L&T finance

REPORT

Introduction:

L&T Finance is one of the leading NBFCs in the country and offers a wide spectrum of financial products and services for trade, industry and agriculture.

L&T Finance Limited (LTF) is a subsidiary of Larsen and Toubro. It was incorporated as a Non Banking Finance Company in November 1994. Through LTF, L&T aims at making a strong foray in the ever-expanding financial services sector.

As a business philosophy, we fund income generating assets/activities while maintaining a clear focus on returns.

LTF offers a spectrum of financial products and services for trade, industry and agriculture. The company's focus segments are corporate products, construction equipment, CVs and tractors. Despite the turbulence in the financial services markets over the past few years, L&T Finance has adapted well to the changing market dynamics to remain consistently profitable.

Like the rest of the companies in L&T group, LTF is also professionally managed. LTF shares the professional values and ethos of its parent company, and has acquired and maintained a reputation for reliability, transparency of operations and absolute integrity. A steady growth rate validates the trust that industry has reposed in the company.

Industry Overview

The financial system comprises of financial institutions, financial instruments and financial

markets that provide an effective payment and credit system and thereby facilitate channelizing

of funds from savers to the investors of the economy. In India considerable growth has taken

place in the Non-banking financial sector in last two decades. Over a period of time they are

successful in rendering a wide range of services. Initially intended to cater to the needs of savers

and investors, NBFCs later on developed into institutions that can provide services similar to

banks. In India several factors have contributed to the growth of NBFCs. They provide tailor

made services to their clients.

Comprehensive regulation of the banking system and absence or relatively lower degree of

regulation over NBFCs has been some of the main reasons for the growth momentum of the

latter. It has been revealed by some research studies that economic development and growth of

NBFCs are positively related. In this regard the World Development Report has observed that in

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Equipment Leasing

Development Finance Institutions (DFIs)

Non-bankingFinancial companies (NBFCs)

Insurance companies

NBFIs

PrimaryDealers (PDs)

Mutual Funds

Hire Purchase Leasing

Loan Company

Investment Company

REPORTthe developing counties banks hold a major share of financial assets than they do in the

industrially developed countries

As the demand for financial services grow, countries need to encourage the development of

NBFCs and securities market in order to broaden the range of services and stimulate competition

and efficiency. In India the last decade has witnessed a phenomenal increase in the number of

NBFCs. The number of such companies stood at 7063 in 1981, at 15358 in 1985 and it increased

to 24009 by 1990 and to 55995 in 1995. The main reason for deposits with NBFCs is greater

customer orientation and higher rate of interest offered by them as compared to banks.

With such a dramatic growth in the numbers of NBFCs it was thought necessary to have a

regulatory framework for NBFCs. Slowly the RBI came out with set of guidelines for NBFCs.

Non-Banking Financial Company (NBFC)Non-Banking Financial Company (NBFC) is a company registered under the Companies

Act, 1956. It is engaged in the business of loans, securities, insurance, chit funds etc

They also provide products/services that include margin funding, leasing and hire

purchase, corporate loans, investment in non-convertible debentures, IPO funding, small

ticket loans, venture capital etc.

As in the diagram,

NBFCs are classified

into four categories

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REPORT1. Hire- Purchase Leasing

2. Loan Company

3. Investment Company

4. Equipment Leasing Company

Till March 2009 there were 12,739 NBFCs out of which 336 NBFCs were permitted to

accept public deposits

NBFCs: Why are they required?

NBFCs are required as they have a greater reach to various markets and have great efficiency in

mobilizing funds. Generally banks to reduce their operational costs establish NBFC. NBFC

enjoys many liberal policies by RBI in comparison with the commercial banks. However this

scenario is changing. RBI now has strict measures for NBFCs also.

NBFCs are different from Banks

NBFCs cannot accept demand deposits ( Demand deposits are funds deposited in an

institution, that are payable immediately on demand e.g.: Savings account, Current account

etc)

A NBFC cannot issue cheques, to their customers and is not a part of the payment and

settlement system

Deposit insurance facility of Deposit Insurance Credit Guarantee Corporation (DICGC) is

not available for NBFC depositors

They are allowed to accept/renew public deposits for a minimum period of 12 months and

maximum period of 60 months.

They cannot offer interest rates higher than the ceiling rate prescribed by RBI from time to

time. (Currently the ceiling rate is 12.5%)

They cannot offer gifts/incentives or any other additional benefit to the depositors.

They should have minimum investment grade credit rating, from the credit rating agencies

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REPORT

Company Background and Overview:

L&T Finance (LTF) was established in 1994 as a wholly owned subsidiary of L&T, for its foray into financial services.

It is a Non Banking Financial Company, classified under the category ‘Asset Finance Company – Non Deposit Taking’ Engaged in short to medium term asset backed financing viz. construction equipment, commercial vehicles, tractors and farm equipment, channel finance, micro-

finance etc. With its product / service offerings, LTF caters to all the major customer segments viz.

Corporate, SME and Retail LTF has a nation wide network of over 200 locations, with strong footprint in rural / semi

urban areas It has an employee base of ~ 2,800, lead by an experienced management team While the company was set-up with a view to synergize with the opportunities within the

L&T ecosystem, today LTF has established itself successfully in all its chosen market segments

L&T Finance Limited (LTF) is a subsidiary of Larsen and Toubro Limited. It was

incorporated as a Non Banking Finance Company in November 1994. Through LTF, L&T

aims at making a strong foray in the ever-expanding financial services sector.

As a business philosophy, L&T Finance funds income generating assets/activities while

maintaining a clear focus on returns.

LTF offers a spectrum of financial products and services for trade, industry and agriculture.

The company's focus segments are corporate products, construction equipment, CVs and

tractors. Despite the turbulence in the financial services markets over the past few years,

L&T Finance has adapted well to the changing market dynamics to remain consistently

profitable.

Like the rest of the companies in L&T group, LTF is also professionally managed. LTF

shares the professional values and ethos of its parent company, and has acquired and

maintained a reputation for reliability, transparency of operations and absolute integrity. A

steady growth rate validates the trust that industry has reposed in the company.

Mission :

Our Aim : To be a strategic business partner and a solution provider.

Our Purpose : To nurture human capital and develop leadership for professional excellence through

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REPORT

meritocracy and continuous learning environment.

Our values : Customer orientation, teamwork, trust and transparency.

Vision :

"To be a dominant player in financial services, committed to constant innovation and sustained customer service to enhance shareholder's wealth. LTF will foster trust, uphold integrity and radiate positive energy."

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REPORT

Commercial Vehicle Finance :

In 1996, L&T Finance had made a foray in financing of commercial vehicles. L&T Finance offers financing Commercial Vehicles of all makes and sizes. We also undertake funding of the body for the Commercial Vehicles. L&T Finance has an extensive network from where you can easily avail financing for your Commercial Vehicle.

So why partner with us?

L&T Finance is involved in financing Commercial Vehicles of all makes and sizes. It also undertakes funding of the body of the Commercial Vehicles. Major manufacturers with whom L&T Finance has a tie-up include Tata Motors, Ashok Leyland, Volvo, Eicher Motors, AMW, Force Motors and M&M. With a trasparent process and a quick turnaround time on loan sanctioning & disbursement, we make sure that your dream of owning your Commercial Vehicle is completely hassle free.

Advantages of partnering with L&T Finance

Presence in more than 70 locations Flexible repayment option Competitive interest rates Finance for used vehicles available Faster loan approval and disbursement

Salient Features of our Commercial Vehicle Financing

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REPORT

Tenor up to 5 years Trained and empowered team Financier to all categories of vehicles

Transportation Equipment Finance

Business Model

Tie ups with CV dealers and manufacturers. While North & West are primary markets, this product is offered pan India except North-

East and J&K. An exclusive team manages the deal origination, processing and collection. Customers include both first time users and fleet owners.

Product Description

LTF finances purchase of CVs of all makes and sizes. 3–5 year term loans are offered.

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REPORT

Competitors:

I. HDFC BANKII. ICICI BANK

III. SUNDRAM FINANCE

Loans are extended for the purchase of:

Commercial Vehicles - Loans for commercial vehicles (this includes buses, trucks,tankers, tippers, transit mixers, tempos) - HCVs (heavy commercial vehicles), MCVs (medium commercial vehicles), LCVs (light commercial vehicles, and SCVs (small commercial vehicles) 

We provide funding for all models of Tata Motors, Eicher, Volvo, Mahindra Navistar, MAN, AMW, Mahindra & Mahindra, Swaraj Mazda, Bajaj Tempo, Ashok Leyland, etc. The choice is entirely yours.

Type of loans

New Vehicles

Used Vehicle / Refinance

Balance Transfer

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REPORTTop-Up loans

We have extended products like funding of new vehicles, finance on used vehicles, top up on

existing loans, working capital loans & other banking products.

We have a range of services on existing loans,as are listed below.

Commercial Vehicle Loans Reaches you through more than 180 locations across the country Range of products under one umbrella. Funding for trucks, buses, tippers, light commercial vehicles and small commercial vehicles. Products including funding for new vehicles, finance on used vehicles and top up on existing loans. Preferred financier status with all leading manufacturers. Simple documentation processes. Quick turn around time. Flexible financing solutions to meet individual requirements.

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REPORT

“Shriram Transport Finance Company Limited is India's largest player in commercial vehiclefinance that was established in the year 1979.The company has a network of 488 branches andservice centers.We are one of the largest asset financing NBFCs in India with a niche presence

in financing pre-owned trucks and Small Truck Owners (STOs).” 

We are a part of the "SHRIRAM" conglomerate which has significant presence in financial services viz., commercial vehicle financing business, consumer finance, life and general

insurance, stock broking, chit funds and distribution of financial products such as life and general insurance products and units of mutual funds. Apart from these financial services, the group is

also present in non-financial services business such as property development,engineering projects and information technology.

Our Company was incorporated in the year 1979 and is registered as a Deposit taking NBFC with Reserve Bank of India under Section 45IA of the Reserve Bank of India Act, 1934.

STFC decided to finance the much neglected Small Truck Owner. Shriram understood the power of 'Aspiration' much before marketing based on 'Aspiration' became fashionable. Shriram started

lending to the Small Truck Owner to buy new trucks. But we found a mismatch between the Aspiration and Ability. The Truck Operator was honest but the Equity at his command was not

sufficient to support the credit levels required to buy a new truck.

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REPORT

To make it easy for potential customers to own Tata Motors vehicles, we ventured into vehicle financing way back in 1957.

Today, Tata Motor Finance (TMF), the in-house financing arm of Tata Motors, provides a single window service to customers by being accessible to them through the dealers.

TMF has partnered the growth of many single truck operators, who have evolved to the status of fleet owners. Besides catering to individuals, TMF offers specially designed finance products for fleet operators and institutions. Currently, TMF has crossed 2,00,000 live contracts, and is among the top vehicle financiers in the country.

We strive to ensure speedy processing of contracts which are either cleared directly by the dealers or are approved by their field staff. The contracts are usually finalized within 1 to 3 working days.

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REPORT Loan Documentation

A critical feature of executing any loan involves perfecting the Finance Company’s

security interests in collateral. A security interests is the legal claim on property that

secures payment on a debt or performance of an obligation. When the Finance Company’s

claim is superior to that of other creditors and the borrower, its security interest s is said to

be perfected. The Uniform Commercial Code (UCC) establishes that documentation is

required to obtain a security interests in commercial lending. The UCC applies in every

state, although various states have revised certain condition. Each lending officer must

understand what conditions apply wherever the Finance Company conducts business.

Because there are many different types of borrowers and collateral, there are different

methods in perfecting a security interests. In most cases, the Finance Company requires

borrowers to sign a security agreement that assigns qualifying collateral to the Finance

Company. This agreement describes the collateral and relevant covenants or warranties.

Formal closure may involve getting the signature of the third party guarantor on the loan

agreement or having a key individual assigns the cash value of the life insurance policy to

the Finance Company. In other cases, a Finance Company may need to obtain title to

equipment or vehicles. Whenever the security agreement is signed by all parties and the

Finance Company hold the collateral, the security interests is perfected. When the

borrower, holding collateral, assigns or mortgages it to the Finance Company, the said

charge is to be filed with ROC. To establish the charge/rights of the Finance Company on

the assets, filling of charge (form 8) is necessary. Once the loan is fully repaid, the lender

also needs to file form 17 towards satisfaction of their charge with ROC. This frees the

assets/collateral provided as security by the borrower.

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REPORTLegal Aspects of Loan Documentation

A loan agreement represents the Finance Company’s legal relationship with the borrower

and also with third parties involved in the loan. When a loan is classified as

nonperforming asset (NPA), legal action will be taken against the borrower in accordance

with the loan agreement and documentation made before disbursing the loan. Therefore in

preparing loan documentation, a Finance Company must take due care in preparing it

because the borrower’s attorney, other creditors, Bankruptcy trustees and the borrower’s

guarantors can challenge it.

If those mentioned can prove the deficiencies of a legal adequacy of the loan agreement,

the Finance Company may lose it right over the collateral and will be unable to collect its

money from the borrowers or guarantors.

In preparing the loan documentation the Finance Company must observe the following

aspects of legal aspects of loan documentations:

To use the proper legal name of the borrower exactly as it appears in the National Identity

card in all loan documentation. For a corporation, the Finance Company needs to verify

the name by obtaining a copy of its charter from the registrar of companies. For

partnership, a partner agreement is required.

Ascertain that if the owner of the collateral is not the borrower himself then the owner

must execute all security documentation.

Make sure that there are signatures of the borrowers and guarantors on the loan

documentation. For a corporation, it must clearly indicate the number of signatories

required and the capacity of the individuals signing the documentation.

To have a complete and accurate collateral description. For example, where land is given

as collateral information such as location, size, owner and users of the land should be

accurate.

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REPORT Loans that are secured with real estate property, a Finance Company must make a title

search prior to creating a charge on the same. This is essential to ensure that the property

is unencumbered.

To have adequate information and valuation of the collateral charged to the Finance

Company. A Finance Company need to inspect the collateral and is required to make

formal appraisals regarding the current market value and distress sale value of the

collateral. This should ideally be done by a govt. approved valuer. Normally Banks and

NBFCs have their empanelled valuers.

To reduce default risk, a Finance Company will require the borrower to buy insurance

coverage for the charged asset/collateral and the Finance Company shall be named as the

beneficiary on the insurance policy.

The Finance Company must inform the guarantor about his duty as a guarantor to the

borrower. A Finance Company must not misrepresent the financial strength of the

borrower or the value the collateral to the guarantor.

The guarantor must be notified about the status of the loan especially where a problem

might arise from the loan.

Before disbursing the loan the Finance Companies must make sure that perfection of

security interests is done in its favor.

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REPORTTools for loan documentation

Documentation does not need to be fancy. The information can be concise. A simple form

will do the trick - as long as the lenders fill out the form.

Loan officer worksheets are familiar to all lenders. Most institutions have some form of

lender worksheet. Most of the worksheets have the information needed for compliance

documentation. The problem is that lenders don't use them. If you use worksheets to

document loan underwriting, be sure to maintain the clear expectation that a "good loan"

is one with proper documentation.

More advanced techniques include use of software such as Excel. These can be developed

in a shell form and provided to lenders. Using a software form can have the advantage of

doubling as a loan committee memo. Serving this double purpose is a way of minimizing

what is perceived as "extra" work for compliance while providing the institution with

consistent documentation. Automated underwriting systems may create the

documentation. As underwriters enter the information into the system, the documentation

system is created. However, this system is dependent on collecting the information first.

And there are also situations when a "notes" box should contain information.

Whatever system you use, lenders should not be allowed to skip steps or make

assumptions. When that happens, you have documentation deficiencies that will haunt

you. The compliance bottom line should be the loan officer's bottom line. Poorly

documented loans should count against the loan officer's performance evaluation.

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REPORT

Loan Documentation Deficiencies

Loan documentation deficiencies usually occur when a Finance Company is negligent in

doing the evaluation on the borrower or the lender is skip steps or make assumption in loan

documentation whilst they are not allowed to do it.

The loan documentation deficiencies that are usually faced by the Finance Companies are:

Obsessed in Loan Term and Conditions

With regard to the preparation of the loan and security documents, good drafting requires at

every assay for these documents to encapsulate the term and conditions on which the loan is

granted and secured. It had been noticed, however, the draftsmen of loan documents can

sometimes be so obsessed in ensuring that all the term and conditions are set out in the

documents that many a time they end up repeating the term and conditions in the loan and

the security documents, whilst paying scant regard to the important legal procedures to

perfect the securities in favor of the lender. As a result, problems are bound when the time

comes to enforce these securities.

If this situation happened the borrower can challenge the documents. Therefore the lender

should be very careful in perfecting the loan documentation before released the loan to the

borrower. The term and conditions stated in the documents must be accurate and easy to

understand by the borrower. This can reduce the risk of loan documentation deficiencies to

the Finance Company that will lead to the loss to the Finance Company itself.

Failure to Assess risk or fraud of Documents

Failure to assess of documents risk or fraud may cause deficiencies to the loan

documentation. Forged documents may be done by the irresponsible borrower to get the

money from the Finance Company. This is another deficiencies face by the loan

documentations because it is lack of sufficient system that can trace the forge document

from entering the process of giving out loan by the Finance Company.

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REPORTThe document that usually being forged by the borrower is the document of title if the

collateral gives to the Finance Company is the real property. This situation also tests the

efficiency of the Finance Company Officer itself in handling the loan documentation and

evaluating the borrower before the loan is being approved. Inspection on the property

charged as collateral must be done by the Finance Company Officer to make sure the

existence of the collateral and the exact value of the collateral.

If the forged document is being accepted by the Finance Company in loan documentation it

would invite problems in the future where the Finance Company cannot enforce its right

over the collateral charged. It may cause losses to the Finance Company where they cannot

collect any money from the borrower and the collateral charged that’s why the loan

documentation must be done carefully.

Failure to Register the Charge

Another common mistake in perfecting the lender’s securities is the failure to register the

charges as required by law, and also the giving of advice to the lender to release the loan

upon presentations of transfers and charges simultaneously with the lender’s withdrawal of

private caveat only to find out subsequently that the charges presented for registration at the

land office has been rejected.

Section 108 CA provides that where a charged where is required to be registered under this

section, the charged shall be registered with the Registry of Companies within 30 days after

its creation. Hence, if the charge is over land, then the charge is required to be registered

within 30 days after it have been registered with the land office. If the charge is not

registered within a specified period, then it can only be registered with prior leave of the

court. If the court gives the extension of time and the charge is registered, then it becomes

valid ab initio as if registered within the specified period.

However, if the application for extension is made after the commencement of winding up

the company, then the court will most likely refuse to grant the extension of time. Non-

registration of a charge which is required to be registered will make the company and every

officer of the company acting in default guilty of an offence and the charge will be void

against the liquidator and creditors of the company. In other words, the lender will be

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REPORTunsecured creditor vis-à-vis the liquidator and the other creditors of the company albeit

section 108(2) CA states that the debt is still revocable by the lender.

The charges which are required to be registered under section 108 CA are:

Debentures

A charge on its uncalled share capital

A charge on share of its subsidiary owned by the company

An instrument which is remittable as a bill of sale if executed by an individual to charge a

property to secure payment of money.

A charge of assignment over land or any interest therein

A charge over the company’s book debts

A floating charge of the company’s undertaking or property

A charge on calls made but not paid

A charge on a ship or an aircraft or any share therein

A charge on goodwill, on a patent or license under a patent, on a trade mark, copyright or a

license under a copyright.

A charge on a credit balance of the company in any deposit account

Despite clear word being used in section 108 CA, doubt still arise sometimes as to whether a

particular security is required to be registered. The best approach when one is in doubt is

that one should still, nevertheless, always submit the charge of registration and let the

Registry of Companies reject it if it is unnecessary for registration under the CA.

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REPORTList of KYC(know your customers) documents for Individuals:

1. Identity Proof

o Passport

o PAN Card

o Voter’s Identity Card

o Driving License

o Bank Pass Book with Photograph

o Letter from Government Authority

o Notarized document

2. Residence Proof

o Passport

o Voter’s Identity Card

o Telephone Bill

o Electricity Bill

o Domicile Certificate

o Municipal Water Tax Bill

o Income Tax / Wealth Tax Assessment Order

o Letter from Government Authority

o Notarized document

3. Signature Proof

o Banker’s Signature Verification

o Driving License

o Passport

o PAN Card

o Notarized document

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REPORT

AbstractLoan is of critical importance in the procedure of giving out loans by the finance

companies. Without proper documentation of loan the Finance Company cannot get the

security to secure the loan which would expose the Finance Companies to the greater

risk. In addition to the security given by the borrower against their loan, the Finance

Company officer also needs to make sure that certain term and conditions have been

fulfilled by the borrower.

The Finance Company must be very careful in documenting the loan to avoid any type of

risk in the future that will cause losses to the Company. If any deficiency in loan

documentation occurs, it would reduce the Company’s power to enforce its right and also

reduce the efficiency of its working. So, the Finance Company needs to make sure that all

term and conditions are fulfilled to protect its own interests.

For undertaking the project the first and foremost requirement was the knowledge of the

industry and the sector in which the company is currently working. For this purpose a

basic study of Indian Financial system was done which covered almost all the basic

concepts of the working of Finance companies in India including Banks, Financial

institutions and Non Banking Financial Companies majorly focusing on the RBI’s

policies regarding the working of Non Banking Finance Companies, statutory

requirements for procedures etc.

After the basic study of the regulatory environment, sectorial review and industry

research was done keeping in view the major players in the industry and their operations

in the market from the strategic point of view. India is emerging as one of the biggest

financial hubs in the world. A number of small and big NBFCs have entered into the

industry and have bolted the competition in the sector. Various operational strategies are

adopted by different companies to survive and to grow in the industry.

After completing the study of the working of the environment in which the company is

working the next step was to understand the functioning of the company i.e. L & T

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REPORTFinance Ltd. A comprehensive study of the policies and procedures of the company, its

customers, employees, business, operations and administration, etc was done.

L&T Finance Limited (LTF) is a subsidiary of Larsen and Toubro Limited. It was

incorporated as a Non Banking Finance Company in November 1994. Through LTF,

L&T aims at making a strong foray in the ever-expanding financial services sector.

As a business philosophy, L & T funds income generating assets/activities while

maintaining a clear focus on returns.

LTF offers a spectrum of financial products and services for trade, industry and

agriculture. The company's focus segments are corporate products, construction

equipment, CVs and tractors. Despite the turbulence in the financial services markets

over the past few years, L&T Finance has adapted well to the changing market dynamics

to remain consistently profitable.

The operations of the company are divided into two major departments, The Corporate

Finance Group (CFG) and the Retail Finance Group (RFG). Under CFG the area for the

project was documentation of loans and leases.

Corporate Loans & Leases

Business Model

LTF offers asset backed term loans to its corporate clients for purchase of plant &

machinery, IT equipment, furniture & fixtures etc.

Charge is created in favor of LTF.

Customers for this product include large corporate as well as SMEs

Thereafter the knowledge of the different products offered by them and their profile was

analyzed so as to understand the specific particulars required for carrying out the project

work.

After completing the study of the products and services the main project work was

initialized. The whole documentation done pre and post disbursement in the Corporate

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REPORTLease and Loans accounts of the Corporate Finance Group were observed and analyzed

and their perfection with respect to regulations and standards was measured and reported.

All current deals and recently closed deals were thoroughly checked and customized

report for each transaction stating the perfection of documentation was prepared so as to

provide clear information about the security documentation status of these accounts.

After recording all the data in the set format, the printed report along with a copy of the

offer letter was submitted to the concerned authorities for further follow up.

The gaps, if any, as shown by the report were tracked by the officials and the appropriate

steps for their fulfillment were taken.

Prospective Clients:

Name of clients Contact numbersMr. Suresh chand khandelwal 2561430Mr.Ramesh chhajad Mr.Ashok gupta 9977088001Mr.Hari dubey Mr.Amol jain

Objectives of the Project:

To study the loans procedure in the company

To understand and analyze the security documentation needed for loans

To study their perfection in terms of industry standards and regulations/norms by

governing bodies.

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REPORTMethodology:

The methodology for the project consists of a mix of both primary and secondary research.

Direct interaction with the employees and physical verification and analysis of documents

lead to primary research and information available in form of company literature, internet,

and other resources like newspapers, magazines etc. lead to secondary research.

Scope of the Project:.

The project helps the organization to check perfection of the working procedure and keep

a track of them.

The reports prepared as a part of the project covered all the nitty-gritty aspects of loans

for commercial vehicles.

The project is done in such a way that it can be generalized to the working of other

companies in the industry as well.

Outcomes:

CAM (Credit Approval Memo) Preparation: Capture the business detail of proposed borrower, point out the positive point about the proposed borrower and mitigate the weakness. Full fill all the requirements required by the Credit Manager.

Manage the Dealer: Manage the Dealer (authorized Dealer of various Commercial Vehicles like TATA, Ashok Leyland, and Eicher etc.). Generating enquiries from the dealer to co ordinate with them. Arranging activities to promote the sale.

Customer Meet:

Meeting with different types of customers and learn the technique of convincing them.

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REPORT Team Management:

Learn to manage the team and motivate them. Conflict Management within the system and outside the system

Limitations of the Study:

Availability of the critical information of the competitors regarding documentation of

loans was difficult.

To maintain confidentiality of the clients, disclosure of their personal information was

not possible.

The time available for completion of the project was limited.

The linguistic barrier and geographical barrier were also constraining.

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