A MANAGEMENT REPORT ON “A study on different aspects, which works as motivational factor For advisor to sale Financial Bonds & Policy of Sahara India Financial Corporation” A Report submitted in partial fulfillment of the requirement of MBA Regular Programme 2008-10 “Govt. Engineering College, Ajmer” 1
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AMANAGEMENT
REPORT ON
“A study on different aspects, which works as
motivational factor
For advisor to sale Financial Bonds & Policy of Sahara
India Financial Corporation”
A Report submitted in partial fulfillment of the requirement ofMBA Regular Programme 2008-10“Govt. Engineering College, Ajmer”
Under Guidance of: Submitted BY
R.K. Nehra Amit Kumar Joshi College no. 08MBA02
1
ACKNOWLEDGEMENT
“Gratitude is the language of heart, when the language if from the heart, emotions
prevail and when emotions prevail words fails.”
At the dusk of this project, it gives me immense pleasure, extending my deepest sense
of profuse to gratitude towards my inspirations my faculty guide Mr. R.K. Nehra; it was under
his valuable guidance that I embarked upon this work. My gratitude and indebtedness to them
is beyond work.
At this stage it most impossible to ignore the co-operation and friendly attitude showed
over me by all the staff of Sahara India Financial Corporation who supports me into the
completion in my project.
I shall be inducted to sales manager Mr. R.K. Nehra for his guidance and giving me a
chance to do this project for the feasibility study.
Last but not the least; I would like to take this opportunity to thanks my entire faculty, my
friends and everyone who help me directly or indirectly during this entire span of project.
Amit Kumar Joshi
2
PREFACE
It is a matter of great satisfaction and privilege to present before the esteemed readers this
report aimed at Study on different aspects, which works as motivational factor for advisor to
sale Financial Bonds & Policy of Sahara India Financial Corporation
This project report is a concrete form of the knowledge that was acquired during the summer
training. During the training, which is a part of full two year management course, a student gets
the opportunity to apply his/her theoretical knowledge in the corporate world, in short it
emphasizes on “learning by doing” the training paves the way for the student for his/her
successful entrance in corporate world of banking.
The area of work was to know about clearing process of the Sahara India along with various
banking operations which are performed by Sahara India Financial Corporation.
With the study, I made, I have tried my best to provide some fruitful results that would be of
great help to the organization.
PLACE: Sikar
3
Executive Summary
Being a management trainee at Sahara India Financial Corporation, Fathpur my objectives of
study are:
• To know the avenues where investors want to invest.
• To know the purpose behind their investment.
• To know the market trend.
• To know their expectations regarding returns.
The study of knowing different views of investors for the investment avenues involves
Demographic background, Educational background, and Experience & Industrial background.
To give a strong base to my study I undertook a research at the Sikar region and used
schedule, Personal Interview of investors in determining the investment pattern. The research
gave findings to make conclusion.
Through this research, I have studied different aspects of investment such as:-
• In which sector investors prefer to invest?
• What is the main purpose behind their investment?
• What are the expectations regarding returns?
4
Table of Contents
5
Part A On-job- training Page
no.
1 Acknowledgement 2
2 Preference 3
3 Executive Summary 4
4 Introduction of Industry 6
5 Introduction of Organization 22
Part B Introduction of Project
1 Concept 28
2 Objective 29-30
3 Target/Achievements 31
4 RESEARCH METHODOLOGY
Research Aim
Research objective
Limitation of Study
41-46
444446
5 Fact & Finding 47
6 Analysis & interpretation 48
7 SWOT Analysis 56
8 Conclusion 57-59
8 Annexure/Questionnaire 60-61
9 Bibliography 62
INTRODUCTION OF THE INDUSTRY
COMPANY‘S PROFILE
Sahara India- a corporate, which believe that quality, is never an accident it is a result of
planning, team work and a commitment of excellence. Sahara India Pariwar is a multi-business
conglomerate with diversified business interest that includes finance, real estate, media &
entertainment, tourism & hospitality, and service & trading.
Sahara India Pariwar
Year1978 in Gorakhpur, India
2009, headquarter in
lucknow India
Workers 3 12.05 lack
Dependents 15 78.50 lack
Asset 2000 Over 75,000 crore
Establishments 1 2105
No Trade union
No owner
6
Important Points
The employees at Sahara India Pariwar greet each other by saying “Sahara Pranam”.
Every year, republic day and independence day is celebrated as Bharat Parv ( national
festival) and Sahara India Pariwar celebrates it as the biggest event of the pariwar( family).
Sahara India Pariwar has been the official sponsors of the Indian cricket team and Indian
hockey team.
Sahara India Pariwar in often referred as the world’s largest family.
910,000 workers/ employees and no trade union.
Its five star hostel ‘Sahara Star’ near Mumbai airport has the world’s largest pillar less
clear-to-sky dome of its kind.
Holds the Guinness world record for planning 125,256 trees by 1400 volunteers in 6 hours
and 35 minutes 0n 5th June 1988 at amby vally city.
Hold the record in India for 25%-50% hike in the gross salary of all of its employees at one
go.
Conducts mass marriage ceremony of 101 underprivileged girls every year.
Subrato Roy Sahara is also referred as “Saharasri”.
7
Profit Sharing
SAHARA INDIA PARIWAR
OVERVIEW
Sahara India Pariwar is a major entity on the corporate scene having diversified business
interests that include Finance, Infrastructure & Housing, Media & Entertainment, Consumer
Products, Manufacturing, and Services & Trading.
Quality is our essence and we, at Sahara India Pariwar , have always stressed on the
Qualitative aspect. Consequently in this run for quality, quantity has always pursued us. We
look forward to reaching the zenith and reaffirm our commitment to the process of sound
nation-building.
8
CORE COMMITMENTS - OUR STRENGTH
Emotion
Discipline
Duty
No discrimination
Quality
Give respect
Self-respect
Truth
Collective Materialism
Religion
Absolute Honesty
What
A commitment of Sahara India Pariwar to the genuine needs and rights of anybody &
everybody - Be it to a depositor, newspaper reader, consumer.... all business associates and
Sahara India Family Members.
Need
India needs effective consumer protection and protection of workers' genuine rights. There are
various agencies, promising protection & action. But no external body can provide justice
9
unless the company becomes 'QUALITY CONSCIOUS' WITH STRICTLY NO
DISCRIMINATION POLICY AND JUSTICE CONSCIOUSNESS as its very dominating nature.
Motto
We not only believe but practice NO DISCRIMINATION, JUSTICE & HIGH QUALITY - means
enthusiastic, productive performance of duty "KARTAVYA' towards the consumer', workers'
genuine satisfaction.
Aim
To provide justice - be it a matter of the tiniest imperfection or injustice in our COMMITMENT -
products or services. direct or indirect, short term or long term.
Where
Kindly rush your grievances/suggestions or any queries related to Sahara India Pariwar to the
nearest Sahara establishment and/or to:-
Sahara India Pariwar is a major entity on the corporate scene having diversified business
interests that include Finance, Infrastructure & Housing, Media & Entertainment, Consumer
Products, Manufacturing, and Services & Trading.
Quality
Quality is our essence and we, at Sahara India Pariwar, have always stressed on the
Qualitative aspect. Consequently in this run for quality, quantity has always pursued us. We
look forward to reaching the zenith and reaffirm our commitment to the process of sound
nation-building.
10
WE CHASE QUALITY, QUANTITY CHASES US
Core Commitments - Our Strength
Emotion
Emotion is in Performance of genuine duties towards the loved ones primarily in their benefit,
from their point of view. EMOTION is THE KEY that generates the required energy and
enthusiasm for desired quality performance.
Discipline
The enthusiastic obedience of laws and orders, which are given by the rightful authority.
Duty
The enthusiastic obedience of laws and orders, which are given by our CONSCIENCE.
NO Discrimination
Never should we discriminate in any of our actions, reactions, attitudes, decisions,
conclusions, in any of our expressions while caring for the six health’s of other human beings,
namely physical, material, mental, emotional, social and professional health’s.
Quality
Results from honoring Rules, Regulations, Commitments, Values, Fairness, Performance of
Duties by honestly balancing one's own and others' reasonable point of view in the matters of
Material & Emotional aspects.
11
Give Respect
To definitely make others feel important and respected by giving sincere regard to others'
feelings, reasonable wishes & thoughts with an open and receptive mind and warmth.
Self-Respect
To develop a sense of respect for oneself in others' mind, i.e. to generate genuine & warm
feelings for oneself among others on a continuous basis.
Truth
Means total transparency in action, reaction, attitude and all other expressions and the
conviction to follow the right course.
Collective Materialism
Means to progress and prosper together for collective sharing and caring and not individually
or for a select group.
Religion
There is a religion higher than religion itself - it is NATIONALITY. We may practice our
religions in the confines of our homes, but outside, we should be Indians and only Indians.
'Bharatiyata' or Nationalism thus becomes our supreme religion.
12
Absolute Honesty
People generally manipulate and deceive for achieving their unreasonable desires and greed if
others do not or can not see, hear or understand. But we firmly believe that our mind inside
knows the truth and we should be absolutely honest to our mind inside and accordingly our
actions, reactions, directions, decisions and all our expressions should be present in all human
dealings.
PHILOSOPHY
SAHARA INDIA PARIWAR'S PHILOSOPHY - "Collective Materialism"
In any human relationship, it becomes imperative to take into consideration the materialistic
aspect of life - we do so but by giving it second priority.
The first priority is given to emotional aspect and with perfect blending of materialism with
emotionalism, results in continuous collective growth for collective sharing and caring, that
gives an impetus to our philosophy - "COLLECTIVE MATERIALISM".
BHARTIYATA
There is a religion higher than religion itself - it is the INDIAN NATIONALITY. The swirl of the
Tricolor never fails to move a Sahara Worker. For we believe, it is the great feeling that
transcends all castes, creed and sects. Bharat Parva is Celebrated on every 26th of January
and 15th of August with a spirit and gaiety rarely seen. It comes from our heart.
13
LEADERSHIP
My Biggest Achievement in Life “I’m very proud to be the Guardian of The
world’s Largest Family.
"Saharasri" Subrata Roy Sahara
Managing Worker & Chairman
Sahara India Pariwar
In business profit earnings and overall growth of business get the highest priority
and are certainly creditable, but ultimate credibility of business enterprise, particularly of larger
ones is in the utilization of profit, be it for best possible enlistment of its workforce and for
espousing Social, National Development causes or for rendering services to mankind as a
whole. Fulfilling the Qualitative aspect of utilization of profit, the world's largest family ‘Sahara
India Pariwar' is proud to have reached today new horizons of growth and development.
On the basis of our philosophy of Collective Materialism we have always given
importance to the fact that profit earning is the Quantitative aspect whereas the proper
utilization of profit is the Qualitative aspect. Ironically, we only recognize and get recognized by
the Quantitative aspect.
I, therefore earnestly appeal to one and all in Politics, Media, Business etc. that every
action, reaction, selection, appreciation or criticism should be oriented strictly towards the
Qualitative aspect. I appeal to anybody and everybody to accord top priority to Qualitative
aspect in anything and everything for peaceful, prosperous and progressive co-existence of
mankind anywhere and everywhere.
Today, I feel proud of the fact that I am the Guardian of the World's largest
family. Perhaps, I am the world's only person whose family is so vast, so disciplined, so
dedicated and so committed. Such a vast family as Sahara India Pariwar has a grand and
infinite future and I am sure that we will sustain our duty, consciousness, discipline and
dutifulness with a sense of dedication, as we have always done in the past, so that together we
could build an India full of energy and radiance.
14
Structure of Sahara India Business:-
15
SAHARAINDIA PARIWAR
Business
Finance Infrastructure & Housing
Media & Entertainment
Consumer Product
Manufactur-ing
Service & Trading
Para banking
Life Insurance
Mutual Fund
Hosing Finance
Hill City
Mega Quality Townships
Hotels
Hospitals
Residential & Commercial
Project
Entertainment Channel
Movie Channel
World
Cinema Production
Cinema Halls
Consumer Product &
Retail ChainJute Project
Handicraft Promotion
Sahara Next
Care House
Travel & Tourism
News
Sahara India Life Insurance Company Ltd.
(First Wholly Indian Life Insurance Company in the Private Sector)
With Life Insurance Penetration in India at just about 22% of the Insurable population
and premium income of 2% of GDP, the group sees it as a very high growth sector of
Indian economy
Sahara India Life Insurance Company Ltd. (SILICL) is today the first wholly Indian-owned Life
Insurance Company in the private sector. We launched our operations on 30 October 2004
after being granted license to operate as a life insurer in India by Insurance Regulatory and
Development Authority on 6 February 2004.
The range of products:
Sahara Nidhi - Endowment (with profit)
Sahara Sampann - Money back (with profit)
Sahara Amar Jeevan - Deferred Annuity
Sahara Kavach – A pure term policy
Sahara Sanchay-R - Unit Linked plan
Sahara Swabhimaan - Unit Linked Pension Plan
Sahara Ankur – A unit linked policy for children
Sahara Samriddhi – Money back with profits
Sahara Sahyog - Micro Endowment Insurance Plan
Sahara Samooh Samyojana - Unit Linked Group Savings cum Insurance plan
Sahara Jamakarta Samooh Bima - Group Term Insurance Plan-Non-Par
16
Sahara Assets Management Company Pvt. Ltd.
Sach Mein Mutual!
One of the fastest growing sectors in India with an average CAGR of 20% over the past
5 years.
With a view to offering its clientele a mutual fund that is truly mutual, Sahara Mutual Fund was
established in 2005. Our financial experts help hundreds of people to manage their mutual
fund investments, diversify their portfolios and reduce their investment risks.
Sahara Mutual Fund offers seven schemes, of which 3 are Equity schemes viz. Sahara
Growth Fund, Sahara Tax Gain, Sahara Madcap Fund and 4 are Debt-oriented schemes viz.
Sahara Income Fund, Sahara Short Term Fund, Sahara Liquid Fund and Sahara Gilt Fund.
Our Investment Advisors help our clientele create the perfect balance of returns, safety and
liquidity by assisting them to choose the right scheme, based on their risk profile and
investment goals.
At Sahara Mutual Fund, we take the onus for our performance by linking it to the fee we earn.
It is about building a long term relationship. One in which we remain 'Mutually Yours' over the
years. That's why we offer our clientele the Variable Pricing Option.
17
Sahara Housingfina Corporation Limited
Every year in India all companies together disburse Rs. 33,000 crore (USD 7653 million)
loan with a growth rate of around 20%
Sahara Housingfinas Corporation Limited was founded in August 2002 with its registered
corporate office at Kolkata. SHCL commenced retail-lending business in May 2004 with
professionals from the industry and fully integrated on-line systems solution backed by strong
procedures and underwriting standards. Today we operate from four regions viz. Kolkata,
Lucknow, Hyderabad and Mumbai and have a branch each in Kolkata, Asansol, Siliguri,
Lucknow, Gorakhpur, Pune, Hyderabad, Vijaywada and Mumbai. We serve our clientele
through our attractive and competitive home loan schemes. Specially tailored schemes for the
allotees of Sahara City Homes are also being worked out. We are expanding our business by
increasing the number of business outlets.
Media & Entertainment:-
18
Sahara India Pariwar’s foray into the field of media and entertainment began with the launch of
Sahara TV on 28 March 2000 with the 24-hour free-to-air Digital Hindi General Entertainment
Channel beamed across 66 countries. On 10th October 2004, the channel was rechristened
Sahara One Television with the launch of the First Indian Sangeet Awards held at the Royal
Albert Hall, London. Sahara One subsequently converted into a pay channel mode and is part
of the Sahara One bouquet of channels. Today, Sahara One Television reaches out to over
40 million Cable and Satellite Television homes.
19
Consumer Products & Retail Chain:-
At present our product division offers a range of products of everyday use as well as objects of
desire through a chain of showrooms called 'Unique' in various locations of India. The number
of these showrooms is proposed to be increased to 6000. The products offered come under
three categories.
1. Sahara Select - Fashion & Lifestyle Products
2. Sahara Care - Daily Need Products &
3. Sahara Sports - Fitness & Leisure Products
Examples:-
Personal & Beauty Care
Home Care
Clothing
Jewellery & Watches
Accessories
Home Decor
House ware
Home Furnishings
Kids Products
Manufacturing & Service Trading:-
20
Sahara India launch a new innovative projects as per as:
Araria Jute project: Production of handloom, handicrafts & hand-knitted carpets to bring forth
socio-economic development of the people of Araria.
21
INTRODUCTION OF ORGANIZATION
Sahara India Financial Corporation Limited (SIFO)
INDIA'S LARGEST RESIDUARY NON-BANKING COMPANY IN THE PRIVATE SECTOR
WITH THE HIGHEST YEARLY DEPOSIT LEVEL
First RNBC to be granted a certificate of registration by the Reserve Bank of India.
Number of deposit accounts as on October -09 : 3.04cr
1508 Service Centers
Succeeded in inculcating the savings habit amongst the common man-middle/lower
middle/lower class of the society with even a minimum daily deposit of Re.1.
Contributing to the national economy for the overall development of the country, through
money invested in Government Securities, Banks & Institutions.
Compliance of 'KYC' and Anti Money Laundering standards of RNBC's issued by the
Reserve Bank of India.
Sponsor of Sahara Mutual Fund.
Co-promoter of Life Insurance business under the name and style of Sahara India Life
Insurance Company Limited.
22
Registration by Reserve Bank of India
Sahara India Financial Corporation Limited is the first Residuary Non-Banking Company of the
country that has been granted Certificate of Registration by Reserve Bank of India in
conformity with directions applicable on Residuary Non-Banking Financial Companies
(RNBC’s).
Our Strong and Strict Fundamentals-
23
Stringent Expense Control with the Cost of Fund including Interest Cost about 7% per
annum.
No Speculative Investment with total Investment in Equity at 0.85% of the Total Assets.
High-Class Quality Investment which restrict our Non-Performing Assets ratio to 0.04%
only.
Capital Adequacy Ratio of 28.96% while the statutory requirement is for 12% only.
Our Controls & Checks-
Customized Application software’s are being used to provide prompt, error free &
secure services to our Esteemed Depositors.
All Receipts & Payments are possible after a set of foolproof controls without any need
for human reconciliation.
Each & every payment, at all Service Centers is through a computer processed advice
issued from Command Office.
1493 Service Centers have online connectivity through a network of VSAT's making
communication fast & reliable.
"RESIDUARY NON-BANKING COMPANIES (RESERVE BANK OF INDIA) DIRECTIONS, 1987" WHICH ARE TOTALLY APPLICABLE ON SIFO.
The Direction: To invest and keep invested 100% of deposit liabilities along with interest
accrued thereon in high quality securities as specified/approve d by Reserve Bank Of India
(including Government Securities and/or Government Guaranteed Bonds and Fixed/Certificate
of Deposit of Scheduled Commercial Banks and/or Government Financial Institutions).
24
Safety of the Invested Scraps: To keep scraps in safe custody with a nationalized
bank. Not even a single paisa withdrawal from its investments for its expenses or other use.
Withdrawals can only be possible for discharge of liabilities to the depositors.
Security for Depositors: All these securities are to be valued at their current market price
and the realizable value of all these assets should at any point of time be 100% or more of the
aggregate deposit liabilities along with interest accrued thereon. Thus there is a full cover for
all the depositors.
Authentication: The above pattern of investment is authenticated on a quarterly basis by
the statutory auditors and the auditors' certificate issued at the end of every March, June,
September & December, is submitted to the Reserve Bank of India within a specified time.
Various other returns as per statutory requirements are also furnished regularly.
Our Founder
Few men in history have made as dramatic a contribution to their country’s economic fortunes
as did the founder of Sahara India Financial Corporation, "Saharasri" Subrata Roy Sahara.
Fewer still have left behind a legacy that is more enduring and timeless.
As with all great pioneers, there is more than one unique way of describing the true genius of
Subrata Roy: The corporate visionary, the unmatched strategist, the proud patriot, the leader
of men, the architect of India’s capital markets.
But the role Subatra cherished most was perhaps that of India’s greatest wealth creator. In one
lifetime, he built, starting from the proverbial scratch, India’s largest private sector enterprise.
When Subatra Roy embarked on his first business venture, he had a seed capital of barely
Undaunted, Subatra Roy managed to convince a large number of first-time retail investors to
participate in the unfolding Sahara India story and put their hard-earned money in the Sahara
IPO, promising them, in exchange for their trust, substantial return on their investments. It was
25
to be the start of one of great stories of mutual respect and reciprocal gain in the Indian
markets.
Under Subrata Roy extraordinary vision and leadership, Sahara scripted one of the greatest
growth stories in corporate history anywhere in the world, and went on to become India’s
largest private sector enterprise.
Through out this amazing journey, Subrata always kept the interests of the ordinary
shareholder uppermost in mind, in the process making millionaires out of many of the initial
investors in the Sahara stock, and creating one of the world’s largest shareholder families.
Sahara India Financial Corporation offers you products that fulfill your savings and
protection needs. Our aim is to emerge as a transnational Life Insurer of global scale and
standard.
Sahara India Financial Corporations an associate company of Sahara India Parvar. Sahara
India Financial Corporations is one of India’s leading private sector financial services
companies, and ranks among the top 3 private sector financial services and banking
companies, in terms of net worth. Sahara India Financial Corporations has interests in asset
management and mutual funds, stock broking, life and general bonds, proprietary investments,
private equity and other activities in financial services.
26
Sahara India Parivar also has presence in Energy, Natural Resources, Media, Entertainment,
Healthcare and Infrastructure.
Products offered by the Sahara India Financial Corporation
1) Sahara Real Assets Bond
2) Sahara Star Plus
3) Sahara Minor
4) Sahara Super
5) Sahara 4 DS
6) Sahara FD
27
PART – B
INTRODUCTION OF PROJECT
Concept
“A study on different aspects, which works as motivational factor for advisor to sale
Financial Bonds & Policy of Sahara India Financial Corporation.” Like what are the various
marketing issues related to the bonds products and how does it affect the occupation and
income level and how it is different from other bonds product with reference to related these
Company. This is the topic that I am going to concentrate during my 4 month SIP and OJT.
Here I am going to find out what type of customers are preferring the policies according to their
occupation and income level and also let me understand the efforts that an financial company
make to meet the customers’ demands/requirements as well as making reasonable business.
28
OBJECTIVE OF STUDY
Objective of Internship at Sahara India Financial Corporation
The objective of the summer internship is to get the first corporate exposure which helps a
student in understanding the corporate culture. However taking up the on the job training with
Sahara India Financial Corporation has been not only a learning but also a cherishing
experience. The OJT was interesting as well as challenging in its own way. The following came
under purview of the OJT:
Understanding the concept of finance as an industry
Understanding the regulations of finance.
To know the organization culture.
To learn how to convenience the customer for buying the financial Bonds
To learn the process to fill up the form and the required documentation.
In an Asset Management Company what can be the objective for a trainee?
Yes, it has to do with sales. My OJT can be divided into Recruitment and sales.
The Sales task involves generating leads to recognizing the need of the plan suiting the
investor and finally helping him/her in meeting their financial objective. Finally converting the
lead and getting the form filled by the customer.
Identifying: Identifying the customer base for financial plan contacting the customers
and fixing up meetings with the eminent corporate heads and customers.
Relationship Building: This is building relationship with the customers.
Setting Financial Goals: By discussing the financial goal of the customer their financial
goals can be set and achieved.
Choosing the appropriate Plan: After discussing the Financial Goals the appropriate
plan is chosen depending on the investment objective and tenure of the investor.
Closing the Deal : After the above mentioned steps the following things are done :29
The customer is shown the Fact sheet showing the past record and performance of the
Plan.
The customer is informed about the statement he would receive and the process of
redemption, additional investment and Switch facility etc.
Master Form: The deal is finally closed by completing and signing the form and
attaching the documents required.
Once all this is complete the forms are submitted at the Office at OM and the
acknowledgement is handed over to the customer.
My job starts from the first step and ends at the last. There are certain points to be taken care
of:
I try involving the Relationship Officer at the branch so that she can handle the
customers in my absence.
It is to be seen that the customer has to be guided about the fund suiting his
requirement.
The customer is informed of the entry and exit load depending on the plan opted for.
Target / Tasks
30
The targets I had been given is to selling of financial policies worth Rs.1,00000 and one
recruitment per month and also make the customer aware about Financial and while doing so
selling the plans of Sahara India Financial Corporation’s well. I have achieved my target by the
end of my project, by training the staff members and not leaving a single lead unconverted.
The following are the targets or Tasks under my purview:
Understanding the concept of financial bonds as an investment avenue and analyzing the
guidelines issued by IRDA.
Following the targets set by the company for the sale of Identifying potential investors and
suggesting the various plans which would cater to their needs, while explaining to them to
position of the particular plan.
Full responsibility related to the application form, collection of documents from customers,
cheque and acknowledgement to be given to the customers.
ACHIEVEMENTS
I have completed all the targets given to me with the help of my company guide and the
faculty guide The following is a table showing the Bond & recruitment sold by me :
Personality Development
o Working under the guidance of Mr. R.K. Nehra has been a rewarding experience.
His knowledge of financial sector and his way of approaching the client is a
31
S.No. month No. Of Bond &
recruitment
Amount
1. 45 day’s 6 Bond 15000 per Bond
Approx.
teaching Institute in itself. Although his charismatic personality is difficult to be
acquired easily I have tried picking up points and learning from him.
o A Meeting and Contacting customer has helped me in developing confidence and
acquiring better presentation skill.
o The feedback of Mr. R.K. Nehra and the interaction with the customers has
surely given me a new light and motivated me to be more updated and emerge
as a better professional.
Corporate Exposure
Being a Trainee the SIP was moving a step ahead into the corporate world as a Professional
(as I already have work experience), the road ahead was not easy but the learning has been
enriching enough to forget about the hardships. The following was an achievement which
would go with me throughout my professional life:
The Sahara India Parivar is among India’s top ten private sector business houses on all major
financial parameters, with a market capitalization of Rs.15000 Crore, net assets in excess of
Rs.1937127.27Lac, and net worth to the tune of Rs.55,000 crores (US$ 14 billion)
Across different companies, the group has a customer base of over 05 million, the largest in
India. Through its products and services, the Sahara India Parvar touches the life of 1 in 50
Indians every single day. It has a business presence that extends to over 20000 towns and 4.5
lakhs villages in India, and 5 continents across the world.
The interests of the Group range from communications (Sahara India) and financial services
(Sahara Indian Corporation Ltd), to generation, Infrastructure and entertainment.
COMPETITORS
32
Before financial bonds sector was opened to the private sector Financial Corporation was the
only Financial company in India. But after globalization there are number of financial bonds
companies in India.
Financial companies in India:
Aviva Financial
Birla Sun Life
HDFC Standard Bank
ICICI Bank
Kotak Mahindra Bank
Post Office Bonds
Reliance Capital
SBI Capital
Government Securities
Tata Financial Securities
GENERAL PROFILE OF AN ADVISOR
33
DEFINITION
ADVISOR
“ADVISOR” OR “FINANCIAL ADVISOR” MEANS AN FINANCIAL AGENT LICENSED TO
ACT SUCH AS UNDER THE RELEVANT PROVISIONS OF THE FINANCIAL ACT AND WHO
HAS ENTERED INTO THE AGREEMENT WITH SAHARA.
“AGREEMENT” OR “ADVISOR AGREEMENT” MEANS THE AGREEMENT SEPARATELY
ENTER INTO BETWEEN EACH ADVISOR AND SAHARA.
DUTIES AND RESPONSIBILITIES OF THE ADVISOR
The financial bonds advisor, in addition and subject to to such duties and responsibilities
contained elsewhere in the manual or the agreement and the financial bonds law, shall:
Use his best effort, give his time and attention and exercise due skill and diligence for
the purpose of performing his function and to promote the interest.
Fulfill the minimum performance requirements prescribe from time to time.
Comply at all times with any instruction or guidelines that may be issued.
Visit relevant branch of ivl and the website / financial advisor portal.
Bear and pay all cost, charges and expenses incurred by him in the conduct of his
activities and excepts for the commission that he is entitled to under the agreement and
manual, ivl shall not be liable to reimburse to him any such costs, charges or expenses.
Use ethical and lawful means for performing his function to under the agreement and
manual, ivl shall not any time behave in a manner, which may cause any disrepute to or
effect the reputation or cause damage to the goodwill of ivl.
Hold forms, proposal forms, application, cheques, drafts, premium, monies, properties
or securities collected or received by the financial advisor on behalf of ivl from o
prospect or policyholder in trust for and on behalf of ivl.
Before we move on to searching it is an important to know the profile of the advisor.
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The general profile would be: -
Age: - 25-45
Smart appearance and sound health
Good market
High IQ and common sense
Drive and ambition
Money motivation
Ability to work under pressure
Prior sales experience
High energy level
Integrity and character
SOME BASIC QUESTION
NOW LET US HAVE A LOOK OVER SOME QUESTION, WHICH TICKLE OUR HEAD
BEFORE WE START ANYTHING
Why to recruit?
Who to recruit?
How to recruit?
Recruitment activities.
What to check while we are recruit.
Why to recruit?
Because we are supported to?
That the why to do this business
More recruit, more active advisors, more BDA
Who to recruit?
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1. Quality department has given some indicators in term of what are the common traits of our
successful advisors.
The commonalties were
AGE : Between 30-45
Education : Graduate
Family Income : Above 2lacs
2. High probability of success has been found in the following case
Tax / financial consultant’s CA.
Bonds and Mutual fund agent.
LIC agent Small business owner.
3. Average profile
Women
Students
VRS/ Retire person
4. Avoidable profiles
New to city
Income profile approx Rs1 lac p.a.
People who do not own their transport.
But in any case THE most Successful profile is the PERSON WHO HAS BEEN MANAGED
WELL BY YOU?
How to recruit?
Thing, which you should have while meeting the prospect.
BOP presenter
My market hundred
Advisor manual
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Copy of any certificate
MDRT certificate and
Stress on different profiles – Change your proposition as per the customer
Women- reward and recognition
Tax/Mutual fund/LIC Agent-reward and recognition such as CEO’s club.
CA’s foreign trips, preferential treatment in all aspect, don’t talk about
commission, stress on the extras.
Recruitment activities: -
Activity, which have done well in the recent past:
Jogger’s park
Tele calling set ups
Lead generation activities are some common activities
Things to check while recruiting
Energy- energy………. Always check the person energy
Check his environment his family locality
Check whether he can work on his own well these were thing of our knowledge and
interest but why would someone be interested in becoming an advisor to sahara
financial? What would be his role? Etc let’s see.
BE AN ADVISOR
Being an sahara india financial corporation can be an enriching and career option. It’s
opportunity to with an industry leader be in touch with the latest and finest financial practice
from around the globe grow with personally and professional.
Her are some of the benefits of being in sahara india financial corporation advisors.
Unlimited earning potential
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A clear career path
All round support through exclusive business advertising your own in house consultant
and world-class hailing.
WHAT DOES IT TAKE TO BE AN SAHARA INDIA ADVISOR?
At sahara india we believe that our ambassadors to customers. They are the key source of
business for the organization and are the continuing link with your clients. That is why we
take a lot of care in recruiting and developing our advisor forces, so that we continue to set
higher standard of living of quality in service and salesmen ship. To cater to the need of
knowledge-oriented market place, we look for graduates who are service, good
communication and enjoy meeting new people prior sales experience is an added benefit
some. Of the qualities we seek are
Self-motivation.
A master communication
A go-getter
A graduated
Training
At Sahara financial we understand the importance of training in a
dynamic business environment our advisor got through both generic and specific professional
program that help them remain well informed and knowledge about the company product in the
market. There is a further focus on soft skill such as communication, managing, and long-term
relationship and selling skill, which very relevant in a service.
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Business professional routing Sahara India also offers convent-
training option such as online and self-learning are also providing the organization. An 18-day
training schedule covers the mandatory irda training requirement and Sahara India product
training modular revision session ensure that the candidates thoroughly understand the course
content and are walk prepared for the licensing examination.
Theoretical is inter spersed with practical appointment setting with
potential customers, giving advisors a feel how their business will work from the very first day
sell through the unit manager and management provide continuous support to the advisor in
achieving independence towards garnering business.
CAREER
At Sahara financial career development is emphasized upon from the very day the advisor joint
the system. Through individual meeting with his or her manager, the advisor can various issue
related to the business development and career enhancement. Expectation from the
organization in term of chalking a career in the industry is also discussed.
Advisor can participate in this programmed, subject to certain criteria being fulfilled. Advisor
seminar program absorption into the management in another career enhancement option
provided at Sahara financial through advisor seminar program. This program help advisor build
full time career as a unit manager in the organization, offering great potential for managing a
team of advisor and personal development advisor seminar programmed is also available to
advisor
Who are able to meet the performance criteria within the stipulated time?
PROCESS TO BE FOLLOWED
1. Identify are to conduct survey so that we can get maximum of likely fc”. Fc is the
primary function underwriters who explain the plan and advise on the correct selection
that will meet the need of the customer. Fc should having good communication skill
and convincing power and above all have good social. So we have to search find out
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the area where we can find out the target customer that is fc to collect the information
of potential area we go though newspapers, magazine. So we can have knowledge of
all honing in the city. Than we select some area, which hold meetings, clubs, seminars
and public joints, we will go there with our whole team to brief the person the person
about the company and advisor though the presentation specters get the knowledge of
company and work of fc’s than we collect data from them. We also did survey of good
location so that we can catch more people. This survey give me information about
advertisement and some hint’s also we also target new graduate as are need to be in
job and perform better by work to bring in the business for company.
2. Identifying weather the prospect fit out profile or likely fc” by administering
questionnaire. After identify potential area we had to approach the person who fulfills
the mandatory as well as optional parameter of a fc, mandatory parameter include that
they do not have Sahara India agency and has social contact base of more than so
people after analyzing the field questionnaire we can able to judge best out of this best
and identify whether prospect fit our profile of ‘likely’ advisor with this.
RESEARCH METHODOLOGY
DATA COLLECTION
Data collection is a term used to describe a process of preparing and collecting business data -
for example as part of a process improvement or similar project.
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Data collection usually takes place early on in an improvement project, and is often formalized
through a data collection Plan which often contains the following activity.