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Summer Internship Project








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This is to certify that this project work done on “PROSPECTS OF ONLINE

IT” and submitted to JK Business School, Gurgaon by R.Arthi, in partial fulfillment
of the requirements for the award of PG Diploma in Business Management, is a
bonafide work carried out by her under my supervision and guidance. This work has
not been submitted anywhere else for any other degree/diploma. The original work
was carried during the period from 17th may till 31th july 2010 .

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This project comes out to be a great source of learning and experience. Lot of efforts
have been put to make this project a success. This work has greatly enhanced my
knowledge about the finance Sector and taught me ways and means of conceiving and
putting in to practice marketing strategies pertinent to this sector. It has also increased
my efficiency and effectiveness and will facilitate me in achieving my targetted goal
in the corporate world.

I would now like to express my heartiest gratitude to Mr. Vedant(Area Manager), and
Mr Vishal Kumar (Sales Head) of I-Trust. Pvt. Ltd. for giving me opportunity to
associate myself to the leading financial company and to carry out my project in
various Corporate with the title “LEAD GENERATION AND DRIVE
I thank from the bottom of my heart, Mr. Bandopadhya (lecturer) of JK Business
School, Gurgaon for the practical exposure given to me by him . I also owe my
sincere thanks to Mr. Vedant and,Mrs Meenakshi kolay (Head of leads) and all the
Employees of iTrust for their constant enthusiastic encouragement and valuable
suggestions and supports without which this project could not have seen light of the


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I hereby declare that this project report is the result of my own work and
is in part fulfillment of the academic requirements .This report is solel the
work of undersigned and nobody is allowed to use , copy or edit the contents of
this report. Prior permission has to be taken from appropriate authority for any


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S.No Chapters Page No.

11 ANNEXURES 94 – 95

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In today’s competitive and corporate world, the growth and expansion of a company
requires careful planning. The decision to extend the business requires consideration
of various factors, including the financial, logistical, target markets, market potential,
competitor’s strategies and market segments. The thumb rule is that we should expand

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by targeting the untapped markets that can benefit our business i.e. Market
penetration. There may be a niche to capture; or a location not serviced by our

Financial markets in India have a huge potential and to market the financial products,
a company requires database of target customers. This database can be generated by
approaching customers and providing solutions to their problems. Common problems
faced by consumers include "did not know whom to complain to", "did not think it
would make a difference", and "couldn't be bothered". But there need to be some
instrument to enter their territory.

The success story of an organization depends on its ability to get a good market share,
which in turn depends upon the availability of its products and services near to the
customer. This can be made possible through a distribution channel and has to include
adequate agents in order to capture a major market share.
Agents are the only ways for a financial sector company to reach its targeted
customers and through which policies and benefits can be explained to the customer.

The instrument used by our company was Income Tax Return filing. Every person is
required to pay his income tax, and file return if tax is applicable on his or her
income. Through ITR filing of the employees of different companies, we were able to
not only able to develop a database but were also able to provide them various options
available with respect to tax and financial planning. This is what we call Lead

Since India's financial services sector will enjoy generally strong growth during
coming years, driven by rising personal incomes, corporate restructuring, financial
sector liberalization and the growth of more consumer-oriented services, there is a lot
of scope to penetrate and generate leads through income tax return filing.



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Today practical training / internship has become an integral part of all professional
education and those aspiring for post graduate degree in management are no
exceptions to this culture. The purpose of practical training for a management student
is to make him/her understand the of working of an organization in all its aspects
especially in the area of their specialization. It also helps them in broadening their
horizon and getting a practical experience which will prove to be useful in the long
run, as it integrates the theoretical concept studied in college with the practical
working of an organization.
I really feel proud, elated and privileged with my internship training at iTRUST
permitted me to gain a thorough knowledge of the working of an organization
particularly with respect to sales and market survey which is the crux of all marketing
activities. My training project is titled as “ PROSPECTS OF ONLINE INCOME


The word “Project” has great importance in the field of management, as before
starting any activity we must have an idea about its basic requirements. “Project” can
be defined as follows :-

“P” – The word ‘P’ signifies the phenomenon of planning which deals
symbolization and Proper arrangement of sensex and suggestion on
respectively in accordance with need.
“R” – It stands for the word resource and which is a must for any project to succeed

“O” – This letter stands for overhead expenses or unplanned expenses, that
occurs in any project and for which provisions are to be made.
“J” – This letter stands for joint efforts i.e. any project work which is undertaken
should be completed with a collective efforts.
“E” – This stands for engineering and means persons employed should be competent
and meet the technical process requirements.

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“C” – This stands for the phenomenon of constriction on which is more
essentially and basic form of work.
“T” – This word stands for best available techniques.

Basically in any project the key roles are played by salesand marketing group, so it’s
important to define sales in some broad way.


A sale is the pinnacle activity involved in selling products or services in return for
money or other compensation. It is an act of completion of a commercial activity.

A sale is completed by the seller, the owner of the goods. It starts with consent (or
agreement) to an acquisition or appropriation or request followed by the passing of
title (property or ownership) in the item and the application and due settlement of a
price, the obligation for which arises due to the seller's requirement to pass ownership,
for a price the seller is happy to part with ownership of or any claim up on the item.
The purchaser, though a party to the sale, does not execute the sale, only the seller
does that. To be precise the sale is completed prior to the payment and gives rise to
the obligation of payment. If the seller completes the first two of the above stages
(consent and passing ownership) of the sale prior to settlement of the price the sale is
still valid and gives rise to an obligation to pay
Sales Forecasting
Sales Forecasting is the process of estimating what your business’s sales are going to
be in the future. Sales forecasting is an integral part of business management. Without
a solid idea of what your future sales are going to be, you can’t manage your
inventory or your cash flow or plan for growth. The purpose of sales forecasting is to
provide information that you can use to make intelligent business decisions.
Sales forecasting for an established business is easier than sales forecasting for a new
business; the established business already has a sales forecast baseline of past sales. A
business’s sales revenues from the same month in a previous year, combined with
knowledge of general economic and industry trends, work well for predicting a
business’s sales in a particular future month.
Sales forecasting for a new business is more problematical as there is no baseline of
past sales. The process of preparing a sales forecast for a new business involves

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researching your target market, your trading area and your competition and analyzing
your research to guesstimate your future sales.
The Sales department's goal should be to improve the interaction between the
customer and the sales facility or mechanism (example, web site) and/or salesperson.
Sales management would break down the selling process and then increase the
effectiveness of the discrete processes as well as the interaction between processes.
For example, in many out-bound sales environments, the typical process is out bound
calling, the sales pitch, handling objections, opportunity identification, and the close.
Each step of the process has sales-related issues, skills, and training needs as well as
marketing solutions to improve each discrete step, as well as the whole process
All the above mentioned definitions and guidelines of sales are taken care off during
the practical implementation of the same.

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iTrust is an independent financial advisor and a financial supermarket. Based in the
National Capital Region(NCR) at Gurgaon, iTrust has been founded by alumnus of
Harvard Business School, IIT and IIM having global experience in financial services.

• It has a specialist team of over 100 members who can help customers with
advice on the best financial products available in the Indian market, as well as
provide those products to the customers. It has contributed articles in journals
and newspapers like Money Today, Mint, Indian Express and Economic
• Featured in television shows in Zee Business and UTVi
• It has built a state-of-the-art technology and operations infrastructure so that it
can better serve its customers both online and offline.


“To help Indian families get rich.”

At iTrust we can:

Get advice Buy products Manage finances

iTrust can make this process easy so that customers can make the best decisions.

The iTrust Story

iTrust Financial Advisors Pvt. Ltd. is a company duly registered under The
Companies Act, 1956. It was conceived and realised by a group of like-minded
professionals. They shared a common dream to revolutionise tax compliance in India
using state-of-the-art technology - a concept that was alien to taxpayers in India until

then. iTrust designed a bouquet of end-to-end solutions to help the taxpayer file his
income tax return. Currently, iTrust is the only Indian company having its own tax

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preparation and filing website, and it is also an eReturn Intermediary (ERI), duly
authorised by the Income Tax Department.

Quality Commitment
iTrust is geared toward providing the best to its customers. The application our
customers use is tested by an in-house team of Information Technology professionals.
The online tax return preparation software undergoes rigorous tests using true-to-life
case scenarios simulated by our team of Chartered Accountants before it can be used
by the customer. Add to it impenetrable security, and you have an ideal platform to
manage tax affairs!

Our clientèle includes the best of the Corporates from the IT, ITES, BFSI and
Manufacturing fields. The list includes:

• Leading Banks like ICICI Bank, HDFC Bank, Axis Bank, ABN Amro,
Barclays, Deutsche Bank, etc.
• Leading Insurance companies like ICICI Pru, HDFC Standard, Aviva Life,
Birla Sunlife, etc.
• Corporate majors like Aricent, Alcatel-Lucent, Spencers retail, Vertex, IBM
Daksh, EVS, V- customer, GE Money, RBS,Yum restaurents,G4S,Smart
Analyst,JP Capital,Lanco .

Our past success, the current and future needs of taxpayers and our customer-
centricity - all converge and point towards exciting times ahead!

How Does iTrust Make Money

If a customer takes a financial plan from iTrust, there is a fee associated with the plan.
Like the rest of the industry, it get paid commissions from the companies who’s
products customers choose. The industry leading compliance activities are directly
aimed at giving the best customer experience.

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iTrust hopes that, as a new generation financial services company, it can influence
progress in the industry.


Dhruv Agarwala, Co-founder

Dhruv was the CEO of GE's Infrastructure business in India. He also led Institutional
Sales for GE in the country. He has held various senior roles with GE in the US and
has world-class operating and general management experience. Dhruv had previously
started a highly successful iron-ore mining company in India, as well as started and
exited an education business offering management training. Dhruv holds a B.S. in
Materials Science from Northwestern University, an M.S. from Stanford University
and an MBA from Harvard.

Kartik Varma, Co-founder

Kartik has financial advisory and investment management experience in India, Asia,
US and Europe. He invested money for the Ziff family and thereafter for Europe's
leading hedge fund, TCI Fund Management, which managed money for wealthy
families, institutions and endowments. Before investing, Kartik worked as a mergers
and acquisitions banker at James D. Wolfensohn, Inc. in New York. Kartik managed
the operations for India's largest theatre company, Stagedoor, and helped grow the
troupe into a pan-India presence. He holds a B.A. from Delhi University, an LL.B.
from the London School of Economics and an MBA from Harvard. During business
school, he worked on starting a Formula 1 racing team.

Vikrant Pande, President and Chief Operating Officer

Vikrant has over 19 years of experience in sales, distribution and heading financial
services businesses. Before joining iTrust, Vikrant was the CEO for Amsure
Insurance and MetLife's insurance business in India. As Director for Alternate

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Channels, Vikrant spent 6 years at MetLife. Vikrant has also worked in different sales
roles at GE, CitiFinancial (previously known as Avco Financial Services), ITW
Signode and Eicher. He holds a B.E. Mech degree from MS University of Baroda and
an MBA from IIM Bangalore.

Vishal Sharma, Sales and Distribution Lead

Vishal has over 13 years of building and leading sales teams in the banking, NBFC
and retail finance domain. Prior to joining iTrust, Vishal was the Sales & Distribution
Head for GE Money Wizard, Home Loans business, Standard Chartered Bank, SRF
Finance Ltd. and Apple Industries Ltd in various sales roles. He holds a Bachelor's
degree from Delhi University, an MBA from Fore School of Management, Delhi.

Arun Ragothaman, Technology Lead

Arun has extensive experience in architecting and managing large scale technology
projects. Prior to joining iTrust, he was Lead Technology Architect at Sapient and
was responsible for developing software solutions for leading UK banks and financial
service companies. Before Sapient, Arun was a co-founder and CTO of a technology
start-up in the online event management space in India. He holds a B.Tech from IIT -
Kharagpur and an MBA from IIM – Kolkata.

Jenny Sarang, Training Head

Jenny has trained in over 15 countries on a variety of technical and soft skills and
GE’s Crotonville leadership programs. She was the Operations Leader of a GE
Corporate Training profit centre. Prior to this, Jenny was the Training Leader of the
GE-State Bank of India joint venture, as part of the initial start up team to launch a
credit card business in India where she trained over 3,000 internal and outsourced
employees. Earlier, she worked for SRF Finance for five years. She holds a B.S. in
Business Finance from the University of Colorado and an MBA in Finance from FMS
in Delhi.

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Meenakshi Kolay, Business Development Lead

Prior to joining iTrust, Meenakshi spent over four years in various roles at GE in
India, GE Money and Genpact (GECIS). She has varied experience with roles in
operations, strategy, alliance management and business development. Meenakshi
holds a Bachelor degree from Delhi University and an MBA from IIM - Kolkata. She
is Six Sigma certified.

Why is iTrust different?

• Honest: You will not be offered anything that you do not need
• One-stop shop: Get different products under one roof
• Privacy: Our information is secure – we do not share our databases with
• Expertise: Our advisors are highly trained and supported by industry experts


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Real Estate: -

• Find real estate – for living or investment purposes

• Help you negotiate the offer and get best terms
• Close the transaction and register the property

India Real Estate market has been seeing multi level rise in the past few years.
If industry sources are to be believed, this upward graph has no sign of coming down
or even lying flat for few more years to come. The facts that major real estate
companies in India are going public, proves the potential of the Indian property
market. Starting from infrastructure development to residential complex, commercial

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real estate to retail space development India property market is booming with all
kinds of activities. Thanks to the Government approval of 100% FDI in India real
estate development and steady capital market, some all time big investments are being
made in the real estate sector. Buyers from all across the world are showing interest
and Indian property now features at the top of the list of the international real estate
investors. We have comprehensive listings of residential & commercial property in all
the major cities.

Home Loans: -

Why Take a Home Loan

• You get to own your home and pay for it in easy and affordable instalments.
• Banks and FIs are offering loans at cost-effective rates.
• Tax concessions make home loans more attractive than other loan products.
• You can get tax deduction on repayment of the principal amount of a loan
taken to buy or construct a house.
• The interest paid on a loan is deductible from 'income from property', even if it
has not been paid during the year.
• Interest paid on a new loan taken to repay the original housing loan is also
allowed as deduction.

Why through iTrust:-

• Find the best home loan for you based on your income profile
• Facilitate loan approval on a speedy basis – we do the running around
• Ensure disbursement at the appropriate date

Mutual Fund: -
Advantages of Mutual Fund

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There are several advantages of investing in a Mutual Fund and that is why more
and more people are taking to it. Some of the major benefits of mutual funds in India
are as follows:

Diversification: The top Indian mutual funds create their portfolio designs in such a
manner that the interested individuals who invest in mutual funds react differently
even under similar economic conditions. This can be explained with an example. An
increase in the rates of interest may lead to the diminishing of the asset value of
securities in the portfolios. Again, an increase in the value may result to the
appreciation in value of the other set of portfolio securities. Over time, a balance is
created in the portfolio which leads to an overall increase of the portfolio, even if
some security values diminish.

Professional Management: A majority of the mutual funds in India employ the

leading professionals in their investments management. These managers make
decisions on what securities, the buying and selling of the funds will take place.

Regulatory oversight: There are certain rules and regulations framed by the
government which every Mutual fund are required to follow. This is to protect the
investors from any fraudulent activities.

Liquidity: Getting your money out from the mutual fund is no difficult task. All you
have to do is just write a check, make a telephone call and you are done.

Convenience: Mutual fund shares can be bought via phone, mail, or even over

Low cost: The expenses of the Mutual fund seldom cross the 1.5 % mark of the
investment you make. The Index Funds expenses are usually lesser.

Ease of process: Investing in a mutual fund is easy if you are a bank account holder
and you posses a PAN card. All you will need to do is fill up the application form,
attach the PAN card (for transactions over Rs 50,000), sign the cheque and your
Mutual Fund investment is complete.

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Well regulated: The SEBI (Securities Exchange Board of India) regulates the India
mutual funds for the security and convenience of the investors. SEBI ensures that a
transparency is maintained by keeping a strict vigilance on the mutual funds. This
keeps the investor informed and helps him/her to make his/her choice.


• Test your risk profile and offer investment options based on your personal
• Manage the paperwork and back office in the administration of your funds
• Give you regular updates and advice on rebalancing your portfolio

Financial Planning

• Identify your goals and needs – what are your dreams

• Execute the most optimal strategies on how to achieve your dreams
• Prepare you for any unexpected circumstances that might arise

Tax Planning:-Tax Planning in India is a basic duty of every person paying income
tax, which should be followed diligently. Tax planning in India involves the selection
of the right tax saving instruments and making proper investments.
The amount of the tax to be paid is calculated on the nature of investments made,
income earned, and the quantum of other incomes like salary, rent from property,
interest etc. There are many deductions and exemptions applicable on the net taxable
amount, depending upon the source of income. To take advantage of these facilities,
tax planning is necessary.

Steps in Tax Planning India:

There are three steps in Tax Planning India which would aid a person in making
prudent tax plans to reduce their income tax liability. These three steps in tax
planning are:
Calculating taxable income.
Calculating tax payable on gross taxable income for the entire financial year.

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To either pay the tax without tax planning or minimize tax through planning.

Deductions from Taxable Income:

Tax payers can avail themselves of tax incentives as furnished by the government and
while making tax planning the exemptions should be taken into

The exemptions are:

Deduction under Section 80C - This section has been introduced from the FY 2005-
06, under which a deduction of up to Rs. 1,00,000 is allowed from taxable
income by investing in some specified schemes.
Deduction under Section 80 CCC(1) - This section allows a deduction of up to Rs.
10,000 to an individual for making contribution to pension schemes.
Deduction under Section 80D - This section allows a deduction up to Rs 10,000 for
paying the premium for health insurance policy


• Help you save money through tax benefits (up to Rs 260,000 per annum)
• Prepare your tax return
• File your tax return


iTrust realises life doesn’t always go as planned. Free consultation and easy access is
offered as per the advise is required on a legal issue.


• Helps in transferring assets to the beneficiaries through estate planning

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• Assist in preparing a Will
• Help in registering a Will


The Basic Logic of Insurance is to Provide Financial Security to your family.

Insurance can protect the Assets such as Car, Equipments, House etc from Accidents
or natural disasters as a means of Investments and Savings.

What will happen to my family if god forbidden something happens to me? If this
question bothers you, then Life Insurance is the answer. An insurance company
collects a small percentage from you and in return promises to pay your family a
predetermined sum in case of an unfortunate event.

In addition to life insurance, iTrust also offers medical insurance as per the needs of
the customers.

Income tax return (ITR) filing: -

Contribution of every citizen is necessary for the development of every nation.In

order to develop the nation, government arranges finances from numerous sources.
Income tax is one of the major sources for arranging finances for any nation. The
process of filing return involves filling of some forms, with all the information
regarding the salary of the tax payer. Filing return happened to be a cumbersome task.

iTrust offers services of online and offline process of ITR filing in

different corporate where it has tie-ups. The service is provided at
their door step. The ITR process of filing has been made convenient
by submitting the returns in I-T department on behalf of the
customers by iTrust


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iTrust can provide the customers with the best product selection from India’s leading
financial services companies.

Real Estate

• All leading developers in the National Capital Region of Delhi

Home Loans Lenders

Mutual Fund Houses

Life Insurance

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Health Insurance


We (iTrust Financial Advisors Pvt. Ltd using brand name - "iTrust") receive personal
information through this website. You may, for example, be asked for personal
information if you want to take advantage of specific services that we offer, such as
providing response to your queries.

Where you provide personal information, we will only use it to deliver the services
you have requested.

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The iTrust site does not automatically capture or store personal information, other
than logging your IP address and session information such as length of your visit and
the type of browser used.

This is recognised by the web server. These data are only used for system
administration and to provide user statistics, which we use to evaluate how the site is
being used and how we can improve usability.

We use cookies to make sure your session on this website is secure. We also use
embedded pixels, with cookies. These help us track how many people are using our
site. These collect data about the paths that users take when navigating our website.
We use this information to evaluate site content, navigability and composition, as well
as page response rates (how quickly pages download). With both cookies and
embedded pixel technology, the information we collect is anonymous and does not
contain your name, address, telephone number, or email address. We cannot
personally identify you.


• Lack of awareness among the people – This is the biggest limitation found
in this sector. Most of the people are not aware about the importance and the
necessity of financial planning in their life. They are not aware how useful
planning can be for them in terms of changing market conditions.
• Perception of the people towards Financial advisors – People still consider
advisors as the frauds in terms of pitching only the products profitable for
themselves rather than customers.
Perceived as an instrument of tax saving, there is always a rush to
buy an Insurance Policy etc. only at the end of the financial year
like January, February and March making the other 9 months dry
for this business.
• High risks in allocation of funds– Being an emerging company, the biggest
problem is the availability and allocation of funds in marketing and promotion
and hiring the experts in finance. The target fulfillment becomes difficult until
the brand name is well established and not threatened by experts in the market.

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Proper segmentation of Target markets – The organization faces problem in
collection of database to target the potential customers and pitch their products. And
to increase their reach to the customers, financial advisors offer high commission
rates but people are not aware of that.

Increased competition – Today the competition in the Financial sector has became
very stiff. Currently there are several authorized financial advisory firms working in
India including the Chartered Accountants.


The strategic marketing plan lays out the target markets and the value proposition
the firm will offer whereas the tactical marketing plan include the marketing mix (
product features, promotion, pricing , sales channels and service) .

The salient features of the iTrust’s planning activities undertaken are as :

• Organization develops mission statements to share with the managers,

employees and the customers. A key component of marketing strategy is often
to keep marketing in line with a company's overarching mission statement .
• Basic theory includes :

1. Target Audience
2. Proposition/Key Element
3. Implementation

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MARKET PENETRATION STRATEGY : iTrust defines itself in terms of the
services / products that it offers. The company first considers whether it could gain
more market share with its current products in their current markets.


The four P's are the parameters that the marketing manager can control, subject to the
internal and external constraints of the marketing environment. The goal is to make
decisions that center the four P's on the customers in the target market in order
generate a positive response.

Product Decisions

The term "product" refers to tangible, physical products as well as services. The
company focuses upon

• Brand name
• Quality
• Privacy
• Back office Support

Price Decisions

Some examples of pricing decisions to be made include:

• Pricing strategy ( penetration, etc.)

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• Suggested retail price
• Volume discounts
• Price flexibility
• Price discrimination

Distribution (Place) Decisions

Distribution is about getting the products / services to the customer. Some examples
of distribution decisions include:

• Distribution channels
• Market coverage (inclusive, selective, or exclusive distribution)
• Specific channel members / agents
• Order processing

Promotion Decisions

In the context of the marketing mix, promotion represents the communication of

information about the product with the goal of generating a positive customer
response. Marketing communication decisions include:

• Promotional strategy (push, pull, etc.)

• Advertising
• Personal selling & sales force
• Sales promotions
• Public relations & publicity
• Marketing communications budget

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Bajaj capital
It deals in financial planning, real states, life insurance, general insurance, govt of
India bonds, post office schemes, fixed deposits and IPO’S , tax planning but not in
the business of tax filing. And its strengths are;
• Wide range of products and services
• 41 years experience as Investment Advisors and Financial Planners
• More than eight lakh satisfied clients all over India
• Countrywide network of 134 branches
• Over 12,000 NRI clients across the globe
• Personalised wealth management advice
• 24 x 7 online accessibility through
• Strong team of qualified and experienced professionals including CAs, MBAs,
MBEs, CFPs, CSs, Insurance experts, Legal experts and others
• SEBI-Approved Category I Merchant Bankers
• Group Co BCIBL is an IRDA-licensed Direct Insurance Broker

The Bajaj Capital Group is one of India’s premier Investment Advisory and
Financial.Planning.companies. It offer personalised Investment Advisory and
Financial Planning services to individual investors, corporate houses, institutional
investors, Non-Resident Indians (NRIs) and High Networth Clients, among others.
As one of India’s largest distributors of financial products, we offer a wide range of
investment products such as mutual funds, life and general insurance, bonds, post
office schemes, etc. offered by reputed public and private and government

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Tax Smile India Pvt. Ltd.

Charges Rs. 250 & 400 for itr filing.

Filing of income tax returns involved interpreting "simple" forms that were simple
only for tax consultants, not for the average taxpayer. Efiling changed things a bit, but
as they say, being merely good is not enough. That is when Taxsmile came onto the

The Taxsmile Story India Pvt. Ltd. is a company duly registered under The Companies Act,
1956. Joining hands with 3i Infotech, Taxsmile designed a bouquet of end-to-end
solutions to help the taxpayer file his income tax return. Taxsmile is currently the
only Indian company having its own tax preparation and filing website, that is also an
eReturn Intermediary (ERI) duly authorised by the Income Tax Department.

Data Security
Taxsmile is a VeriSign-certified website Taxsmile is designed to “Scale Out”. The
application architecture has been reviewed for Scalability and Security by senior
architects from Microsoft.Taxsmile's core application is hosted on a “Web Farm” at
an international standard, secure Data Centre of 3i Infotech IDC, with disaster
recovery capabilities. Our application's Security Assessment has been carried out by
Paladion Networks, leaders in this segment.

Paisa waisa

Charges Rs.199/- for itr filing is an initiative of the Rupiz Infotech Group, an online conglomerate
having business interests in the UK, Singapore and India. The company initially was
operational in e-commerce and online financial services in the UK and gradually
expanded its operations on a global scale across varied verticals of the online industry.

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Presently, the organisation is running various portals catering to online marketing,
gaming, social and professional networking, web applications development, VoIP
telephony & mobile retail, apart from e-commerce and financial services. PaisaWaisa
is the Indian division of the company's financial services offering and the brand is a
renowned name in the UK financial circuit and has been certified by finance
regulators like the FSA (Financial Services Authority), FISA (Finance Industry
Standards Association) and is also registered under the DPA (Data Protection Act).
The main objective of the website is to provide financial solutions to the entire online
Indian population in the most convenient manner.

PaisaWaisa is the new generation financial solutions guide. It is an online

comparison portal available in personal financing solutions in the domains of real
estate, e-tax, insurance, loans, cars and much more.

It also features a community where people share their deals and experiences with each
other, so everyone can benefit from the power of shared and compared knowledge.

The main competitors in this business are the local CA”S and tax consultants who run
their small individual offices.

• Well focused vision of the management.
• A high skilled dedicated and motivated workforce.
• High quality of services, independence, transparent, honest, one stop shop,
strong back office, strong technology
• People driven organization with highly innovative Human Resource
• Appraisal techniques are used.

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• iTrust provides multi-channel access to all its customers through a strong
online presence with, with working force in big metropolis in India
and a call-center based Dial-n-Trade facility


• Localized presence due to insufficient investments for country wide


• Lack of awareness among customers because of non-aggressive promotional

strategies (print media, newspapers, etc).

• Large untapped markets of potential customers.
• One of the initialisers in online provision of services.
• With the booming capital market it can successfully launch new services
and raise its client’s base.

• Tough competition from Chartered Accountants and competitors.
• Aggressive promotional strategies by close competitors may hamper
iTrust’s acceptance by new clients.

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that my project is related to sales. To complete this project I had gone through various
theories of sales and marketing.
The sales and marketing Relationship

Marketing and sales are very different, but have the same goal. Marketing improves
the selling environment and plays a very important role in sales. If the marketing
department generates a potential customers list, it can be beneficial for sales.
The marketing department's goal is to increase the number of interactions between
potential customers and the sales team using promotional techniques such
as advertising, sales promotion, publicity, and public relations, creating new sales

The relatively new field of sales process engineering views "sales" as the output of a
larger system, not just that of one department. The larger system includes many
functional areas within an organization. From this perspective, sales and marketing

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(among others, such as customer service) are labels for a number of processes whose
inputs and outputs supply one another to varying degrees. Considered in this way, to
improve the "output" (namely, sales) the broader sales process needs to be studied and
improved as would any system, since the component functional areas interact and are

In most large corporations, the marketing department is structured in a similar fashion

to the sales department and the managers of these teams must coordinate efforts in
order to drive profits and business success. For example, an "inbound" focused
campaign seeks to drive more customers "through the door" giving the sales
department a better chance of selling their product to the consumer. A good marketing
program would address any potential downsides as well.

The Sales department's goal would be to improve the interaction between the
customer and the sales facility or mechanism (example, web site) and/or salesperson.
Sales management would break down the selling process and then increase the
effectiveness of the discrete processes as well as the interaction between processes.
For example, in many out-bound sales environments, the typical process is out bound
calling, the sales pitch, handling objections, opportunity identification, and the close.
Each step of the process has sales-related issues, skills, and training needs as well as
marketing solutions to improve each discrete step, as well as the whole process.

One further common complication of marketing involves the inability to measure

results for a great deal of marketing initiatives. In essence, many marketing and
advertising executives often lose sight of the objective of sales/revenue/profit, as they
focus on establishing a creative/innovative program, without concern for the top or
bottom lines. Such is a fundamental pitfall of marketing for marketing's sake.

Many companies find it challenging to get marketing and sales on the same page.
Both departments are different in nature, but handle very similar concepts and have to
work together for sales to be successful. Building a good relationship between the two
that encourages communication can be the key to success even in a down economy.


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The project which was assign to me was generating leads through online filing of ITR
of the employees of different corporate with whom the company had its tie ups. Our
main role out there was forming help desks in different organizations and Seeing that
every process of ours runs smoothly and all the issues and queries coming should be
cleared and if we find any major issues or bottlenecks in the process, see that those
bottlenecks should be reported at the back office so that backend can work on them
and make the process much more efficient. Meanwhile doing all that we also have to
drive the need for the various financial products of our company and generate leads.
The major products of which we got to generate leads were

1. Health insurance

2. Life insurance

3. Mutual funds

So we also got to see that through filing of ITR, which of the products could be
sold more easily to the different employees.

Market Opportunity of selling financial products through online ITR


The market opportunity for up selling tax related service can be gauged from the fact
that IT and ITES professionals aren’t so bothered about tax planning.

Data from a survey conducted among IT/ITES professionals:

o 70% of those surveyed did not have any medical insurance and about 18 per
cent only had medical insurance cover provided by their employers

o 36% of the respondents did not have any kind of life insurance in Hyderabad.

o More than 60 per cent had not fully utilized the limit of Rs 1 lakh.

11 per cent of the respondents in Hyderabad used only Provident Fund (PF)
investments, among the various taxes saving option.

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And from these facts it can be concluded that there is a lot of potential for selling
financial products in this segment.

Now we conclude that there should be different strategies for different financial


Marketing health insurance is one of the most difficult jobs in insurance marketing.
This is because of the perpetual conflict between the insurance companies which want
to make a profit and the insured person who wants to get as much compensation as
possible from the insurance company. Commissions for the health companies are very
low and they seldom make profits from health insurance.

In the past, health insurance policies for young children and health people have had
low premiums, resulting in little profit. Those who paid high rates of premium were
the older people who often got ill, with the result that the health insurance companies
had to compensate for that. However, nowadays health insurance premiums are
almost the same for a healthy young adult and an old person who just has had a major


It is hence mandatory for one to know about the market target and the needs of the
customers before proceeding with health insurance marketing. It is easy to capture the
potential insurance holder's attention if the insurance company knows its targets and
aims clearly. So, it is important to conduct a survey and then aim at attracting people .


To be successful however an insurance producer/agent must develop other skills in

addition to the sales skills to include:

1) Technical expertise in insurance principles and coverage- as customers usually

depend on their agents for guidance in selecting the proper combination of insurance
products and identification of gaps in coverage.

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2) Skills in the analysis of consumer needs through risk management identification
techniques and the tailoring of insurance programs are a prerequisite.

The first step in managing a consumer’s risk needs is through the identification and
analysis of the loss exposures to which a customer is exposed or subjected to through
an insurance survey. The agent must educate and be able to impact sufficient
knowledge of the client’s loss exposures and available coverage and other non-
insurance transfer mechanisms to the customer.


Mutual funds offer a lot of benefit which no other single option could offer. But most
of the people are not even aware of what actually a mutual fund is? They only see it as
just another investment option. So the advisors should try to change their mindsets.
The advisors should target for more and more young investors. Young investors as
well as persons at the height of their career would like to go for advisors due to lack
of expertise and time. Mutual Fund Company needs to give the training of the
Individual Financial Advisors about the Fund/Scheme and its objective, because they
are the main source to influence the investors.

Before making any investment Financial Advisors should first enquire about the risk
tolerance of the investors/customers, their need and time (how long they want to
invest). By considering these three things they can take the customers into
consideration. Younger people aged fewer than 35 will be a key new customer group
into the future, so making greater efforts with younger customers who show some
interest in investing should pay off. Customers with graduate level education are
easier to sell to and there is a large untapped market there. To succeed however,
advisors must provide sound advice and high quality.

Selling Technique used by ITRUST

Selling technique is the body of methods used in the profession of sales, also often
called personal selling.All techniques borrow a bit from experience and mix in a bit of
guesswork on the psychology of what motivates others to buy something offered to
them. Mastery in the techniques of selling can offer very high incomes, while failure

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in it is nearly proverbial. iTrust uses types of selling technique i.e. Direct Selling
and Corporate Selling.

Direct Selling

Direct Selling is a retail channel for the distribution of goods and services. At a basic
level it may be defined as marketing and selling products, direct to consumers away
from a fixed retail location. Sales are typically made through party plan, one to one
demonstrations, and other personal contact arrangements. A text book definition is:
"The direct personal presentation, demonstration, and sale of products and services to
consumers, usually in their homes or at their jobs."

Corporate Selling
Corporate sale is a term defined for the sale of a product or service to
the corporate sector. It is unlike door to door selling to the individuals. Corporate
sales are those sales which involve the dealings between two companies. In corporate
sales generally one company approach other company directly for selling there

These marketing and sales concepts help me a lot during my two month internship
and also in completion of my research project.

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1) posted:April 30th 09

Online procedure of filing income tax return has simplified the process

Here are two genre of returns i.e. individual and professional. Under the individual
category, one is supposed to file return personally, on the basis of the amount earned
by an individual. In the case of professional income tax return, the amount is deducted
from the salary of persons . The process of filing return involves filling of some
forms, with all the information regarding the salary of the tax payer. Filing return
happened to be a cumbersome task earlier. But , with passage of time, government has
simplified the procedure up to a great extent by introducing the process of filing
online income tax return.
Government has launched its Websites which is being proved to be quite helpful in
filing return. On the website of the income tax department, launched by the
government of India, millions of people can file their return online. The websites even
allow the tax payers to pay the amount through their credit cards. The Internet portals
facilitate the users to pay the amount while sitting comfortably in front of their
computers. For paying through e-mode one requires to fill an online form with all the
details. Once you have filled your form, you are required to enter the credit card
number and a special code which is written behind the card. After these simple steps
your income tax return will be paid. This method has solved the problem of paying

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return for those who are familiar with the Internet. They can conduct the online
procedure of paying the taxes easily.

You can go through the terms and conditions of filing return on the official Website
of income tax commission. These specified terms and condition on the site help to get
complete and genune information about the rules and procedure of paying tax. It also
facilitates the users to download the form for paying tax offline. There are ample
number of other Internet portals that provide many facilities related to the tax return.
With these portals, applicant can also calculate their tax amount within a minute by
entering their income details.

So, it can be concluded with the above analysis that filing the income tax return is no
more a tedious task and can be performed easily while sitting at home. Internet users
can find such portals with simple search on Internet. Government has simplified the
procedure of paying the return and it no more remained a dilemma for the people. For
the betterment and growth of our country, filing return is a way to contribute to our
nation. There is no doubt in the fact that in the coming time we can expect simpler
procedure as compared to the existing one.


2)POSTED ;MAY 29TH 2009

E-filing: Filing income tax technological style

Standing in long queues and waiting multiple hours for term to come to file income
tax return. But now income tax department has certainly executed a techno savvy
solution to the problem of a common man, in the form of E-filing.
Come the first quarter of the year, thoughts of filing income tax return just circulates
in people's mind all time, again and again, which is certainly bound to give
nightmares. ITR filing has never been as easy, after the introduction of the facility
In this Internet-driven age every sector and segment are partially or completely

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dependent on the world's most important invention of the modern times, Internet.
Facilities like online banking,online news, online mutual fund investments, online
buying and selling are few common practices people come across in our daily life.
Forming it as the base, the Income Tax Department of India launched the Electronic
filing of income tax returns. The process of electronically filing of income tax
return through the Internet is known as e-filing. Under the process, citizens of the
country can file the tax returns in a hassle free way. One just needs to have a PC
enabled with Internet connection. Just log on to the official website of the income tax
department and fill the form and submit it, Online or Offline. So, paying tax in just
few clicks is the latest style of serving government financially.
The whole Income tax filing process needs to be done with care such as gathering all
the important files and a latest rule book of filing income tax returns as it keeps
changing with fresh year. Decision of whether the personal tax return will be filed as
single, head of house hold, married or what ever, should be taken at the proper time.
One also needs to have proper data about income, expenditure and savings with him.
Filing tax returns online is the simplified method of filing ITR as once log on to the
income tax site and follow the simple instructions.

There are three different types of E-filing:

1.Use digital signature, in which case no further action is required.

2.File without digital signature, in which case ITR-V single page receipt cum
verification form is to be filed with the department.
3.Consult a e-return intermediary who would do e-Filing and also assist the Assessee
For e- filing process one needs to download software application from the website of
Income Tax Department, which will help in generating the income tax form. Now, the
most important thing is that selection of the right kind of the form filing for the ITR.

Individuals, who have been earning from Salary / Pension or have income from other
sources like Interest / Family Pension are supposed to use Form ITR1. However,
person having income from Capital Gain, House Property (e.g. Rented out the
Property), Business & Profession are not supposed to fill this form . Form ITR2, will

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be used by the Individuals and HUF (Hindu Undivided Family) having income from
Salary / Pension / Family Pension, interest, house Property, capital gains. A person as
the partner in a firm or representing on behalf of an HUF that is a partner in a firm
will have to fill the Form ITR-3 and Form ITR-4 will be filled by Individuals, HUFs
(Hindu Undivided Family) having income from proprietary business or profession.
There are 4 more types of ITR form, which are to be used by the specific person.

After downloading a proper form from the official website of the Income Tax
department. Fill up Income and tax details, ensuring accuracy about the data
submitted . Than save the IT return document in XML file format on the computer.
Finally, log on to the Income Tax Department E-Filing website by using personal log
in ID and 'Submit the IT return'.
Hence, one can easily say that E-filing has transformed the way of filing of income
tax return in a more simplified and techno savvy way.

( Efiling_Filing_income_tax_technological_style-

3) POSTED; JUNE 19 009

Income Tax e-filing technology for people

Posted in: Finance
E filing is the process of electronically filing Income tax returns through the Internet.
One must have experienced the trouble in doing the same after standing for long hours
in the endless long queues to file the income tax, however, now-a-days, the IT
department has brought a transformation in the entire process and has launched a
revolutionary feature called e-filing taxes which allows people to file their income tax
returns using the Internet. After paying online for bills, booking the rail and air tickets
online, one can now file his income tax as well Online which has made life even
simpler and easier without getting tense about the last tax-filing date.

For people, Online tax filing is nothing less than a boon and has helped them

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immensely in filing taxes regularly without fearing about the last date. The
technology has completely changed the way by which an assessee used to pay his or
her taxes to the IT Department. In line with the provisions of Income Tax Act, 1961,
filing of income Tax return is a legal obligation of each and every Individual of the
country whose income exceeds the maximum limit of non-taxable income slab for the
full financial year which begins on 1 April and ends on March 31 of the next year. For
those earning salaries, the information about the income in the particular financial
year supported with the form 16 (which is the certificate for tax deducted at source), is
issued by the employer at the end of the financial year.

By filing income tax return online, one enjoys a number of benefits such as great
convenience, fast processing and time and energy savings. To encourage the people to
file their taxes regularly at the right time, the IT department has taken a number of
initiatives which have really made the lives of many who file taxes simple and tension

Last but not the least, to use the facility of online paying income tax, one requires the
Internet banking facility by the bank so as to operate account online. And to add to the
comfort, there are a number of web sites which provides help with the e-tax filing. It
has brought an array of positive changes in the lives of many and has a number of
advantages which include convenience, user friendly and hassle free process,
accuracy in data, for each and every short detail, expert advice, filing tax any time
sitting anywhere. In short, e-tax filing is nothing less than a big relief for those who
have suffered badly shuttling between one counter to another.


4)POSTED;MAY 13TH 2009

Author: R.C.SAXENA | | Filed under: 83

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Income tax return : A good way to Contribution in national development
It is possible for all of us to serve our nation by filing income tax return. The amount
is used for the development of the country and its residents. It can be filed easily by e-
filing system, in which one has to file the tax on Internet.
We have a lot of responsibilities among which our nation is our first responsibility.
People who keep some feelings for their nation are always ready to give some
contribution for their country. But, sometime, it may not be possible for us to
contribute directly due to our busy time schedules. But, still we have the options to
serve our nation. It can be done simply by abiding the rules of the country that also
include filing income tax return on time. It is the tax that is imparted on the gross
annual income of a person. The amount gotten by this is used for the development of
the nation and for welfare of the society. So, by paying the return is the way to
contribute for the development of the nation.
There are number of methods which are used to file the return. The E-filing is one of
the latest ways through which return can be paid with ease. In this method, no need to
go anywhere in order to file the return. Payment will be done by the Internet simply
while sitting at your home. The Government of India has started this facility on the
website of the Income Tax department. By filling the online form and making the
online payment you can file the return. Your payment can be made through credit
card by entering the card number and a code number which is given behind the card.
Once you have made the payment and filed the return, the full details of tax payment
and TDS will reach to your email address. Moreover, you can also get the complete
information about the rules and regulations of income tax on the numerous website.
Apart from the website of the income tax department, there are some other sites also
available that provide the facility to calculate your income tax.
The E-filing system has simplified the procedure of paying the taxes. Now, there is no
need to stand in the long queues in order to file the tax. However, lots of amendments
have also been made in the traditional filing system. Filling up long forms is no more
required. Return can be filed just by filling an easy form. Moreover, the number of
counters have also increased in order to avoid long queues. The forms can be taken
from these counters or can be downloaded from the website easily. Some rebates are
also offered by the tax department to the people. It is availed to you if you pay the
donation to some authorised organisations such as charitable trusts, religious

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organization etc. All such rebates are mentioned in the rules and regulations of the
return. In the past times, some people used to avoid filing of taxes due to long
procedures. But now, when the procedure has become so simple, there should be no
problem for them in filing the income tax return. The tax filing is not only our moral
duty, but it is also for our own wellness. The development of the nation surely helps
in our personal growth also.



As all of these articles have been stating the benefit and convenience of filing the
return online than offline ,my learning’s have become even more stronger than they
were during the entire duration of project.
It can be easily assessed that through e-filing a lot of time and money could be saved
and is very much equipped for a country like india where CAs cant be trusted and
corruption has reached till the grass root levels of the management.
So the learning’s have strengthen the views that e-filing has a lot of potential and a
huge way ahead and in the time coming it will surely overcome the CAs and offline
manual process.


5)posted;January 13th 009


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Finance Act 2005 has changed whole the scenario of investment based tax rebate and
age old Section 80C practically resorted back replacing the Tax base rebate under
section 88 and now in case of most of the assesses the calculation of Income tax
payable by them is very simple. The complexities for calculation of tax rebate at
different slabs has been done away and now the persons earning more will get more
benefit of deduction under section 80C because the deduction is now being deducted
from the Gross total income of the assessee hence the assessee who are paying the tax
at maximum rate are eligible to take benefit of investment at maximum rate of tax.
Further removal of inter-head restrictions on the investment has also made some of
the investment schemes and constituents of the investment under section 80C more
attractive. By Finance Act-2006 the Finance Minister has introduced the Bank
deposits under this head and now the Bank deposit scheme – 2006 has also been
declared which we have discussed in the previous issue. Now 4 Months of the current
financial year is over and now it is the right time for the assesses to decide the mode
of investment under section 80C. Hence we are presenting herewith a procedural
study of the Investments that can be made under section 80C, which will help in
taking the proper decision and also make the investment in such a way that they can
get the deduction under section 80C. Here we are taking 4 major tax savings
investment instruments :- 1. LIFE INSURANCE PREMIUM: - Life Insurance
premium paid on the policies of the following persons can be claimed as deduction: -
1. Own life of the Assessee. 2. Life of the Spouse i.e. if the assessee is a male assessee
then he can claim the deduction with respect to the life of the Wife and if the Assessee
is a female assessee then she can claim deduction on the premium paid on the policy
of the Husband. The deduction can be claimed year to year basis say one year the wife
can claim the deduction of the premium and in the another year the husband can pay
her premium and take the benefit of the deduction. 3. Life of the Child. Here the word
used is only the child hence the assessee can take the deduction on the policy taken on
his major or minor son, major or minor daughter, married or unmarried daughter. The
parents can take the benefit of this deduction on the policies of their children on year-
to-year basis by the paying the premium. 4. In case of Hindu undivided family the

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policies on which premium is paid may be on the life of the member of the family.
Here also note that the member can claim the deduction in his individual capacity in
one year and in another year the HUF can claim the benefit of deduction by paying
the premium on the same policy. 2. 15 YEARS PUBLIC PROVIDENT FUND The
public provident fund account can be opened with minimum subscription of Rs.500
and maximum subscription of Rs. 70000.00 and it carries a interest of 8% P.A.
calculated on yearly basis. The account can be opened in selected Post offices or
scheduled banks. The Maturity of the account is 15 years but the account can be
extended for a period or periods covering 5 years. The account has the loan facility
from the third year of investment and after 7 years partial withdrawal is possible. The
account under this head cannot be attached by the order of any court. 1. In his own
name. 2. In case of an individual, the contribution to the PPF can be made in the name
of spouse of the assessee. Here also like LIC premium the year-to-year basis
deduction is possible by contributing the PPF account by the husband in one year
taking the benefit and in another year by the wife by making the contribution. 3. In the
name of child. Here also child means major or minor son, major or minor daughter,
married or unmarried son or daughter. Though there is no maximum limit of
investment in Income tax Act within the overall limit of Investment of Rs.1 Lakh
under section 80C of the Income tax Act but as per the public provident fund scheme,
the limit of investment is Rs.70000/= hence if a person has made investment more
than this amount of Rs.70000/= by any means then the deduction under section 80C
for the contribution towards PPF will also be restricted to Rs. 70000.00 only. 3.
NATIONAL SAVINGS CERTIFICATE: - At present the eligible certificates are
NSC VIII issue with 8% per annum interest compounding 6 Monthly. The interest
accrued to this investment will also eligible for deduction under section 80C. The
interest can be calculated as under: - Here once should note that the investment in the
name of spouse and child is not eligible for deduction under section 80C but if the
assesses name is also appear as joint owner (May be as first or second holder) then
also the assessee can claim the deduction if he has invested the funds. The NSCs can
be pledged for secutity of any loan and advance. The HUF can also purchase the NSC
in the name of any of its members and can take the benefit of deduction under section
80C. 4. BANK DEPOSITS:- Recently the Governemt under section 80C has notified
the Bank deposit scheme- 2006 and investment in the FDRs issued by the Banks for a

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minimum period of 5 years can be made as under: - 1. The investment can be made in
Joint name but the first holder of the FDR can only claim the deduction. 2. In the case
of HUF, to claim the deduction under section 80C, the investment should be in the
name of Karta of the HUF. 3. The interest is taxable and also subject to TDS as per
applicable provisions in this respect. The FDR issued under this scheme cannot be
prematurely encashed and cannot be pledged for security of any Loan and advance.
Still banks are under process to declare FDRs to be covered under this scheme and
actual rate of interest payable on them.

As the article is claiming that our government is continuously increasing the

deductions one can claim under section 80c and is encouraging the people to invest
more and more in financial products such as life insurance, health insurance, mutual
funds , and home loans.
So there is a very good possibility that due these mentioned reasons people would be
investing their money in these products.
To save tax up to 1lakh per year is far more satisfying than it was used to be, so
people are now a days keen on investing and making use of their limit of deductions
up to Rs 1 lakh

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Research methodology is a strategy that guides a research in providing answers to

Research questions and for this, research survey is being done. “Accuracy of the
study Depends on the systematic application of the method”. The researcher has to
decide the method to be used that helps him to get a desired direction in a systematic
way. One of the most important users of research methodology is that it helps in
identifying the problem, collecting, analyzing the required information data and
providing an alternative solution to the problem .It also helps in collecting the vital
information that is required by the top management to assist them for the better
decision making both day to day decision and critical ones.


The first step in any marketing research project is to define the problem. In defining
the problem the researcher should take into account the purpose of study, the relevant
background information, the information needed, and how it will be used in decision-


• To study the scope of online tax filing and generating leads through it.

• To determine the Awareness levels among the target markets of iTrust

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• To study the customer preference among various financial products while
filing the ITR.

• To define the target markets for generating leads.


This study is very important for the managerial prospective as it would determine and
help management to know the target markets and tell them the key and the most
preferred financial product which the customer feel to buy while filing their return

A research design is a framework or blueprint for conducting the market research
It detail the procedures necessary for obtaining the required information, and its
purpose is to design a study that will test the hypotheses of interest, determine
possible answers to the research questions and provide the information needed for
decision making.
A research design specifies the methods and procedures for conducting the particular
study. Broadly speaking, research design can be grouped under 3 categories –
1. Exploratory research

2. Descriptive research

3. Causal research
The nature of research in this project is exploratory research as it directly aims at
spreading the awareness of iTrust as a financial company.

Meaning of Research plan

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After identifying and defining the problem as also accomplishing the relating task,
researcher must arrange his ideas in order and writer them in the form of an
experimental plan or what can be describe as research plan.

Developing the research plan

The next stage of marketing research calls for developing the most efficient plan for
gathering the needed information. Designing the research plan call as for decision on
the data sources, research approaches, research instrument, sampling plan and contact

The main step is to determine the sources of data to be used. As there are two methods
of data collection.

1. Primary data
2. Secondary data

i) Primary Source
Primary Data is the first hand data collected through filling the questionnaire from
the respondents. It is more reliable, fresh and accurate. It is through the following:-

Structured Questionnaire
In this collection data, structured questionnaire is used as a tool by asking a set of
Standardized questions to know their investment behavior and their views about
Mutual funds.

The next step involved in collecting information requires discussion with people.
Thus valuable information was gathered informal friendly talks with the people.

Questionnaire Design

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The questions were designed in an easily understandable way with the help of Mr.
Balaji Krishnamurthy so that the respondents may not have any difficulty in
answering them.

ii) Secondary Source

Secondary Data is the data collected for some purpose other than the problem at
Hand. It is collected from magazines, newspapers, periodicals and Internet. It is less
reliable as compared to primary data. Various websites were consulted to collect
literature relevant to the topic

In this research the data used is from primary sources.

As a primary source of data, method used is simple and effective; questionnaire. In
this method, usually some questions are asked to the persons concerned with and on
the basis of their answers the analysis is to be made. These questionnaires are a very
effective means of collecting the data and it is also the cheapest method. These
questionnaires include the questions like their preference, awareness, perceptions etc.
Some useful primary data is also obtained through various formal or informal
communication with the clients
Interpretation refers to the task of drawing inference from the collected facts after an
analytical study, in fact it is a search for broader meaning of research findings it is
through interpretation that the researcher can well understand the abstract principle
that respondents beneath his findings. The simple statistical tools will used to
analyze the data collection; Bar Graphs and pie chart have been used to illustrate
the findings Diagrammatically.


The key instruments used in this research are;

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Sampling Unit: The respondents who were asked to fill out questionnaires are the
Sampling units. These comprise of employees of various corporate such as Birla soft
, Aricent ,V customer and jet airways.

Sample size: The sample size was restricted to only 100.

Duration of Study: The study was carried out for a period of 45 days, from 17th
May to 31th July 2010.

Response Rate
The response rate was average. As the questionnaire asked for the financial
information of the respondent, most of the people hesitated to provide the required
information. Also the questionnaire contained some financial terms that were
technical in nature, which resulted into reduced response rate.

Delhi/NCR region

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As per our research we found the following results related to the objective, sub
objective of my research
The finding of my research start with the respondent‘s views on tax paying system in
India that is it legal or not.

Should Paying taxes be a legal obligation

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So most of the respondents(74%) feel that paying taxes should be a legal obligation,
while some of them(26%)feel that its not an legal obligation .

Next finding of my research is about Respondent views for penalty given to the tax

Tax Evaders should be Penalized or not

So it can be seen that almost (81%)of the respondents feel that the tax evaders should
be penalized and only mere 19% feel that they should be let off.

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Now the next finding is about to found whether the people in India should show
their income or not. This finding is very important for the research point of view.

So most of the respondents nearly (78%) feel that every Indian should show his
or her income while only (22%) feel that they should not show their entire

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Now my next finding is related to the awareness among the people about iTrust

There is a mixed response in this question, about 53% of the respondents were
aware about iTrust as a company and 47% of them were not while 23% did not

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The next finding is about finding out whether the claims under deductions are

Here also the respondents gave a mixed response, 53% were satisfied with the
claims under deductions while34% of the respondents were not satisfied and
mere 13% did not comment on this.

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The next finding is to find out the way respondents file their income tax? (online or

Here we received a positive response from the respondents that in such a short
duration nearly 38% have started filing their taxes online while 62% still file
their taxes offline.

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The next finding is to find out the convenience level while filing the return with I trust

The response here was quite unsatisfactory, almost 33% of respondents feel that
the service level was usual, and 21% fell that it was inconvenient while 21% feel
that its convenient 13% found it very inconvenient and only 12% found the
service to be very convenient.

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The next finding aims at finding out on how the respondents feel about the fees
charged by itrust.

29% of the respondents found price high while 28% find it in the medium range,
while 20%founded it very high, 10%find it very low and nearly 13% founded the
price to be low.

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The next findings aims at finding the means the respondent used to file their returns

Mixed response was received here ,25% filed their return through some sort of
financial company while 21% took the guidance of CAs,15% filed it manually
while 19% took the help of their family members and 17% filed it through the
utility of tax filing software, and only3% filed through the means of others.

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Now we want to see whether the respondents are interested in our services or not.

The next finding is to find out that when offered which of following services by iTrust
would be most preferred by the respondents.

A mixed response has been received here as 21% of respondents are interested in
availing the financial planning,19% are looking for portfolio management,15%
are for tax planning and consulting,12% for retirement planning,11%for

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insurance planning,8% for both cash flow management and will preparation and
only mere 6% for real estate planning.

The next few findings believes in finding out whether the respondents are satisfied on
the returns they are getting on the various investments they have made in different
financial products.

For mutual funds

The response here is in favor of mutual funds as 32% of the investors are
satisfied with the returns they are getting on mutual funds and nearly 23% of
investors are highly satisfied, meanwhile 24% are neither satisfied nor
dissatisfied and only 16% are not satisfied leaving 5% of investors who are

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highly dissatisfied with the returns they are getting on their investments on
mutual funds.

To find out whether the respondents are satisfied on the returns they are getting on
their investments in equity market.

The response here is mixed as 27% of the investors are satisfied with the returns
they are getting on equity market and nearly 20% of investors are highly
satisfied, meanwhile 27% are neither satisfied nor dissatisfied and only 6% are

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not satisfied leaving 20% of investors who are highly not satisfied with the
returns they are getting on their investments on shares.

To find out whether the respondents are satisfied with the utilities they are getting
after investing in health insurance

The response here is against the health insurance as 25% of the respondents are
satisfied with the returns they are getting on health insurance and nearly 15% of
respondents are highly satisfied, meanwhile 18% are neither satisfied nor
dissatisfied and only21% are not satisfied leaving 21% of investors who are
highly dissatisfied with the health insurance they have possessed.

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To find out whether the respondents are satisfied on the returns they are getting on
their investments in real estate.

The response here is good as 23% of the investors are satisfied with the returns
they are getting on real estate and nearly 14% of investors are highly satisfied,
meanwhile 29% are neither satisfied nor dissatisfied and only 16% are not

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satisfied leaving 18% of investors who are highly dissatisfied with the returns
they are getting on their investments on real estate

To find out whether the respondents are satisfied on the returns they are getting on
their investments in post office saving schemes.

The response here is average as 21% of the investors are satisfied with the
returns they are getting on real estate and nearly 11% of investors are highly
satisfied, meanwhile 27% are neither satisfied nor dissatisfied and only 19% are

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not satisfied leaving 2% of investors who are highly dissatisfied with the returns
they are getting on their post office saving schemes.

This finding is to know the annual income of the respondents.

annual income of the respond.

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40% of the respondents fall under the income range of 1,50,001-3,00,000,
meanwhile only 28% fall under the range of 3,00,001-5,00,000 and the rest 32%
lie above 50,0,000.

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The next finding aims at finding out that how much percent of the income a
respondent invests.

The result here was expected as 37% of the respondents only spend 10-20% of
their income on investments, 26% respondents spend 20-30% of their income
and only 15% of the respondents spend more than 30% of their income on
investments and almost 22% of respondents spend less than 10% of their income
on investments.


As in the first few findings we tried to found out the loyalty of corporate
employees towards paying taxes and we saw that these people are loyal enough
towards that as in the first there findings the results were quite satisfactory
• People were ready to show their full income.

• They believe that paying taxes is a legal obligation for every Indian.

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• They also support the fact that tax evaders should be penalized and were
against those people

So it was clear that the corporate employees are very much concerned towards
their taxes, so it is very much in favor of iTrust to tap these customers, as they
are so much interested and keen towards taxation.
Almost 50% of the employees were aware of the iTrust as a company, so there is
enough data for the company to realize and see these employees as its potential

The next few findings were aiming to see that how can iTrust move forward to
make these respondents as their clients, so questions such as satisfaction with the
deductions and fees charged by iTrust were put in.
The results were mixed as far as iTrust is concerned
• Nearly 40% of people were not satisfied with the claims one can get under
deductions so these 40% of the people should be carefully monitored by

• As far as convenience level and price charged by iTrust was concerned

the response was disappointing ,as many people were not satisfied with
the convenience level and many found the fees charged by iTrust to be

So there is a lot of work to be done by the company in these factors.

In the next few findings we saw that more and more people have started taking
the services of financial companies over CAs and other small brokers .

As the result showed that many people have started preferring online services
over the old manual offline services and there is a growth as far as number of
clients of financial companies is concerned.

The next finding was to see that if offered which of the services of iTrust the
employees would be most interested in.

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The result was totally mixed as there was a interest shown in services like
financial planning, portfolio management and ax planning and consulting
A moderate response was seen for insurance planning and retirement planning
and a very low response and interest was seen for will preparation and real
estate planning.
So now the company knows on which areas to target and give importance to.

In the next part the focus was to see the satisfaction level of the respondents
towards their investments.
The respondents were very much satisfied with the returns they were getting on
their investments on mutual funds and real estate, the result was mixed for
equity and post office saving schemes as the number of respondents very much
satisfied were similar with those who were very dissatisfied. And the result was
disappointing as far as satisfaction with the insurance is concerned.
So it can be realize that emphasis should be laid on mutual funds and real estate
and some work is to be done as far as insurance is concerned.

The income group of all respondents was also known as 40% lied in the tab of
150001-300000; nearly 28% of the respondents were in the range of 300001-
500000 and the rest 32% were above 500000
So now the company should know what product to sell to which group.
The percentage of income spent on investments were also known and the result
was disappointing as more than 22% of the respondents spend less than 10% of
their income on investments,37% spend in the range of 10-20%,26% in the
range of 20-30% and only15% of the respondents spend more than 30% of their
income on investments.

So after doing all the analysis it can easily be assessed that there is a lot of
potential for itrust to make these respondents as their customers and clients
through filing of their return.

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Internship was done in iTrust financial advisors private limited under the guidance of
Mr Balaji Krishnamurthy(Area manager) and Mrs. Shivdasini.s. amin.(faculty
mentor) .Supreme Guidance was provided throughout the project from the above
mentioned and various other sources.
Things which I learned throughout the project.
• About iTrust as an Organization.

• Basics of marketing and how to implement it.

• Corporate etiquettes

• Client relation and how to take that relation forward.

• How to generate a need of a product of our company for the customer.

• How to build relations with the various HR’s of the company.

Apart from all the above mentioned things there is various amount of learning which
is learnt from this project. As it was an out and out b2b process there was a chance to
meet and interact with various HRs of the different companies so the network and
links have become more stronger than ever before. There was a chance to meet over
fifty different HRs and more than two hundred employees.
These links and network are of utmost important for a marketing student.
As there was a chance to work with different companies all across delhi ncr region
such as Aricent,Birlasoft,Vcustomer,Educomp,Alcatallucent .so different organization
cultures were learned during this project ,may it be the culture of an IT company or a
The major things, which were found in the whole project, were as follows:
• There is a lot of scope to sell different financial products through filing of

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• As deductions are directly related to financial products people are convinced
and much more serious to buy the products at the time of filing of ITRs,As
they will buy more financial products more will they get deductions under
section 80c.

• Maximum numbers of employees of different companies have not utilized

their limit of Rs 1lakhs under section 80c.

• People are a bit more reluctant to file their return online than offline due to
safety reasons.

• If the complete project of the iTrust is to be a success than it has a chance to

build some real healthy relations with the different corporate and can make
those companies as its clients forever.

• One more thing coming out of this whole project is that people tend to delay
their return filing till the July end as the last date of ITR filing is 31st July.

• Another important conclusion coming out is that the experienced employees

are a bit more concerned than the younger employees who have just started
their carriers.

The kind of exposure and business experience I got in the last two months very
positive and after working in marketing department of MapmyIndia My own
views about marketing and selling have entirely changed. The kind of response I
got from the customer and dealer was a great lesson for me and its helps a lot in

Basic Learning’s

 How to present our self in front of clients

 How to give presentations for the products and services we offer

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 How to persuade customers for purchasing without even appearing to force
 How to convince our customer on our terms

Team Management

One of my key learning during the internship was to learn how to work in team. Its
also gives me experience of managing team diversity and resolving conflict among
the team member.

Various modes of sales

After two month of work at iTrust my other important learning is the understanding
of different modes of sales i.e. Channel Sales, Direct sales, Corporate Sales etc.

Leadership Skill

During the internship I got many chances to lead the sales team and to represent
iTrust in various corporate across Delhi/NCR. And sometime during promotion
activity I got a chance to monitor and control the entire activity.

Time Management skill

In terms of time management these two month teaches me a lot about how to manage
time and how to complete a prescribed work in limited time.


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• Seeing to the fact that everything runs in the proper order.

• Determining the strength of an organization and then accordingly assign

number of interns required in that particular organization.

• To make an excel sheet of all the issues and queries handled on a daily basis.

• To spread the awareness across the organization about the importance of filing
the ITR.

• Setting daily targets ourselves and then seeing that those targets are achieved.

• Consult the area manager in case any problem occurs.


• Convincing the employees to file their ITRs online rather than going for

• To ensure them that the data they are giving would be kept fully secured and

• The employees at various BPOs are very busy, so to make them to come to the
help desk was a great challenge.

• The software handling the process was having a few loopholes so to cover
them in front of the clients was a big challenge.

• To give and tell the various reasons behind the delays in the process.

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• Improve the software designed for this utility as it has number of loopholes in

• There are a lot of delays and the company is not able to provide the
acknowledgement from Income tax department within 5 days which the
company promised to do so.

• Make the back office staff much more efficient than it is currently so that the
sales people can fulfill the promise or commitment which they are giving to
the clients.

• Modes for online Payment should be having much more banks and service
providers than they were.

• Process should be as simple as it can because a lot of people are not aware of
the terms like MICR number and various sections.

• Company should tie up with more organizations outside delhi ncr region as all
the current tie ups are within delhi and near about.

• Fliers and other marketing material should clearly state the benefit and
convenience of filing the return online rather than offline.

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• Be prepared for the heavy work load in the month of july end as more than
fifty percent of the tax payers file their return in the month of july.


• Give equal importance to the offline process as well ,results have shown that
they are giving equal revenues to the company and are matching online

• Still a lot more people believe in the concept of offline filing as it has been
trusted over the years.

• Have standard pricing for all the companies throughout,as this time there were
different fees for different organizations.

• Reduce the fees or prices for the offline filing as offline filing gives a direct
competition to the CAs across the city.

• Chances of errors are much more in offline process as it is completely manual

so the company’s CAs and accounts people should be very efficient.

• Give importance to this process because in offline process there is much more
chance of building client relations than there is in online process.

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• Chances of selling financial products through itr filing are the most as
deductions and buying of financial products are directly proportional.

• Company should provide the sales people all the relevant data that shows
which employees have not covered the limit under section 80c so that the sales
people can lay a bit more emphasis on those particular employees.

• All the fliers and banners of ITR filing should illustrate the benefits and profits
one can claim buy buying tax saving financial products.

• Importance of proper tax planning and guidance regarding that should be

given to the various employees of the organization through mails.

• More emphasis should be laid on those products who are of the greatest
potential to provide refunds and deductions to the employees.


• Now as the company has made its mark in the region of delhi,gurgaon,noida,and
Faridabad , now is the time to move forward in other metro cities like
Mumbai,Bangalore and Hyderabad.

• If the company can arrange enough funds then it can also go one step further in
the field of equity market and provide services and consultancy there.

• As it has been doing company should keep on conducting various shows and
debates in finance channels such as CNBC and NDTV profit.

• Company should work hard on its new deal with economic times and try to
provide best service to them so that ECONOMICTIMES could be its client

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• There should be aggressive marketing and promotion strategies through different
business magazines and journals.

• Company should always try to maintain the meaning of its name iTRUST,
because its very important to build trust among its clients.

At last it can be said that itrust as a company is in growing stage and it has achieved
tremendous amount of success during it course of one and a half year so now is the
time to look forward and carry the growth through aggressive marketing and sales
So here are some final sales recommendations.

Generally, the concept of sales in financial companies involves the active

participation and direction accorded the sales force by management in ensuring the
nature and amount of business desired by the company. This entails the determination
by management of:

1) The segments of the available market that can be reached most effectively by the
company’s agents.

2) The nature of the product/policy that will be most appealing to the selected market
segments and most profitable to the company.

3) However its best to select, train and motivate producers/agents to sell to the
selected market segments.

And above all the most important requirement for selling life insurance is knowing
your potential customers and that’s required more here than in any kind of business.
And second most thing required is the skill to associate your Company’s benefits
whatever they may be directly Proportional to the customers needs

Strategic displays:

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During the course of my two month market study I would always keep on thinking for
a marketing strategy that can help iTrust boost its image. Consequently a thought
came into my mind, which I would recommend iTrust implement. My
recommendation is that every corporate that has a tie up with iTrust should put on a
small display, which would proclaim ‘This company uses iTrust financial services”

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Kotler Philip , Keller Kavin Lane ,Marketing Management,2006 , 12th
edition page no. – 139-143, 240-251, 261-262, 309-323, 341-345,470 -476

Malhotra Naresh K. , Marketing Research ,2007 , 5th edition , page from

- 2- 41, 76- 84, 180-194, 296 -309


 Tribune new service, April 13th, 2008Huge relief for
tax payers.
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 Business today, March 18 ,2008, 4 Steps of online
 Hindu Bureau, May 15,2008, Do not miss on your vita
claims India, all India edition



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Dear Customer,

As a representative of iTrust Financial Advisors Pvt. Ltd., I want to thank

you for giving us the opportunity to serve you. Please help us serve you
better by taking a couple of minutes to tell us about the service that you have
received so far. We appreciate your business and want to make sure we meet
your expectations.

1. Do you think that paying taxes is a legal obligation for the Indian

 Yes  No

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2. Do you think that the tax-evaders should be penalized for not following
the norms of the Government?

 Yes  No

3. Are you aware of the fact that everyone need to declare their income to
the Government irrespective of the fact whether his/her income is taxable
or not?

 Yes  No

4. Do you think that the deductions that you can claim under different
sections are sufficient?

 Yes  No

5. How do you pay your income tax?

a.) Online b.) Offline

6. Online tax filing is?

Very convenient___ ___ ___ ___ ___ ___ very hectic

5 4 3 2 1

7. iTrust is charging for filing the ITR (online Rs. 99, offline Rs.249)

very low price ___ ___ ___ ___ ___ high price
5 4 3 2 1

8. How do you consider iTrust financial advisors Pvt. Ltd. as a company

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Very good ___ ___ ___ ___ ___ bad
5 4 3 2 1

9. From which of the following entities you take help from while filing your
a.) Charted Accountant
b.) Financial Advisory company,
c.) Self Manually
d.) Family member
e.) Self through Tax filing software
f.) others

10. Tick on the services you would like to avail, if offered:

 Financial Planning
 Tax Planning and Consulting
 Real estate Planning
 Wills preparation
 Portfolio Management
 Retirement Planning
 Insurance Planning
 Cash flow Planning

11. Please tick on the investments you have made so far and rate the above on
a scale of 1 to 5 your satisfaction level from the returns from above
investments? (1 = highly dissatisfied and 5 = highly satisfied)

 Mutual Funds 1 2 3 4 5
 Securities (shares etc.) 1 2 3 4 5

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 Life insurance 1 2 3 4 5
 Health insurance 1 2 3 4 5
 Fixed Deposits 1 2 3 4 5
 Property 1 2 3 4 5
 Post office saving schemes 1 2 3 4 5
 PPF 1 2 3 4 5

12. What is your annual income?

a) Below 1, 50,000 b) 150,000-3, 00,000 c) 3, 00,000-5, 00,000

d) Above 5, 00,000

13. What proportion of your annual income do you spend on investments?

 0-10%  10-20%  20-30%  More than 30%

The following details are not mandatory but we would appreciate if you could specify
so that we can serve you better. The data is purely confidential and would not be used
anywhere else as per our data security policy:


Phone Number

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Email id

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