Probationary Officers’ Program

Workbook for
Branch Internship – Batch 58
Table of Contents Page No.

1. INTRODUCTION ……………………………………………………………………..
…………………3

2. OBJECTIVE …………………………………………………………………..……….
…………………4

3. GENERAL GUIDELINES FOR THE INTERN POS

……………………………………….5

4. SCHEDULE ……………………………………………………………………………….
…………..…. 6

5. DETAILS OF WEEKLY RECORDINGS

……………………………………………………… 8

PO Internship Workbook I
Introduction

Dear PO Intern,

You have successfully completed the first phase of the PO program. This would have given you a broad
perspective of the Bank & the branch banking operations.

But given the magnitude of the banking universe and the dynamism of your role, the learning curve needs to
continue for you through understanding the nuances of various activities at the branches.

Hence, you would now be undergoing the next phase of the PO Programme at the branch through an 8 week On-
the-Job training aimed at moulding you into your role and also giving you an opportunity to implement the
classroom learning in your day-to-day work life going forward. This Internship will provide you with an
opportunity to experience banking in all its myriad forms.

The Branch Manager/Reporting Authority of the branch assigned to you will be your guide and mentor through
these 8 weeks.

Please note that it is an important phase in your career where you will build your foundation in a structured
manner.

Do keep your quest for learning active during the Internship so that you get all set to take the BIG LEAP
FORWARD!

Wish you all the very best!

PO Internship Workbook I
Objective

The objective of the internship book is as stated below:

 To provide you with a broad based guideline as to what is expected out of the team handling a branch.
 To provide you the broad guidelines as to what are the check points that the branch banking team is
supposed to follow for effective handling of a branch on a day to day basis
 For enabling learning through observation of various counters of a branch to know the importance of
each and every function handled at branch
 Familiarize and drive various initiatives of the bank such as InstaBIZ offering innovative solutions for
our customers

How this book is to be used

 Follow each and every week module given in the workbook to effectively learn how to handle each desk
at the branch and what the key control points are.
 Record your observations from the exercises given.
 Observations to be discussed with the BM/RA/IMA Mentor for his/her views alongside your
observations

What is to be expected out of the internship at the designated branch?

 Practical know-how as to how to handle a branch

 How best to handle customer servicing
 How to plan for a day to day basis
 How to undertake Sales Calls successfully
 Practical know-how of Sales Process
 Customer solutioning through initiatives such as InstaBIZ
 Understanding of the branch reports

General Guidelines for the Intern POs

 The PO would report to the branch on day one well in advance. He / She will meet the branch manager
to understand the details of the branch.

PO Internship Workbook I
 Interns are to be in formal attire during the Internship.

 Interns to carry a photo ID card along with mail received from IMA on Internship posting.

 Interns should reach the Branch on time every day and must regularly sign in/out from the system
through their BAN ID. It would also determine the payment of stipend.

 Interns should strictly maintain confidentiality of “passwords” for all applications including that of the
Online Workbook. Sharing of passwords would not be tolerated and stringent action would be initiated
against the same.

 Interns should ensure that the Workbook is effectively utilized for capturing the daily learning. The PO
should capture his learnings / observations without any backlog and submit the recordings on weekly
basis.

 They should ensure that the internship schedule is strictly followed for gaining complete knowledge of
branch working.

 Interns should seek and obtain regular feedback from RAs.

 There is no provision for any leave during the Internship. Unauthorized absence would be viewed very
seriously and liable to be terminated from the program.

 Absence would be permitted only in case of emergency, which would be on Loss of Pay.

 The Intern would not be entitled to the following benefits during the Internship.
A) Company/Corporate SIM Card
B) Company Accommodation
C) Security deposit for renting a flat
D) Personal Loan

PO Internship Workbook I
Week-wise Schedule

Term II - Internship at Bank (Two months)

Insta Bizz campaign, as allocated by Bank will be the focus during the second month.
Duration Sl.No. Business Overview
Business Overview - Meeting with the RH and assigning the
1.1
Mentor (Should be BM), Lead to Win- Ongoing Assessment
Reporting at the Assigned Branch Understanding Roles
1.2 Responsibility & Activity-BM/DBM/PB/VB/BSM/SO. (Observations
to be noted in E-book) - From the BM
Understanding Infrastructure /Equipment/system/software
1.3 application relevant for branch
Understanding SMR of branch
1.4 Understanding the Catchment - (Mentored by BM)
Introduction to various registers at branch e.g.
1.5 inward/outward/cash register/deliverables etc and concept of Five
Week 1 S
1.6 Lobby Management
Basic desk @ branch
VB Shadowing (Joint Calls for understanding Product Pitch,
1.7
Opening and Closure of Sales Pitch and facing Rejection)
1.8 A/C Opening complete Process and KYC
1.9 Saving Account and its Variants
1.1 Account Opening Process and documentation - SA
PB/ BM (In RIBG) Shadowing - Joint Calls for understanding
1.11 Product Pitch, Opening and Closure of Sales Pitch and facing
Rejection.
  Fund transfer / Remittance Desk @ Branch
VB Shadowing (Joint Calls for understanding Product Pitch,
2.1
Opening and Closure of Sales Pitch and facing Rejection)
2.2 Current Account and its Variants
2.3 Account Opening Process and documentation - CA
2.4 Cash Desk and ICMC
Week 2 2.5 Issue of Draft, PO revalidation / cancellation
2.6 Fund Transfer, RTGS & NEFT, Transfer Cheque
Query desk @ branches

VB Shadowing (Joint Calls for understanding Product Pitch,

2.7
Opening and Closure of SalesPitch and facing Rejection)

2.8 Saving Account Queries

2.9 Saving Account Queries

PO Internship Workbook I
 2.1 Current Account Queries
2.11 Fixed Deposit Queries
    Insta @ Sales Pitch
PB/ BM (In RIBG) Shadowing - Joint Calls for understanding
3.1 Product Pitch, Opening and Closure of Sales Pitch and facing
Rejection.
Basic understanding of Asset Product Sales Pitch (HL, PL, Auto, OD,
3.2
Credit Cards)
Insta Data Calling (With help from BM and Review the conversion
3.3
at the end of the day), Re-KYC and Digital Activation
PB/ BM (In RIBG) Shadowing - Joint Calls for understanding
Week 3 3.4 Product Pitch, Opening and Closure of Sales Pitch and facing
Rejection.
Insta Data Calling (With help from BM and Review the conversion
3.5
at the end of the day), Re-KYC and Digital Activation
Insta Data Calling (With help from BM and Review the conversion
3.6
at the end of the day), Re-KYC and Digital Activation
3.7 Lead to Win Visits with Mentor/Buddy
3.8 Lead to Win Visits with Mentor/Buddy
3.9 Learning Review with Regional Head for Feedback
PB/ BM (In RIBG) Shadowing - Joint Calls for understanding
4.1 Product Pitch, Opening and Closure of Sales Pitch and facing
Rejection.
4.2 Third Party Products – features, benefits, sales pitch
IPRU Staff or MF Staff (In RIBG) Shadowing - Joint Calls for
4.3 understanding Product Pitch, Opening and Closure of Sales Pitch
and facing Rejection.
Week 4 4.4 Understanding Compliance and branch health with DBM
Visit to HNI/Value account customers along with SM/BM, if
4.5 applicable or spend time with VB while is interacting with
customers
Understanding Revenue Grid and Branch Profitability Contribution
4.6
by Intern
4.7 Review of the Project with RH
4.8 Spend time with the mentor and closure of Learning Stint
Week : 5, 6, 7
Project : Insta Bizz campaign – As advised by Bank
&8

Name : ……………………………………………Reg. No. ……….……………Section: .….

Name of branch : ……………………………………………………………Sol Id : …………

PO Internship Workbook I
Name of the Reporting Authority : ………………………………………………………

Week 1 : Schedule of Learning

Broad Areas to be covered during the week :

Business Overview - Meeting with the RH and assigning the Mentor (Should be BM),
1.1
Lead to Win- Ongoing Assessment
Reporting at the Assigned Branch Understanding Roles Responsibility &
1.2
Activity-BM/DBM/PB/VB/BSM/SO. (Observations to be noted in E-book) - From the BM
Understanding Infrastructure /Equipment/system/software application relevant for
1.3 branch
Understanding SMR of branch
1.4 Understanding the Catchment - (Mentored by BM)
Introduction to various registers at branch e.g. inward/outward/cash
1.5
register/deliverables etc and concept of Five S
1.6 Lobby Management
Basic desk @ branch
VB Shadowing (Joint Calls for understanding Product Pitch, Opening and Closure of
1.7
Sales Pitch and facing Rejection)
1.8 A/C Opening complete Process and KYC
1.9 Saving Account and its Variants
1.10 Account Opening Process and documentation - SA
PB/ BM (In RIBG) Shadowing - Joint Calls for understanding Product Pitch, Opening and
1.11
Closure of Sales Pitch and facing Rejection.

Week 1 Continued in next page

PO Internship Workbook I
 Week 2 : Schedule of Learning and Progress

Schedule of Learning – Broad Areas to be covered during the week :

  Fund transfer / Remittance Desk @ Branch

VB Shadowing (Joint Calls for understanding Product Pitch, Opening and Closure of
2.1
Sales Pitch and facing Rejection)
2.2 Current Account and its Variants
2.3 Account Opening Process and documentation - CA
2.4 Cash Desk and ICMC
2.5 Issue of Draft, PO revalidation / cancellation
2.6 Fund Transfer, RTGS & NEFT, Transfer Cheque
Query desk @ branches
VB Shadowing (Joint Calls for understanding Product Pitch, Opening and Closure of
2.7
Sales Pitch and facing Rejection)
2.8 Saving Account Queries
2.9 Saving Account Queries
2.10 Current Account Queries
2.11 Fixed Deposit Queries

Brief Report on the above (Use Additional pages as required)

Feedback by RA :

Week 3 : Schedule of Learning and Progress

PO Internship Workbook I
Schedule of Learning – Broad Areas to be covered during the week :

  Insta @ Sales Pitch

PB/ BM (In RIBG) Shadowing - Joint Calls for understanding Product Pitch, Opening
3.1
and Closure of Sales Pitch and facing Rejection.
3.2 Basic understanding of Asset Product Sales Pitch (HL, PL, Auto, OD, Credit Cards)
Insta Data Calling (With help from BM and Review the conversion at the end of the
3.3
day), Re-KYC and Digital Activation
PB/ BM (In RIBG) Shadowing - Joint Calls for understanding Product Pitch, Opening
3.4
and Closure of Sales Pitch and facing Rejection.
Insta Data Calling (With help from BM and Review the conversion at the end of the
3.5
day), Re-KYC and Digital Activation
Insta Data Calling (With help from BM and Review the conversion at the end of the
3.6
day), Re-KYC and Digital Activation
3.7 Lead to Win Visits with Mentor/Buddy
3.8 Lead to Win Visits with Mentor/Buddy
3.9 Learning Review with Regional Head for Feedback

Brief Report on the above (Use Additional pages as required)

Feedback by RA :

Week 4 : Schedule of Learning

PO Internship Workbook I
Schedule of Learning – Broad Areas to be covered during the week :

PB/ BM (In RIBG) Shadowing - Joint Calls for understanding Product Pitch, Opening
4.1
and Closure of Sales Pitch and facing Rejection.
4.2 Third Party Products – features, benefits, sales pitch
IPRU Staff or MF Staff (In RIBG) Shadowing - Joint Calls for understanding Product
4.3
Pitch, Opening and Closure of Sales Pitch and facing Rejection.
4.4 Understanding Compliance and branch health with DBM
Visit to HNI/Value account customers along with SM/BM, if applicable or spend time
4.5
with VB while is interacting with customers
4.6 Understanding Revenue Grid and Branch Profitability Contribution by Intern
4.7 Review of the Project with RH
4.8 Spend time with the mentor and closure of Learning Stint

Brief Report on the above (Use Additional pages as required)

Feedback by RA :

PO Internship Workbook I
 Week 5 : Schedule of Learning and Progress under InstaBIZ Activation

Progress under InstaBIZ Activation during the week :

Sl.No. Details No.

1 CRM Lead IDs allotted (Total)

2 InstaBIZ activated during the week

3 Contacted but needs Follow up

4 Contacted but not Interested

List of Accounts for which InstaBIZ Activated during the week :

Feedback by RA :

Week 6 : Schedule of Learning and Progress under InstaBIZ Activation

PO Internship Workbook I
Progress under InstaBIZ Activation during the week :

Sl.No. Details No.

1 CRM Lead IDs allotted (Total)
2 InstaBIZ activated during the week
3 Contacted but needs Follow up
4 Contacted but not Interested

List of Accounts for which InstaBIZ Activated during the week :

Feedback by RA :

Week 7 : Schedule of Learning and Progress under InstaBIZ Activation

PO Internship Workbook I
Progress under InstaBIZ Activation during the week :

Sl.No. Details No.

1 CRM Lead IDs allotted (Total)

2 InstaBIZ activated during the week

3 Contacted but needs Follow up

4 Contacted but not Interested

List of Accounts for which InstaBIZ Activated during the week :

Feedback by RA :

PO Internship Workbook I
 Week 8 : Schedule of Learning and Progress under InstaBIZ Activation

Progress under InstaBIZ Activation during the week :

Sl.No. Details No.

1 CRM Lead IDs allotted (Total)

2 InstaBIZ activated during the week

3 Contacted but needs Follow up

4 Contacted but not Interested

List of Accounts for which InstaBIZ Activated during the week :

Cumulative achievement under Insta BIZ during Internship from Week 1 to Week 8 :

Sl.No Details Number

1 CRM Lead IDs allotted (Total)
2 InstaBIZ activated
Feedback by RA :

PO Internship Workbook I