Sip Quantum.pdf

SUMMER INTERNSHIP REPORT ON ANALYSIS OF EFFECTIVE MARKETING STRATEGIES OF QUANTUM GLOBAL SECURITIES LIMITED “Submitted in the Partial Fulfilment for the Requirement of Post Graduate Diploma in Management in International Business” (PGDM-IB)

Submitted To:

Submitted By:

Internal Guide: Ms. Sanjeela Mathur

Name: Shubhi Jain

Designation: Associate Professor

Roll No: 46/PGDM (IB)

External Guide: Ms. Manju Bharti

Batch: 2017-2019

Company: Quantum Global Securities Limited Designation: Branch Manager

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SUMMER TRAINING REPORT ON ANALYSIS OF EFFECTIVE MARKETING STRATEGIES OF QUANTUM GLOBAL SECURITIES LIMITED “Submitted in the Partial Fulfilment for the Requirement of Post Graduate Diploma in Management in International Business” (PGDM-IB)

Submitted to:

Submitted by:

Name: Ms. Manju Bharti

Name: Shubhi Jain

Designation: Branch Manager

Roll No: 46/PGDM (IB) Batch: 2017-19

Jagannath International Management School Kalkaji, New Delhi

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DECLARATION

Title of Summer Internship Report: Analysis of Effective Marketing Strategies of Quantum Global Securities Limited

I declare, (a) That the work presented for assessment in this Summer Internship Report is my own, that it has not previously been presented for another assessment and that my debts

(for

words,

data,

arguments

and

ideas)

have

been

appropriately

acknowledged. (b) That the work conforms to the guidelines for presentation and style set out in the relevant documentation.

Date: …………….…

Shubhi Jain 46/PGDM-2017(IB) 2017-2019

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CERTIFICATE

This is to certify that Ms. Shubhi Jain of PGDM (IB) has completed her Summer Training Project on “Analysis of Effective Marketing Strategies of Quantum Global Securities Limited” of her own. Her work is up to my satisfaction.

Project Guide ----------------------Ms. Sanjeela Mathur Associate Professor

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ACKNOWLEDGEMENT

A project is never the work of an individual. It is moreover a combination of ideas, suggestions, review, contribution and work involving many folks. It cannot be completed without guidelines. I feel pleasure in expressing my deep heartily & profound sense of gratitude to honorable my company guide Ms. Manju Bharti, my internal faculty guide of my institute DR. J. K BATRA (Director at JIMS Kalkaji) and my faculty guide MS. SANJEELA MATHUR (Associate Professor at JIMS Kalkaji) and my external mentor MS. MANJU BHARTI (Branch Manager at Quantum Global Securities) under their proper benevolence guidance for practical aspects of study progressed. The goal of new idea and development can only be obtained by hard working it is only key to success. One to achieve success, the best way is suggestion and guidance provided by one’s mention. I acknowledge my inner most gratitude to my company & faculty guide for their best co-operation and kind assistance during framing of this project.

Shubhi Jain 46/PGDM-2017(IB) 2017-2019

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EXECUTIVE SUMMARY This report is all about the sale process at Quantum Global Securities Limited. And the main aim of this report is to have an adequate knowledge of products and services of share market and also increase awareness among people of this company. Quantum Global is a brokering firm which deals in the stock market. Conceptually the mechanism of stock market is very simple. People who are exposed to the same risk come together and agree that if anyone of the person suffers loss the other will share the loss & make good to the person who lost. The initial part of the project focuses on the job. I was allotted as a summer trainee. It also makes the readers aware about the techniques & methodology used to bring this report alive. It enlightens the readers about Quantum Global Securities Limited. Strategies to acquire new customers. Further the project tells us the profile of the company. It provides knowledge to the readers regarding the company’s history, mission, vision, customers base & the reason to be associated with the company. Also it gives special emphasis on the selling of products & management of the company. There is growing competition between brokerage firms in post reform India. For investor it is always difficult to decide which brokerage firm to choose. Research was carried out what people prefer while investing in stock market. This study suggests the overall process of sales at Quantum Global Securities Limited., from the scratch i.e. from tele calling to fixing appointments with the client, from which a rigid analysis was carried out. In the broking firm the client and the client database is the asset of the company, the management of such an asset is very important. The client database keeps on growing if it is well managed, on addition of the new clients we should not compromise with the service of the old clients. By this project we came to know how the database is managed in the company. Through this report we were also able to understand, what are our Company’s positive and strong points, on the basis of which we come to know what the basis of pitching to a potential client can be. We also gave suggestions to the company, what improvement can be done to our product.

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CONTENTS CHAPTER 1: INTRODUCTION TO INDUSTRY ........................................................ 9 1.1 STOCK EXCHANGE..................................................................................................................... 9

1.1.1 NATIONAL STOCK EXCHANGE OF INDIA LIMITED ........................................... 9 1.1.2 BOMBAY STOCK EXCHANGE LIMITED ............................................................ 11 1.2 DEMAT ACCOUNT ..................................................................................................................... 12

CHAPTER 2: COMPANY PROFILE ........................................................................ 13 2.1 QGS BUSINESS ......................................................................................................................... 13 2.2 VISION ........................................................................................................................................ 13 2.3 MISSION ..................................................................................................................................... 14 2.4 BRANCHES ALL OVER INDIA ................................................................................................... 14

CHAPTER 3: AREAS OF INVESTMENT ................................................................ 16 3.1 PRODUCTS ................................................................................................................................ 16 3.2 ADVISORY .................................................................................................................................. 16

3.1.1 EQUITY .............................................................................................................. 16 3.1.2 DERIVATIVE MARKETS..................................................................................... 18 3.1.3 COMMODITY...................................................................................................... 19 3.1.4 CURRENCY ........................................................................................................ 21 3.1.5 FIXED DEPOSITES AND BONDS ...................................................................... 21 3.1.6 IPO’s ................................................................................................................... 23 3.1.7 INSURANCE ....................................................................................................... 23 3.1.8 STRUCTURED PRODUCT ................................................................................. 24 EQUITY STRUCTURED PRODUCT............................................................................ 25 3.1.9 FINANCING ........................................................................................................ 25 3.1.10 PORTFOLIO EVALUATION SERVICES ........................................................... 25 3.1.11 FINANCIAL PLANNING SERVICES ................................................................. 27 3.3 BROKERAGE ............................................................................................................................. 28 3.4 QG’S SERVICES ........................................................................................................................ 29

CHAPTER 4: RESEARCH METHODOLOGY ......................................................... 30 4.1 OBJECTIVES .............................................................................................................................. 30 4.2 SOURCE OF DATA .................................................................................................................... 30

PRIMARY SOURCE .................................................................................................... 30 SECONDARY SOURCE .............................................................................................. 31 SAMPLE SIZE ............................................................................................................. 31 QUESTIONNAIRE ....................................................................................................... 31 4.3 METHODS OF DATA COLLECTION ......................................................................................... 31

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4.4 MARKETING STRATEGY .......................................................................................................... 32

4.5 MARKETING STRATEGIES OF THE COMPANY.................................................. 32 4.6 TOOLS AND TECHNIQUES OF ANALYSIS .............................................................................. 34 4.7 LIMITATIONS .............................................................................................................................. 34 4.8 LEARNING OUTCOMES ............................................................................................................ 35 4.9 ANALYSIS OF JOB DONE ......................................................................................................... 36

CHAPTER 4: RESEARCH METHODOLOGY ......................................................... 38 4.1 OBJECTIVES .............................................................................................................................. 38 4.2 SOURCE OF DATA .................................................................................................................... 38

PRIMARY SOURCE .................................................................................................... 38 Primary data comprises of unique data assembled for particular reason. The primary data is gathered through organized structured questionnaire. The survey contained inquiries relating to demographics, consumer preferences and factors affecting consumer conduct. There were in all out 14 questions. ................................................ 38 SECONDARY SOURCE .............................................................................................. 38 SAMPLE SIZE ............................................................................................................. 39

CHAPTER 5: DATA ANALYSIS AND FINDINGS ................................................... 40 CHAPTER 6: RECOMMENDATIONS & CONCLUSION ......................................... 48 6.1 SUGGESTIONS & RECOMMENDATIONS ................................................................................ 48 6.2 CONCLUSION ............................................................................................................................ 48

CHAPTER 7: REFERENCE ..................................................................................... 49 BIBLIOGRAPHY ...................................................................................................... 49 APPENDICES- QUESTIONNAIRE .......................................................................... 50

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CHAPTER 1: INTRODUCTION TO INDUSTRY

1.1 STOCK EXCHANGE A stock exchange, share market or bourse is a corporation or mutual organization which provides facilities for stock brokers and traders, to trade company stocks and other securities. Stock exchanges also provide facilities for the issue and redemption of securities, as well as, other financial instruments and capital events including the payment of income and dividends. The securities traded on a stock exchange include: shares issued by companies, unit trusts and other pooled investment products and bonds. To be able to trade a security on a certain stock exchange, it has to be listed there. (Wikipedia, 2018)

1.1.1 NATIONAL STOCK EXCHANGE OF INDIA LIMITED

The National Stock Exchange of India Limited (NSE) is a Mumbai-based stock exchange. It is the largest stock exchange in India and the third largest in the world in terms of volume of transactions. The NSE was established in 1992 as the first demutualized electronic exchange in the country. NSE was the first exchange in the country to provide a modern, fully automated screen-based electronic trading system which offered easy trading facility to the investors spread across the length and breadth of the country.

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National Stock Exchange has a total market capitalization of more than US$2.27 trillion, making it the world’s 11th-largest stock exchange as of April 2018. NSE's flagship index, the NIFTY 50, the 50-stock index is used extensively by investors in India and around the world as a barometer of the Indian capital markets. NSE is mutually-owned by a set of leading financial institutions, banks, insurance companies and other financial intermediaries in India but its ownership and management operate as separate entities. NSE’s mission is setting the agenda for change in the securities markets in India. (Wikipedia, National Stock Exchange of India, 2018)

The NSE was set-up with the main objectives of: •

Establishing a nation-wide trading facility for equities, debt instruments and hybrids

•

Ensuring equal access to investors all over the country through an appropriate communication network

•

Providing a fair, efficient and transparent securities market to investors using electronic trading systems

•

Enabling shorter settlement cycles and book entry settlements systems, and

•

Meeting the current international standards of securities markets 10

The standards set by NSE in terms of market practices and technology has become industry benchmarks and is being emulated by other market participants. NSE is more than a mere market facilitator. It's that force which is guiding the industry towards new horizons and greater opportunities.

1.1.2 BOMBAY STOCK EXCHANGE LIMITED

The Bombay Stock Exchange (or BSE) is the oldest stock exchange in Asia. It is located at Dalal Street, Mumbai, India. The Bombay Stock Exchange was established in 1875. There are around 5000+ Indian companies listed with the stock exchange and have a significant trading volume. The BSE SENSEX (Sensitive index), also called the "BSE 30", is a widely used market index in India and Asia. The BSE is the world's 10th largest stock exchange with an overall market capitalization of more than $2.3 trillion on as of April 2018. (Wikipedia, Bombay Stock Exchange, 2018)

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1.2 DEMAT ACCOUNT DEMAT account is just like a saving account where we save our money, however in DEMAT account we deal in share market. DEMAT is Dematerialization and trading in the DEMAT mode. It is safer and faster alternative to the physical existence of securities. DEMAT as a parallel solution offers from delays, thefts, forgeries, settlement risk and paper work. This system works through depository participants (DP) who offer DEMAT services and the securities are held in the electronic form for the investor directly by the depository.

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CHAPTER 2: COMPANY PROFILE

“Quantum Global” is an independent share broking and financial advisory firm focused on managing individuals’ investments. It is redefined with a goal to build a financial planning firm offering sound, independent financial advice & highest level of service. Our advisors are trained, qualified & certified by various financial regulatory authorities like SEBI, IRDA, AMFI, AFP & well experienced in helping individuals & families to create, grow and preserve wealth. Quantum has advised unbiased & conflict-free advice and counsel on your Investments to help you reach your personal & wealth goals.

2.1 QGS BUSINESS •

Brokering Business

•

Advisory Services

2.2 VISION “To be acknowledged for delivering a superior set of successful investment solutions and exceptional customer service” Our vision emphasizes that clients do business where they are welcome and stay where they are appreciated. 13

2.3 MISSION “To be and remain Our Client’s Most Trusted Advisor” Our mission is what we seek to accomplish every day

2.4 BRANCHES ALL OVER INDIA

•

MUMBAI (CORPORATE OFFICE)

•

MEERUT (BRANCH OFFICE)

•

NOIDA (REGIONAL OFFICE)

•

HISAR (BRANCH OFFICE)

•

DELHI (BRANCH OFFICE)

•

BHOPAL (BRANCH OFFICE) 14

•

AHEMDABAD (REGIONAL OFFICE)

•

LUCKNOW (BRANCH OFFICE)

•

JAIPUR (REGIONAL OFFICE)

•

AGRA (BRANCH OFFICE)

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CHAPTER 3: AREAS OF INVESTMENT

3.1 PRODUCTS •

Equity

•

Derivatives

•

Commodity

•

Currency

•

Fixed Deposits and Bonds

•

IPO’s

•

Insurance

•

Structured Product

•

Financing

3.2 ADVISORY •

Portfolio Evaluation Services

•

Financial Planning Services

3.1.1 EQUITY TRADING ACCOUNTS With a Quantum Global online trading account, you can buy and sell shares in an instant. Any time you want, from anywhere you like. A Quantum Global online trading account comes with a depository participant account where you can keep all your shares, in safe custody with National Securities Depository. (Wikipedia, Quantum Global Securities Ltd., 2018)

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TRADING IN SHARES Quantum Global offers your various options while trading in shares.

CASH TRADING This is a delivery-based trading system, which is generally done with the intention of taking delivery of shares or monies.

MARGIN PRODUCT You can also do an intra-settlement trading up to 3 to 4 times your available funds, wherein you take long buy/ short sell positions in stocks with the intention of squaring off the position within the same day settlement cycle.

COVER ORDER PRODUCT Through Cover order you can do an intra-settlement trading up to 25 times your available funds, wherein you take long buy/ short sell positions in stocks with the intention of squaring off the position within the same day settlement cycle. Cover order will give a much higher leverage in your account against your limits.

CALL & TRADE Call & Trade allows you to call on a local number in your city & trade on the telephone through our Customer Service Executives. This facility is currently available in over 11 major states across India.

TRADING ON NSE /BSE Through Quantum Global, you can trade on NSE as well as BSE

MARKET ORDER You could trade by placing market orders during market hours that allows you to trade at the best obtainable price in the market at the time of execution of the order.

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LIMIT ORDER Allows you to place a buy/sell order at a price defined by you. The execution can happen at a price more favourable than the price, which is defined by you, limit orders can be placed by you during holidays & non-market hours too.

3.1.2 DERIVATIVE MARKETS Financial markets are, by nature, extremely volatile and hence the risk factor is an important concern for financial agents. To reduce this risk, the concept of derivatives comes into the picture. Derivatives are products whose values are derived from one or more basic variables called bases.

DEVELOPMENT OF EXCHANGE-TRADED DERIVATIVE Derivatives have probably been around for as long as people have been trading with one another. Forward contracting dates back at least to the 12th century, and May well have been around before then. Merchants entered into contracts with one another for future delivery of specified number of commodities at specified price. A primary motivation for pre-arranging a buyer or seller for a stock of commodities in early forward contracts was to lessen the possibility that large swings would inhibit marketing the commodity after a harvest.

THE NEED FOR A DERIVATIVE MARKET The derivative market performs a number of economic functions: •

They help in transferring risks from risk adverse people to risk oriented people.

•

They help in the discovery of future as well as current prices.

•

They catalyse entrepreneurial activity.

•

They increase the volume traded in markets because of participation of risk averse People in greater numbers.

•

They increase savings and investment in the long run.

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FUTURES Through Quantum Global, you can trade in index and stock futures on the NSE. In futures trading, you take buy/sell positions in index or stock(s) contracts having a longer contract period of up to 3 months. Trading in FUTURES is simple! If, during the course of the contract life, the price moves in your favour (i.e. rises in case you have a buy position or falls in case you have a sell position), you make a profit. Presently only selected stocks, which meet the criteria on liquidity and volume, have been enabled for futures trading. Calculate Index and Know your Margin are tools to help you in calculating your margin requirements and also the index & stock price movements

OPTIONS An option is a contract, which gives the buyer the right to buy or sell shares at a specific price, on or before a specific date. For this, the buyer has to pay to the seller some money, which is called premium. There is no obligation on the buyer to complete the transaction if the price is not favourable to him. To take the buy/sell position on index/stock options, you have to place certain % of order value as margin. With options trading, you can leverage on your trading limit by taking buy/sell positions much more than what you could have taken in cash segment. The Buyer of a Call Option has the Right but not the Obligation to Purchase the Underlying Asset at the specified strike price by paying a premium whereas the Seller of the Call has the obligation of selling the Underlying Asset at the specified Strike price. The Buyer of a Put Option has the Right but not the Obligation to Sell the Underlying Asset at the specified strike price by paying a premium whereas the Seller of the Put has the obligation of buying the Underlying Asset at the specified Strike price. By paying lesser amount of premium, you can create positions under OPTIONS and take advantage of more trading opportunities.

3.1.3 COMMODITY Although commodity derivatives command a humble share in the derivatives segment across the world, yet these record high volumes in the markets the world over compared to equity derivatives. In an era where risks to investments are on the 19

rise, India needs to switch to commodity derivatives and also to weather derivatives (when these are launched), if it needs to top the list of developed nations. Of course with the other asset classes offering attractive returns, "Why Commodities?" is the inevitable question that pops in one's mind today, more so considering that the BSE Sensitive Index is scaling new highs by the day. Well, despite offering relatively lower returns, commodity derivatives provide unique money-making opportunities to a wider section of market participants, starting from planters to exporters, importers. And to the agrarian Indian population commodities are obviously not new, nor are the advantages of trading in them unknown. •

No balance sheet, P&L statement, EBITDA and reading between the lines. Commodity trading is about the simple economics of supply and demand.

•

Supports are known, only resistance matters! Minimum support price acts as a statutory support for many commodities.

•

No Dollar-Rupee premiums/discounts. No hedging on the NYMEX. Indian commodity derivatives hedge both forex and commodity specific risks at a single cost.

•

No breaking of heads over market direction. Seasonality patterns quiet often provide clue to both short- and long-term players.

•

No scam, no price rigging. Commodity trading comes with nil insider trading and company specific risk.

Commodity Futures are one of the most active forms of investment trading today. Some Investors choose to engage solely in Commodity futures as a means of generating revenue from an investment portfolio. Commodity can be defined as any kind of movable property other than actionable claims, money and securities. It is a physical substance, such as food, grains, and metals, which is interchangeable with another product of the same type, and which investors buy or sell, usually through futures contracts. The price of the commodity is subject to supply and demand. Commodity a good diversifier to reduce the volatility of returns in a portfolio, given that Commodity have been a very little or negative correlation with other asset classes such as equities. Understanding investment needs are not the same for every person; our team offers a personalized approach with custom made strategies suitable for individual trading needs. 20

3.1.4 CURRENCY Quantum Global offers you a simple and convenient way to trade and hedge your currency risk in four pair of Currencies- Dollar, Euro, Pound and Japanese Yen against Indian Rupee. By offering you the choice of trading in different asset class of Currencies we offer you the opportunity to diversify your portfolio.

THE BENEFITS OF CHOOSING QUANTUM GLOBAL SECURITIES FOR CURRENCY TRADING CONVENIENCE Provides a well-diversified set platform for online trading with competitive brokerage under a single sign-on and completely paper-less investing experience

EXPERTISE You can access to our Daily Research Reports as well as Fundamental & Technical Reports and Advisory.

FLEXIBILITY You can select the Currency Pair USD/INR, EUR/INR, GBP/INR and JPY/INR in which you wish to trade

FEW ADVANTAGES OF THIS MARKET •

Trading hours of 09:00 am to 05:00 pm provide more trading opportunities

•

Trade in prominent currencies like US Dollar, EURO, Pound, Yen against Indian Rupee

•

No Counterparty Default risk due to settlement guarantee by regulated clearing house

•

Low Taxation (No STT and CTT)

•

Daily Cash Settlement in INR via MTM (Mark to Market)

3.1.5 FIXED DEPOSITES AND BONDS 21

CORPORATE FIXED DEPOSITS We offer a range of Corporate Fixed Deposits varying in tenures, interest rates & institutions to suit your investment needs. The deposit schemes have been specially chosen from high-safety options to ensure that you enjoy the twin benefits of returns and protection.

WHY OPT FOR CORPORATE FIXED DEPOSITS? If your risk appetite is low, fixed deposits are perfect for you. Since most of the instruments are rated, corporate fixed deposits have a very high safety level. Attractive returns at interest rates higher than Banks’s Fixed Deposits

Higher Interest rates for senior citizens •

High liquidity; most of these issuers offer 75% of the investment amount as loan @ 2% over the interest rate on the deposit, as well as a pre-mature withdrawal Option

•

Potential to earn compounding interest on your money by reinvesting the principal amount along with the interest earned

•

Flexible tenure – there are various tenures ranging from 1 to 7 years

•

You can choose interest frequency; most issuers offer monthly, quarterly, bi annual and annual cumulative deposits

•

You get direct ECS credit facility for interest payments or advance interest warrants for the year issued by most issuers

BONDS Bond refers to a security issued by a company, financial institution or government which offers regular or fixed payment of interest in return on the amount borrowed money for a certain period of time.

Thus, by purchasing a bond, investor loans money for a fixed period of time at a predetermined interest rate. While the interest is paid to the bond holder at regular 22

intervals, the principal amount is repaid at a later date, known as the maturity date. While both bonds and stocks are securities, the principle difference between the two is that bond holders are lenders, while stockholders are the owners of the organization. Another difference is that bonds usually have a defined term, or maturity, after which the bond is redeemed, whereas stocks may be outstanding indefinitely.

Customer also has the option of recurring interest along with Principal i.e. Cumulative Interest. Thus, a bond is like a loan: the issuer is the borrower (debtor), the holder is the lender (creditor), and the coupon is the interest. Bonds provide the borrower with external funds to finance long-term investments, or, in the case of government bonds, to finance current expenditure. Bonds must be repaid at fixed intervals over a period of time.

3.1.6 IPO’s PARTICIPATE EARLY IN GROWTH STORIES The primary market provides investor’s opportunities to buy shares at a reasonable price prior to its listing price. Additionally, retail investors also enjoy discounted rates while applying for IPO ‘s. Holding on to the shares also provide an opportunity to participate in the future success of these companies.

QUANTUM EDGE •

Advantage of either applying for IPOs through online platforms as well as offline

•

IPO recommendations for select offers provided by our advisory team

•

Secure investing through a single login across devices Desktop, Mobile or Web

3.1.7 INSURANCE RISK & FINANCIAL PROTECTION Our family is our priority and we all want to see them happy, safe, protected and cushioned for any eventuality. Insurance is all about risk and financial protection. Bearing a financial loss alone can be major drain on your resources, insurance helps 23

you circumvent that. It is an essential tool to save you from potential losses faced from unexpected instances. QUANTUM EDGE •

Wide range of Life & General insurance products

•

Comprehensive coverage recommendations based on specific needs

•

Tie-ups with multiple Life & General insurance companies

•

Online Tracking feature to help you get all your financial investments under one roof

3.1.8 STRUCTURED PRODUCT WHAT IS A STRUCTURED PRODUCT? A Structured Product [“SP”] is a hybrid investment instrument, which is used to improve the return on a fixed income or an equity instrument while reducing the risk on the product using a derivative instrument as insurance on the downside. The layer of derivatives gives it the flexibility needed to blend with a portfolio and enhance its risk to return performance while matching an investor’s objectives. Highrisk, high-reward SPs can form a part of the ‘Equity Allocation’ while its lower risk designs can be plugged as part of the ‘Debt Allocation’. This is probably the only instrument which requires minimal human intervention during the course of investment post the designing stage.

STRUCTURED PRODUCT PHILOSOPHY AT QUANTUM GLOBAL Quantum Designs Structured Products (SPs) to maximize the probability of achieving the Investment Objective. The tenure of these products is around 3.5 years with a minimum lock-in of 1 year. There are predominantly two kinds of structured products Debt Structured Product The target return on the product is around 15% p.a. even in a flat market with a possibility of positive returns in negative markets

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EQUITY STRUCTURED PRODUCT The target return on the product is around 18-21% p.a. at 4-8% p.a. NIFTY performance.

3.1.9 FINANCING PROMOTER FUNDING A facility provided to promoters of well-managed companies to raise Funds against their stake in that operating company. These funds can be utilized for various needs like financing for business growth, acquisitions and take-over financing. Any working capital requirement can also be availed by the promoters through Promoters Funding.

IPO Finance IPO Finance is a loan facility offered to clients who wish to apply in Primary Market Issues (IPOs and FPOs). On availing this, investors can apply for IPOs by investing only a margin amount which is specified separately for each IPO.

ESOPS FUNDING The ESOPs funding is a loan offered against shares which have been granted / allotted to employees by their employer. This facility enables employees to exercise their ESOP options by providing a loan against ESOP Grants.

CUSTOMIZED FUNDING We create secured financing products catering to your requirements. Collateral can be in form of Mutual Fund units, Exchange Traded Funds (ETF), Fixed Maturity Plans (FMPs), Saving Bonds and other securities with prior approval.

3.1.10 PORTFOLIO EVALUATION SERVICES 25

ALIGN YOUR PORTFOLIO Your Investment Portfolio lives and breathes every moment, & while it chases your life goals, it also needs a health check by an expert.

WHY SHOULD YOU SUBSCRIBE TO SERVICE? Investing in stock markets is risky and that makes it even more important that you are aware of the risks that portfolio carries.

Buying of a stock or a Mutual Fund is typically done based on the research at that point of time. Rarely do we look at the impact of buying an individual stock on the overall portfolio at the time of purchase. We also tend to forget to review our portfolio and individual investment in the light of recent changes – economic and / or market. In order to maintain a healthy portfolio, we must review our investments on regular basis to ensure that the risk is well calibrated and free from biases.

Quantum Global Portfolio Evaluation Service (PES) is designed to give you a onetime assessment of your investment portfolio experts. The evaluation identifies potential risks evaluates them against potential returns and recommends strategies to sharpen the portfolio better.

Our Portfolio Evaluation Services are designed to put your portfolio under a scanner to identify the key risks and recommend changes to make it more efficient.

WHAT CAN YOU EXPECT FROM THE SERVICE? Our Portfolio Evaluation Service offers you an in-depth analysis of all the investments in your portfolio with respect to returns, associated risks and diversification. It also helps you identify where adjustments need to be made, so that you can stay on track to meet your financial goals.

PORTFOLIO EVALUATION REPORT PROVIDES YOU WITH THE FOLLOWING: •

Risk & Return analysis of your overall equity and debt portfolio.

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•

Mean Variance Analysis and Optimization for the Portfolio.

•

Marginal Risk Contribution and Draw-down Risk Analysis.

•

Consolidated and independent Research view on Stock and Mutual Funds Portfolio.

•

Recommendations on exits and re-investments in the portfolio

3.1.11 FINANCIAL PLANNING SERVICES FEEL SECURE FOR YOUR PORTFOLIO Financial Planning Services are designed to help you take the right decisions while you invest. Here is how a Financial Plan is really the answer for you to feel secure about your investment journey.

INITIAL STEP Once you subscribe, our advisory will spend time with you understanding your financial situations, your life goals, your current investments and risk perception.

Why do we need to profile you? Your financial plan should reflect your goals, aspirations and what you want to do with money. That is why it is important for our planners to spend time with you to truly understand you.

Know why financial planning is important.

INVESTMENT PREPARATION Your plan is prepared with great care by our expert team of financial planners and requires considerable effort to be made. Financial planning at its core helps to match your assets with your liabilities (your goals) in a way that you take calculated risks. We look at over 2.5 million investment paths while preparing your plan. This is all to ensure that you get an advice that is just right for you.

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WHAT’S MORE? You get half yearly review on your progress by our expert financial planner. You have 24/7 to our financial expert where you can ask any personal finance, basic tax queries etc.

3.3 BROKERAGE

MARGIN

Offline brokerage slab

Online brokerage slab

Delivery Equity/

Options (per lot) each

Futures

Min.

Brokerage(p.sh) leg

Intraday

Index Stock Currency

0.3

0.03

0.03

75

100

10

ELITE (50000 to 100000)

0.25

0.2

0.2

50

75

5

PREFERRED (>=300000)

0.2

0.015

0.015

50

50

5

INFINITE (25000to 50000)

CUSTOMIZED (>=500000)

MARGIN

Offline brokerage slab

Online brokerage slab

Delivery

Options (per lot) each

Equity/

Min.

Futures

Brokerage(p.sh) leg

Intraday

Index

Stock

Currency

0.22

0.022

0.03

50

75

8

ELITE (50000 to 100000)

0.18

0.015

0.02

35

50

6

PREFERRED (>=300000)

0.15

0.011

0.015

20

35

4

INFINITE (25000to 50000)

CUSTOMIZED (>=500000)

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3.4 QG’S SERVICES

DIAL-N-TRADE Along with enabling access for your trade online, the Account also gives you our Dial-n-trade services.

RESEARCH TIPS Company provide e-mails to their customers per day. These are: •

Pre-Market: Pre-market report covering views, events and more

•

Daring Derivatives: Covers Futures & Options commentary and trading calls

•

Post-Market Report: Updates you days happening

•

Mutual Fund Reports: Covers monthly update on what’s in what’s out, Top Fund Picks and Industry Update

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CHAPTER 4: RESEARCH METHODOLOGY

Research Methodology refers to a search for knowledge. One can also define research as a scientific and systematic research for pertinent information of a specific topic. Research is an art of systematic investigation.

Marketing research is defined as a systematic gathering and analysis of the data concern with an objective. The whole activity is divided into various parts and after compilation of that we reach at certain findings, which enable us to marketing decision. It involves the diagnosis of information needed and the selection of the relevant and interrelated variables.

4.1 OBJECTIVES •

To find the preference of investors while choosing between firms

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To understand out where do investors prefer investing

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To know the investors views regarding the risk involved while investing

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To know what kind of investment the investor prefers

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To know investors choice regarding which firm provides best facilities

4.2 SOURCE OF DATA PRIMARY SOURCE Primary data consists of original information gathered for specific purpose. The primary data is collected through structured questionnaire. The questionnaire comprised of questions pertaining to demographics, consumer preferences and factors affecting consumer behaviour. There were in total 14 questions.

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SECONDARY SOURCE Internet and various websites are referred to for basic definitions and for better knowledge of the project basics and its objective thereby helping in effective understanding of the conclusion and meaningful recommendations.

SAMPLE SIZE During the process of the study, survey has been conducted on 103 respondents. This data was collected with the help of the questionnaire, which was prepared with the help of External Mentor.

QUESTIONNAIRE The questionnaire includes closed ended questions with multiple choices. Closeended questions offer a limited choice of response. Respondents find these easier to complete. Close-ended questions can also be tabulated and analysed more easily. A proper research Methodology is imperative to derive meaningful inferences and conclusions from the study. The Methodology followed for this study is as follows.

4.3 METHODS OF DATA COLLECTION PRIMARY DATA Structured Questionnaire method is used as an instrument for collecting information from the customers.

INSTRUMENTS USED Structured questionnaire was used to trap the responses of the consumers. The survey was kept simple and user friendly. Words used in the questionnaire were selfexplanatory to all the respondents. The questions are presented are exactly same wording and in the same an order to all respondents. The questionnaire had a mix type of open ended, closed ended and multiple-choice questions. The questions were limited in numbers simple, direct and unbiased technology was adopted. 31

4.4 MARKETING STRATEGY •

A strategy that focuses on developing a unique long-run competitive position in the market by assessing consumer needs and the firm's potential for gaining a competitive advantage.

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A business’ approach to marketing its products/ services express in broad terms, which forms the basis for developing a marketing plan.

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Marketing starts with market research, in which needs and attitudes and competitors' products are assessed, and continues through into advertising, promotion, distribution, and, where applicable, customer servicing and repair, packaging, and sales and distribution.

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The broad marketing thinking that will enable an organization to develop its products and marketing mixes in the right direction, consistent with overall corporate objectives.

4.5 MARKETING STRATEGIES OF THE COMPANY TELE CALLING The company uses the tele-calling/ phone calling to reach the customer, which is interested. This is the most important technique to save time and giving demo of the company’s product through making call in order to know the customer interest towards the product. This is the strategy with which one can motivate customer to go for the product and etc.

LMS It is leads management system which means leads are generated by the customer who wants to purchase the product of the company. Company provides facility to the customer on online to fill the registration form through which the company’s executives can provide more information to the customer.

YELLOW PAGES Yellow pages are used to gather data for making calls so that customer who did not fine time and are unaware of the product can know about the product. Customers 32

are given freedom to ask question related to the products this is the technique used to increase the awareness of the company. CANOPY’S This is the most important technique used by the firm to market its product in different areas of the city, company put their canopies and customer who are willing to know about the product come forward and provide best of their knowledge. It also increases the product awareness because it is generally put at the crowdies places like near main markets, cinemas, or ATM where people come in good numbers.

DIRECT MARKETING Quantum Global sec ltd. executive’s reaches to the dose of the customer by fixing appointments with the interested customer, they describe the details of the product. Executive give demonstration of the products so that customer can understand better.

ADVERTISING Advertising is the most important tool of increasing awareness of the product and this is the most widely used technique by the company to tell about the new features and new lunch by giving briefing of the product.

Company use banners and

distribution of pamphlets.

REFERENCES Company strategy is to satisfy the customer in terms of their need by providing them timely services and knowledge about the trade in equities, mutual funds by giving tips for investment advises through e-mails or calls. for this purpose, customers are provided relationship manager who give investment advice and also make transaction on their behalf on demand. Satisfying customer executives ask their references that not only increase the awareness but also increase the good will of the company.

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COMPETITIVENESS The company is innovative and uses the latest technology to improve the product to fulfil the demands of the customers. Also provide the regular client with permanent employee assistance for their convenience in regular trading.

4.6 TOOLS AND TECHNIQUES OF ANALYSIS The research instruments used for collecting the primary data were the questionnaire. The analysis and interpretation were done with the help of: •

MS Excel (for pie charts and bar graphs)

4.7 LIMITATIONS COLD CALLING •

Voice and accent play a major role.

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The right time to call a customer cannot be decided, as the customer may in a different mood at the time of calling.

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Time consuming

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Less success rates

CORPORATE •

Time consuming

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Contacts with higher authorities play a major role

DESCRIPTION OF LIVE EXPERIENCE 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: •

Good Communication Skills (Voice quality is clear and articulate)

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Persistent and able to bounce back from rejection

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Good organizational skills.

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Ability to project a telephone personality (Enthusiasm, friendliness)

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Flexibility: can adapt to different types of clients and new situations

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Using a good database is very essential. 34

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“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”.

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While talking to customers, I analyse 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 than either we send across the agents to close the deal or close it themselves.

PROBLEMS FACED WHILE SELLING PRODUCTS •

Customer dissatisfied with the services.

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People fear that Quantum Global Being a Private company and a new entrant may be able to sustain or not.

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Past experience, word of mouth.

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Misguidance by agents.

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People do not want insurance products.

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Lack of knowledge and less awareness about DEMAT account.

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People risk appetite is very low, so they are afraid of mutual fund as well.

4.8 LEARNING OUTCOMES •

This project in short was a package of lots of learning as it was so executed that it covers most of the topics which we were familiar only in the books. We with the help of this project had an opportunity to apply what we have learnt in our course curriculum. This project assigned to the team was good and this project was not only restricted to particular domain in management but was covering many important aspects in management. Some of the key learning’s of this project are discussed here

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Client Relationship Management

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In the broking firm the client and the client database is the asset of the company, the management of such an asset is very important. The client database keeps on growing if it is well managed, on addition of the new clients we should not compromise with the service of the old clients. By this project we came to know how the database is managed in the company.

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Client Handling Skills

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By calling for more than 500 clients, I am now able to identify in the starting minute about the client and the way I had to continue the call so that I can easily deliver to the client what I want to deliver and get a response from the client. Other than this I have an experience of handling almost all type of clients as in this industry most of the clients are rude while others are good.

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Communication skills

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This project has given the opportunity to talk to new people and meeting the unknown clients which helped in drenching the hesitation out and helped to improve the communication skills. And now I am more confident in talking to new people and is better able to put my views on the discussions.

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Operations of the brokerage industry

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With the help of the RMs and other Employees we are now able to explain the operations in the broking industry, now we know how the research reports are produced and analysed, the work of the Risk Management Cell, back office and learning the process of market and the dealing on the terminals.

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Familiarity with the trading basics

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With this project we came to learn about the basics in trading like trading terminology along with the software, analysis of the business reports, the market movements and the factors influencing the market movements.

4.9 ANALYSIS OF JOB DONE ROLE AND RESPONSIBILITIES This work was at the firm with a profile of sales trainee. This profile offers us 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 fulfilment of the targets one needs to: •

Capitalize on the old and loyal client age which can be building slowly by advising people in the best possible way

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Generating new leads through various activities

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GENERATION OF LEADS Since this work was new in the field so this work had to start from scratch and generate new leads to sustain in the market. Cold calling is one of the trusted ways of getting to the customers without meeting them. Although the rate of conversion remained very less, for cold calling the quality and accent remains a very important criterion. This activity gives us mixed result. This activity often got success and generated many leads through it but it also landed me in awkward position where the customer was in different mood and made us hear words for which a marketer should be always prepared to hear. Corporate calls always remained more difficult to crack with respect to retail sector. The corporate was the most difficult and most temping to get the business from. It took me one day to crack Hi-tech Gears. At the firm after getting the product knowledge in the first week at the branch I was also allotted different areas of the state to visit and meet corporates and convince them to invest and provide them with basic knowledge when required. To get awareness of every product I attended diversified individuals. This helped me to implement cross selling to get better results.

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CHAPTER 4: RESEARCH METHODOLOGY

Research Methodology alludes to a search for knowledge. One can likewise characterize inquire about as a logical and methodical research for related data of a particular subject. Research is an art of systematic investigation.

Marketing research is characterized as an orderly assembling and investigation of the data concern with an objective. The entire action is divided into different parts and after assemblage of that we reach at specific findings, which empower us to showcasing choice. It includes the determination of data required and the choice of the significant and interrelated factors.

4.1 OBJECTIVES •

To find the inclination of investors/specialists while picking between firms.

•

To comprehend out where do investors incline investing.

•

To know the investors sees with respect to the risks included while investing.

•

To realize what sort of investment the investor favours.

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To know investors decision with respect to which firm gives best services

4.2 SOURCE OF DATA PRIMARY SOURCE Primary data comprises of unique data assembled for particular reason. The primary data is gathered through organized structured questionnaire. The survey contained inquiries relating to demographics, consumer preferences and factors affecting consumer conduct. There were in all out 14 questions.

SECONDARY SOURCE Internet and various websites are alluded to for basic definitions and for better learning of the project basics and its objective along these lines helping in viable understanding of the conclusion and important proposals and recommendations.

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SAMPLE SIZE During the process of the study, survey has been conducted on 103 respondents. This information was gathered with the help of the questionnaire, which was set up with the assistance of External Mentor.

QUESTIONNAIRE The questionnaire includes closed ended questions with multiple choices. Closeended inquiries offer a constrained decision of reaction. Respondents locate these less demanding to finish. Close-ended inquiries can likewise be organized and broke down more effortlessly.

An appropriate research Methodology is basic to determine meaningful inferences and conclusions from the study. The Methodology followed for this study is as follows.

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CHAPTER 5: DATA ANALYSIS AND FINDINGS

Q1. AGE GROUP OF THE RESPONDENTS? •

Below 20

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20-30 years

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31-40 years

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Above 40 years

AGE GROUP

10.20% 7.80% 27%

67%

Below 20

20-30 years

31-40 years

Above 40 years

INFERENCE: From 103 responses, 27% are between the age group of 20-30, 7.8% are below 20 years, 67% are between 31-40 years and 10.20% are above 40 years. Q2. INCOME GROUP OF THE RESPONDENTS? •

Below 2 lacs

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2 lacs- 5 lacs

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5 lacs and above

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INCOME GROUP Below 2 lacs, 24.30%

5 lacs and above, 40.10%

2 lacs- 5 lacs, 35.70%

INFERENCE: Among the responses 24.30% of people fall in the income group of below 2 lacs, 35.70% between 2 lacs to 5 lacs and 40.10% above 5 lacs. Q3. WHAT TYPE OF INVESTMENT DO YOU PREFER? •

Long term

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Short term

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INFERENCE: From the responses it was found that 63.1% of respondents prefer long term investment whereas 36.9% prefer short term. Q4. SINCE HOW LONG HAVE YOU BEEN INVESTING? •

Less than 1 year

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1-5 years

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5-10 years

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More than 10 years

10% 17%

20%

51%

Less than 1 year

1 to 5 years

5 to 10 years

more than 10 years

INFERENCE: The responses show that maximum respondents have been investing between 1-5 years, 17% have been investing from less than 1 year whereas 20-10% between 510 years and more than 10 years.

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Q5. WHERE DO YOU PREFER INVESTING? •

Money market instruments

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Equity market

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Mutual funds

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Derivatives

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SIP

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Commodity

INFERENCE: According to the data analysis maximum investors prefers investing in money market, mutual funds and SIP more as compared to equity market, derivatives and commodity.

Q6. THROUGH WHICH BROKING FIRM DO YOU INVEST? •

Quantum Global

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SMC

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Trade bull

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INFERENCE: The chart shows the preference of investors and through which broking firm they prefer to invest. i.e., 38.8% from Quantum Global, 20.4% from SMC Global, 19.4% from Trade Bull and remaining from others which consist of LIC, Bajaj capital, India bulls, Kotak HDFC etc. Q7. HOW MUCH RISK DO YOU THINK IS INVOLVED WHILE INVESTING? •

10-20%

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20-40%

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40-60%

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60% and above

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INFERENCE: The above chart shows the percent of risk involved according to the investors. Maximum respondents feel that the percent of risk involved while investing is around 20-40%. Q8. HOW MUCH RETURN DO YOU EXPECT? •

0-10%

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10-20%

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20-30%

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More than 30%

INFERENCE: The responses show Maximum investors Expect 10-20% return. Q9. CHOOSE THE INVESTMENT PLANS AMONG THE LIST ON THE BASIS OF YOUR PREFERENCE (IF INTERESTED TO APPLY IN FUTURE)? •

Equity Market

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Derivative Market

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Commodity Market

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Currency Market

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Mutual funds

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SIP

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INFERENCE: Maximum respondents chose to invest in Mutual Funds and Equity i.e., 50% & 40% and other investment plans by 20-30%. Q10. SELECT THE INVESTMENT PLANS AMONG THE LIST YOU BELIEVE HAS MAXIMUM RISK FACTOR? •

Equity Market

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Derivative Market

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Commodity Market

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Currency Market

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Mutual funds

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SIP

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INFERENCE: According to the responses it has been seen than investors feel Equity market to be the riskiest while investing while other investment plans are proportionately between 20-30% risky.

Q11. SELECT ON THE BASIS OF BEST PROVIDED FACILITIES? •

Share trading

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Online services

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Brokerage

INFERENCE: The above chart shows the preference of investors on the basis of services provided by the three firms. And according to the graph Quantum global stands most preferable in case of share trading, and broking whereas, SMC is most preferred in case of online services.

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CHAPTER 6: RECOMMENDATIONS & CONCLUSION 6.1 SUGGESTIONS & RECOMMENDATIONS After heaving an experience of two moths in sales of DEMAT account I would like to propose the following things: 1. The customer who are new they require relationship managers who will educate them regarding investment so it ought to be given to all the customer on request this will prompt customer satisfaction and will hip to have more references from the satisfied customer. 2. The organization likewise have the benefit of financier charges it require some correction with the goal that the customer who are locking for the less business can open their record in the company thinking about the distinctive proposition, it can be lessened for a HNI customer. 3. The Company should revise the advertising strategy to increase its brand awareness. I suggest making advertisement so that maximum market can be targeted.

6.2 CONCLUSION Concluding this report, Throughout the course of internship at Quantum Global Securities I have learned a lot of things starting from the basic knowledge about the share market, derivatives and how the trading process is carried out in the firm. Along with this knowledge about the KYC and documentation necessary for opening a DEMAT account and how the online portal of firm operates were taught. During discussions with the sales person, I came to know about the tactics they use while dealing with the customer and how to convince them to invest in the share market. Marketing plays a vital role in both micro and macro level in any organisation. During the process of cold calling I got the opportunity to deal with the customers B to B and communicate with them and enlighten them about the company and how it operates. The best learning was to provide value to the customer and business to the firm. Apart from this, after working for two months at Quantum Global I was actually able to experience the work environment and the corporate organisation structure.

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CHAPTER 7: REFERENCE BIBLIOGRAPHY Wikipedia. (2018, July). Bombay Stock Exchange. Retrieved from Wikipedia.com: https://en.wikipedia.org/wiki/Bombay_Stock_Exchange Wikipedia. (2018, July). National Stock Exchange of India. Retrieved from Wikipedia.com: https://en.wikipedia.org/wiki/National_Stock_Exchange_of_India Wikipedia. (2018, July). Quantum Global Securities Ltd. Retrieved from QuantumGlobal: https://quantumglobal.in/ Wikipedia. (2018, July). Stock Market. Retrieved from Wikipedia.com: https://en.wikipedia.org/wiki/Stock_market

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APPENDICES- QUESTIONNAIRE

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