Corporate Guide:ARAFAT

Submitted in Partial Fulfillment for the Award of Degree MASTER IN BUSSINESS ADMNISTRATION

Submitted by: - Purnachandra Singh Angom Regd no:- 5310801433



I Sri Purnachandra Singh Angom do hereby declare that the project report entitled ³Reli e ey l I vestment´ being submitted to International School of Business and Research, Chennai is my own piece of work and it has not been submitted to any other institute or published at any time before.

Purnachandra Singh Angom Regd No: - 5310801433 I.S.B.R. Chennai





ACKNOWLEDGEMENT This report bears the imprint of many people. Right from the experienced staff of Reli nce ney, to the staff of Chennai siness and Research without whose Internati nal School of support and guidance I would have not got the unique opportunity to successfully complete my internship in this esteemed organization. I take this opportunity to express my deep gratitude to all the employees of, Reliance oney, Chennai. Also I am indebted for the rich guidance, knowledge and suggestions provided by my guide, r. Alafat who took sincere efforts and illustrated the Marketing Concept of Financial Products, with their vast knowledge in the field, which helped me in carrying out my internship. I am gratified to r. Syed for their earnest coordination owing to which, I had the leg-up of undertaking the internship at the prominent organization, Reliance Money Pvt ltd. Last but not least, I also thank all those people whom I met in the industry during my internship and helped me to accomplish my assignments in the most efficient and effective manner.

Date: Place: Chennai S mitted y: Purnachandra Singh Angom Regd No: - 5310801433 I.S.B.R. Chennai



EXECUTIVE SUMMARY The project work is pursued as a part of MBA (Marketing) Curriculum at ³International School of Business and Research, Chennai´. It is undertaken as a traineeship at Reliance Money Ltd. The project is done under expert supervision and guidance of Mr. Syed (Lecture in Marketing) and Mr. Arafat (Center Sales Manager, Reliance Money) The Project is about the study of marketing and sales of financial products and also the efforts done to make improvements in the customer acquisition process for better results. At RELIANCE MONEY, initially the trainees were imparted process and product knowledge. They were given sufficient time to know about the products and also about sales and distribution channel. They had to work with the sales representatives of the Distributor and think of ways of improving the sales and distribution channel and implementing them. The main aim was to increase sales and for this different ways were tried and implemented. They were provided with database and had to make cold calls from the data. Company activity was also one of the major sources for generating business. Initially they even accompanied sales representatives to the clients place. Main objective was to know the need of the customer and how to fulfill that in the best way. The project dealt with various fields like: 1. Trading and Demat account 2. Mutual funds 3. Life insurance 4. General insurance Thus it gave trainees the opportunity to learn about all the products and with the range of products Reliance money offered it made the task a bit easier as we could fulfill the need of the customer in a better way. Our task was divided in 4 phases: 1. Product knowledge: This included the theoretical knowledge about the field and products which needed to be marketed. 2. Pitching in retail sector: This included the implementation of the knowledge imparted to us and the test of our marketing skills. Initially we were accompanied by other sales executive so that we can learn how to deal with the customers and understand their need. This also enhanced our interpersonal skills and confidence level. 3. Implementation in retail sector and pitching in corporate: By the start of this phase we were confident enough about the pitching and fulfilling the needs of the customer in the retail sector. This also included of the ways we should pitch the corporate. 4. Implementation at corporate levels: This included the implementation of the all the knowledge and ways learnt for the pitching and extracting business out of the corporate. With the end of 6 weeks every phase was completed and it gave us the real experience of retail as well as corporate world.



CONTENT Certificate of Company Declaration Acknowledgement Executive Summary CHAPTER 1 INTRODUCTION 1.1 INVESTMENT AVENUES AND ALTERNATIVES 1.1.1 Non-marketable Financial Assets 1.1.2 Equity Shares 1.1.3 Bonds 1.1.4 Money Market Instruments 1.1.5 Mutual Funds 1.1.6 Life Insurance 1.1.7 Real Estate 1.1.8 Precious Objects 1.1.9 Financial Derivatives CHAPTER 2 LITERATURE REVIEW 2.1 Significance of Study 2.2 Objective of Study CHAPTER 3 COMPANY PROFILE 3.1 PRODUCT OFFERING 3.1.1 Trading Portal 3.1.2 Financial Products 3.1.3 Value-Added Services 3.1.4 Credit Cards 3.1.5 Gold coins retailing CHAPTER 4 TRADING PORTAL 4.1 DEMAT ACCOUNT CHAPTER 5 FINANCIAL PRODUCTS 5.1 MUTUAL FUNDS 5.1.1 Open end versus Closed end Schemes 5.1.2 Constitution of a Mutual Fund 5.1.3 Types of a Mutual Funds 5.1.4 How to invest in Mutual Fund 5.1.5 Nature of Income Distribution to Investors 5.1.6 Different schemes of Reliance Mutual fund 5.2 LIFE INSURANCE 5.2.1 Tax Benefits of Insurance 5.2.2 Claims 5.2.3 Plans 5.3 GENERAL INSURANCE 5.3.1 Types of General Insurance 5.4 BASIC FEATURES 5.5 VALUE ADDED FEATURES 5.6 POLICY FEATURES






INTRODUCTION Whether it¶s retiring early, saving for children¶s education, paying off a loan or to live a secured and satisfied life everyone has dreams they can achieve by investing their savings. However, the question that arises is that, should one leave his money tucked away in the bank or plough it into the stock market where the potential for higher returns is greater but the chances of losing money is higher? Deciding where to invest depends on one`s attitude towards risk (one`s capacity to take risk and one`s tolerance towards risk) and the investment horizon and nonavailability of guaranteed-return investment products. In such a scenario, investing in equity, which offers returns that are higher than the inflation rate, help to build wealth and to improve the standard of living. It is fine that stock market fluctuates over time. At present as far as the world economy is concerned it is on a boom. As soon as globalization and liberalization has come into act it has well shaped the economy. India has turned out to be the hot destination for the money investors and this has resulted growth in the sensex .It was never hoped before that BSE will ever touch the mark of 16000 points. But only due to the new economic opportunities and the confidence of people in India¶s economic future it has been successful. Investing in equity is the way to earn money and to fulfill the dreams. The risk involved with investing in equity can be moderated by careful stock selection and close monitoring.



1.INVESTMENT AVENUES AND ALTERNATIVES Investment alternatives vary from fixed income to variable income which includes RBI bonds, government securities, fixed deposit, equity investments, property and so on. In recent years the 6.5 percent tax-free RBI Bonds have become a very popular saving instrument -- especially amongst individuals. Till 1996, these bonds gave returns of 10 per cent. This came down to 9 per cent and then 8 percent and then in 2003 it was reduced to 6.5 per cent (tax free). Nowadays, 8 percent taxable Government of India bonds are also doing well to attract investors who want safe and higher yield. However, with inflation at nearly 4.5%, the return offered by these instruments were still attractive. However, with the scrapping of the tax-free bonds, safe investment options for individuals have become very limited and people are now choosing to go with either post office saving schemes or equity related instruments. Take a look at what is happening. Debt funds, which were said to be relatively risk-free, are giving very less returns. Monthly Income Plans offered by mutual funds are also not attractive as their portfolio is made up of 80 percent debt and 20 percent equity. With debt giving very less returns and returns from equity becoming stagnant, the returns from MIPs are also very attractive. The returns offered by MIPs are totally dependant upon the type of security and debt instruments held by the fund But with recent rally in the stock market, very few people are now going for MIPs and have a very positive sentiment about the market and would like to stay with the market for long. But continuously we still have a single question in mind: Non-marketable Financial Assets - A good portion of financial assets is represented by non-marketable financial assets. These can be classified into the following broad categories: yBank deposits yPost office deposits yCompany deposits yProvident fund deposits Equity Shares - Equity shares represent ownership capital. As an equity shareholder, you have an ownership stake in the company. This essentially means that you have a residual interest in income and wealth. Perhaps, the most romantic among various investment avenues, equity shares are classified into the following broad categories by stock market analysts: yBlue chip shares yGrowth shares yIncome shares yCyclical shares Fig1.1 Investment Alternatives Bonds Money Market Instruments Mutual Fund



Life Insurance Policies Real Estate Precious Objects Financial Derivatives  ySpeculative shares Bonds - Bonds or debentures represent long-term debt instruments. The issuer of a bond promises to pay a stipulated steam of cash flow. Bonds may be classified into the following categories: yGovernment securities yGovernment of India relief bonds yGovernment agency securities yPSU bonds yDebentures of private sector companies yPreference shares Money Market Instruments - Debt instruments which have a maturity of less than one year at the time of issue are called money market instruments. The important money market instruments are: yTreasury bills yCommercial paper yCertificates of deposits, Mutual Funds - Instead of directly buying equity shares and/or fixed income instruments, you can participate in various schemes floated by mutual funds which, in turn, invest in equity shares and fixed income securities. There are three broad types of mutual fund schemes: yEquity schemes yDebt schemes yBalanced schemes Life Insurance - In a broad sense, life insurance may be viewed as an investment. Insurance premiums represent the sacrifice and the assured sum the benefit. The important types of insurance policies in India are: yEndowment assurance policy yMoney back policy yWhole life policy yTerm assurance policy Real Estate - For the bulk of the investors the most important asset in their portfolio is a residential house. In addition to a residential house, the more affluent investors are likely to be interested in the following types of real estate: yAgricultural land ySemi-urban land yTime share in a holiday resort Precious Objects - Precious objects are items that are generally small in size but highly valuable in monetary terms. Some important precious objects are:



yGold and silver yPrecious stones yArt objects Financial Derivatives - A financial derivative is an instrument whose value is derived from the value of an underlying asset. It may be viewed as a side bet on the asset. The most important financial derivatives from the point of view of investors are: yOptions yFutures Since every individual would like to earn return on their investment but where to invest has always been a problem. There has always been a confusion as to which instrument to invest, which instrument will give me higher returns, etc. Even now nuclear families are in and so are longer life spans. Even inflation is increasing and so do the standard of life, medical costs, and other things. In such a scenario, one need to think as to how he will take care of all his future needs and build up a corpus that will not only take care of routine expenses but also provide for extra costs, especially of health care. One need to have a corpus of funds, postretirement, which will give him close to 100% of the salary to preserve the lifestyle he has grown to enjoy. LITERATURE SURVEY According to the Webster ¶s dictionary, literature is ³the writings that pertain to a particular branch of learning, and printed matter´. And review means ³to examine again, to study carefully´. Therefore literature review is the printed matter which we study very carefully during our work. This project is also a collection of insight into the different printed material. As this project is specifically related to sales of financial products hence books on investments is one of the study materials. The insurance institute of India has published books which give an insight into the life insurance products and general insurance products. The main source of data through which this project has taken its shape is the circulars of SEBI and IRDA. These circulars give description of existing market. The knowledge about the marketing principles is gained from the book ³principles of marketing´ written by Philip Kotler. Chapter ³positioning and marketing of services´ of the ³service management and operations´ published by prentice hall international editions gives us the outline of marketing of services. Chapter ³Building Customer Satisfaction, Value and Retention´ of ³Marketing Management´ written by Philip Kotler. Purpose of this book is to provide background needed to understand the basics of forming strong customer bonds and customer relationship management. Chapter on distribution channels in the book ³marketing channels´ written by Louis W.stern & add I.E.I Ansary. Purpose of this book is to provide the detailed knowledge about what is distribution channel, its importance & role in marketing. Chapter ³The concept and role of mutual funds´ of the AMFI mutual fund testing programme by association of mutual funds in India. This book provide concept of mutual funds. The article ³managing your Demat account´ published in the MINT dated June 18, 2007 page 12 give knowledge about Demat account. Last but not the least, the practical experiences of reliance money has given the best ever exposure on the actually market works in financial products and services.


SIGNIFICANCE OF STUDY The need of the study arises because of the reason that a trainee must understand the company, its achievements and tasks, products and services and also to collect information about its competitors, its products and services offered. So that, after understanding and collecting information about the organization and its competitors, a trainee will be able to work well for the organization. COMPANY PROFILE Reliance Money is promoted by Reliance Capital; one of India's leading and fastest growing private sector financial services companies, ranking among the top 3 private sector financial services and banking companies, in terms of net worth. Reliance Capital is a part of the Reliance Anil Dhirubhai Ambani Group. Thus, Reliance Money provides a comprehensive platform, offering an investment avenue for a wide range of asset classes. Its endeavor is to change the way India transacts in financial market and avails financial services. Reliance Money offers a single window facility, enabling you to access amongst others, Equities, Equity and Commodity derivatives, Offshore Investments, IPO¶s, Mutual Funds, Life Insurance and General Insurance products. Advantages offered by Reliance money over other companies: yCost Effective yConvenience ySecurity ySingle Window for Multiple Products y3 in 1 Integrated Access yDemat Account with Reliance Capital yOther Services like research, live news from Reuter and Dow Jones, etc. PRODUCT OFFERING 1. Trading Portal (with almost negligible brokerage ) yEquity Broking yCommodity Broking yDerivatives ( Futures & Options ) yOffshore Investments (Contract For Differences) yD-Mat Account. 2. Financial Products yMutual Funds yLife Insurance o ULIP plan o Term Plan o Money Back Plan yGeneral Insurance o Vehicle/Motor Insurance o Health Insurance o House insurance yIPO¶s yNFOs


3. Value-Added Services yRetirement Planning yFinancial Planning yTax Saving yChildren Future Planning 4. Credit Cards 5. Gold coins retailing TRADING PORTAL Online trading refers to buying and selling of the shares/stocks/contracts/bonds with the use of internet. In this shares are not issued in physical form rather they are transferred in the dematerialized form in the Demat account directly. DEMAT ACCOUNT In India, a Demat account, the abbreviation for dematerialized account, is a type of banking account which dematerializes paperbased physical stock shares. The dematerialized account is used to avoid holding physical shares: the shares are bought and sold through a broker. This account is popular in India. The Securities and Exchange Board of India (SEBI) mandates a Demat account for share trading above 500 shares. As of April 2006, it became mandatory that any person holding a Demat account should posses a Permanent Account Number (PAN), and the deadline for submission of PAN details to the depository lapsed on January 2007.

What are the benefits of opening a Demat account? Demat account has become a necessity for all categories of investors for the following reasons/ benefits: ySEBI has made it compulsory for trades in almost all scrip¶s to be settled in Demat mode. Although, trades up to 500 shares can be settled in physical form, physical settlement is virtually not taking place for the apprehension of bad delivery on account of mismatch of signatures, forgery of signatures, fake certificates, etc. yIt is a safe and convenient way to hold securities compared to holding securities in physical form.. yNo stamp duty is levied on transfer of securities held in Demat form. yInstantaneous transfer of securities enhances liquidity. yIt eliminates delays, thefts, interceptions and subsequent misuse of certificates. yChange of name, address, registration of power of attorney, deletion of deceased's name, etc. - can be effected across companies by one single instruction to the DP. yEach share is a market lot for the purpose of transactions ± so no odd lot problem. Any number of securities can be transfered/delivered with one delivery order. Therefore, paperwork and signing of multiple transfer forms is done away with. It facilitates taking advances against securities on low margin/low interest. DEMAT ACCOUNT There are many broking houses doing business in India and they charge a brokerage on every transaction made online or offline. (Buying and Selling are treated as separate transaction). Reliance Money¶s advantage over others is that it¶s charging the lowest

brokerage in the market which is just 1 paisa on every executive trade irrespective of the volume traded. Reliance Money, the brokerage and distribution arm of Reliance ADA Group, aims to tap investors in the smaller towns and cities through a flat fee structure. The current leaders in the retail broking segment like ICICI Direct, India Infoline and Indiabulls offer a µpay per use¶ model where the customer pays a percentage of the amount transacted by him. Reliance Money¶s brokerage rates are quite competitive. The new wonder is Reliance Money's pre-paid card for stock market brokerage. Reliance Money, the financial services division of Anil Dhirubhai Ambani Group promoted Reliance Capital, is bringing to the market pre-paid cards in denominations of Rs500, Rs1,350 and Rs2,500 with validity period of two months, six months and twelve months respectively. These cards would offer brokerage at one-third of the rate being charged by institutional and individual brokerage houses. Sample this. For a pre-paid card worth Rs500, an investor can trade up to Rs90 lakh in futures and option segment or can undertake intra-day trade of similar amount. Besides, an investor can undertake a delivery-based activity of Rs10 lakh. The Rs1350 worth pre-paid card, total trading limit would reach Rs 3 crore, of which Rs 2.70 crore is for the F&O segment and balance Rs30 lakh for delivery-based activities. For Rs2500 pre-paid card, total trading limit is fixed at Rs16 crore, that include F&O limit of Rs15.40 crore and balance Rs 60 lakh for delivery-based broking. Fee Structure Converted to percentage terms - Reliance Money offers most competitive brokerage rates - 0.05% for delivery trades and 0.005% for non-delivery trades (fixed fee of Rs500/- for delivery trades up to Rs10 lacs and/or non-delivery trades up to Rs1 crore). Industry rates vary between 0.4% to 0.85% for delivery trades and between 0.05% and 0.10% for non delivery trades. Target low level of retail penetration in India - less than 3 per cent of household financing savings makes it into equity markets Reliance Money consumers can trade in equities, commodities and offshore Investments , IPO¶s, Mutual Funds, Insurance, Money transfer and Money Changing - all through single window, both offline and online. Reliance Money has already tied-up with CMC Capital Plc UK to offer offshore Investment products to Indian consumers as per guidelines. How reliance money scored over others? 1. Two way authentication: Reliance offers its customers with a token (an electronic gadget) that generates a password, which are a third level of security in addition to the customer log in and a password provided. The password generated by the token is valid only for a period of 20 seconds. If the web page expires, for the fresh login, a new password generated by the token has to be keyed in by the customer. 2. Lowest rokerage: Reliance offers the lowest brokerage of 1 paisa which is very less with respect to the other DPs in the market. 3. User friendly software: The portal offered is very easy to understand and use. 4. Forex and offshore investment: Reliance provides the offshore facility which no other AMC is providing in the market. 5. Better research and news: Reliance offers news from the DOW JONES and REUTERS. Seeking to bring share trading closer to consumers just like ATMs, Reliance 


Capital's stock brokerage arm Reliance Money launched Internet trading services through web-enabled retail kiosks. FINANCIAL PRODUCTS A mutual fund represents a vehicle for collective investment. When you participate in a scheme of a mutual fund, you become a part-owner of the investments held under that scheme. The most important characteristic of a mutual fund is that the contributors and the beneficiaries of the fund are the same class of people, namely the investors. The term ³MUTUAL´ means that investors contribute to the pool, and also benefit from the pool. The money held in the trust is divided into shares of equal value called ³UNITS´. Investors become ³unit-holders´ and are allocated units based on the amount of their investment. The income earned through these investments and the capital appreciation realized is shared by its unit holders in proportion to the number of units owned by them. Investments in securities are spread across a wide cross-section of industries and sectors and thus the risk is reduced. Diversification reduces the risk because all stocks may not move in the same direction in the same proportion at the same time. Mutual fund issues units to the investors in accordance with quantum of money invested by them. Investors of mutual funds are known as unit holders. Thus a mutual fund is the most suitable investment for the common man as it offers an opportunity to invest in a diversified, professionally managed basket of securities at a relatively low cost. Fig.5.1 Concept of mutual fund The shift in investor preference towards mutual funds has been facilitated by: yFiscal incentives yIncreasing returns from debt mutual fund investments in the last few years due to the secular decline in interest rates yThe growing number of choices available to investors yThe gradual change in the investors¶ risks profile and returns. Open end versus Closed end Schemes There are two different types of funds. yOpen-ended Fund/ Scheme yClosed-ended fund/ Scheme The key differences between the closed-end and open-end schemes area as follows:The subscription to a closed-end scheme is kept open only for a limited period (usually one month to three months). Where an openend scheme accepts funds from investors by offering its units or shares on a continuing basis. A closed-end scheme does not allow investors to withdraw funds as and when they like, whereas an open-end scheme permits investors to withdraw funds on a continuing basis under a re-purchase arrangement. A closed-end scheme has a fixed maturity period (usually five to fifteen years) whereas an open-end scheme has no maturity period. The closed-end schemes are listed on the secondary market, whereas the openend schemes are ordinarily not list. In India, three entities are central to a mutual fund operation: yThe sponsor, yThe mutual fund yThe asset management company.


The sponsor is the key who establishes the mutual fund and the asset Management Company. For example, Templeton International (sponsor) set up the Templeton Mutual Fund which has been constituted as a trust under the Indian Trusts Act, 1882 and registered with SEBI. The mutual fund is, in a way, an umbrella organization that floats various schemes in which investors participate. The asset management company, organized as a separate joint Stock company, manages the funds of mutual fund under its various schemes. For example, Templeton Asset Management (India) Pvt. Ltd., the asset management company set up by Templeton International, manages the various schemes of Templeton Mutual Fund. Why one should invest in mutual funds? Mutual funds are preferable mode of investment due to the following reasons: yReduction of risk yProfessional Management yTax benefits yLow transaction costs yHighly regulated yLiquidity yEasy to administer Why one should not invest in mutual funds? The following are the reasons, which are deterrent to mutual fund investment: yNo control over costs yNo tailor made portfolios yManaging a portfolio of funds Constitution of a Mutual Fund There are a number of bodies that form a part of the mutual fund, they are as follows: ySponsors The sponsor is the company which sets up the mutual fund. It means anybody corporate acting alone or in combination with another body corporate established a mutual fund after initiating and completing the formalities. yTrustees The management of the mutual fund is subject to the control of the board of trustees of the fund. They guide the operations of the fund and carry the crucial responsibility to see that AMC always act in the best interest of the investors. yAsset Management Company The mutual fund is operated by a separately established asset management company (AMC).It manages the funds of the various schemes. It is entrusted with the specific task of mobilizing funds under the scheme. yCustodian A custodian is a person carrying on the activities of the safekeeping of the securities or participating in any clearing system on behalf of the clients to effect deliveries of the securities. Types of Mutual Funds There are different ways of classifying mutual funds:


yAn EQUITY FUND invests mainly in stocks and shares of companies. EQUITY FUNDS typically aim to generate long term growth in the unit capital. There are a variety of ways in which an equity portfolio can be created for investors. There are thus the following choices in equity funds: o Simple equity funds o Industry Specific funds o Index funds o ELSS Target market: They are ideal for investors having a long term perspective, Speculative outlook- the equity cult, who would like to make gains in the shortest period of time and investors in their prime earning years specifically the young who have a decent earning and can take some kind of risk. yA DEBT FUND invests mainly in debt instruments like bonds and debentures, with high and consistent dividend payout. These funds give decent returns but the capital appreciation is not much. There are a variety of ways in which a debt portfolio can be created for investors. There are thus the following choices in debt funds: o Liquid and Money market funds o Gilt Funds o Monthly Income Plan o Floating rate funds Target market: o Retired people and others with a need for stability and regular income. o Investors who need some income to supplement their earnings. yA BALANCED FUND invests in both equity and debt instruments. It aims to generate growth and income by periodically distributing its assets over both types of securities. Target market: These ideal for investors looking for a combination of income and moderate growth. How to invest in mutual funds? The following are the essential steps which one must take into account while investing in Mutual funds:Step 1- Identify the investment needs Financial goals of an individual will vary, based on his/her age, lifestyle, financial independence, family commitments, level of income and expenses among many other factors. Therefore the first step is to assess one¶s needs, which can be done by asking oneself these questions: Q1.What is my investment objectives and needs? Q2.How much risk I am willing to take? Q3.What is my cash flow requirements? By going through such an exercise, one will know what one wants out of his investment and can set the foundation for a sound mutual fund investment strategy. Step 2-Choose the right mutual fund


Once an individual has a clear strategy in mind, he now has to choose which mutual fund and scheme he wants to invest in. The offer document of the scheme tells its objectives and provides supplementary detail like the track record of other schemes managed by the same fund manager. Some factors to evaluate before choosing a particular mutual fund are: yThe track record of the performance over the past few years in relation to appropriate yard stick and similar funds in the same category. yHow well the fund is organized to provide efficient, prompt and personalized service. yDegree of transparency as reflected in frequency and quality of their communications. Step 3-Select the ideal mix of schemes. Investing in one mutual fund may not meet all the investment needs. One may consider investing in a combination of schemes to achieve the specific goals. Step 4- Invest regularly For most of us, the approach that works best is to invest a fixed amount at specific intervals, say every month. By investing a fixed sum each month one buys fewer units when the price is higher and more units when the price is low, thus bringing down the average cost per unit. This is called Rupee cost averaging and is a disciplined investment strategy followed by investors all over the world. Step 5-Keep the taxes in mind If an individual comes under the high tax bracket and has utilized fully the exemptions under Section 80L of the income tax act, investing in mutual funds will improve his return. Step 6-Start early It is desirable to start investing early and stick to a regular investment plan. If one starts now .he will make more than if he waits and invests later. The power of compounding lets one earn income on income and one¶s money multiplies at a compounded rate of return. Step 7-The final Step All one needs to do now is to get in touch with a mutual fund or one¶s agent and start investing. Reap the benefits in the years to come. Mutual funds are suitable for ever kind of investor-whether starting a career or retiring, conservative or risk taking, growth oriented or income seeking. Nature of Income Distribution to Investors At a broad level, the investors have three options: yDIVIDEND PAY OUT OPTION In this option investors receive dividends from the mutual fund, as and when such dividends are declared. Dividends are paid in the form of warrants, or are directly credited to the investor ¶s bank accounts. yGROWTH OPTION


Investors who do not require periodic income distributions can choose the growth option, where the incomes earned are retained in the investment portfolio, and allowed to grow, rather than being distributed to the investors. yRE-INVESTMENT OPTION In this option investors re invest the dividends that are declared by the mutual fund, back into the fund itself, at NAV that is prevalent at the time of reinvestment .In this option, the number of units held by the investor will change with every reinvestment. The value of the units will be similar to that under the dividend option. Different schemes of Reliance Mutual fund The different schemes offered to various kinds of investors by Reliance mutual fund can be broadly classified into three categories ± Equity, Debt and sector specific. Each of these categories has different investment objectives and therefore has different portfolio. Equity Schemes yReliance Growth Fund yReliance Vision Fund yReliance NRI Equity Fund yReliance Equity Opportunities Fund yReliance Index Fund yReliance Tax Saver Fund yReliance Equity Fund Debt Schemes yReliance Income Fund yReliance Medium Term Fund yReliance Short Term Fund yReliance Liquid Fund yReliance Monthly Income Plan yReliance Gilt Securities Fund yReliance Floating Rate Fund yReliance NRI Income Fund Sector Specific Schemes yReliance Banking Fund yReliance Pharma Fund yReliance Media and Entertainment Fund yReliance Diversified Power Sector Fund As I was more involved in the understanding and promotion of the NFO of Reliance Equity Fund during the initial part of my training. I would like to summarize it in brief. Reliance Equity Fund The Reliance Equity Fund is an open ended diversified equity fund that seeks to provide long term capital appreciation by investing in a portfolio constituted of equity and equity related securities of top 100 companies by market capitalization and of companies that are available in derivatives segment, belonging to diverse sectors. The investment strategy being that even if the markets go down, the fund has a part of its portfolio


hedged, which aims at minimizing the downside risk. The fund will not only use hedging techniques to limit the downside risk but will also try & capitalize on short selling opportunities to generate additional returns for the investors. The fund will invest 75100% in equity and equity related instruments and 0-25% in debt and money market securities. In a nut shell what this fund tries to do: yGenerate long term returns by investing in a diversified portfolio of stocks. yMinimize the downside risk by being in a hedged position yCapitalize on generating additional returns by selective shorting. "Insurance is a contract between two parties whereby one party called insurer undertakes in exchange for a fixed sum called premiums, to pay the other party called insured a fixed amount of money on the happening of a certain event." Reliance Life Insurance is an associate company of Reliance Capital Ltd., which along with its associates has acquired 100% shares in AMP Sanmar Life Insurance Co Ltd. Reliance Life Insurance, has a pan presence and a range of products catering to individual as well as corporate needs. A total of 16 products covering savings, protection & investment requirements. Vision: Empowering everyone live their dreams Mission: Create unmatched value for everyone through dependable, effective, transparent and profitable life insurance and pension plans yGuiding Principles yCustomer Care and Satisfaction yCorporate Governance yCreativity and Innovation yCompetitiveness NEED FOR LIFE INSURANCE yProtection of the interest of the faculty of the loss of income due to death of the breadwinner. yProvision for the education & marriage of children. yPost retirement income for self & dependents. ySpecial needs like loss of income due to disabilities, accidents, treatment of diseases, sickness etc. yTo protect against inflation. Who Can Buy A Policy? Any person who has attained majority and is eligible to enter into a valid contract can insure himself/herself and those in whom he/she has insurable interest. Policies can also be taken, subject to certain conditions, on the life of one's spouse or children. While underwriting proposals, certain factors such as the policyholder ¶s state of health, the proponent's income and other relevant factors are considered by the Corporation. Insurance for Women Prior to nationalization (1956), many private insurance companies would offer insurance to female lives with some extra premium or on restrictive conditions. However, after nationalization of life insurance, the terms under which life insurance is granted to female lives have been reviewed from time-to-time. At present, women who work and

earn an income are treated at par with men. In other cases, a restrictive clause is imposed, only if the age of the female is up to 30 years and if she does not have an income attracting Income Tax. Medical and Non-Medical Schemes Life insurance is normally offered after a medical examination of the life to be assured. However, to facilitate greater spread of insurance and also to avoid inconvenience, Companies has been extending insurance cover without any medical examination, subject to certain conditions. With Profit and Without Profit Plans An insurance policy can be 'with' or 'without' profit. In the former, bonuses disclosed, if any, after periodical valuations are allotted to the policy and are payable along with the contracted amount. In 'without' profit plan the contracted amount is paid without any addition. The premium rate charged for a 'with' profit policy is therefore higher than for a 'without' profit policy. Keyman Insurance Keyman insurance is taken by a business firm on the life of key employee(s) to protect the firm against financial losses, which may occur due to the premature demise of the Keyman. Tax Benefits of Insurance The tax breaks that are available under our various insurance and pension policies are described below: yLife insurance plans are eligible for deduction under Sec. 80C. yPension plans are eligible for a deduction under Sec. 80CCC. yHealth insurance plans/riders are eligible for deduction under Sec. 80D. yThe proceeds or withdrawals of our life insurance policies are exempt under Sec 10(10D), subject to norms prescribed in that section. Unit Linked Insurance Plan ULIPs have been selling like proverbial µhot cakes¶ in the recent past and they are likely to continue to outsell their plain vanilla counterparts going ahead. Earlier there were a gamut of traditional products, for instance Endowment Plans; Money back plans etc, then came the concept of Unit Link Insurance Plans, which today has caught the fancy of many people. Unit Link plans work like a combination of Mutual Funds and Life Insurance, just like in Mutual Funds the Investment here is also broken up into units based on the current NAV, these products are termed as Unit Linked plans because the Investment is broken up into units. For instance if you were to invest Rs10000, it would be broken into 3 components: yCharges- These are charges that the Insurance Company deducts from your premium, a major chunk of charges goes into paying commission to the Agent for sourcing the business. yMortality- Expense- Mortality expenses are not as high as agent commission; they approximately tend to be around Rs100/Lakh for a 30 yr old man. In case of a death claim of 1 lakh, the insurance company can make this claim with a mere Rs100 deducted from you, now this is made possible because mortality charge is deducted from every customer who has invested in the plan. In this manner the Insurance Company collects a



substantial portion and not every person dies at the same time leading to only a few claims in a single year. yInvestment± After the above 2 deductions, the balance is invested on behalf of the customers, so in reality if the current NAV is 10, and a customer has paid a premium of 10,000, then allotment of units would be 10,000 ± (charges + Mortality expense) current NAV . The same process is repeated in the following years when premiums are paid however in the following years the charges tend to be lower as insurance charge lesser after the 1s t year. Mortality Cost however goes up with age but does not increase substantially for a younger person in his 20¶s or 30¶s as a result of which the money allotted towards Investment goes up. Unit Link plans give the flexibility to withdraw your investments earlier than Traditional Plans, but withdrawals can decrease the Insurance cover you have opted for. The other thing to keep in mind is the tax implication of making early withdrawals, from the returns point of view Unit link plans give you a chance of choosing your own Investment Options, which could be Debt, Equity or Balanced (combination or both) whereas traditional plans have primarily invested in debt instruments like Govt. Bonds where the security is ensured but returns may not be very high. Unit link plans also give a greater amount of flexibility in terms of your policy not lapsing if premium in a year or two is not paid. The other interesting option that these plans offer is the choice to decide your own Insurance cover in the beginning. Flexibility wise Unit Link plans definitely score over traditional plans; even they tend to be more transparent. Claims In case of Critical illness, Total and permanent disability or Death claim please log the claim and submit listed documents either directly to the Claims department, Chennai or at any of the nearest branch. Register the Claim under: yDeath yCritical Illness yDisability Survival or Maturity Benefits Survival Benefits: Survival benefits are those payments which are paid during the term of the policy. The frequency of payment may vary from product to product. Maturity Benefits: Payment made at end of the policy term as shown in policy documents. Documents required for death claim yClaim form A: This form need to be filled by the nominee or claimant yClaim form B - Certificate of last illness to be filled, signed and stamped by the doctor in attendance during the last illness of the deceased life assured. yOriginal Policy Documents yOriginal death certificate by Death and Birth Registrar yDeath certificate by the doctor confirming cause of death yNominees photo identification card copy attested by Insurance company official. yAll hospital reports, if hospitalized during the last sickness yPost Mortem Report and Viscera report, if performed In case of accident or suicide yFirst Information Report and final Police Investigation Report yPanchnama /Inquest report


yNews paper report on the accident with photographs, if available Documents required for Total & permanent disability claim yClaim forms (A & B) yAll hospital reports (certificate of diagnosis, attended physician report, discharge summary, first consultation notes etc) yOriginal policy document yFIR and Police Investigation Report yNews paper report on the accident yPanchanama or Inquest Report PLANS Individual Plans Product Name Description Reliance Automatic Investment Plan A smart plan which adapts to your changing risk profile with increasing age. Reliance Money Guarantee Plan Under this plan the investment risk in the investment portfolio is borne by the policyholder. Reliance Endowment Plan This plan will keep you financially prepared for all the special occasions in your life. Reliance Special Endowment Plan This insurance policy is designed for people who wish to combine savings with extended security. Reliance Cash Flow Plan This insurance policy is designed for those who have a recurring need for reinvestment in business or look for short-term investment channels. Reliance Child Plan This insurance policy is designed for people who wish to save money for a future time. Reliance Term Plan This insurance policy is designed for those who only want life cover for the protection of their family, and do not wish to save for themselves. Reliance Whole Life Plan This insurance policy is designed for people who do not wish to avail of any benefits themselves but wish to create an immediate estate to protect their family by availing of insurance cover on their life at a very low cost. Reliance Market Return Plan Reliance Market Return Fund is the unit-linked product that helps you invest in the financial markets in a combination of investment instruments of your choice. Reliance Golden Years Plan Reliance Golden Years Plan is a flexible package that provides freedom of choice in choosing the type of investment, life cover, vesting options such as commuting and annuity options. Reliance Simple Term Plan Reliance Simple Term Plan is a cost-effective, pure life insurance plan that offers you comprehensive and affordable coverage for a limited period of time to suit your needs.



Reliance Special Term Plan Reliance Special Term Plan is a pure life insurance plan that offers you comprehensive and affordable coverage for a limited period offtime to suit your needs. Reliance Credit Guardian Plan ensures that your housing loans, Credit Guardian Plan personal loans or even outstanding credit card bills are paid in the event of untimely demise. Thus keeping you and your family protected from the burden and the worry of debt in such a situation. Reliance Special Credit Guardian Plan Reliance Special Credit Guardian Plan helps you and your family avoids such situations by securing your housing loans, personal loans and even credit card payments. What makes the Plan special is the fact that on survival at maturity, all premiums paid for your basic policy will be returned to you. Reliance Connect 2 Life Plan Reliance Connect 2 Life Plan helps you build security and savings for a better tomorrow. Employee Benefit Plans Product Name Description Reliance Group Term Assurance Policy Reliance Group Term Assurance Policy is a one year Renewable Term Assurance contract. The benefit is payable on the happening of the contingency during one year. At the end of the year, the contract may be renewed. Reliance EDLI Scheme All establishments with at least 10 full-time permanent employees and to whom the Employee's Provident Fund and Miscellaneous Provisions Act, 1952 applies, have a statutory liability to subscribe to Employee's Deposit Linked Insurance Scheme (EDLI), to provide for life insurance for all their employees. Reliance Group Gratuity Policy A gratuity policy that reflects your company's identity and which highlights the value of the benefits you provide to your employees. Reliance Group Superannuation Policy A superannuation policy that reflects your company's identity and which highlights the value of the benefits you provide to your employees. Fundamentals of General Insurance companies are business houses. The product they sell is financial protection. To succeed and survive, they must cover their costs, which include payments to cover the losses of policyholders, as well as sales and administrative expenses, taxes and dividends. Insurance companies have two sources of income for covering these costs: premium and investment income. The premium are collected on a regular basis and invested in Government Bonds, Gift stocks, mutual funds, real estates and other conservative avenues. However, investment income depends on market conditions, interest rates, economy etc and varies from year to year.



Because of the uncertainty associated with the investment income, insurance companies must generate enough income form premium to cover the bulk of their expenses. The primary function of insurance is to provide protection against financial losses caused by unforeseen events. This protection is available to individuals, businessmen and large companies alike. Types of General Insurance Health yIndividual Mediclaim yGroup Mediclaim yReliance Health Wise Policy Personal Accident yPersonal Accident yGroup Personal Accident Fire yStandard Fire and Special Perils yConsequential Loss (Fire) yIndustrial All Risks Engineering yErection All Risks/Storage-cum-Erection yContractor ¶s All Risks yContractor ¶s Plant and Machinery yMachinery Breakdown Insurance yMachinery Loss of Profits Insurance yBoiler and Pressure Plant Insurance yElectronic Equipment Insurance Marine yMarine Cargo Insurance Motor yPrivate Car Comprehensive Liability yDirectors and Officers Liability yPublic Liability (Act) yPublic Liability yProduct Liability yProfessional Indemnity yWorkmen¶s compensation Miscellaneous yIndustry Care yCommercial Care yOffice Package Fidelity Guarantee yBurglary and Housebreaking yMoney Insurance yHouseholder ¶s Package



yShopkeeper ¶s Package Travel yIndividual and Family yAsia yStudent yCorporate BASIC FEATURES yHospitalization Expenses yDaycare Treatment yDomiciliary Hospitalization yPre and Post Hospitalization yCoverage of Pre-Existing Diseases yCritical Illness Cover yDonor Expenses VALUE ADDED FEATURES yExpenses of accompanying person at the Hospital yLocal Road Ambulance Services yRecovery Benefit yCost of Health Check up yNursing Allowance yHospital Daily Allowance POLICY FEATURES yIncome Tax Benefit yFamily Floater ( 1, 1+1, 1+2, 2+2 ) ySum Insured yPre-insurance Health Check up yOption in Policy Duration ( 1 & 2 years ) yRenewal Discount yCashless Facility (Through Third Party Administrators - TPA) yAge Slabs OBSERVATION & FINDINGS To study the sales and distribution management and improve the Customer Acquisition Process by analyzing the consumer behavior, response and mindset towards the product and services the company offers. OBJECTIVE yTo find the market potential and market penetration of Reliance Money product offerings in CHENNAI yTo collect the real time information about preference level of customers using Demat account and their inclination towards various other brokerage firms e.g. Indiabulls, Sharekhan, Indiainfoline, Religare, Alankit , Unicon. yTo expand the market penetration of Reliance money. yTo provide pricing strategy of competitors to fight cut throat competition.



yTo increase the product awareness of Reliance money as single window shop for investment solutions. METHODOLOGY We were supposed to operate from reliance money nungbapakam branch. We were made aware about all the products of Reliance Money which was providing with a more stress on their core product i.e. Demat account,mutual fund,lnsurance etc TARGETS The time duration of the project is 1 month starting from 1¶thJune and ending on 30¶thJune.We were given to open stall to the apartments for the awareness of different kinds of products of reliance money to the customer and distributed templates of reliance mutual fund and survey regarding the customer awareness on financial products: y2 apartment namely sakthi majestic apartment and mangalgrah apartment yDistributed 500 templates of mutual fund yI was supposed to give questionnaire and asked to people their view The questionnaire used is attached in appendix A.1 For this we need to have yGood Communication Skills (Voice quality is clear and articulate) yGood organizational skills. yFlexibility: can adapt to different types of clients and new situations. While talking to customers, I analyze their needs. Whether they want to go for investment purpose or insurance or both. Suggest them the plan that best suits them. If they agree to it then either we send across the agents to close the deal or close it themselves. Problems face yCustomer dissatisfied with the services. yInsurance means LIC for people. yPeople do not want insurance products. yLack of knowledge and awareness about general and life insurance. yPeople risk appetite is very low, so they are afraid of mutual fund as well. yPeople relate the problems of mobile phones of Relian SWOT ANALYSIS Weakness yLow awareness due to lack of advertisement. yLack of loyal clientage yDeveloping product. Strength yCo-operative and Experienced Branch Managers yGood Database yReliance Brand yLow pricing Opportunity yUntapped Market



yIncreased spending power yChanging Mindset of Customers yUnpredictable Sensex Threat yReach yStiff competition from existing players in the market yBetter products Customer Acquisition Process yEducate the prospects on the products and services. yCustomize the approach to each of the different customers involved in the sales process. yEstablish a knowledge base for sales people, resellers and partners. yRamp up the new salespeople more quickly and keep them on road. yTrack the prospects as they move through the sales process. yHarvest other types of information from your market to help the company close business more quickly. The data of the prospects can be used for research and development purpose. yEnabling the consistent flow of information to the customer and encouraging feedback from them. yHelping the customers do the Financial Planning for future. MY RESPONSIBILITY ORGANISATION: I worked with Reliance money with a profile of sales manager. This profile offers me to understand the need of the customer . So for fulfillment of the targets one needs to: yGenerating new leads through various activities. Generation of leads: For this what I had done is I have to go to crowded places and talk with people regarding the products of reliance money and after that I will take their contact number Another one is we have to open stall to the apartments so that we can grap the customer if they are willing to invest in mutual fund or in insurance,we have to give awareness also my last target was to do survey regarding customer awareness on financial products .For this I have to survey for 40 persons, I took 4 days to complete my task.From this survey ,opening of stall and distributing of templates of mutual funds, I gain lot of knowledge like how to talk with customer and how to convince them. Findings 1. Investment Interpretation: This shows that although the mutual funds market is on the rise yet, the most favored investment continues to be in the Share Market. So, with a more transparent system, investment in the Stock Market can definitely be increased.



2. Awareness of Reliance Money Facilities Interpretation: Although there is sufficiently high brand equity among the target audience yet, it is to be noted that the customers are not aware of the facilities provided by the company meaning thereby, that, the company should concentrate more towards promotional tools and increase its focus on product awareness rather than brand awareness. 3. Frequency of Trading Interpretation: Inspite of the huge returns that the share market promises, we see that there is still a dearth of active traders and investors. This is because of the non ± transparent structure of the Indian share market and the skepticism of the target audience that is generated by the volatility of the stock market. It requires efficient bureaucratic intervention on the part of the Government.4.Mutual fundmany people interested want to invest money in mutual fund CONCLUSION AND RECOMMENDATIONS RECOMMENDATIONS Fig7.7 Result of percentage of earning invested in share trading Based on the findings of our project we would like to suggest the following:-. yReliance is having too many financial products right from Demat account to General Insurance and not all the sales people are familiar with each and every product so the work force should be segregated each group dealing in a specific product and the sales target should be given likewise. yWhile interacting with the customer I found that most of the customers are unaware about the Mutual fund. Some of the people look upon mutual funds and equity trading as gambling. Thus a mutual fund awareness program can help to increase the penetration of mutual funds in the market.. yReliance should provide periodic training for updating the product knowledge of various financial advisors. yCompany should have a scheme of rewards and recognition to employees and the field persons to boost their motivation. KEY ISSUES AND CONCLUSIONS Based on the above SWOT analysis and study of the available data I have come to the following conclusions: HUGE POTENTIAL: yAll though relatively new entrants in the market, Reliance is slowly but surely gaining a strong hold because it is finally able to grasp the investment climate in Delhi. Secondly the branch managers at all the branches are very knowledgeable with a lot of experience in the financial markets so under their leadership can definitely expand its base yThe entire workforce consists of mostly youngsters, which means they can be encouraged and motivated to do good work because they have a long way to go and most of them are eager to climb the ladder. yRight now Reliance is at its nascent stage and will surely grab the major market under its belt very soon like in other fields. Huge investments taking place: yThe Stock Market has been very buoyant until now especially in the past 3 years. This particular trend is very favorable because a soaring SENSEX means higher returns,



which encourages the investors to invest their money in n the market. Although in the past 3 months the market has shown very unpredictable trend and has already lost over 1000 points. ySo in order to make the best the only thing required is to recruit more field staff who should be trained in a proper way to get better results. yIn case of insurance, it requires push selling because people always associate it with emergencies and unpleasant situations like death and they don¶t want to think about such situation let alone prepare for them, which means it requires a lot of conviction on part of the executives. Large untapped market: yPeople have just opened up to the idea of ULIPs because till now they knew only two kinds of insurance plans, endowment and term plans so the concept of high returns with protection is very new to them and slowly and slowly these are becoming popular so there is a huge market waiting to be tapped. yIn the past few years there has been a tremendous inflow of funds in the Indian market which has lead to the sky rocketing SENSEX. In fact there has been a tremendous response from the investors not only in shares but mutual funds as well. The Rs5700Cr infused in the market through the Reliance Equity mutual Funds is an example of the growing trust of investors who earlier shied from such investments due to stock market fiascos like the Harshad Mehta scam or the US64 disaster in which investors lost huge amounts of money as well as their trust in financial instruments. yWith the FDI limits being relaxed, a lot of avenues will open up in the insurance sector and insurance companies are expected to come up with new plans with a great deal of customization and flexibility. QUESTIONNAIRE Q1.Are mutual funds a better option than stock? Q2. Are you interested in investing in insurance? Q3. How do you rate a fixed deposit as an investment? Q4. Do you know about the facilities provided by Reliance money? Q5. Do you have D-mat/trading account? Q.6.Are you aware of all the tax saving schemes available? Q7. Are you interested in mutual funds? Q8. Do you feel investing in stock market is safe? Q9. Do you like to know more about insurance plan? Q10.Do you know about the facilities provided by reliance money Yes/No Yes/No Yes/No Yes/no Yes /No Yes/No Yes/No yes/No





y Agarwal, J.D. "Security Analysis & Portfolio Management: A Review, Finance India, Vol. II No. 1, March 1989. y Bhatt, V. V. "An Appraisal Of Some Recent Estimates Of Savings and Investments", ICRNI, Vol. 5, 1963. y Douglas A. Hayes and W. Scott Bauman "Investments: Analysis and Management" III Ed., 1976, MacMillan y Malhotra, Naresh "Marketing Research and Applied Orientation" IV Ed., 2005, Pearson




y www.mutualfundsindia.com y www.easymf.com y www.amfiindia.com y www.google.com y www.moneycontrol.com y www.valueresearchonline.com y www.nseindia.com y www.bseindia.com



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