This project aims at creating a practical knowledge, experience and exposure for the students by giving an opportunity to know, observe, and learn the nature, vision, objectives and functioning of an organization and the activities in the organization. This would enable me to get a practical and real time feel of the various aspects of an organization and relate it to the concepts and theories studied so far in the class room. This exercise would enable the future managers to face the challenges lying ahead. It also enables to create a good relationship with the officials. The study was undertaken during the period from 13th June to 9th July, 2010 as a partial fulfillment of the requirement for the award of the degree of Masters of Business Administration of Vels University. This project was a good experience to know about the various departments and its functions of Geojit BNP Paribas Ltd.



Historian Fernand Braudel suggests that in Cairo in the 11th century Muslim and Jewish merchants had already set up every form of trade association and had knowledge of many methods of credit and payment, disproving the belief that these were invented later by Italians. In 12th century France the courratiers de change were concerned with managing and regulating the debts of agricultural communities on behalf of the banks. Because these men also traded with debts, they could be called the first brokers. In late 13th century Bruges commodity traders gathered inside the house of a man called Van der Beurse, and in 1309 they became the "Brugse Beurse", institutionalizing what had been, until then, an informal meeting. The idea quickly spread around Flanders and neighboring counties and "Beurzen" soon opened in Ghent and Amsterdam. In the middle of the 13th century Venetian bankers began to trade in government securities. In 1351 the Venetian government outlawed spreading rumors intended to lower the price of government funds. Bankers in Pisa, Verona, Genoa and Florence also began trading in government securities during the 14th century. This was only possible because these were independent city states not ruled by a duke but a council of influential citizens. The Dutch later started joint stock companies, which let shareholders invest in business ventures and get a share of their profits - or losses. In 1602, the Dutch East India Company issued the first shares on the Amsterdam Stock Exchange. It was the first company to issue stocks and bonds. The Amsterdam Stock Exchange (or Amsterdam Beurs) is also said to have been the first stock exchange to introduce continuous trade in the early 17th century. The Dutch "pioneered short selling, option trading, debt-equity swaps, merchant banking, unit trusts and other speculative Instruments, much as we know them" (Murray Sayle, "Japan Goes Dutch", London Review of Books XXIII.7, April 5, 2001). There are now stock markets in virtually every developed and most developing economies, with the world's biggest markets being in the United States, Canada, China (Hong Kong), India, UK, Germany, France and Japan.


The behavior of the stock market
From experience we know that investors may temporarily pull financial prices away from their long term trend level. Over-reactions may occur²so that excessive optimism (euphoria) may drive prices unduly high or excessive pessimism may drive prices unduly low. New theoretical and empirical arguments have been put forward against the notion that financial markets are efficient. According to the efficient market hypothesis (EMH), only changes in fundamental factors, such as profits or dividends, ought to affect share prices. (But this largely theoretic academic viewpoint also predicts that little or no trading should take place²contrary to fact²since prices are already at or near equilibrium, having priced in all public knowledge.) But the efficientmarket hypothesis is sorely tested by such events as the stock market crash in 1987, when the Dow Jones index plummeted 22.6 percent²the largest-ever one-day fall in the United States. This event demonstrated that share prices can fall dramatically even though, to this day, it is impossible to fix a definite cause: a thorough search failed to detect any specific or unexpected development that might account for the crash. It also seems to be the case more generally that many price movements are not occasioned by new information; a study of the fifty largest oneday share price movements in the United States in the post-war period confirms this. Moreover, while the EMH predicts that all price movement (in the absence of change in fundamental information) is random (i.e., non-trending), many studies have shown a marked tendency for the stock market to trend over time periods of weeks or longer. Various explanations for large price movements have been promulgated. For instance, some research has shown that changes in estimated risk, and the use of certain strategies, such as stoploss limits and Value at Risk limits, theoretically could cause financial markets to overreact.

Irrational behavior
Sometimes the market tends to react irrationally to economic news, even if that news has no real affect on the technical value of securities itself. Therefore, the stock market can be swayed tremendously in either direction by press releases, rumors, euphoria and mass panic.

4 Over the short-term, stocks and other securities can be battered or buoyed by any number of fast market-changing events, making the stock market difficult to predict

Bombay Stock Exchange is the oldest stock exchange in Asia with a rich heritage, now spanning three centuries in its 133 years of existence. What is now popularly known as BSE was established as "The Native Share & Stock Brokers' Association"in1875.

BSE is the first stock exchange in the country which obtained permanent recognition (in 1956) from the Government of India under the Securities Contracts (Regulation) Act 1956. BSE's pivotal and pre-eminent role in the development of the Indian capital market is widely recognized. It migrated from the open outcry system to an online screen-based order driven trading system in 1995. Earlier an Association of Persons (AOP), BSE is now a corporatized and demutualised entity incorporated under the provisions of the Companies Act, 1956, pursuant to the BSE (Corporatization and Demutualization) Scheme, 2005 notified by the Securities and Exchange Board of India (SEBI). With demutualization, BSE has two of world's best exchanges; Deutsche borse and Singapore exchange as its strategic partner.

National Stock Exchange of India (NSE) is India's largest Stock Exchange & World's third largest Stock Exchange in terms of transactions. Located in Mumbai, NSE was promoted by leading Financial Institutions at the behest of the Government of India, and was incorporated in November 1992 as a tax-paying company. In April 1993, NSE was recognized as a Stock exchange under the Securities Contracts (Regulation) Act-1956. NSE commenced operations in the Wholesale Debt Market (WDM) segment in June 1994. Capital Market (Equities) segment of the NSE commenced operations in November 1994, while operations in the Derivatives segment commenced in June 2000. NSE has played a catalytic role in reforming Indian securities market in terms of microstructure, market practices and trading volumes. NSE has set up its trading system as a nation-wide, fully automated screen based trading system. It has written for itself the

5 mandate to create World-class Stock Exchange and use it as an instrument of change for the industry as a whole through competitive pressure. NSE is set up on a demutualised model wherein the ownership, management and trading rights are in the hands of three different sets of people. This has completely eliminated any conflict of interest. NSE was set up with the objectives of:
y y

Establishing nationwide trading facility for all types of securities Ensuring equal access to investors all over the country through an appropriate telecommunication network

y y y

Providing fair, efficient & transparent securities market using electronic trading system Enabling shorter settlement cycles and book entry settlements Meeting International benchmarks and standards

Within a very short span of time, NSE has been able to achieve its objectives for which it was set up. Indian Capital Markets are a far cry from what they were 12 years back in terms of market practices, infrastructure, technology, risk management, clearing and settlement and investor service. To ensure continuity of business, NSE has built a fully fledged BCP site operational for last 7 years.



A leading retail financial service player
Geojit BNP Paribas today is a leading retail financial services company in India with a growing presence in the Middle East. The company rides on its rich experience in the capital market to offer its clients a wide portfolio of savings and investment solutions. The gamut of value-added products and services offered ranges from equities and derivatives to Mutual Funds, Life & General Insurance and third party Fixed Deposits. The needs of over 495,000 clients are met via multichannel services ± a countrywide network of over 500 offices, phone service, dedicated customer care center and internet. Geojit BNP Paribas has membership in, and is listed on, the National Stock Exchange (NSE) and the Bombay Stock Exchange (BSE). In 2007, global banking major BNP Paribas joined the company¶s other major shareholders ± Mr. C.J.George, KSIDC (Kerala State Industrial Development Corporation) and Mr.Rakesh Jhunjhunwala ± when It took a stake to become the single largest shareholder. Strategic joint ventures and business partnerships in the Middle East have provided the company access to the large Non-Resident Indian (NRI) population in the region. Now, as a part of the BNP Paribas global network, Geojit BNP Paribas is well positioned to further expand its reach to NRIs in 85 countries. Barjeel Geojit Securities is the joint venture with the Al Saud group in the United Arab Emirates that is headquartered in Dubai with branches in Abu Dhabi, Ras Al Khaimah, Sharjah and Muscat. Aloula Geojit Brokerage Company headquartered in Riyadh is the other joint venture with the Al Johar group in Saudi Arabia. The company also has a business partnership with the Bank of Bahrain and Kuwait, one of the largest retail banks in Bahrain and Kuwait. At the forefront of the many fruitful associations between Geojit BNP Paribas and BNP Paribas is their joint venture, namely, BNP Paribas Securities India Private Limited. This JV was created exclusively for domestic and foreign institutional clients. An industry first was achieved when Geojith BNP Paribas became the first broker in India to offer full Direct Market Access (DMA) on NSE to the JV¶s institutional clients.

7 A strong brand identity and extensive industry knowledge coupled with BNP Paribas¶ international expertise gives Geojit BNP Paribas a competitive advantage.

Expanding range of online product and services
Geojit BNP Paribas has proven expertise in providing online services. In the year 2000, the company was the first stock broker in the country to offer Internet Trading. This was followed by integrating the first Bank Payment Gateway in the country for Internet Trading, and many other industry firsts. Riding on this experience, and harnessing BNP Paribas Personal Investors¶ expertise as the leading online broker in Europe, is helping the company to rapidly expand its business in this segment. Presently, clients can trade online in equities, derivatives, currency futures, mutual funds and IPOs, and select from multiple bank payment gateways for online transfer of funds. Strategic B2B agreements with Axis Bank and Federal Bank enable the respective bank¶s clients to open integrated 3-in-1 accounts to seamlessly trade via a sophisticated online trading platform. Further, deployment of BNP Paribas¶ state-of-the-art globally accepted systems and processes is already scaling up the sales of Mutual Funds and Insurance.

Wide range of products and services
Certified financial advisors help clients to arrive at the right financial solution to meet their individual needs. The wide range of products and services on offer includes Equities | Derivatives | Currency Futures | Custody Accounts | Mutual Funds | Life Insurance & General Insurance | IPOs | Portfolio Management Services | Property Services | Margin Funding |loans against shares

A growing foot prints
With a presence in almost all the major states of India, the network of over 500 offices across 300 cities and towns presently covers Andhra Pradesh, Bihar, Chhattisgarh, Goa, Gujarat,

8 Haryana, Jammu & Kashmir, Karnataka, Kerala, Madhya Pradesh, Maharashtra, New Delhi, Orissa, Punjab, Rajasthan, Tamil Nadu & Pondicherry, Uttar Pradesh, Uttaranchal and West Bengal.

Evolution of the company
It all started in the year 1987 when Mr. C.J. George and Mr. Ranajit Kanjilal founded Geojit as a partnership firm. In 1993, Mr.Ranajit Kanjilal retired from the firm and Geojit became the proprietary concern of Mr. C .J. George. In 1994, it became a Public Limited Company named Geojit Securities Ltd. The Kerala State Industrial Development Corporation Ltd. (KSIDC), in 1995, became a co-promoter of Geojit by acquiring a 24 percent stake in the company, the only instance in India of a government entity participating in the equity of a stock broking company. The year 1995 also saw Geojit being listed on the leading regional stock exchanges. Geojit listed at The Stock Exchange, Mumbai (BSE) in the year 2000. Company¶s wholly owned subsidiary, Geojit Commodities Limited, launched Online Futures Trading in agri-commodities, precious metals and energy futures on multiple commodity exchanges in 2003. This was also the year when the company was renamed as Geojit Financial Services Ltd. (GFSL). The Board consists of professional directors; including a Kerala Government nominee. With effect from July 2005, the company is also listed at The National Stock Exchange (NSE). Company is a charter member of the Financial Planning Standards Board of India and is one of the largest Depository Participant (DP) brokers in india.On 31st December 2007, the company closed its commodities business and surrendered its membership in the various commodity exchanges held by Geojit Commodities Ltd. Global banking major BNP Paribas took a stake in the year 2007 to become the single largest shareholder. Consequently, Geojit Financial Services Limited has been renamed as Geojit BNP Paribas Financial Services Ltd.

BNP Paribas (www.bnpparibas.com) is one of the 6 strongest banks in the world according to Standard & Poor's.* With a presence in 85 countries and more than 205,000 employees, 165,200 of which in Europe, BNP Paribas is a global-scale European leader in financial services. It holds

9 key positions in its three activities: Retail banking, Investment Solutions and Corporate & Investment Banking. The Group benefits from its four domestic markets: Belgium, France, Italy and Luxembourg. BNP Paribas also has a significant presence in the United States and strong positions in Asia and the emerging markets. BNP Paribas has been operating in India since 1860 in a number of businesses such as Investment Banking (CIB), Private banking (BNP Paribas Wealth Management), Life Insurance (SBI Life) and Asset Management (Sundaram BNP Paribas), Infrastructure Funding (Srei BNP Paribas), Retail Financing (Sundaram BNP Paribas Home Finance), Car Contract Hiring (Arval), Institutional Broking (BNP Paribas Securities India) and Securities Services (Sundaram BNP Paribas Securities Services and BNP Paribas Sundaram Global Securities Operations).

Product innovation backed by a high level of domain specific knowledge and state-of-the-art technology has helped Geojit BNP Paribas set many milestones including numerous industry firsts. 1994

Becomes a Public Limited Company named Geojit Securities Ltd.


Kerala State Industrial Development Corporation Ltd.(KSIDC) acquires 24 percent equity stake.

y y

Membership in National Stock Exchange (NSE). Public Issue


Launch of Portfolio Management Services with SEBI registration.

10 1997

Depository Participant (DP) under National Securities Depository Limited.


Membership in Bombay Stock Exchange (BSE).

2000 BSE Listing. 1st broking firm in India to offer online trading facility. Commences Derivative Trading with NSE. Integrates the 1st Bank Payment Gateway in the country for Internet Trading.

y y y y

y y

Becomes India's first DP to launch depository transactions through Internet. Establishes Joint Venture in the UAE to serve NRI customers.


1st in India to launch an integrated internet trading system for Cash & Derivatives segments.


Geojit Commodities Limited, wholly owned subsidiary, launched Online Futures Trading in agri-commodities, precious metals and in energy futures on multiple commodity exchanges.

y y

National launch of online futures trading in Rubber, Pepper, Gold, Wheat and Rice. Company renamed as Geojit Financial Services Ltd.

11 2004

National launch of online futures trading in Cardamom. 2005

y y

NSE Listing. Geojit Credits, a subsidiary, registers with RBI as a Non-Banking Financial Company (NBFC).


National launch of online futures trading in Coffee.


Charter member of the Financial Planning Standards Board of India.


BNP Paribas takes a stake in the company¶s equity, making it the single largest shareholder.


Establishes Joint Venture in Saudi Arabia to serve the Saudi national and the NRI.


BNP Paribas Securities India (P) Ltd. ± a Joint Venture with BNP Paribas S.A. for Institutional Brokerage.


1st brokerage to offer full Direct Market Access execution in India for institutional clients.

2009 y
y y

Launch of Property Services division. Launch of online trading in Currency Derivatives. Consequent to BNP Paribas becoming the largest stakeholder in Geojit Financial Services, company is renamed as Geojit BNP Paribas Financial Services Ltd.


National Stock Exchange [NSE] The Stock Exchange, Mumbai [BSE] Net Trading Derivatives [NSE] Index Futures Index Options Stock Futures Stock Options

All DP services available at all branches Delivery of shares through internet [Speed-e] Off market Transactions Internet Services

Trained Investment Planners at branches evaluate, investment needs of clients and offer appropriate solutions

Competent teams of professionals manage portfolios, Distribution: Mutual Funds, IPOs, Corporate Bonds and Govt. Securities Housing Mortgages, Life & General Insurance Products.


Online Trading
Geojith bnp Paribas Limited as a SEBI registered Trading Member of NSE and BSE offers Internet trading. To trade online the customer is provided with a user id, password and also a security token which flashes a dynamic password number. This security token displays a new 6 digit number every 36 seconds. To facilitate trading the following frontend screens have been made available:  1.easy Trade  2.Insta trade  3.Fast Trade  4.super Trade  Insta Plus The trading system is totally secured and is SSL (Secure Socket Layer) enabled. All interactions on the trading system are encrypted using industry standard encryption algorithms.

Call & Trade
Apart from Internet trading, the customers are also provided with the option of trading through the Call & Trade facility. When the customer calls the Call & Trade number to transact, he needs to authenticate his identity by providing the user id, and the dynamic password number from his security token. Password is not required for Call & Trade transactions.

Our customers can also place After Market Orders (AMO) on NSE & BSE from 7:30 PM onwards on a Trading till 8:00 AM on the next Trading day. The accumulated orders will be released to the Exchange for execution after the market opens on the next trading session. Market orders cannot be placed in AMO. F&O orders are currently not accepted by us under AMO.

14 AMO provides the convenience to the customer to place limit orders without having to wait for the market to open

Portfolio Management Services (PMS) from geojith Securities Limited
Geojit bnp Paribas Limited is a SEBI Registered Portfolio Manager. Geojit Securities Endeavour¶s that every portfolio created is reflective of the values on which Geojit Securities has been built - a commitment towards transparency and a strong research - driven investment process

Advantages of PMS
While your personal portfolio reflects your investment style and profile, managing it requires considerable time and effort. Anticipating & analyzing market movements, financial statements and studying macro-economic variables is becoming increasingly complex. As you may not have the required time and expertise to manage your investments, under Portfolio Management Services, you delegate the responsibility of managing your portfolio to our team of specialists who understand your investment objectives. Our team of Portfolio Managers, Research Analysts and Relationship Managers are working continuously to create and actively manage your portfolio to provide you the best returns in the fast-changing market dynamics.



The study done is basically an organizational study mainly emphasizing on the working of various departments functioning in it, the role of each one in the overall organizational set up and the activities performed by various departments. Relevant data and Information regarding the same needed to be obtained for this. As per a pre planned schedule visits were made to different departments in order to obtain the needful data and information. Secondary sources were used to get the relevant information and for the subsequent preparation of the report.

Secondary data:

For this study secondary data was obtained through information available in text books and websites related to the topic and brochures.


The organization study covers the following aspects:

1. Present position of the company. 2. Overall functioning of the company. 3. Performance of the company.



Primary objectives are:

1. To know what all departments are there in the company and to study individually the working of various departments. 2. To know how the activities of various departments are interrelated.

Secondary objectives are:

1. To gain an insight about the company.

2. To know its vision, mission, quality objective and quality policy of the company.


1. The study was restricted only with available information and it may not be authentic one.

2. The time is so limited so I could not observe all the activity of the company.

3. Most of the employees are busy with their work so it is very difficult to clarify our doubts.



During this training at Geojit BNP Paribas Ltd, we had come to know the Strengths-WeaknessesOpportunities-Threats for the company and it is very useful for a company to analyze them. Therefore, the SWOT analysis is presented here and the suggestions for maintaining strengths and removing weaknesses are explained.

y y y y y Company having well-maintained infrastructure. And also have dedicated, Intelligent and Loyal staffs. They offering on-line trading products. Geojith having lowest brokerage and other charges w.r.t. Competitors. The best investment advice correct up to 70-90 % through dedicated Research and reports. y y y Company also offering wide product range to enable the clients to choose the best alternative. Geojith is one of the best DPs in India. Geojith having a positive image in the existing clients.

y y Less awareness in the market. Time consuming process for account opening, resolving the problems of the customers, etc.

y Service quality is not maintained accordingly how they are promoted. OPPORTUNITIES:
y y y y Slope of stock market towards delivery based transaction. Large potential market for delivery and intra-day transactions. Open interest of the people to enter in stock market for investing. Attract the customers who are dissatisfied with other broker & DPs.


y An indirect opportunity generated by the market from its bullishness. THREATS:
y y y Decreasing rates of brokerage in the market. Increasing competition against other brokers & DPs. Poor marketing activities for making the company known among the Customers. y y A threat of losing clients for any kind of weakness of the company. Losing the untapped market with the entry of the competitors.

‡ Provides support and service for the activities of the Board of Directors ‡ Coordination of branch activities and provision of interaction between branches and the main office. ‡ Expanding and reorganization of Bank market network. ‡ To create appropriate condition for efficient operation of structural franchisees.

Human resource
Human Resources and Administration department is one, which facilitates smooth working of the organization by looking into the human resource side and also the overall administration of organization. . The Human Resource Management is very important for the success of any organization. Different individual exhibit similar and dissimilar pattern of behavior. They have their own set of needs, drives, goals and experiences. Management should be aware of their requirements.

19 Manpower management is the most critical job. Proper human resources management will enhance efficiency and performance of people at work.

HR MISSION ‡ ‡ ‡ ‡ ‡ ‡ ‡ ‡ To create HR policies and processes which are employee friendly. To build a culture which is warm forthcoming and professional ownership & pride. To encourage innovative thinking. To encourage transparency & teamwork. To develop leaders at all levels with general management skills. To create a learning organization. To develop competencies & skills through training and development. To constantly raise levels of employee productivity. To work towards attaining & sustaining the best employer status with a sense of


OtherFunction of Human Resource Department Recruitment
Recruitment means generating a pool of qualified employees for job. Announcing job opportunities to public in such a way that number of suitable people will apply for them.Recruitment process done only at the initial stage.Mainly qualfied people are selected for work.

Selection means choosing right profile from that number, those applicant whom are most likely to succeed in the job. After getting the list of candidates, an interview conducted at the unit level. Final selection is made after test their skill and technical ability by putting them on the job.

Training and development
Training and development is also done in geojith. After recruitment and selection the new hands are given on the job training at the unit level. All workers are kept as trainers for 3 months to one year. Later the absorbed as permanent workers considering their performance


Promotion is the transfer of an employee to new position which comments high pay, privilege status both at work and in the community out side and fringe benefits perhaps the greater job security. And more senior position from which a person render better service to his company. His duties, responsibilities, status and pay also increases. Company gives keen attention with regard to promotion.

Wage structure
Wage structure is dfferent for different positions.

Second important component of wage package is dearness allowance, which is paid to offset the rise in prices. Allowances like conveyance, house rent etc.

Employees provident fund
Company follows contributory provident fund. The workers contribute some percentage of their wage (basic pay + DA) and the management contribute at an equal rate.

Labor welfare fund
There is a labor welfare fund .In which the employee contribute some rupee per head and the employer contribute at double to the same.The fund enables the subscribe to get children treatment of self and dependents etc.. Thus all employees are covered social security schemes of government,enabling education of children of workers etc.

Employees are eligible for gratuity based on the payment of gratuity Act,1972

Welfare to workers Rest room
A rest mean is provided to employees to relax at the concerned time.


Facilities for Relaxing
The company also provides sitting facility for the workers when they are getting interval or lunch.

One of the important things is that the employees¶ general health, both physical and mental should be cared. The factors, which influence the general health of the worker, can be divided into two broad groups. 1) Those which are associated with his working environment. 2) Those which he shares with the rest of the community.

The company is kept clean and free from effluvia. Accumulation of dust removed by proper drainage facility made in the chemical treatment. Walls, doors and windows shall be repainted or revarnished at least once in three years.

Disposal of waste and effluents
Effective arrangements shall be made for the disposal of waste and for making them fever and symptoms. It does not harm any local people in any way.

Ventillation and Temperature
Effective arrangements shall be made for ventilation and temperature so as to provide comfort to the workers and prevent injury to their health there is adequate ventilation is for fresh air.Air condition is provided for every room.

Dust and fires
Effective management shall be taken pre view the inhalation and accumulation of dust and fires or other impurities in parities at work place.


The state government may prescribe standards of proper artificial nature lighting facilities are included.

Drinking Water
There shall be effective arrangements for whole some drinking water for workers for worker at convenient points

Finance and accounts
The department is concerned with the provisions and use of accounting information to managers within organizations, to provide them with the basis to make informed business decisions that will allow them to be better equipped in their management and control functions. The accounting department jointly perform the financial function of geojith bnp paribas Functions of accounting department include preparing, checking and accounting the following vouchers and bills. ‡ ‡ ‡ ‡ ‡ ‡ ‡ ‡ ‡ ‡ Cash receipt and cash payment. Bank receipt and bank payment. Purchase journal. Journal voucher. Preparing debt/credit notes. Updating vouchers in computer system. Preparation of reconciliation statement such as bank, party accounts etc. Maintain and safe custody of vouchers, records, ledgers and registers. Review of the general ledger and sub ledger and reconciliation. Ensure safety custody of cash and unused cheques. Maintain the fixed asset register and ensure proper filling of the bills of purchase, installation certificate etc. for the tax purpose.

23 ‡ Ensure compliance of the various commitments for the borrowings and adherence of the schedule for the repayment of the interest and the principal.

IT department
Functions of IT may involve one or more of the following tasks:
‡ ‡ ‡ ‡ ‡ ‡ ‡ ‡

Hardware inventories. Server availability monitoring and metrics. Software inventory and installation. User's activities monitoring. Capacity monitoring. Security management. Network capacity and utilization monitoring. Anti-manipulation management.

Marketing department
The term marketing means social and managerial process by which individual and group obtain what they need and want through creating and exchanging product and value with others. In the words of Philip Kotler ³marketing is a societal of process by which individuals and group obtain what they need and want through creating, offering and freely exchanging product and services of value with each other´.

Definition of sales promotion
Promotional activities of a non-recurreny nature which are used to reinforce personal selling and advertising for stimulating consumer purchasing and dealer effectiveness.Thus sales promotion can be aimed at y y Consumers or Dealers

24 Sales promotion is an important instrument in marketing to lubricate the marketing efforts. Today sales promotion is a necessity and not merely a luxury or a fashion.It is not expenditure;it is an investment which can pay rich dividends.It is an integral part of the market effort.Sales promotion is reffered to activities other than personal salesmanship,advertising and publicity,which stimulate consumer purchasing and dealer effectiveness.It is a plus ingredient in the marketing mix,whereas advertising and personal salesmanship is essential and basic ingredients in the marketing mix.

In short,sales promotion is a bridge or a connecting link covering the gap between advertising and personal salesmanship,the two wings of promotion.Sales promotion is a vital link between advertising and field selling.It aims at stimulating consume purchasing at the point of sales and dealer's effectiveness at the retail channel of distribution,particularly becuase retainig is a highly comptetive field. It can arouse enthusiasm,create a buying mood or spark an immediate reaction from consumers,dealers and the firm's sales person.Many sales promotion campaigns involve the use of incentives.sales promotion is often thought as special selling effort to accelarate sales. In general usage,all the efforts made by a firm to increase its sales and included in sales promotion.In the words of George W.Hopkins-"Sales Promotion is an organized effort applied to the selling job to secure the greatest effectiveness for advertising and for dealers help". According to AMA ,sales promotion includes -"those activities other than personal selling,advertising and publicity taht stimulates consumer purchasing & dealer effectiveness,such as displays,shows & exhibitions,demonstration and various non-recurring selling efforts not in the ordinary routine ".

The ultimate aim of sales promotion is the same as that of advertising and personal selling i.e; increasing the sales of the goods and services.The immediate objectives,however,would be to introduce seasons,etc. Sales promotion techniques supplement advertising programs.These techniques are generally used to convert the awareness of consumers created by advertising into a concrete buying decicion. new products,to attract new customers,to buy more,to increase sales in slack


Functions of marketing department

‡ ‡ ‡ ‡ ‡ ‡

Educate the prospects on the products and services. Customize the approach to each of the different customers involved in the sales process. Establish a knowledge base for sales people, resellers and partners. Ramp up the new salespeople more quickly and keep them on road. Track the prospects as they move through the sales process. Harvest 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.

‡ ‡

Enabling the consistent flow of information to the customer and encouraging feedback from them. Helping the customers do the Financial Planning for future.

Function of branch office
‡ ‡ Sales and distribution Customer relation


‡ ‡ ‡ ‡ ‡ ‡ Most of the employees are male workers All employees are familiar with the job and some are experts. Most of the employees are satisfied in interpersonal relation. Above half of the employees feel work quality is competent. Some of the workers show self-confidence in low level. Organizing ability of workers is medium.

‡ Most of the workers show a very good responsibility of work.


‡ ‡ ‡ ‡ ‡ Due to lack of learning ability, good training should be provided for workers. Female workers are comparatively low and that has to be increased. Counseling should be provided to employees for avoiding negative attitude in work. To introduce various performance standards based on job description and satisfaction. To give follow up of performance appraisal reports.

‡ Introducing different wage system to increase interest on work
‡ Personality development programs should be provided to increase self confidence among employees.

‡ Should be recruit more employees in the organization.



The project in GEOGITH BNP PARIBAS FINANCIAL SERVICE LTD, CALICUT was very informative and gives me a very good experience about the share market industry. The minor project has definitely helped me to get more confidence to handle complex projects. The overall experience in this company was very satisfactory and was very helpful. Employees here have been very helpful and friendly. The information and knowledge Gained during these days is very supportive and will help in future too. This gives a fair idea how does the companies work on real time basis.



www.geogith.com www.wikipedia.com www.bnpparibas.com www.bse.com

Security analysis and portfolio management, ³Ronald and Donald´, 6th edition, 2006. Financial management.¶I.M.Pandey¶, 9th edition, 2004. A. vinod, Management Accounting, µ2nd edition calicut University Central Co-operative Stores Ltd, 2003. V.R. Palanivelu, Accounting for Management,¶1st edition; New Delhi: Laxmi publications(p)Ltd., 2007.

Other sources:
Organizations brochures.

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