@branch.sharekhan.com

Detail of Task:

Type- Desk, Office and Field visit

Form- Individual
Time Frame:
10 a.m. to 5p.m.
Start Date:
10 July, 2019
Completion Date: 25 August, 2019
Conclusion and observations.

 Customer do not know and aware about the investment products which is present
in the current market.
 Customers want surety on his investment which is not possible.
 Customer does not want to take a risk but everyone want to get a high return on
investment.
 Customer feels that if he invest in any government bonds then they get a low
return but the investment amount is safe.
 People believe that traditional fund management is better than the professional
fund management.
 Around 90% of the government employees think that their provident fund will
give more return in comparison to any other investment.
 People who are working in private sector have invested in mutual funds
 Customer don’t feel confidence while investing in direct equity.
 People who are in the age group of 24 to 40 years are more interested in mutual
funds and equity.
 The salaried employees have invested in mutual fund in the form of small monthly
saving (SIP) for capital growth and for achieving their long-term goal.
 Very few have knowledge about the market who have invested in equites, and are
able to make profits.
 Very few people have knowledge about tax saving mutual funds.
 People don’t do investment based on their goal prospective.

Practices followed at a time of internship are:

 Make a questionnaire on the topic Assessment of customer awareness on the

different investment products.
 Collect a primary and secondary data for finding how many customers are
invested in mutual funds, direct equity, fixed deposit and real estate.
 For the primary data I have met around 80 candidates and took their views on
investment products
 I have chosen government sector and private sector employee for sampling of data
 Maintain the excel sheet of the customer
 On the basis of questionnaire find out the number of people who are invested in
direct equity, mutual fund, FD and in real estate.
Challenges faced while doing the task are:

 The government employees do not share their information and not ready to share
their perception.
 The people used to avoid us by telling come later right now I am busy.
 Some people are cooperative and some are rigid who do not give their time.
 At a time of calling customer are ready for buying the mutual funds and for
opening demat account and at a date of appointment they was not receive a call.
 While organizing the workshop at some school, when we are trying to take time
for organizing workshop about investment awareness they postponed the meeting.

Learning and value addition

Major learning during internship are:

 Learn about equity and mutual fund.

 Learn about intraday trading and holding.
 How to talk to a customer.
 tracking the order, placing the order.
 How to create a long- term portfolio.
 Pitching and converting the call in business.

Differences between practical and theoretical concepts are:

  Knowledge is totally different from theoretical knowledge, in practical concept
we apply the thing what we know about the subjects.
 Theoretical knowledge help only little bit in the real life situation.
 the concepts of theory does not fit in every situation but if the person have
practical knowledge then he can overcome In the theoretical knowledge we learn
about the things verbally but the concepts of practical from any situation.
 Example: I am the MBA student I know about Mutual fund because I learn it in
class but I do not know about the companies who give better return from my
classroom and if in real life I have to suggest any mutual fund to any customer
then I have to do a market reserch then only I suggest the best mutual fund advise
to customer it comes from the practical concepts.
 Theoretical knowledge tell about the fund but practical concepts tell which mutual
fund is best for my client.

Usefulness of the internship with future perspective:

 It give me the overview of financial services industry.

 It tell about the work and responsibility of employee which help me in future.
 It give the practical exposure to me .
 The duration of internship linked me with the real world of employee.
 It help me in making the network with customers and employee.
 It help in set the foundation for my future.

Major companies in respective industry are:

 1. Kotak Securities
2. ICICI securities
3. HDFC securities
4. Zerodha
5. SBI securities
6. Angle broking
7. Religare
8. Karvy

Recommendations and suggestions

1) Company must be focused on their existing customer and try to retain them.

2) Company must start the awareness program about investment products for the
societies.

3) provide workshop and demo session for interested candidate.

4) Company make investment on advertisement, because of less promotion of the

company, the person who is not doing trading is not aware about the company name

5) Company can start a campaign on financial literacy.

6) make strategy for targeting the young customer.

o
 Best prac