sharekhan

LOVELY PROFESSIONAL UNIVERSITY
DEPARTMENT OF MANAGEMENT
PROJECT REPORT ON
SALES PROJECT AT
In partial fulfillment of the
Requirements for the award of Degree of
Master of Business Administration
Submitted by:
Name of the student:SOURAV SHARMA
University Roll No.B63 Reg no:11211116
DEPARTMENT OF MANAGEMENT
LOVELY PROFESSIONAL UNIVERSITY
JALANDHAR NEW DELHI GT ROAD
PHAGWARA PUNJAB

CERTIFICATE OF COMPLETION
This is to certify that the project entitled “Selling product and services of
sharekhan” is a work of Sourav Sharma, a student of Lovely professional university
bearing Reg No. 11211116,and was successfully conducted at Sharekhan, Jammu,
from 1st June 2013 to 15th July ‟2013, for the partial fulfillment for the award of In
partial fulfillment of therequirements for the award of Degree ofMaster of Business
Administration.
To the best of my knowledge this is an original piece of work.
I wish him all the very best in his career endeavors.
Mr.Gaurav Choudhary
(……………………………….)
(PROJECT GUIDE)

ACKNOWLEDGEMENT
It was a great opportunity for me to work with Sharekhan Ltd., pioneers in the field
of Marketing Industry. I am extremely grateful to all those who have shared their
expertise and knowledge with me and without whom the completion of this project
would have been virtually impossible.
Firstly, I would like to thank my Company Mentor Mr. Gaurav Chowdhary who
has been a constant source of inspiration for me during the completion of this project.
He gave me invaluable inputs during our endeavor to complete this project.
I am indebted to all staff of Sharekhan Ltd for their valuable support and cooperation
during the entire tenure of this project. Not to forget, all those who have kept our
spirits surging and helped delivering our best.
I thank my faculty guide Mrs. Ravinder Singh who helped me out at every critical
situation that i faced in my project and gave us her valuable advice to solve problems.
At last I would like to thank all the client met me during the project, who gave
their valuable time to provide us required task and their honest support to
complete our project in time.

TABLE OF CONTENTS FOR PROJECT REPORT
Serial.No
Details of Document Page No
1. INTRODUCTION TO SHAREMARKET. 9-12
2. COMPANY PROFILE AND DETAILS. 13-20
3. SHAREKHAN LIMITED‟S MANAGEMENT TEAM 21-24
4. SWOT ANALYSIS OF SHAREKHAN. 25
5. OBJECTIVES. 26
6. PRODUCT AND SERVICE OF SHAREKHAN 27-35
7. SHAREKHAN DEMAT ACCOUNT DETAIL 36-44
8. TARGET/TASK GIVEN BY THE SHAREKHAN 44-45
9. TARGET CUSTOMERS FOR SELLING DEMAT
A/C
45
10. STRATEGY ADOPTED 46-47
11. MY PERSONAL EXPERINCE IN SHAREKHAN 47-51
12 CAMPARISION OF COMPETITIORS 52
13. ACHIEVEMENT 53-54
14. TARGET ACHIEVED 55
15. WEEKLY ANALYSIS 55-57
16. LEARNING AND LIMITATION 58-60

EXECUTIVE SUMMARY
TOPIC: “Sales project at Sharekhan pvt ltd.
The present report is prepared for In partial fulfillment of the Requirements for the
award of Degree of Master of Business Administration..
New ideas and innovations have always been the hallmark of progress made by
mankind. At every stage of development, there have been two core factors that drive
man to ideas and innovation. These are increasing returns and reducing risk, in all
facets of life. The financial markets are no different. The endeavor has always been to
maximize returns and minimize risk. A lot of innovation goes into developing
financial products centered on these two factors. It has spawned a whole new area
called financial engineering.
Derivatives are among the forefront of the innovations in the financial markets and
aim to increase returns and reduce risk. They provide an outlet for investors to protect
themselves from the vagaries of the financial markets. These instruments have been
very popular with investors all over the world.
The good news is that E-MARKETING is inexpensive, fast, and easy to carry out and
it can be more effective than any other marketing channel available today if you‟re
smart. Being smart is to be strategic. Online trading is now become very popular due
to this e marketing only.
In this project, firstly I have given the overview of Indian stock market how it was
originate in India. How Indian financial system of India works .I have also provided
the detail about the various financial product of sharekhan pvt ltd manily which
include demat accounts,now a days why it is must.
The various strategy adopted for generating the leads for the sharekhan. According to
me telecalling was one of best way to generate the clients for sharekhan. After this I
have also mention about the learning which I learned after completing this project

INTRODUCTION OF STOCK MARKET
Indian Stock Markets are one of the oldest in Asia. Its history dates back to nearly 200
years ago. The earliest records of security dealings in India are meager and obscure.
The East India Company was the dominant institution in those days and business in its
loan securities used to be transacted towards the close of the eighteenth century.
By 1830's business on corporate stocks and shares in Bank and Cotton presses took
place in Bombay. Though the trading list was broader in 1839, there were only half a
dozen brokers recognized by banks and merchants during 1840 and 1850.
The 1850's witnessed a rapid development of commercial enterprise and brokerage
business attracted many men into the field and by 1860 the number of brokers
increased into 60.
In 1860- 61 the American Civil War broke out and cotton supply from United States
of Europe was stopped; thus, the 'Share Mania' in India begun. The number of brokers
increased to about 200 to 250. However, at the end of the American Civil War, in
1865, a disastrous slump began (for example, Bank of Bombay Share which had
touched Rs 2850 could only be sold at Rs. 87).
In 1887, they formally established in Bombay, the "Native Share and Stock Brokers'
Association" (which is alternatively known as "The Stock Exchange"). In 1895, the
Stock Exchange acquired a premise in the same street and it was inaugurated in 1899.
Thus, the Stock Exchange at Bombay was consolidated.
Thus in the same way, gradually with the passage of time number of exchanges were
increased and at currently it reached to the figure of 24 stock exchange
For a new investor, the stock market can feel a lot like legalized gambling. "Ladies
and gentlemen, place your bets! Randomly choose a stock based on gut instinct and
water cooler chatter! If the price of your stock goes up -- and who knows why? -- you
win! If it drops, you lose!" Isn't that why so many people got rich during the dot-com
boom -- and why so many people lost their shirts (not to mention their retirement
savings) in the recent recession?

INDIAN FINANCIAL SYSTEM
Formal (organized)
Financial system
Financial markets
Money market
Derivatives
Capital market
INDIAN FINANCIAL SYSTEM
Informal (organized)
Financial system
Equity market
Primary market
Secondary
market
 Public issue
 Rights issue
 Private
placement
 Preferential
allotment
 NSE
 BSE
 Future
 Option
 Swap
 Forwards

IMPORTANCE OF STOCK MARKET:
Function and purpose
Stock market is an important part of the economy of a country. The stock market
plays a play a pivotal role in the growth of the industry and commerce of the country
that eventually affects the economy of the country to a great extent. That is reason that
the government, industry and even the central banks of the country keep a close watch
on the happenings of the stock market. The stock market is important from both the
industry‟s point of view as well as the investor‟s point of view.
Whenever a company wants to raise funds for further expansion or settling up a new
business venture, they have to either take a loan from a financial organization or they
have to issue shares through the stock market. In fact the stock market is the primary
source for any company to raise funds for business expansions. If a company wants to
raise some capital for the business it can issue shares of the company that is basically
part ownership of the company. To issue shares for the investors to invest in the
stocks a company needs to get listed to a stocks exchange and through the primary
market of the stock exchange they can issue the shares and get the funds for business
requirements. There are certain rules and regulations for getting listed at a stock
exchange and they need to fulfill some criteria to issue stocks and go public.
The stock market is primarily the place where these companies get listed to issue the
shares and raise the fund. In case of an already listed public company, they issue more
shares to the market for collecting more funds for business expansion. For the
companies which are going public for the first time, they need to start with the Initial
Public Offering or the IPO. In both the cases these companies have to go through the
stock market.
This is the primary function of the stock exchange and thus they play the most
important role of supporting the growth of the industry and commerce in the country.
That is the reason that a rising stock market is the sign of a developing industrial
sector and a growing economy of the country.

Of course this is just the primary function of the stock market and just an half of the
role that the stock market plays. The secondary function of the stock market is that the
market plays the role of a common platform for the buyers and sellers of these stocks
that are listed at the stock market. It is the secondary market of the stock exchange
where retail investors and institutional investors buy and sell the stocks. In fact it is
these stock market traders who raise the fund for the businesses by investing in the
stocks.
For investing in the stocks or to trade in the stock the investors have to go through the
brokers of the stock market. Brokers actually execute the buy and sell orders of the
investors and settle the deals to keep the stock trading alive. The brokers basically act
as a middle man between the buyers and sellers. Once the buyer places a buy order in
the stock market the brokers finds a seller of the stock and thus the deal is closed. All
these take place at the stock market and it is the demand and supply of the stock of a
company that determines the price of the stock of that particular company.
So the stock market is not only providing the much required funds for boosting the
business, but also providing a common place for stock trading. It is the stock market
that makes the stocks a liquid asset unlike the real estate investment. It is the stock
market that makes it possible to sell the stocks at any point of time and get back the
investment along with the profit. This makes the stocks much more liquid in nature
and thereby attracting investors to invest in the stock market.

COMPANY PROFILE
PROFILE OF THE COMPANY :
NAME OF THE COMPANY : Sharekhan ltd.
YEAR OF ESTABLISHMENT : 1925
HEADQUATER : ShareKhan SSKI
A-206 Phoenix House
Phoenix Mills Compound
Lower Parel
Mumbai - Maharashtra,
INDIA- 400013
NATURE OF BUISNESS : Service Provider
SERVICES :Online Services, Depository Services and
Technical Research.
NO OF EMPLOYEES : Over 5500
WEBSITE : www.sharekhan.com

SLOGAN : Your Guide to The Financial Jungle.
SHAREKHAN LOGO :
COMPANY DETAIL:
Sharekhan is one of the top retail brokerage houses in India with a strong online
trading platform. The company provides equity based products research, equities,
derivatives, depository, margin funding, etc..
It has one of the largest networks in the country with 1200+ share shops in 400 cities
and India‟s premier online trading portal www.sharekhan.com. With their research
expertise, customer commitment and superior technology, they provide investors with
end-to-end solutions in investments .They provide trade execution services through
multiple channels as an internet Platform, telephone and retail outlets. Sharekhan
was established by Morakhia family in 1999-2000 and Morakhia family ,continues
to remain the largest shareholder. It is the retail broking arm of the Mumbai-based
SSKI [SHRIPAL SHEWANTILAL KANTILAL ISWARNATH LTD] Group.
SSKI which is established in 1930 is the parent company of Sharekhan ltd. With a
legacy of more than 80 years in the stock markets, the SSKI group ventured into
institutional broking and corporate finance over a decade ago. Presently SSKI is one
of the leading players in institutional broking and corporate finance activities.
Sharekhan offers its customers a wide range of equity related services including trade
execution on BSE, NSE, and Derivatives. Depository services, online trading,
Investment advice, Commodities, etc.
Sharekhan Ltd. is a brokerage firm which is established on 8th February 2000 and
now it is having all the rights of SSKI. The company was awarded the 2005 Most
Preferred Stock Broking Brand by Awaaz Consumer Vote. It is first brokerage
Company to go online. The Company's online trading and investment site –
www.Sharekhan.com - was also launched on Feb 8, 2000. This site gives access to
superior content and transaction facility to retail customers across the country.
Known for its jargon-free, investor friendly language and high quality research, the

content-rich and research oriented portal has stood out among its contemporaries
because of its steadfast dedication to offering customers best-of-breed technology and
superior market information.
Sharekhan has one of the best states of art web portal providing fundamental and
statistical information across equity, mutual funds and IPOs. One can surf across
5,500 companies for in-depth information, details about more than 1,500 mutual
fund schemes and IPO data. One can also access other market related details such as
board meetings, result announcements, FII transactions, buying/selling by mutual
funds and much more. Sharekhan's management team is one of the strongest in the
sector and has positioned Sharekhan to take advantage of the growing consumer
demand for financial services products in India through investments in research, pan-
Indian branch network and an utstanding technology platform. Further, Sharekhan's
lineage and relationship with SSKI Group provide it a unique position to understand
and leverage the growth of the financial services sector. We look forward to providing
strategic counsel to Sharekhan's management as they continue their expansion for the
benefit of all shareholders. .
Sharekhan has always believed in investing in technology to build its business. The
company has used some of the best-known names in the IT industry, like Sun
Microsystems, Oracle, Microsoft, Cambridge Technologies, Nexgenix,
Vignette,Verisign Financial Technologies India Ltd, Spider Software Pvt Ltd. To
build its trading engine and content.The Morakhiya family holds a majority stake in
the company. HSBC, Intel & Carlyle are the other investors. With a legacy of more
than 80 years in the stock markets, the SSKI group ventured into institutional broking
and corporate finance 18 years ago.
Presently SSKI is one of the leading players in institutional broking and corporate
finance activities. SSKI holds a sizeable portion of the market in each of these
segments. SSKI‟s institutional broking arm accounts for 7% of the market for Foreign
Institutional portfolio investment and 5% of all Domestic Institutional portfolio
investment in the country. It has 60 institutional clients spread over India, Far East,
UK and US. Foreign Institutional Investors generate about 65% of the organization‟s
revenue, with a daily turnover of over US $ 2 million. The Corporate Finance section
has a list of very prestigious clients and has many „firsts‟ to its credit, in terms of the
size of deal, sector tapped etc.

ACHIEVEMENTS OF SHAREKHAN:
1. Rated among the top 20 wired companies along with Reliance, HUJl, Infosys,
etc by „Business Today‟, January 2004 edition.
2. Awarded „Top Domestic Brokerage House‟ four times by Euro money and
Asia money.
3. Pioneers of online trading in India amongst the top 3 online trading websites
from India.
4. Most preferred financial destination amongst online broking customers.
5. Winners of “Best Financial Website” award.
6. India‟s most preferred brokers within 5 years. “Awaaz customers Award
2005”.
FUTURE PLAN:
1. 3,00,000 plus retail customers being serviced through centralized call
centers/ web solutions.
2. Branches / Semi branches servicing affluent / aggressive traders through high

skill financial advisor.
3. 250 independent investment managers/ franchisee servicing 50,000 highly
valued clients.
4. New initiatives Portfolio management Services and commodities trading.
VISION :
To be the best retail brokering Brand in the retail business of stock market.
MISSION:
To educate and empower the individual investor to make better investment
Decisions through quality advice and superior service.
SHAREKHAN IS INFACT:
1. Among the top 3 branded retail service providers
2. No. 1 player in online business
3. Largest network of branded broking outlets in the country serving more than
7,00,000 clients.
SHAREKHAN OUTLET OFFER FOLLOWING SERVICES:
1. Online BSE and NSE executions (through BOLT & NEAT terminals) .
2. Free access to investment advice from Sharekhan's Research team .
3. Sharekhan Value Line (a monthly publication with reviews of
recommendations, stocks to watch out for etc) .
4. Daily research reports and market review (High Noon & Eagle Eye) ,
5. Pre-market Report (Morning Cuppa) .
6. Daily trading calls based on Technical Analysis.
7. Cool trading products (Daring Derivatives and Market Strategy).
8. Personalised Advice .
9. Live Market Information.
10. Commodities Trading .

11. IPOs & Mutual Funds Distribution .
12. Internet-based Online Trading: SpeedTrade.
REASON TO CHOOSE SHAREKHAN LIMITED
EXPERIENCE :
SSKI has more than eight decades of trust and credibility in the Indian stock market.
In the Asia Money broker's poll held recently, SSKI won the 'India's Best Broking
House for 2004 ' award. Ever since it launched Sharekhan as its retail broking division
in February 2000, it has been providing institutional level research and broking
services to individual investors.
TECHNOLOGY :
With its online trading account one can buy and sell shares in an instant from any PC
with an internet connection. One can get access to its powerful online trading tools
that will help him take complete control over his investment in shares.
ACCESSIBILITY :
Sharekhan provides ADVICE, EDUCATION, TOOLS AND EXECUTION services
for investors. These services are accessible through its centers across the country over
the internet (through the website www.sharekhan.com) as well as over the Voice
Tool.
KNOWLEDGE :
In a business where the right information at the right time can translate into direct
profits, one can get access to a wide range of information on Sharekhan limited‟s
content-rich portal.

INVESTMENT ADVICE:
Sharekhan has dedicated research teams of more than 30 people for fundamental and
technical researches. Its analysts constantly track the pulse of the market.
SHAREKHAN LIMITED’S MANAGEMENT TEAM:
Mr. Dinesh Murikya – Owner of the company:
The Sharekhan Group of Companies was brought to life by Mr. Dinesh Murikya. He
venturedinto stock trading with an intention to raise capital for his own independent
enterprise. However, he recognised the opportunity offered by the stock market to
serve individual investors. Thus India‟s first retail-focused stock-broking house was
established in 1925.
Under his leadership, Sharekhan became the first broking house to embrace new
technology for faster, more effective and affordable services to retail investors.
DIRECTORS:
MR. TARUN SHAH CEO- SHARE KHAN
A science graduate from St. Xavier‟s College, Mumbai, Mr. Tarun Shah started his
professional life in sales and marketing in a chemicals company. His hands on

approach and rigorous experience in sales led him to higher challenges that the capital
markets provided.In 1987, he joined SSKI, a brokerage firm with over five decades of
legendary service to its credit.
MR SHANKAR VAILAYA- DIRECTOR (OPERATION) OF
SHAREKHAN
A graduate in commerce from the University of Mangalore and an Associate
of The Member of the Institute of Chartered Accountants of India,
Mr. Shankar Vailaya heads the operations, finance and legal functions.
MR. JAIDEEP ARORA– DIRECTOR
(PRODUCT&TECHNOLOGY)
Jaideep Arora,completed his B.Tech from IIT (Kanpur) and his PGDM from IIM
Kolkata.
OTHER DIRECTORS:
Mr Pathik Gandotra : Head of Research
Mr Rishi Kohli : Vice President of Equity Derivatives

Mr Nikhil Vora : Vice President of Research
HIERARCHY IN SHAREKHAN:
Sales Side Dealing Side
 Trainees  Junior Dealer
 Super Trainees  Dealer
 Sales Executives  Relationship manager
 Senior sales executives  Senior Relationship manager
 Business development
executive
 Equity advisor
 Assistant sales manager  Assistant Branch Manager
 Deputy manager  Branch Manager
 Territory manager  Cluster Head
 Area sales manager/ Cluster
manager
 Directors
 Regional sales manager  CEO
 Regional Head
 Vice president

 Directors
 CEO

SWOT ANALYSIS
STRENGTHS WEAKNESSES
1. First brokerage firm to go online.
2. PMS Services.
3. Technology
4. Online fund transfer.
5. Research reports.
6. Clients (average of15,000 accounts per year)
7. Recommendations from clients.
8. Free Demat a/c opening.
9. Low annual maintenance charge
10. Different variety of financial products.
1.High brokerage charges but now they
have overcome this by a new prepaid
scheme in which brokerage is reduced to
half.
2. Lesser emphasis on customer
retention.
3. Lack of awareness among customers
because of non-aggressive promotional
strategies (print media, newspapers, etc).
OPPORTUNITIES THREATS
1. With the booming capital market it can
successfully launch new services and raise its
client‟s base.
2. It can easily tap the retail investors with small
saving through promotional channels like print
media, electronic media, etc.
3. Increasing usage of internet through broadband
connectivity may boost a whole new breed of
investors for trading in securities
1. Volatility of the share market.
2. Aggressive promotional strategies by
close competitors may hamper Share
Khan‟s acceptance by new clients.
3. .Lack of sufficient branch-offices for
speedy delivery of services.
4. More and more players are venturing

into this domain which can further
reduce the earnings of Share Khan.
OBJECTIVES:
1. To project Sharekhan as an authority in the retail stock trading business.
2. To execute business for the company by selling demat accounts .
3. To study the various products of Sharekhan.
4. To know how to open and close the calls.
5. To learn the online terminal used for trading.
6. To know the various policies of the company.
7. To know how to handle various types of customers.
8. To know various reasons for market fluctuations.
9. To learn to manage time.
10. To gain practical knowledge of the market.
11. To have a practical experience of working in a reputed organization.
12. To expand the market penetration of Sharekhan ltd.
13. To provide pricing strategy of competitors to fight cut throat competition.
14. Study of influencing factors affecting the purchase decision.
15. Checking the satisfaction level of the customers towards Sharekhan
16. Checking the awareness level of investor in online share trading.

PRODUCTS & SERVICES OF SHAREKHAN
Sharekhan ltd. Provide different Product as follows
 Share online & offline
 Derivatives
 Mutual fund online
 Commodities online
 IPO online
 Portfolio Management Services
 Insurance

 Fixed deposits
 Advisory products
 Currency trading
PRODUCTS OF SHAREKHAN
SHAREKHAN’S VARIOUS TYPES OF ACCOUNT

SHARE ONLINE:
Sharekhan provide online facilities for:
I. Instant credit and transfer:-instant transfer of funds from bank account of the
choice to Sharekhan trading account.
II. Trade anywhere:-enjoy the ease of trading from any part of the world in a
completely secure environment.
III. Dial n Trade:-call toll free number (1-800-22-7050) to place orders through tele
brokers.
IV. Timey advice:-make informed decisions with expert advice, investment calls
and live market commentary.
V. Real-time portfolio tracking:-benefit from real-time information for
investment and current portfolio value.
VI. After-hour orders:-place order after market hours, which get executed as soon
as the markets opens.
VII. Freedom from paperwork:-Integrated trading, bank and de-mat account with
digital contracts removers all paperwork.
Sharekhan provide different types of online accounts
CLASSIC ACCOUNT:-
The Classic Account enables customers to trade online on the NSE and the BSE,
invest in IPO and Mutual Funds and access all the research and transaction reports
through Sharekhan‟s website. This account is suitable for the retail investors.
The life time registration charge for this account is 750 rupees.
Features

 Online trading account for investing in Equities and Derivatives
 Free trading through Phone (Dial-n-Trade)
 Integration of: Online trading + Bank + Demat account
 Instant cash transfer facility against purchase & sale of shares
 IPO investments
 Instant order and trade confirmations by e-mail
 Single screen interface for cash and derivatives
FAST TRADE:
Features
 Streaming quotes.
 Personalized market watch.
 Single screen interface for cash, derivatives and Commodities.
 New FastTrade is platform independent will support by all Operating
System.
 New FastTrade will support all browsers in the market.
 New FastTrade is independent of existing website and can work even if
content website is down.
 Fast trade is web base product and it‟s a shown fluctuation rate.

TRADE TIGER ACCOUNT:
This is an internet-based software application, which enables one to buy and sell in an
instant. It is ideal for active traders and jobbers who transact frequently during day‟s
session to capitalize on intra-day price movement.
This account comes with the following features:
A) Instant order Execution and Confirmation.
B) Single screen trading terminal for NSE Cash, NSE F&O & BSE.
C) Technical Studies.
D) Multiple Charting.
E) Real-time streaming quotes, tic-by-tic charts.
F) Alerts and reminders.
G) Live market debts.

SHARE OFFLINE:
As the internet has taken over the physical trade, the same is the situation in trading in
shares. Even the internet has not spared trading in shares and still the conventional
system of offline trading continues in today‟s world.
A) Merits of offline trading:
 Low brokerage
 Less margin
 Flexibility in credit period
 Customized advice
B) Demerits of offline trading
 Problems in getting in touch with the broker
 Limited clientele
 Problem of attention from the broker due to load
 Customer has to believe what the broker says
 Broker Might not give the best price
 Paperwork
 Geographical Restriction
DIAL-N-TRADE:
Sharekhan provides complete trading facility like they are giving Toll free numbers
the phone trading facility as an alternative of net trading where a customer can call
“n” number of times.
Toll Free numbers: 1800-22-7500

DERIVATIES:
Derivatives are financial contracts whose value/price is depends on the behavior
of price of one or more basic underling assets. These contracts are legally binding
agreement, made on the trading screen of stock exchange, buy or sell an asset in
future. The assets can be share, index, interest rate, bond, rupee- dollar exchange
rate, sugar, crude oil, soybean, cotton, coffee etc.
EQUITY FUTURE AND OPTION:
 Future:-
An agreement between two parties to buy or sell an asset at a certain
time in the Future at a certain price. Stock futures on certain specified securities and
internet rate futures are available for trading at NSE (NATIONAL STOCK
EXCHANGE).All the futures contracts are settled in cash.
 Options:-
An Options is a contract which gives the right, but not but or sell the underlying at a
stated price, which a buyer of an option pays the premium and Options are of two
types – calls and put.
Calls give the buyer the right but not the obligation to buy a given quantity of the
underlying asset, at a given price on or before a given future date. Calls also known as
bulls.
Puts give the buyer the right, but not obligation to sell a given quantity of the
underlying asset at a given price on or before a given date. Puts also known as bears.

COMMODITIES ONLINE:
COMMODITIES ONLINE:
Commodities are agreements to buy and sell virtually anything except, for some
reason, onions. The primary commodities that are traded are oil, gold and agricultural
products. Commodity derivatives comprise of raw materials and products that can be
traded on special commodity exchanges across the country. Commodities expands
customer investing horizon from investing in a metal company to trading in the metal
itself. Trading in commodity derivative provides unique market opportunities for a
wider section of participants like: investor, hedgers, arbitragers, traders, manufactures
planters, exporters and importers. While trading commodities through an exchange,
there are no transportation charges, no insurance costs, no storage charges and

complete security when customer trade though an exchange. Customer can trade in
commodities at nominal costs and carry the investment in paper from as customer
want. The fundamentals for commodities are quite simple: price is a function of
demand and supply. Sharekhan provides commodity facility. Sharekhan trades on
two major commodity exchanges in India.
1) MCX
2) NCDEX
Indexes of commodities:
MCX (MULTI COMMODITY EXCHANGE OF INDIA LTD) is a state-of-the-art
electronic commodity futures exchange.MCX is an independent commodity exchange
based in India. It was established in 2003 and is based in Mumbai. The turnover of the
exchange for the period Apr-Dec 2008 was INR 32 Trillion.MCX offers futures
trading in Agricultural Commodities, Bullion, Ferrous & Non-ferrous metals, Pulses,
Oils & Oilseeds, Energy, Plantations, Spices and other soft commodities. MCX has
also setup in joint venture the National Spot Exchange a purely agricultural
commodity exchange and National Bulk Handling Corporation (NBHC) which
provides bulk storage and handling of agricultural products.

NCDEX:
National Commodity & Derivatives Exchange Limited (NCDEX) is a professionally
managed online multi commodity exchange promoted by ICICI Bank Limited (ICICI
Bank), Life Insurance Corporation of India (LIC), National Bank for Agriculture and
Rural Development (NABARD) and National Stock Exchange of India Limited
(NSE). Punjab National Bank (PNB), CRISIL Limited (formerly the Credit Rating
Information Services of India Limited), Indian Farmers Fertiliser Cooperative Limited
(IFFCO) and Canara Bank by subscribing to the equity shares have joined the initial
promoters as shareholders of the Exchange.
NCDEX currently facilitates trading of thirty six commodities - Cashew, Castor Seed,
Chana, Chilli, Coffee, Cotton, Cotton Seed Oilcake, Crude Palm Oil, Expeller
Mustard Oil, Gold, Guar gum, Guar Seeds, Gur, Jeera, Jute sacking bags, Mild Steel
Ingot, Mulberry Green Cocoons, Pepper, Rapeseed - Mustard Seed ,Raw Jute, RBD
Palmolein, Refined Soy Oil, Rice, Rubber, Sesame Seeds, Silk, Silver, Soy Bean,
Sugar, Tur, Turmeric, Urad (Black Matpe), Wheat, Yellow Peas, Yellow Red Maize
& Yellow Soybean Meal. At subsequent phases trading in more commodities would
be facilitated.

IPO:-
Initial Public Offering, the first sale of stock by a company to the public.
Companies offering an IPO are sometimes new, young companies, or sometimes
companies which have been around for many years but are finally deciding to go
public. IPOs are often risky investments, but often have the potential for significant
gains. IPOs are often used as a way for a young company to gain necessary market
capital.
From an investor point of view, IPO gives a chance to buy shares of a company,
directly from the company at the price of their choice (In book build IPO's). Many a
times there is a big difference between the price at which companies decides for its
shares and the price on which investor are willing to buy share and that gives a good
listing gain for shares allocated to the investor in IPO.
From a company prospective, IPO help them to identify their real value which is
decided by millions of investor once their shares are listed in stock exchanges. IPO's
also provide funds for their future growth or for paying their previous borrowings.
Sharekhan provides to their customer the Online IPO facility. In this facility, The
customer has to feel only the bid price and the quantity for which he/she wants to buy
the stock.
STEPS FOR APPLYING IPO ONLINE

CURRENCY TRADING:
c
CURRENCY TRADING:
Currency trading means to trade in currency of different countries and price
varies because of supply and demand.
Currency trading is mostly done by large companies or by people who is
Steps for Applying IPO
Online

import-export business.
In price of currency there is always fluctuation. So it can be dangerous for
people who have import-export business. So they make reverse position or it is
also known as hedging.
So by this way people minimize their risk with the help of currency trading.
Currency trading is not much useful to individual investors.
Sharekhan is providing offline currency trading to interested customers..
CUSTOMER SUPPORTER:
Call Center:

There is a call center at Bombay, where more than 200 employees are working
efficiently. Their work is as powerful that they complete every call within two
minutes. So customers are satisfied with them.
Relationship Manager:
Sharekhan provides personal relationship manager to its customer. The work of
relationship manager in Sharekhan ltd is as follow:
 Punching in trades for clients.
 Communicating intra-day trading calls and investment ideas to customers.
 Conducting business development activities in branches.
 Monitoring day to day operations at branch.
 Maintaining regular relations with clients.
ALERTS:
ON YOUR MOBILE
IN YOUR MAIL
IN MYINBOX
Variety of Alerts for equities,
Mutual Funds, IPOs and Traders
Get customize Daily Updates
Trade Execution Alerts will be set
by default for trading customers
Be the first to get Research updates
Setting Alerts was never easier
Get the advantage of new alerts
being added in the future
SEMINAR:
Sharekhan organizes seminars across the country from
time to time in order to educate investors in various
subjects related to the stock, derivatives and commodities
markets. These exclusive Seminars are organized by

Sharekhan for its Online Trading Customers for FREE.
This will the the people to take investment decision.
SHAREKHAN SHOPS:
All you have to do is walk into any of our share shops across cities in India to get a
host of trading and investment related services. Our friendly customer service staff
will also help you with any account related queries you may have.
AFTER HOUR ORDERS:
Sharekhan‟s customer also enjoy the facility of placing orders even after trading hours
and the orders are executed as soon as the market opens.
DE-MAT ACCOUNT
Overview of Demat Account :
Demat account allows you to buy, sell and transact shares without the endless
paperwork and delays. It is also safe, secure and convenient.
In India, a demat account, the abbreviation for dematerialized account, is a type of
banking account which dematerializes paper-based physical stock shares. The
dematerialized account is used to avoid holding physical shares: the shares are bought
and sold through a stock broker.
This account is popular in India. The Securities and Exchange Board of India (SEBI)
mandates a demat account for share trading above 500 shares. As of April 2006, it
became mandatory that any person holding a demat account should possess a
Permanent Account Number (PAN), and the deadline for submission of PAN details
to the depository lapsed on January 2007.
IS DEMAT A/C IS MUST?
Now a day, practically all trades have to be settled in dematerialized form. Although

the market regulator, the Securities and Exchange Board of India (SEBI), has allowed
trades of up to 500 shares to be settled in physical form, nobody wants physical shares
any more. So a demat account is a must for trading and investing.
WHY TO CHOOSE DEMAT?
The demat account reduces brokerage charges, makes pledging/hypothecation of
shares easier, enables quick ownership of securities on settlement resulting in
increased liquidity, avoids confusion in the ownership title of securities, and provides
easy receipt of public issue allotments.
It also helps you avoid bad deliveries caused by signature mismatch, postal delays and
loss of certificates in transit. Further, it eliminates risks associated with forgery,
counterfeiting and loss due to fire, theft or mutilation. Demat account holders can also
avoid stamp duty (as against 0.5 per cent payable on physical shares), avoid filling up
of transfer deeds, and obtain quick receipt of such benefits as stock splits and bonuses.
WHAT IS DEMATERIALIZATION?
Dematerialization is the process by which physical certificates of an investor are
converted to an equivalent number of securities in electronic form and credited
into the investor‟s account with his/her DP.
WHY DEMAT A/C IS LIKE BANK A/C?
Just as you have to open an a/c with a bank if you want to save your money, make
cheque payments etc, you need to open a demat a/c if you want to buy or sell stocks.
So it just like a bank a/c where actual money replaced by shares.
Example : let‟s say your portfolio has 100 of SATYAM, 200 of IBM and 120 of TCS
shares. All these will show in you‟re a/c. so you don‟t have to possess any physical
certificate that you own these shares. They all are held electronically in you‟re a/c.
DEMAT ACCOUNT IN SHAREKHAN:

1) Opening a DP account with Sharekhan
2) One can open a Depository Participant (DP) account, either through a
Sharekhan branch or through a Sharekhan Franchisee center.
3) There is no fee for opening DP accounts with Sharekhan. However a nominal
deposit (refundable) is charged towards services which will be adjusted
against all future billings.
4) All investors have to submit their proof of identity and proof of address along
with the prescribed account opening form.
DE-MAT ACCOUNT OPENING CHARGES:
TYPE OF DEMAT DEPOSIT
(Refundable)
CHARGES
(non refundable)
CLASSIC ACCOUNT Rs.5000 Rs.750
Rs.10000 Nil
TRADE TIGER Rs.5000 Rs.1000
Rs.10000/25000 Nil
List of Documents required to open an account with Sharekhan:
1) Proof of Identity

2) Copy of Ration card
3) Address Proof
4) A copy of cancelled cheque
5) Nominee photograph, if filled
6) Signed Photograph of all holders
Customer can submit a photo copy of any of the following document for
proof of identity:

Customer can submit a photo copy of any of the following document for
residence proof:

BROKERAGE STRUCTURE OF SHAREKHAN
BROKERAGE: It is the charge taken by the guiding company for helping you in
buying and selling your shares. There are different charges for Intraday and
Delivery.
INTRADAY:
The day to day buying and selling or daily transactions are called as Intraday. You
have to buy or sell the shares within the day only.

DELIVERY:
It is the three day transaction. The day you buy the share and the next two days
after that day is called as Delivery. It includes thre days. If you are buying any
share then you have to sell it within three days including the buying day.
PREPAID ACCOUNT
There are three types of Prepaid account are provided to the customers accordingly
they make transactions more and more. All Prepaid accounts are valid for One year
only.
Prepaid Brokerage Cash Futures and Options
(P.A) Futures Options
2000/- Intra-day – 0.03% 0.07 2% or Rs.90,
(Single Side) whichever is
Delivery – 0.30% Higher
6000/- Intra-day – 0.05% 0.05 1.5% or Rs.75,
Delivery – 0.25% whichever is
Higher

18000/- Intra-day – 0.04% 0.04 1% or Rs.50,
Delivery – 0.20% whichever is
Higher
SHAREKHAN HAS TIE UP WITH FOLLOWING BANKS:
1) HDFC
2) Axis Bank
3) IDBI
4) Citi Bank
5) IndusInd Bank
6) Union Bank
7) ICICI
8) Oriental Bank Of Commerce.
NOTE :In these following bank bank we can transfer our funds from our bank account
to trading account with the help of online banking like netbanking within a second
.Now there is no need to pay demand draft and checques to the sharekhan.
BENEFIT OF SHAREKHAN DEMAT ACCOUNT:
EXPOSURE:
Sharekhan also helps their customers by providing them a Four time Exposure.
Example :- If a customer invests Rs. 20000, then he will get a exposure of 4 times
of Rs. 20000 that means Rs. 20000 * 4 = Rs. 100000.
But only for Five days, within 5 days the customer have to pay back the amount
otherwise Sharekhan will sell your shares.
It’s cost effective
You pay comparatively lower transaction fees. As an Introductory offer, we invite you

to pay a flat fee of just Rs. 750/- and transact through Sharekhan.
Its offers single –
Through Sharekhan‟s associates, you can transact in equity, equity and commodities
derivatives, offshore investments mutual funds, IPO‟s life insurance, general
insurance, money transfer, money changing and credit cards, amongst others.
ITS CONVENIENT :
You can access Sharekhan‟s services through the internet
1. Transaction kiosks
2. The phone (call & transact)
3. A safe and convenient way to hold securities;
4. Immediate transfer of securities
5. No stamp duty on transfer of securities;
6. Elimination of risks associated with physical certificates such as bad delivery,
fake securities, delays, thefts etc.;
7. Reduction in paperwork involved in transfer of securities;
8. Reduction in transaction cost;
9. No odd lot problem, even one share can be sold;
10. Nomination facility;
11. Change in address recorded with DP gets registered with all companies in which
investor holds securities electronically eliminating the need to correspond with
each of them separately;
12. Transmission of securities is done by DP eliminating Correspondence with
companies;
13. Automatic credit into demat account of shares, arising out of
bonus/split/consolidation/merger etc.
14. Holding investments in equity and debt instruments in a single account.
ACCESS TO VALUE ADDED SERVICES
1. Reliable research, including views of external experts with an enviable

track record
2. Live news updates from Reuters and Dow Jones
3. CEO‟s / expert views on the economy and financial markets
4. Tools that help you plan your investments, tax, retirement, etc. in the
personal finance section
5. Risk Analyzer for analysis of your risk profile
6. Asset allocators to build an appropriate investment portfolio
7. Innovative use of technology for facilitating
Benefit For Investors
Demat account has become a necessity for all categories of investors for the following
reasons/ benefits:
1) SEBI has made it compulsory for trades in almost all scrip‟s to be settled in
Demat mode.Although, trades up to 500 shares can be settled in physical form
MY WORK PROFILE IN SHAREKHAN:
I worked there with SHAREKHAN LTD. with a profile of sales trainee. This profile
offers me to understand the need of customer and provide them the best deal possible
with maximization of the profit, both for the company as well as for the customer.
The most important aspect for the role of trainee is trust. So far fulfillment of the
targets one needs to:
1) Capitalize on the old and loyal clientage which can be building slowly by
advising people in the best possible way.
2) Generating new leads through various activities.
TARGETS / TASKS:
To sell 08 Demat accounts worth Rs.1,00,000/- in 4 week for Sharekhan Ltd at
Jammu city.
1) To sell 2 Demat accounts per week for 4 week for Sharekhan ltd at Jammu
city for 1 month.

TASKS
1) To collect the leads.
2) To do the telecalling and take appointments.
3) To attend the appointment on prescribed time.
4) To tell the client about the company and its products.
5) To tell the client about the advantages of opening a demat account .
6) To convince the clients to do Online Trading.
7) To explain him the terms and conditions of the product.
8) To convince the client to open Demat account at Sharekhan ltd.
9) To give a live demo of how the online terminal works.
10) By means of presentation explaining them how to trade online.
11) To take signatures of the client on the KYC (know your customer) form.
12) To collect the documents required to open a demat account.
13) To fill up the KYC form for the customer.
14) To install the software in the client`s computer.
15) To make the client trade.
16) To get the references from the client.
TARGET CUSTOMERS FOR SELLING DEMAT ACCOUNT
1) Business class people (high class)
2) Service class people
3) Government Employees ( working in banking sector )
4) Young Adults (19-25 yrs students want to earn part time income.)
5) Adults (35-50 yrs.)
6) Women (literate and working women)
GENERATION OF LEADS FOR SHAREKHAN:
Since I was new in the field so I had to start from scratch and generate new leads to
sustain in the market.

Personal refrences and cold calling is one of the trusted ways of getting to the
customers without meeting them. Although in cold calling the rate of conversion
remained very less, for cold calling the quality and accent remains a very important
criterion. This activity gives me mixed result. I often got success and generated many
leads through it but it also landed me in awkward position where the customer is not
ready to hear. Corporate calls always remained more difficult to crack with respect to
retail sector.
The corporate were the most difficult and most temping to get the business from. It
took me one one day to crack Hi-tech Gears. At SHAREKHAN LTD. after getting the
product knowledge in the two week at the branch I was also allotted distributor to
work with. In the initial phase I was accompanied by more experienced staff. After I
became known to the market and procedure I started attending calls alone only.
After the fourth week my performance also improved and I was able to get close to
the targets, Although it looked difficult to achieve in the beginning. To get awareness
of the every product I attended diversified calls. This helped me to implement cross
selling to get better result ,follow ups also play major role when we talk about cold
calling
STRATEGY ADOPTED FOR SELLING DEMATS ACCOUNTS:

NOT INTERESTED TAKE REFRENCES
STRATEGY ADOPTED FOR TELECALLING :
COLLECTING MORE AND
MORE DATA THROUGH
SHAREKHAN WEBSITE
AND BY USING JUST DAIL
APP

I was supposed to use the database provided by the company to make cold calls or by
directly meeting people to get new leads.
While making cold calls, we need to have:
1. Good Communication Skills (Voice quality is clear and articulate)
2. Persistent and able to bounce back from rejection
3. Good organizational skills.
4. Ability to project a telephone personality (Enthusiasm, friendliness)
5. Flexibility: can adapt to different types of clients and new situations.
INTRODUCTION
PURPOSE OF
CALLING
NEED
GENERATION
OBJECTION
HANDLING
BROKERAGE
EXPLAINATION
FIX
THE
APPOINTMENT
CLOSE THE
CALL
WISH
GREETINGS

Using a good database is very essential
“Eighty percent of our business comes from 20 percent of our customers" is a
frequent statement at any sales convention. There's hardly a sales executive who is not
aware of the 80/20 rule”.
While talking to customers, I analyze their needs. Whether they want to go for
investment purpose or insurance or both. Suggest them the plan that best suits them. If
they agree to it then either we send across the agents to close the deal or close it
themselves.
MY PERSONAL EXPERINCE IN SHAREKHAN
PROFESSIONAL
STAFF
DATABASE
TELECOMUNICATION
EQUIPMENT
SYSTEMATIC
PLAN AND
PROCESS

Before my Summer Internship Programme, I had very little knowledge about the
stock market and its fundamentals. And now after undergoing training for the 6th
week at Sharekhan there is a tremendous increase in my knowledge about the stock
market. I have also gained a lot of knowledge about the Sharekhan Company and its
various products, schemes and policies and also about its competitors. The products
which I have sold up till now are Demat accounts . And I am confident about my
knowledge about demat accounts . Although nobody can claim complete expertise but
there is a sea change at least from my point of view. I have learnt what are the various
indices and their significance in market. I have also learnt the impact of Sensex and
Nifty on overall stock market. I have learnt about various fundamentals and technical
aspects, which affect the stock prices in short, run and long run. At Sharekhan we
have also been taught to use the online terminal. Sharekhan is one of the top retail
brokerage houses in India with a strong online trading platform. The company
provides equity based products (research, equities, derivatives, depository, margin
funding, etc.). It has one of the largest networks in the country with 1000 share shops
in 375 cities and India‟s premier online trading portal www.sharekhan.com.Out of
these we have to mostly sell demat accounts.In the first week we had training sessions
for 5 days in which our company guide Mr. Gaurav chowdhary gave us the complete
information about the company, its products and policies. He gave us tips on how to
open and close the calls. He also gave me tips on how to do telecalling. He also share
information on how to fill the KYC form and what are the documents required to
open the demat account.
Then finally after this we were sent to the market to bring demat accounts and Mutual
funds. Initially we faced many obstacles and reasons were many like bad stock market
conditions and we were unable to locate potential market etc. but slowly I collected a
good number of leads and references from whom so ever I met. I am still following
the clients who are giving follow up dates.
Our main task is to sell the online demat account. During this venture I came across
many people who came from different walks of life. I have learned how to deal with
them and convince them to open the demat account with Sharekhan. Selling a demat
account requires special focus on targeting the customers. Each and every person does
not invest in the share market. The person who will be investing in the share market
should have at least the basic knowledge about the same or should have the curiosity
to gain the same. So what I had to do is to identify the prospective client and then try

to convince them. Wasting time on the customer who does not know anything about
stock market is completely worthless.
While on the call if customer asks me any query about which I am not very much sure
then I call our Gaurav chowdhary sir who then clears my doubts and queries without
any irritation. This not only solves clients query but also makes our concepts clear and
strong.
I initially met roundabout 15 to 20 people every day. Out of these I found 5 to 6
persons who took actual interest in the Demat account and Mutual funds. As I met
more and more people, I learned how to identify the prospective clients. I came to
know more about how to talk to them, how much time should be given to each client.
. Even, by solving the customer queries, my own understandings were enhanced.
While selling our product in the market, I also came to know more about our
competitor's product like, ICICIDirect, India bulls, Anand rathi, ,Angel Broking etc.
and their strategy of marketing and the consumer's preference towards the
competitor's product.
I did cold calling in these 6 week and created my own database through it. In the
fourth week some of the follow-ups from the third week started converting.
Sharekhan also started giving advertisement in leading English dailies and on
channels like CNBC where the customers care toll free number is displayed.
Sharekhan also started giving ads on the various sites like Yahoo, Google etc.
Sharekhan also started a scheme of free demat account opening and also the one in
which the brokerage reduces to half of the original brokerage of 0.03% for Intraday
and 0.30% for Delivery.
I met people in different locations i.e. at like in Gandhi nagar, satwari ,sanik colony
,janipur, new plot jammu ,garnai udhampur etc. This includes people from the Big
Showrooms and malls like Big Bazzar, Chartered Accountants, Travel agents,
business people, housewives, real estate people, Customer Relationship Managers,
Assistant Sales Manager, and engineers of Afcon company.
Once the customer fills up the KYC form, I call him/her after 5 working days to check
if he has received the welcome kit which contains the login ID and password from
Bombay office of Sharekhan. After he receives the kit I have to go to his place to
install the software in his computer and also I have to tell him how to trade online i.e.
I have to explain him the complete terminal. I am required to show the customer how
to make a transaction and how to get access to the terminal. Also, if the client faces

any problem, then those too had to be solved by me. So, it is all a very good learning
experience for me.
We have to take about 25 signatures of the customer on the KYC form. This is again a
big challenge because they say that now they don`t have enough time to sign in 25
places. And if the sign mismatches even a little then there is again some long
procedure to make that form acceptable. I had faced this kind of situation. My second
client Mr Rakesh Sharma signature on the KYC form was different from that on his
PAN card. So the form got rejected. And he even said that if this form will not
proceed further then he don`t want to open the Demat account and asked me to return
the cheque. Due to this I was very depressed for 2-3 days But then maybe I called him
at a right time as he instantly asked me come and collect the bank proof statement and
I was very happy that day.
At Sharekhan, the atmosphere is perfectly cordial. There are senior trainees and back
office people always to solve the difficulties we faced in approaching a customer,
filling up the form, demonstrating the terminal, or solving the customer‟s queries.
Even our Gaurav sir helped us in solving our problems. We are supposed to be
formally dressed and required to report once daily at any time.
In the beginning we were asked to report twice a day but then after 4 weeks he asked
to report only once a day. This was done because our office is at bahu plaza, South
block and if we any appointment in Udhampur then it is very difficult for us to go
and report in the office second time. As time passes away everything goes alright.
Problems faced while selling products:
1. Customer dissatisfied with the services.
2. People fear that Sharekhan Being a Private company .
3. Past experience, word of mouth.
4. Misguidance by agents.
5. People do not want insurance products.
6. Lack of knowledge and less awareness about demat account.
7. People risk appetite is very low, so they are afraid of mutual fund as well.
CAMPARISION OF COMPETITIORS WITH SHAREKHAN:
PARTICULAR SHAREKHAN ICICI HDFC RELIGARE

DIRECT
A/C
OPENING
CHARGES
NIL 750/-
(waive off
if trading is
more than
Rs1 lakh)
750/-
(Existing
relations
OR 799/
20550/-
(20,000as
margin)
DEMAT
A/C
CHARGES
NIL FREE (1ST
YEAR)
AND 415/-
P.A.
FROM
2ND
YEAR
RS.500
P.A
RS 30 P.M
TIE UP WITH
BANKS
HDFCBANK
IDBIBANK,
CITI BANK,
UTIBANK,
OBC,
ICICI BANK,
YES BANK,
UNION
BOI
CANARABANK,
INDUS BANK
ICICI
ONLY
HDFC
ONLY
CITI BANK
UTIBANK
HDFCBANK
DEMAT
TRANSACTION
CHARGES
NIL
INCLUDE
D IN
BROKRA
GE
CHARGES
.04%or
Rs.25
whichever
is higher
.04%or Rs.25
whichever
is higher
DAIL-N-
TRADE
UNLIMITED
On 21st
call Rs 20/-
per
call(P.M.)
RM
NUMBER
PROVIDE
D
FOR
TRADING
15/- TO 25/-
FROM 21ST
CALL
TRADING
THROUGH
WEBSITE AND
SOFTWARE BOTH
WEBSITE
ONLY
WEBSITE
ONLY
Both are
Software
1. Keat
Desktop
2. Keat
Premium
ACHIEVEMENT:

SERIAL
NO
WEEK NO. ACHIEVEMENT NAME OF
THE CLIENT
TYPE OF
ACCOUNT
AMOUNT /
ASSET
A. (1/06/13 -
9/06/13)
NIL
NIL NIL NIL
B. (10/6/13-16/6/13) NIL NIL NIL NIL
C. (17/6/13 -
23/6/13)
2 DEMAT A/C
1.Mr.Somnath
Sharma
2.Mr.Rakesh
Sharma
Classic
accounts
Rs.20,000/-
(Rs.10,000
each)
D. (24/6/13 -
30/6/13)
NIL NIL NIL NIL
E. (1/07/13 -
7/07/13)
5 DEMAT A/C
1.Mr.Vikram
Seth
2.Mr.Jasmeet
Singh
3.Mr.Vikas
choudhary
4.Mrs.Kanta
Devi
5.Mrs.
Kamlesh Devi
2Classic
account+
3 Offline
Account
Rs.10,000/- +
Rs.10,000/-
+ Rs.10,000/-
+ Transfer
22000 holding
from Anand
rathi to
sharekhan
+ Rs.10,000/-
= Rs.62,000/-
F. (8/7/13 - 15/7/13)
3 DEMAT A/C 1.Mr. Sushil
kumar
2Mr..Rahul
Sharma
4Mr sham lal
1speed trade
a/c
and 2 offline
a/c
Rs.35,000/-
(Rs.10,000
each
and 15,000/-)
G. TOTAL 10 DEMAT A/C -
Rs.1,17.000/-
ANALYSIS OF PERFORMANCE Vs TARGET

WEEK
No. TARGET
CUMULATIVE
TARGET ACHIEVEMENT
CUMULATIVE
ACHIEVEMENT
ACHIEVEMENT
IN %
CUMULATIVE
ACHIEVEMENT
IN %
1
NIL NIL NIL NIL NIL NIL
2
NIL NIL NIL NIL NIL NIL
3
25,000 25,000 20,000 20,000 80% 80%
4
25,000 50,000 0 20,000 0% 40%
5
25,000 75,000 62,000 82,000 248% 109.33%
6
25,000 1,00,000 35,000 1,17,000 140% 117%

0
10000
20000
30000
40000
50000
60000
70000
WEEK 1 WEEK 2 WEEK 3 WEEK 4 WEEK 5 WEEK 6
TARGET ACHIEVED
-20000
0
20000
40000
60000
80000
100000
120000
140000
0 1 2 3 4 5 6 7
CUMULATIVE TARGET
CUMULATIVE ACHIEVEMENT

WEEKLY ANALYSIS:
WEEK No. 1:
Had training for five days. In this training we were told about Sharekhan Company,
history of Sharekhan, organization structure, products, Sharekhan research reports,
trading techniques, clients, Demat accounts, Derivatives, and how to fill the “Know
Your Customer” form or KYC form, Online trading accounts in detail - SpeedTrade
and Classic account, learned how to buy and sell shares through these online
terminals, Sales technique, Telecalling, Sharekhan`s brokerage.
Got an assignment on “things to be told to the client about the company
Did telecalling and coldcalling to 40 people, out of this 17 people were interested in
Sharekhan`s Demat account.
WEEK No. 2:
Called 280 people, out of this 16 people were interested in Demat account. No one
was ready to open a account,
Client Conversion ratio: 0%.
As this was the beginning of the training I found it very difficult to identify the
potential customers.
WEEK No. 3:
Called 320 people, out of this 16 people were interested in Demat account.
2 of them opened a demat account account worth Rs 20,000/- Not achieved the
weekly target.
Client Conversion ratio: 0.006%
Collected many leads and references and appointments from the interested customers.
WEEK No. 4:
Client Conversion ratio: 0%.
Collected leads and references. . Most of the clients were busy or out of station Got
follow up dates and appointments from the interested customers. Learned how to

approach and convince the customer. Documentation of some of the previous demat
accounts was in process.Not achieved the weekly target.
WEEK No. 5:
Opened 5 demat account worth Rs 62,000/-
Client Conversion ratio: 0.0318%
Through follow up dates I was able to convince 2 customer and appointments from
the interested customers I had got 3 demat accounts.. overachieved the weekly target.
WEEK No. 6:
Opened 3 demat account worth Rs 35,000/-
Client Conversion ratio: 0.0188% Over achieved the weekly target.
LEARNINGS:
1) Importance of information technology in the field of stock broking is
immense.
2) Stock broking companies run with the help of IT.
3) The terminal through which the brokers buy and sell shares is a software that
completely depends on the internet. For Sharekhan, this terminal has been
designed by the software company “Spider”.
4) Buying and selling through internet is fast. As soon as the prices of the shares
goes up or comes down then they can be sold or purchased instantly within
seconds.
5) Customer Relationship is very necessary for the company to retain the
customers.
6) In Sharekhan I have learned how to maintain good relations with the
customers by giving them the proper service and solving their queries
regarding the share market.

7) I have also learned how to maintain good relation with the employees and the
co-trainees.
8) In Sharekhan Ltd. I have learned a lot relating to the finance and marketing
9) Learned the meaning of the words that are mostly used in the share market.
10) Learned about various products of the Sharekhan Limited.
11) Learned various aspects regarding Share Market.
12) Learned about various products used in the share market especially Demat
accounts .Learned how to use online trading terminal.
13) Enhanced my communication and convincing skills.Learned how to take
appointments.
14) Learned how to approach the customers.
15) Learned how to open and close the calls.
16) Learned how to interact with people, how to convince them and guide them in
trading.
17) Learned the various policies of the company.
18) Learned to manage time properly.
19) Learned the importance of the Excel sheet. I maintained all my daily records
in the Excel sheet
20) Got the practical knowledge of the market.
21) Had a practical experience of working in a reputed organization
LIMITATIONS:
1) Due to bad market conditions people are becoming more and more pessimistic
about investing in the share market. After the deprication of rupee upto the
level of Rs 60, SENSEX fell tremendously from 21000 . In this crash many
people lost their money amounting from 2 Lakhs to 4-5 crore or even more. So
when we approach them they tell us how much they used to trade in shares
and how much money they have lost in the share market. They even tell us
that we are doing our training at very wrong time.
2) While telecalling sometimes the clients do not give positive response, may be
because they are really busy or may be not interested in the demat accounts.

3) While cold calling when we met the owners of big shops. They said that if
they had spare money they will invest it in their shops and not in the share
market. They don`t want to take risk.
4) There are some negative rumors in the market about Sharekhan ltd. some
people have very bad experience with Sharekhan in terms of services and
charges. This may not be the fault of the company but of some of the
marketing executives who don`t disclose all the details about charges and
products and once the demat account has been opened they don`t pay any
attention to their old clients and thus fail to give proper services to the clients.
5) Sharekhan takes no charges for opening Demat accounts but there is a initial
deposit of Rs.10,000/-. It is just a margin money which has to be kept with
Sharekhan till the account opens. As soon as the account opens this money can
be kept as it is in the demat account or it can be completely used for buying
shares or it can be partially used and the rest of the amount can be withdrawn.
But clients fail to understand this. They think that these are the charges they
start suspecting it. So it‟s very difficult to convince them to deposit that much
amount and open a demat account.
Points To Remember
1) You may choose your DP based on your evaluation of their reputation, service
standards, charges, other conveniences, etc.
2) Account opening procedure should typically take 2-5 days.
3) In case of a minor, the depository account should be opened in the name of the
minor and the guardian‟s name should be mentioned. The guardian will sign
as signatory on behalf of the minor. For selling the securities of the minor, a
court order should be obtained.
4) In case of any difficulties, contact your DP.
5) Only securities admitted by NSDL can be dematerialized. The list is available
with your DP.
6) Only securities registered in the name of the account holder can be
dematerialized.

7) Dematerialization is normally completed within 15 days after the share
certificates have reached the issuer/their R&T Agent. Thus it may take you a
month from the date you hand over shares, to receive demat credit.
8) Dematerialization would be done only when the issuer / their R&T Agent is
satisfied of genuineness of securities & ownership status
9) All the joint holders should sign the DRF.
10) Demat requests with name(s) not matching exactly with the name(s) appearing
on the certificates merely on account of initials not being spelt out fully or put
after or prior to the surname, would be processed, provided the signature(s) of
the client(s) on the DRF tallies with the specimen signature(s) available with
the issuer/ their R & T agent.
11) If the signature in the DRF does not match with the signature available with
the issuer/ their R & T agent, the issuer/ their R & T agent may at the time of
demat confirmation, ask for additional documentation (like bank attestation/
notarization, etc.) to prove that the certificate belongs to the person who
forwarded the DRF.
12) In case there is any problem in processing the DRF, contact your DP and if he
cannot resolve the problem you may contact NSDL

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