PROJECT ON

HDFC BANK

TOPIC

--- OPENING SAVINGS ACCOUNTS BY MEETING

CUSTOMERS

INDEX TOPICS:EXECUTIVE SUMMARY 1. INTRODUCATION TO THE STUDY 2. OBJECTIVE AND SCOPE 3. LIMITATIONS 4. RESEARCH METHODOLOGY COMPANY PROFILE THEORETICAL BACKGROUND DATA ANALYSIS AND INTERPRETATION FINDINGS SUGGESTION AND CONCLUSIONS BIBLIOGRAPHY

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.

Once he through all these steps of recruitment, he becomes the Sales Executive of the Company and reserve the right to sale the various products to any prospect client also he is paid the commission a certain percentage. There are some reward and tour package also. 1.2 REASON FOR SELECTION OF THIS TOPIC: The financial sector is one of the booming and increasing sectors in India. The Sales Executives are one of the most powerful, efficient and effective channel through which the company sales its various types of financial products. It is really difficult to convince customers and sell a single product but since these executives have their own personal contacts which make the entire task easier to sell a product. 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:

different products.

into a real customer.

 Introduction of corporate Account:The corporate salary business is that part of retail banking that deals with salary accounts of the corporate. The main advantage of such type of accounts is that a fixed amount funds are transferred into the account on monthly basis and such fund can used by bank for finance the project. Such salary Account is provided more advantage than normal saving accounts. Introduction of various products of Corporate Accounts:There are many products in this class but the two main products are:1. PREMIUM SALARY ACCOUNT:A power-packed accounts for successful salaried professionals, the premium Salary account a comes with a free International Debit card and add- on Debit card for life, with the option of choosing between a silver or gold credit card at preferential rates. 2. REGULAR SALARY ACCOUNT:The HDFC Bank Regular salary account is a zero Balance account and it is suitable for those companies which have average salary of their employee is about 7500/Some Other product are- PAYROLL salary accounts, CLASSIC salary account, and DEFENCE salary accounts. INTRODUCTIONThis is a reputed company in banking sector. the company is having 38% market share in the PCMC area dealing with business accounts for every type of customer. Now it has merged with centurion bank of Punjab customers which added extra market share. it has customized products which every business require. Every big or small business require the banking service and current account helps to met these objective and the bank which provide the best service, will sustain in Market . Today HDFC Bank is concentrating on customer satisfaction through quality, utility & service.

STRATEGYMAPPING

PROFILING

STRATEGY

CLOSING

PITCHING

MAPPING-Sited the prospective area were the leads he can be generated. Generally the business accounts are used by business which involves the huge dealings. Prior studies of the areas are much more important than to go directly to field. PROFILING-Study the profile of the customer before pitching the product. Select the segment before pitching the product. PICHING-Rule of M-Money A-Authority N-Need Evaluate the money he is involved in circulation around him. Identify the authorized person who has the authority to control the business Need-The requirement of the business. CLOSINGAfter evaluating the requirement and profile of the business close the case by taking the necessary and eligible documents. After the collection of document, it was being authenticated by higher authorities.

OBJECTIVE AND SCOPE OF THE STUDYA. To get the practical knowledge the market research. B. To find prospective customer for the HDFC bank and to find the product potential in the market. C. To make customer recommendation & suggestion about the scope & feasibility for HDFC product. D. To make customer informative about the technology offered. OBJECTIVE OF STUDY:PRIMARY:1-Analysis and evaluation of customer satisfaction with respect to product performance. 2-To determine the main characteristic which customers look upon while purchasing and selecting the project. 3-To determine the other brand those are competing with the same product range. SECONDARY:1-Service level & channel associate approach. 2-To find the level of brand awareness. 3-To find out the company market share.

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 consumer franchise, 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 regulatory compliance. HDFC Bank's business philosophy is based on four core values - Operational Excellence, Customer Focus, Product Leadership and People. 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 realtime basis. Customers in over 120 locations are also serviced through Telephone Banking. The Bank's expansion plans take into account the need to have a presence in all major industrial and commercial centers where its corporate customers are located as well as the need to build a strong retail customer base for both deposits and loan products. Being a clearing/settlement bank to various leading stock exchanges, the Bank has branches in the centers where the NSE/BSE has a strong and active member base. The Bank also has a network of about over 2526 networked ATMs across these cities. Moreover, HDFC Bank's ATM network can be accessed by all domestic and international Visa/MasterCard, Visa Electron/Maestro, Plus/Cirrus and American Express Credit/Charge cardholders. 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 executives representing HDFC are also on the Board. Senior banking professionals with substantial experience in India and abroad head various businesses and functions and report to the Managing Director. Given the professional expertise of the management team and the overall focus on recruiting and retaining the best talent in the industry, the bank believes that its people are a significant competitive strength. 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. 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 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.

COMPANY PROFILE-HDFC-The organization Background:HDFC was corporate in 1977 the primary objective of meeting a social need- that of promoting home ownership by providing long term Finance to households for their housing needs. HDFC was promoted with an initial share capital of Rs. 100 million. BUSINESS OBJECTIVE:The primary objective of HDFC is to enhance residential housing Stock in the country though the provision of housing finance in a systematic and professional manner and to promote home ownership. ORGNISATIONAL GOALS:a) b) c) d) HDFC main goals are to-a) develop close with individual households. Maintain its position as the premier housing finance institution in the country. Transform ideas into viable and creative solution. Provide consistently high returns to shareholders. To grow through diversification by leveraging off the existing client.

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:

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 - Plus Current Account - Trade Current Account - Premium Current Account - Regular Current Account - Apex Current Account - Max Current Account - Reimbursement Current Account - RFC - Domestic Account - Regular Fixed Deposit - Super Saver Account - Sweep-in Account - HDFC Bank Preferred - Private Banking B. Loans - Personal Loans - Home Loans - Two Wheeler Loans - New Car Loans - Used Car Loans - Overdraft against Car - Express Loans - Loan against Securities - Loan against Property - Commercial Vehicle Finance - Working Capital Finance

- Construction Equipment Finance - Offers & Deals - Customer Center C. Investments & Insurance - Mutual Funds - Insurance - Bonds - Financial Planning - Knowledge Centre - Equities & Derivatives - Mudra Gold Bar D. Forex Services - Trade Finance - Travelers Cheques - Foreign Currency Cash - Foreign Currency Drafts - Foreign Currency Cheque Deposits - Foreign Currency Remittances - Cash To Master - ForexPlus Card E. Payment Services - Net Safe - Prepaid Refill - Bill Pay - Direct Pay - Visa Money Transfer - E-Monies Electronic Funds Transfer - Excise & Service Tax Payment F. Access Your Bank - One View - Insta Alerts - Mobile Banking - ATM - Phone Banking - Branch Network G. Cards - Silver Credit Card - Gold Credit Card - Woman's Gold Credit Card - Platinum plus Credit Card - Titanium Credit Card - Value plus Credit Card - Health plus Credit Card - HDFC Bank Idea Silver Card

- HDFC Bank Idea Gold Card - Compare Cards - Transfer & Safe - Track your Credit Card H. Get More from Your Card - Offers & Savings - My Rewards - Insta Wonderz - Add-On Cards - Credit Card Usage Guide - Easy EMI - Net safe - Smart Pay - Secure Plus - My City Benefit Card - Debit Cards - Easy ShopInternational Debit Card - Easy Shop Gold Debit Card - Easy ShopInternational Business Debit Card - Easy ShopWoman'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 Banks Financial Institutions Mutual Funds Stock Brokers SCOPE OF STUDY-

1-Spesial area to be focused for increasing the sales & for sales promotion activities to be adopted. 2-To make product more innovative and easy to understand. 3-for providing maximum satisfaction to the customer by knowing their needs and requirement about product & service. 4-Steps to be taken at present for survival & facing the competition with other equivalent product. 5-Continous improvement & for better management. SAMPLE SIZE--The sample size of the project is 550 corporate clients. LIMITATIONS OF THE STUDY1-AREA LIMITATION:-The study was limited to pune city only. 2-NON RESPONSE ERROR:-It is almost impossible to obtain data from each & every respondent covered in sample. 3-LIMITED SOURCE OF DATD COLLECTION:-Source of data for collection of secondary data were limited. 4-TIME CONSTRAINT:-There was time constrain to this project. 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. 2010 Business Today-Monitor Group survey Financial Express-Ernst & Young Award Global HR Excellence Awards - Asia Pacific HRM Congress: Business Today One of India's "Most Innovative Companies". Best Bank Award in the Private Sector category. Employer Brand of the Year 20072008-Award- First Runner-up. Best Bank Award.

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

Corporate Best Bank-Award. Best Corporate Social Responsibility Practice Award. Best Bank Award in the Private sector Category. Best Retail Bank in India. Managing Director Adyta Pure won the Leadership achievement Award for India.

2009 Business Today Forbes Magazine Business world The Asset Magazine's Triple A Country Awards Asia money Awards Euro money Awards 2008 Asia money Awards Asia money Awards The Asian Banker Excellence Hong Kong-based Finance Asia magazine Economic Times Awards The Asset Triple A Country Awards The Business Today-KPMG Survey The Business Today-KPMG Survey Economic Times - Avaya Global Connect Customer Responsiveness Awards Best Domestic Commercial Bank Best Cash Management Bank - India Retail Banking Risk Management Award in India. Best Bank in India "Company of the Year" Award for Corporate Excellence. Best Domestic Bank in India Region 2005 Best Local Cash Management Bank in India US$11-100m - 2005 Best Bank in India" for the third Consecutive year in 2005. Most Customer Responsive Company Banking and Financial Services - 2005 Best Bank in India One of Asia Pacific's Best 50 companies. Best listed Bank of India. Best Domestic Bank. Best Local Cash Management Bank in Large and Medium segments. "Best Bank" in India.

2.4. MERGER HDFC Bank and Centurion Bank of Punjab merger at share swap ratio of 1:29 The Boards of HDFC Bank and Centurion Bank of Punjab met on 25 February, 2008 and approved, subject to due diligence, the share swap ratio for the proposed merger of Centurion Bank of Punjab with HDFC Bank. The Scheme of Amalgamation envisages a share exchange ratio of one share of HDFC Bank for twenty nine shares of Centurion Bank of Punjab. The combined entity would have a nationwide network of 1,148 branches (the largest amongst private sector Banks) a strong deposit base of around Rs. 1,200 billion and net advances of around Rs. 850billion. The balance sheet size of the combined entity would be over Rs. 1,500 billion. Commenting on the proposed merger, Mr. Deepak Parekh, Chairman, HDFC said, We were amongst the first to get a banking license, the first to do a merger in the private sector with Times Bank in 1999, and now if this deal happens, it would be the largest merger in the private sector banking space in India. HDFC Bank was looking for an appropriate merger opportunity that would add scale, geography and experienced staff to its franchise. This opportunity arose and we thought it is an attractive route to supplement HDFC Banks organic growth. We believe that Centurion Bank of Punjab would be the right fit in terms of culture, strategic intent and approach to business. Mr. Aditya Puri, Managing Director, HDFC Bank said, These are exciting times for the Indian banking industry. The proposed merger will position the combined entity to significantly exploit opportunities in a market globally recognized as one of the fastest growing. Im particularly bullish about the potential of business synergies and cultural fit between the two organizations. The combined entity will be an even greater force in the market. Mr. Rana Talwar, Chairman, Centurion Bank of Punjab stated, Over the last few years, Centurion Bank of Punjab has set benchmarks for growth. The bank today has a large nationwide network, an extremely valuable franchise, 7,500 talented employees, and strong leadership positions in the market place. I believe that the merger with HDFC Bank will create a world class bank in quality and scale and will set the stage to compete with banks both locally as well on a global level. Mr. Shailendra Bhandari, Managing Director and CEO, Centurion Bank of Punjab said, We are extremely pleased to receive the go ahead from our board to pursue this opportunity. A merger between the banks provides significant synergies to the combined entity. The proposed merger would further improve the franchise and customer proposition offered by the individual banks.

2.5 FINANCIAL FIGURE UNAUDITED FINANCIAL RESULTS FOR THE QUARTER ENDED JUNE 30, 2011 Particulars Quarter ended 30.06.08 Unaudited 362173 263638 95121 2426 988 59342 421515 189826 128938 54058 74880 318764 Quarter ended 30.06.07 Unaudited 206916 145362 56047 5337 170 57254 264170 108364 77438 28388 49050 185802 Year ended 31.03.08 Audited 1011500 696673 287204 27239 384 228315 1239815 488712 374562 130135 244427 863274

2 3 4 5

8 9 10

11 12 13 14 15 16

17

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 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) Extraordinary items (net of tax expense) Net Profit / (Loss) (12-13) Paid up equity share capital (Face Value of

102751

78368

376541

34447 68304

30712 47656

148478 228063

21869 46435

15533 32123

69045 159018

46435 42462

32123 33319

159018 35443

Rs.10/- each) Reserves excluding revaluation 1114280 reserves (as per balance sheet of previous accounting year) NIL NIL NIL Analytical Ratios (i) Percentage of shares held by Government of India 12.2% 13.1% 13.6% (ii) Capital Adequacy Ratio (iii) Earnings per share (Rs.) (a) Basic EPS before & after extraordinary 18 items (net of tax expense) not annualized 11.0 1 0.0 4 6.2 (b) Diluted EPS before & after extraordinary items (net of tax expense) -not annualized 10.8 1 0.0 4 5.6 (iv) NPA Ratios 150274 71016 90697 (a) Gross NPA 49607 21424 29852 (b) Net NPA 1.5% 1.3% 1.3% (c) % of Gross NPA to Gross 0.5% 0.4% 0.5% Advances 0.3% 0.3% 1.3% (d) % of Net NPA to Net Advances (v) Return on assets (average) not annualized 342173776 250744008 271989920 Public Shareholding - No. of shares 80.6% 75.3% 76.7% - Percentage of Shareholding 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 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 tosort out the problem why the performance is not coming even after giving the full marketing support. The communication technique and dealing with the customers is also a problem to the sales executives. 3.2 OBJECTIVES OF RESEARCH PROJECT: 3.2.1 PRIMARY OBJECTIVES: those which are provided by the bank. vincing customers.

3.2.2 SECONDARY OBJECTIVES:

3.3 GEOGRAPHICAL SCOPE: 1.The same problem was with the all other branches of HDFC Bank even out of the Pune city. 2.The management is conducting the same research on a big ground while my contribution is tiny. 3.Though my sample size and geographical area was defined and confine to a particular territory but the application of out put from the research are going to be wide. 3.4PRODUCT SCOPE: gmentation to find the potential customers for the bank.
.

CHAPTER4- RESEARCH METHODOLOGY AND LIMITATIONS

All the findings and conclusions obtained are based on the survey done in the working area within the time limit. I tried to select the sample representative of the whole group during my job training. I have collected data from people linked with different profession at Pune. 4.1 RESEARCH PLAN: 4.1.1. Preliminary Investigation: In which data on the situation surrounding the problems shall

be gathered to arrive at

4.1.2. Exploratory Study: To determine the approximate area where the problem lies. 4.2 RESEARCH DESIGN: Research was initiated by examining the secondary data to gain insight into the problem. By analyzing the secondary data, the study aim is to explore the short comings of the present system and primary data will help to validate the analysis of secondary data besides on unrevealing the areas which calls for improvement. 4.2.1 DEVELOPING THE RESEARCH PLAN: The data for this research project has been collected through self Administration. Due to time limitation and other constraints direct personal interview method is used. A structured questionnaire was framed as it is less time consuming, generates specific and to the point information, easier to tabulate and interpret. Moreover respondents prefer to give direct answers. In questionnaires open ended and closed ended, both the types of questions has been used. 4.2.2 COLLECTION OF DATA: 1: Secondary Data: It was collected from internal sources. The secondary data was collected on the basis of organizational file, official records, news papers, magazines, management books, preserved information in the companys database and website of the company. 2: Primary data: All the people from different profession were personally visited and interviewed. They were the main source of Primary data. The method of collection of primary data was direct personal interview through a structured questionnaire. 4.3 SAMPLING PLAN: Since it is not possible to study whole universe, it becomes necessary to take sample from the universe to know about its characteristics. Sampling Units: Different professionals Chartered Accountants, Tax Consultants, Lawyers, Business Man, Professionals and House Wives of 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. 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. 25 4.6 RESEARCH LIMITATIONS:

Financial Consultant within 60 days. oney was not given it was difficult to continue the project work. generalized. RESEARCH METHODOLOGY MEANING:The term research is composed of two words re & search which means to search again research is to conduct to search for facts or to modify the existing facts. The obvious function of research is to add new knowledge to the existing store as well as to remove the misconception and ignorance of mankind. Thus research is the process & means to acquire knowledge about any nature or human phenomena it is the pursuit of the truth with the help of study observation, comparison, and experiment. One can also define the research as scientific and systematic search for pertinent information on the specific topic in short research is an art of scientific investigation. DEFINITION OF RESEARCH Research is the process of systematically obtaining accurate answer to significant & pertinent question by use of the scientific method of gathering & implementing information BY-CLOVER AND BASELY Systematized effort to gain new knowledge BY REDMAN AND MORY

OBJECTIVES OF RESEARCHThe purpose of research is to discover answer to question through the application of scientific procedure. The main aim of research is to find out the truth which is hidden and which has not been discovered yet. However each research has its own specific purpose .there are several common objective of research as follow-

1. To get familiarity with a phenomenon or to achieve new insights into it {studies with this object in view are termed as exploratory or formularize studies}. There are 3 types of research on the basis of purposeTYPES OF RESEARCH

DESCRIPTIVE RESEARCH

EXPLORATORY RESEARCH

EXPLANATORY RESEARCH

1.

.-DESCRIPTIVE RESEARCH-This type of research merely describes and depicts the current state of affairs of different variables the research has no control over these variables.

2.

EXPLORATORY RESEARCH-This research attempts to again better understanding of different dimension of the problem it studies the subject about either no information or a little information is available.

3.

EXPLANATORY RE SEARCH-This kind of research explains the cause of social and economic phenomena. describing the nature of phenomena is one thing but explaining the cause for the same is its explaining the cause for the same is its explanatory aspects.

STEPS INVOLVE IN THE RESEARCH PROCESS-:Defining the research problem and identifying research objectives. ! Selection of the data collection method ! Selection of the sample ! Estimate the resources needed ! Prepare the research proposal ! Data collection ! Data analysis ! Reporting

ORGNISATION STRUCTURE:BANK Acquiring the business SALES Group Head NSM ZSM RSM AS Head ASM Sales Manager CSE To provide service BRANCH BANKING Managing Directors National HD Zonal HD Zonal HD Cluster HD Branch Manager

DATA ANALISYS:MARKET COVERAGE OF THE COMPETITIVE BANKS INCLUDING HDFC BANK

BANK NAME HDFC ICICI UTI CO-OPERATIVE OTHERS POTENTIAL MARKET TOTAL .

NO OF RESPONDENTS 22 25 14 9 8 22 100

PRESENT OF RESPONDENT 22% 25% 14% 9% 8% 22% 100%

Sales

POTENTIOL MARKET 22% OTHERS 8%

HDFC 22%

ICICI 25% CO-OPERATIVE 9% UTI 14%

INTERPRETATION-

1) ICICI Bank ltd scores top position in market coverage of corporate salary account in pune region 2) HDFC Bank gets a second position.

Q.1. Marital Status? SR.NO. 1 2 CETEGORY MARRIED UNMARRIED TOTAL NO. OF RESPONDENT 140 60 200 % 70% 30% 100%

GRAPH Interpretation From the table and graph above it can be seen that 70% respondents are married. 30% respondents are unmarried. CHAPTER5- CONCLUSIONS AND SUGGESTIONS 5.1 CONCLUSIONS: HDFC Bank, the banking arm of HDFC is expected to go on stream. The bank already has good number of employees on board and is recruiting Sales Executives heavily to take the headcount to many more. It is on the brim of increasing its customers through its attractive schemes and offer. The project opportunities provided was market segmentation and identifying prospective customers in potential geographical location and convincing them to open an account so that new Business Opportunities of the bank can be explored. Through this project, it could be concluded that people are not much aware about the various products of the bank and many of them not interested to open an account at all. services was considered as unsought good which require hard core selling, but in changing trend in income and people becoming financially literate, the demand for banking sector is increasing day by day. According to my findings Companys promotional activities for recruiting sales executives are also very less. So, at last the conclusion is that there is tough competition ahead for the company from its major competitors in the banking sector. Last but not the least I would like to thank HDFC Bank for giving me an opportunity to work in the field of Marketing. I hope the company finds my analysis relevant.
5.2 SUGGESTIONS:

Finally some recommendations for the company are as fallows: To make people aware about the benefit of becoming HDFC Banks Sales Executive, following activities of advertisement should be done through 1. Print Media. 2. Hoarding & Banners. 3. Stalls in Trade Fares

4. Distribution of leaflets containing details information. . 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 Rs 1000, 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. Company should organize the program in the society, so that people will be aware about the company and different products of the bank Company should open more branches in different cities.

CHAPTER6- 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