A

SUMMER TRAINNING PROJECT REPORT

ON
Comparison of Product Offering to efence
Customers !" #$C %AN& and Ot'er %an(s)
Submitted in partial fulfillment for the award of degree of Master of Business
Administration
E*ECUTI+E SUMMAR,
The study was conducted at HDFC bank ucknow! That is a pri"ate banking sector! The
study was basically focused on defence accounts and to know the customer "iew and
perception towards our banking i!e! they are satisfied our ser"ice or not# And fill the D!S!$!
%Daily Sales $eport& and submit this report to the ac'uisition manager!
HDFC bank basically started its ser"ice as a #ousing e-e.opment $inance Corporation
/td! And then e(panded it as a banking) share) mutual fund) S*+ %Systematic *n"estment
+lan&! Basically my work was that in HDFC bank to report our ac'uisition manager daily
morning and e"ening! And search the prospect customer whether they are satisfied with
ser"ices or not or interested in any other product of HDFC BA,- i!e! loan or not!
*t means my work was to create new and wealthy customer for our bank! *f any prospect
customer * find * deal with him and to make him understand about the feature of account and
the facilities that HDFC to pro"iding to its customer!
* had to call at least ./ calls in a day if there are no any interested customer * find then * tried
to know about his reason to a"oid
HDFC ser"ice by asking certain types of 'uestions
2
AC&NO0/EGEMENT
Accomplishment of tasks and ob0ecti"e is achie"ed by guidance and blessings of elders)
teachers) nears and dears and of course by the grace of Almighty! * completed summer
training pro0ect on the topic of Comparison of Product Offering to efence Customers
!" #$C %AN& and Ot'er %an(s)! *t is a great opportunity for me to register my
acknowledgements to all of them!
* wish to Acknowledge my deep sense of gratitude to 111111111111111111111 $acu.t" of
Management 2 Researc' And to all) faculty of MBA Department for accomplishment of
this pro0ect report as well as for e"ery sphere pertaining to successful occupation of this
course!
Finally) * pay my regards to all) who directly or indirectly helped in collection) compilation)
editing and other related works for accomplishment of this pro0ect study!
3
EC/ARATION
* do hereby declare that the research report titled Comparison of Product Offering to
efence Customers !" #$C %AN& and Ot'er %an(s) submitted by me in partial
fulfillment of the re'uirement of Master of %usiness Administration ) e(clusi"ely prepared
and conceptuali1ed by me and is not submitted to any other *nstitution or 2ni"ersity or
published anywhere before for the reward of any Degree3Diploma3Certificate! *t is the
4riginal work of mine and has not been obtained from any other part!
4
TA%/E O$ CONTENT
EXECUTIVE SUMMARY
ACKNOWLEDGEMENT
DECLARATION
INTRODUCTION
INDUSTRY OVERVIEW
COMPANY PROFILE
HDFCBANK DEFENCE ACCOUNTS
OTHER BANKS DEFENCE ACCOUNTS
OBJECTIVE OF THE STUDY
RESEARCH METHODOLOGY
DATA ANALYSIS
FINDINGS
CONCLUSION
LIMITATIONS
SUGGESTION & RECOMMENDATION
BIBLIOGRAPHY
QUESTIONANNAIRE
5
INTROUCTION
6
7
O%JECTI+E O$ T#E
STU,
8
O%JECTI+E O$ T#E STU,
To know the ser"ices of HDFC BA,- in ucknow!
To know the charges for their ser"ices!
*t5s Comparison with different competitor bank so that it can ha"e a rough idea of
HDFC BA,- SAA$6 D7F7,C7 ACC42,TS position in the market!
To know the methods of banking!
To know the banking and financial terms used in day8to8day life and which plays an
important role in our life3
NEE O$ T#E STU,
$or %an(4 5
The study is useful to HDFC Bank because with the use of the report it can compare itself
with other banks and also do some modifications in its defence ser"ices and charges so as to
compete with the competitors in both short as well as long run!
$or Student4 5
The study is useful for student as he gains knowledge about "arious ser"ices of bank) the
working of the bank and also about the competitors of the bank) which plays an important
role in the marketing and implementation of the strategy!
SCOPE O$ T#E STU,
The scope of study is to understand the problems faced by the bank while maintaining
the market position among the competitors! 9ith the help of this pro0ect we can introduce
new facilities and we can e(plore new segments of customers with the analytical conclusion
of this pro0ect! 9e can better understand what our weaknesses are and what our strengths are:
so that we can e(plore the strengths and remo"e weaknesses!
9
RESEARC#
MET#OO/OG,
10
RESEARC# ESIGN AN MET#OO/OG,
As the research was conducted on the topic of Comparison of Product Offering to
efence Customers !" #$C %AN& and Ot'er %an(s3)) so there was nothing big
problem in doing the research!! First of all * was e(plained that what is current account and
what are the rules and restrictions in opening the current account! He also e(plained what
should be my introduction words when * meet the customer for first time! 9hat can be their
'ueries and what are the ways through which the banking institutions work! A proper training
was gi"en to me!
After that * was asked to frame a 'uestionnaire keeping in mind what can be the 'uestions
through which * can deeply get the knowledge of the *nstitute) so that while the sales
e(ecuti"es can ha"e a brief idea about the institute and with the help of which they can
e(plaining the products to the customer "ery easily and according to their needs! After *
framed a rough ;uestionnaire it was cross checked by the *n charge Manager! The purpose of
crosschecking was to delete such 'uestions which will not be answered by the customer or
which are of no use!
After that * finali1ed the ;uestionnaire and started my research! The methodology used was
Framing the ;uestionnaire and getting it filled by the *nstitutions by reaching to them in their
office! * ha"e to meet the key person running the institute and then ha"e to con"ince him to
fill the form so that * can collect the data for my pro0ect and also for the banks sales
e(ecuti"es!
11
A preliminary study of the mothers using baby soaps was done by this method of research!
For this purpose structured and non8structured 'uestionnaire was prepared and
administered to "arious customers in different market segments and income groups! *t
includes:
.! Sur"ey method) and
<! +ersonal *nter"iew!
SOURCES O$ IN$ORMATION=
*t is one of the most complicated and tough 0obs for my research work though * thoroughly
en0oyed it! For data collection the primary and secondary sources of data collection were8
678 Primar" sources4
+rimary Source of data collection with bank defence account holdersrs in ucknow!
Main source of information is 9uestionnaire :it' persona. inter-ie: 2 ot'er source is
Te.e ca..ing3
12
;UESTIONNAIRE4
It is t'e com!ination of a num!er of 9uestions< :'ic' are of t:o t"pes suc' as
Open-ended= *n it the respondent gi"es answers in descripti"e way!
Close ended= *n it the respondent gi"es answers in 6es or ,o types!
I 'a-e used ;uestionnaire as a data co..ection too.3
6=8 Secondar" sources4
Past records<
$i.es<
Internet<
Samp.e si>e4 7??
13
ATA ANA/,SIS
14
ATA ANA/,SIS
73 o "ou 'a-e Ma@ /ife Insurance po.ic"A
,es 7??B
No ?
Interpretation4 All of the respondents ha"e Ma( ife *nsurance +olicy!
15
=3 A.ong :it' Ma@ /ife Insurance do "ou a.so 'a-e an" ot'er companiesC po.ic"A
,es D=B
No EB
Interpretation4 Most of the respondents told that they ha"e other companies5 policy also
apart from Ma( ife *nsurance!
16
17
F3 0'ic' compan"Cs po.ic" "ou 'a-e apart from Ma@ /ife InsuranceA
/IC =DB
ICICI Prudentia. 7GB
#$C /ife 7=B
S%I /ife =7B
Ot'ers =FB
Interpretation4 Ma(imum policy holders ha"ing *C policy along with Ma( ife insurance!
After *C) SB* ife also ha"ing good market share3!
18
H3 0'at inf.uence "ou t'e most :'i.e purc'asing t'e po.ic"A
%rand Name FDB
Products F7B
Support Ser-ices 7EB
Ot'ers 7=B
Interpretation4 According to the respondents brand name influence their policy purchasing
decision!
19
G3 #o: "ou came to (no: a!out t'e particu.ar compan" product "ou o:nA
Agent =HB
Ad-ertising F7B
Mar(eting =DB
Ot'ers 7IB
Interpretation4 Ma(imum number of respondents came to know about the product they own
by ad"ertisement! This pro"es that ad"ertisement play important role in insurance sector!
20
I3 According to "ou .ife insurance is45
A ta@ sa-ing p.an 7?B
A sa-ing sc'eme :it' good returns FB
A financia. securit" for t'e fami." HB
Ris( co-erage FB
A.. t'e a!o-e E?B
Interpretation4 Most of the respondents are aware of the benefits a"ailable with his current
policy!
21
J3 Are "ou a:are of t'e different products a-ai.a!.e :it' Ma@ /ife InsuranceA
,es EIB
No 7HB
Interpretation4 Most of the respondents are aware of the Ma( ife *nsurance products!
22
E3 id agent pro-ide "ou different product options according to "our re9uirementA
,es DEB
No =B
Interpretation4 According to respondents) Ma( ife *nsurance agent pro"ided them different
product options according to their re'uirement!
23
D3 Are "ou satisfied :it' Ma@ /ife Insurance productsA
,es DGB
No GB
Interpretation4 Most of the respondents are satisfied with Ma( ife *nsurance products!
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7?3 Are "ou a:are of t'e !enefits of "our po.ic"A
,es DJB
No FB
Interpretation4 Most of the respondents are aware of the benefits a"ailable with his current
policy!
25
773 According to "ou .ife insurance is45
A ta@ sa-ing p.an 7?B
A sa-ing sc'eme :it' good returns FB
A financia. securit" for t'e fami." HB
Ris( co-erage FB
A.. t'e a!o-e E?B
Interpretation4 Most of the respondents are aware of the benefits a"ailable with his current
policy!
26
7=3 Are "ou satisfied :it' post sa.e ser-ice of Ma@ /ife InsuranceA
,es IEB
No F=B
Interpretation4 Most of the respondents are satisfied with post sale ser"ice of Ma( ife
*nsurance but good number of respondents is not satisfied also! Company need to impro"e its
post sale ser"ice to con"ert the .//> or ma(imum satisfaction!
27
/IMITATIONS
.! There is time constraint for me!
<! ,ot e(act ? true information gi"en by people!
@! *nade'uate data!
A! *t is tough to take appointment!
B! The members of the bank are losing trust towards the bank due to less concern
attitude of its head office!
C! HDFC are not properly communicating about the products and schemes to the
customers!
D! HDFC are less moti"ating towards bankers to sale their product
E! Fre'uent changes in schemes make bankers ? customers confused!
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SUGGESTIONS 2 RECOMMENATIONS
As HDFC is pro"iding "ery good ser"ices in terms of the money transaction but they
are not ha"ing their ATM5s in comparison to the other banks if we consider only in
ucknow %2!+&!
HDFC bank is ha"ing "ery good policy for the A$M6 but they are not ha"ing much
concentration on the sa"ing a3c then the *C*C* bank so HDFC should make some
special arrangement for the A$M6 sa"ing a3c!
HDFC is not ha"ing their *nternet ser"ice in a good manner then *C*C* ? other banks
as *C*C* is pro"iding the bill pay facility through internet but HDFC is not ha"ing! So
HDFC should appoint a team who can make this facility batter!
Third +arty +ay is a ma0or issue for the HDFC bank because they only ha"ing self +ay
facility ? customer want the FThird +arty +ayG! So HDFC also consider this point!
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%I%/IOGRAP#,
http=33en!wikipedia!org3wiki3BankingHinH*ndia
http=33www!ibef!org3industry3banking8india!asp(
http=33www!hdfcbank!com3
http=33www!hdfcbank!com3personal3product3productdetails3defence8salary8
account3gtsEmioi
http=33www!icicibank!com3ser"ice8charges3defence8salary8account!html
http=33www!irfc8nausena!nic!in3DefenceHSalaryH+ackageHDetails!pdf
https=33www!sbi!co!in3user!htm#actionIsitemapHe(pand
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;UESTIONNAIRE
Name of t'e respondent4 3KKKKKKKKKKKKKKKK
Address4 KKKKKKKKKKKKKKKK
Contact No4 KKKKKKKKKKKKKKKK3
EMAI/4 4 KKK33 KKKKKKKKKKKKKKKKKKK3
73 In :'ic' !an( do "ou 'a-e "our accountA
HDFC BA,-
*C*C*BA,-
STAT7 BA,- 4F *,D*A
=3 o "ou fee. t'e Product pro-ided !" t'e %an( is compara!.e to ot'er %an( in "our
.oca.it"A
6es
,o
F3 Are "ou satisfied :it' t'e product of t'e %an(A
6es
,o
H3 In "our opinion 'o: do "ou ran( #$C %an( :it' ot'er %an(s in term of customer
Ser-iceA
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. to B
B8./
./8.B
.B8</
Abo"e </
G3 o "ou 'a-e (no:.edge a!out credit faci.ities !eing pro-ided !" t'e !an(A
6es
,o
I3 If no< did !an( e@p.ain to "ou t'e ad-antages of t'ese credit faci.itiesA
6es
,o
=3 o "ou 'a-e an" suggestionsA
111111111111111111111111111111111111111111111111111111111111111111111
111111111111111111111111111111111111111111111111111111111111111111111
111111111111111111111111111111111111111111111111111111111111111
T'an( ,ou
32