Professional Documents
Culture Documents
ON
of the degree of
BY
HANSRAJ GUPTA
Enroll No. 0913370020
ACKNOWLEDGEMENT
I sincerely express my gratitude and sense of veneration to Mr. Rajanish Kumar (Assistant
Manager), Sharekhan Limited for his active assistance and support throughout the project
work. I would also like to give my heartiest thanks for his inspiration, motivation, and
guidance.
I am also thankful to the staff member of the Sharekhan department for providing me
necessary information and co-operation during the project. I would also like to pay my
Last but not least. I would like to owe special thanks to my parents, elder brother and
friends, whose affection and the best wishes make my way easy for completion of this
project.
HANSRAJ GUPTA
2
PREFACE
The project has been initiated for the purpose of acquainting me with, right from
the basics of the financial term used in the stock market, further up to gaining of in-
This work is a detailed study of stock market and about the way in which investors
invest. The initial phase of the project explains what I have learned about the
company, their products and the functioning of the stock market. I have tried to
The next phase was about the study of investment pattern for which a questionnaire
At the same time I have tried to find out as in which financial instrument investor
3
CERITIFICATE
This is to certify that the project entitled “Study of Indian Stock Market with
work carried out by HANSRAJ GUPTA, MBA (3rd Semester Student) under the
Technology, Greater Noida in partial fulfillment of the requirement for the award
CONTENTS
Acknowledgement
Certificate
4
Executive Summary
Objectives of the Study
Chapter-1 Introduction
1.1 What is Stock
1.2 Markets in India
1.3 Instruments in Secondary Market
1.4 Security Exchange Board of India (SEBI)
1.5 What is Stock Exchange
1.6 Stock Exchanges in India
1.7 BSE
1.8 NSE
1.9 Indian Stock Market
1.10 Internet Trading in India
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Chapter-7 Conclusion
Bibliography
Appendix -Questionnaire
EXECUTIVE SUMMARY
6
Conceptually the mechanism of stock market is very simple. People who are exposed to
the same risk come together and agree that if anyone of the person suffers a loss the other
will share the loss and make good to the person who lost.
The Initial part of the project focuses on the sales of types of the products of
the company, and also focuses on the acquisition of the customer. The job profile is to
create customer, making good relationship with them to have references and motivating to
It also enlightens the strategies to acquire the customer base. Further the
project tells us about the profile of the company (SHAREKHAN). It provides knowledge
about the company’s history, mission, vision and customer base and about the company in
detail and management of the company. Also it gives special emphasis on the selling of
This is devoted to study the comparative analysis of the competitors and the
SWOT analysis, which tells about the Sharekhan edge over its competitors. This project
leads us towards the job descriptions and difficulties faced by me. The project throws
light upon my finding and analysis about the company and the suggestions for the
company for better performance. During this project I have been given the
leads.
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This project will help the people in getting lot of their answers related to
investment options and the ways to analysis the market. The data in the project can also
OBJECTIVE OF STUDIES
Main Objective
8
• The main objective of selling DEMAT account cum online trading account.
Specific Objective
• Creating Customers
Job Responsibilities
• My job profile is to coordinate the team and also help them to sale the product and
• My job profile is to understand the customer need and advising them to make a
Equities.
9
CHAPTER-1
INTRODUCTION TO
INDIAN STOCK MARKET
What is a share?
business. Each such fraction of ownership is represented in the form of a certificate known
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fragments, each fragment represented by a share certificate, enables them to be easily
Markets in India
Money Market
Money market is a market for debt securities that pay off in the short term usually less
than one year, for example the market for 90-days treasury bills. This market encompasses
the trading and issuance of short term non equity debt instruments including treasury bills,
Capital Market
Capital market is a market for long-term debt and equity shares. In this market, the capital
funds comprising of both equity and debt are issued and traded. This also includes private
placement sources of debt and equity as well as organized markets like stock exchanges.
Primary Market
In the primary market, securities are offered to public for subscription for the purpose of
Secondary Market
11
Secondary Market refers to a market where securities are traded after being initially
offered to the public in the primary market and/or listed on the Stock Exchange. Majority
of the trading is done in the secondary market. Secondary market comprises of equity
Equity Shares:
fractional owner, undertakes the maximum entrepreneurial risk associated with a business
venture. The holders of such shares are members of the company and have voting rights.
A company may issue such shares with differential rights as to voting, payment of
dividend, etc.
Bonus Shares:
The issue of new securities to existing shareholders at a ratio to those already held.
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Preferred Stock/ Preference shares:
A fixed dividend or dividend calculated at a fixed rate to be paid regularly before dividend
can be paid in respect of equity share to investors. They also enjoy priority over the equity
shareholders in payment of surplus. But in the event of liquidation, their claims rank
A type of preference shares on which dividend accumulates if remains unpaid. All arrears
of preference dividend have to be paid out before paying dividend on equity shares.
A type of preference shares where the dividend payable on the same accumulates, if not
paid. After a specified date, these shares will be converted into equity capital of the
company.
The right of certain preference shareholders to participate in profits after a specified fixed
dividend contracted for is paid. Participation right is linked with the quantum of dividend
paid on the equity shares over and above a particular specified level.
Security Receipts
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evidencing the purchase or acquisition by the holder thereof, of an undivided right, title or
These are sovereign (credit risk-free) coupon bearing instruments which are issued by the
Government's market borrowing programme. These securities have a fixed coupon that is
paid on specific dates on half-yearly basis. These securities are available in wide range of
maturity dates, from short dated (less than one year) to long dated (upto twenty years).
Debentures
Bonds issued by a company bearing a fixed rate of interest usually payable half yearly on
specific dates and principal amount repayable on particular date on redemption of the
debentures. Debentures are normally secured/ charged against the asset of the company in
Bonds
lends money to the issuer and in exchange, the issuer promises to repay the loan amount
on a specified maturity date. The issuer usually pays the bond holder periodic interest
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The various types of Bonds are as follows
Bond issued at a discount and repaid at a face value. No periodic interest is paid. The
difference between the issue price and redemption price represents the return to the holder.
The buyer of these bonds receives only one payment, at the maturity of the bond.
Convertible Bond
A bond giving option to the investor to convert his bond into equity at a fixed conversion
price
The SEBI, that is, the Securities and the Exchange Board of India, is the national
regulatory body for the securities market, set up under the securities and Exchange Board
of India act, 1992, to “protect the interest of investors in securities and to promote the
development of, and to regulate the securities market and for matters connected therewith
SEBI has its head office in Mumbai and it has now set up regional offices in the
metropolitan cities of Kolkata, Delhi, and Chennai. The Board of SEBI comprises a
Chairman, two members from the central government representing the ministries of
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finance and law, one member from the Reserve Bank of India and two other members
As per the SEBI act, 1992, the power and functions of the Board encompass the
regulation of Stock Exchanges and other securities markets; registration and regulation of
the working stock brokers, sub-brokers, bankers to an issue (a public offer of capital),
trustees of trust deeds, registrars to an issues, merchant bankers, under writers, portfolio
managers, investment advisors and such other intermediaries who may be associated with
the stock market in any way; registration and regulations of mutual funds; promotion and
shares and takeover of companies; calling for information from, undertaking inspection,
conducting inquiries and audits of stock exchanges, intermediaries and self- regulatory
organizations of the securities market; performing such functions and exercising such
powers as contained in the provisions of the Capital Issues (Control) Act,1947 and the
Securities Contracts (Regulation) Act, 1956, levying various fees and other charges,
conducting necessary research for above purposes and performing such other functions as
SEBI as the watchdog of the industry has an important and crucial role in the
market in ensuring that the market participants perform their duties in accordance with the
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(SRO) function is to regulate the market and its prices as per the prevalent regulations.
SEBI and the Exchange play complimentary roles to enhance the investor protection and
Membership
The trading platform of a stock exchange is accessible only to brokers. The broker enters
into trades in exchanges either on his own account or on behalf of clients. The clients may
place their order with them directly or a sub-broker indirectly. A broker is admitted to the
membership of an exchange in terms of the provisions of the SCRA, the SEBI act 1992,
the rules, circulars, notifications, guidelines, etc. prescribed there under and the byelaws,
to buy, sell or deal in securities, unless he or she holds a certificate of registration granted
Listing
Listing means formal admission of a security to the trading platform of a stock exchange,
invariably evidenced by a listing agreement between the issuer of the security and the
by the provisions in the companies act, 1956, SCRA, SCRR, rules, bye-laws and
regulations of the concerned stock exchange, the listing agreement entered into by the
issuer and the stock exchange and the circulars/ guidelines issued by central government
and SEBI.
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Index services
Stock index uses a set of stocks that are representative of the whole market, or a specified
sector to measure the change in overall behavior of the markets or sector over a period of
time. India Index Services & Products Limited (IISL), promoted by NSE and CRISIL, is
the only specialized organization in the country to provide stock index services.
Objectives of SEBI
A Chairman
Two members from amongst the officials of the Ministry of the Central
1956) 2 of 1934.
Five other members of whom at least three shall be the whole-time members
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What is a stock exchange?
The institution where buying and selling of shares essentially takes place is the Stock
Exchange. In the absence of stock exchanges, i.e. Institutions where small chunks of
businesses could be traded, there would be no modern business in the form of publicly
held companies. Today, owing to the stock exchanges, one can be part owners of one
company today and another company tomorrow; one can be part owners in several
companies at the same time; one can be part owner in a company hundreds or thousands
of miles away; one can be all of these things. Thus by enabling the convertibility of
ownership in the product market into financial assets, namely shares, stock exchanges
bring together buyers and sellers (or their representatives) of fractional ownerships of
companies. And for that very reason, activities relating to stock exchanges are also
appropriately enough, known as stock market or security market, mostly a stock exchange
19
In fact, according to H.T.Parekh, the earliest location of the Bombay Stock
Exchange, which for a long period was known as “the native share and stock brokers’
The stock exchanges are the exclusive centers for the trading of securities. The
exchanges. Until recently, the area of operation/ jurisdiction of exchange was specified at
the time of its recognition, which in effect precluded competition among the exchanges.
invest/ trade in the securities of local companies, it is mandatory for the companies,
wishing to list their securities, to list on the regional stock exchange nearest to their
registered office.
essential for the smooth functioning of the private sector corporate economy. In the
process of capital formation and in raising resources for the corporate sector, the stock
Firstly, stock exchange provides a market place for purchase and sale of securities such as
20
Secondly, stock exchange provides liquidity to the investments in securities i.e. investor
Thirdly, stock exchange helps in the valuation of the securities by providing the market
Fourthly, stock exchange play the role of barometer, namely, an indicator of the state of
21
19. Saurashtra Stock Exchange
20. Vadodhara Stock Exchange
21. National Stock Exchange (NSE)
22. Over the Counter Exchange of India (OTCEI)
23. Inter-connected Stock Exchange
Bombay Stock Exchange Limited is the oldest stock exchange in Asia with a rich heritage.
Popularly known as "BSE", it was established as "The Native Share & Stock Brokers
Association" in 1875. It is the first stock exchange in the country to obtain permanent
recognition in 1956 from the Government of India under the Securities Contracts
The Exchange's pivotal and pre-eminent role in the development of the Indian
capital market is widely recognized and its index, SENSEX, is tracked worldwide. Earlier
entity incorporated under the provisions of the Companies Act, 1956, pursuant to the BSE
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The Exchange provides an efficient and transparent market for trading in equity,
debt instruments and derivatives. The BSE's On Line Trading System (BOLT) is a
proprietary system of the Exchange and is BS 7799-2-2002 certified. The surveillance and
clearing & settlement functions of the Exchange are ISO 9001:2000 certified.
and the Managing Director of the Exchange. The Board is inclusive and is designed to
VISION OF BSE
COMMODITY EXCHANGES
23
National stock exchange (NSE) of India became operational in the capital market segment
on 3rd November,1994in Mumbai. The genesis of the NSE lies in the recommendations of
which would provide investors across the country a single, screen based trading platform,
operated through a VSAT network. It was on this recommendation that setting up of NSE
as a technology driven exchange was conceptualized. NSE has set up its trading system as
a nation-wide, fully automated screen based trading system. Reason for establishment of
NSE was due to defects in the Indian Stock Market which are:-
5. Outdated settlement systems that are inadequate to cater to the growing volume,
leading to delays.
6. Lack of single market due to the inability of various stock exchanges to function
NSE has been able to take the stock market to the doorsteps of the investors.
The technology has been harnessed to deliver the services to the investors across the
trading system, with a high degree of transparency and equal access to investors
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on-line system has helped in integrating retail investors on a nation-wide basis. The
standards set by the exchange in terms of market practices, products, technology and
service standards have become industry benchmarks and are being replicated by other
market participants.
Within a very short span of time, NSE has been able to achieve all the objectives
for which it was set up. It has been playing a leading role as a change agent in
transforming the Indian Capital Markets to its present form. The Indian Capital Markets
are a far cry from what they used to be a decade ago in terms of market practices,
infrastructure, technology, risk management, clearing and settlement and investor service.
Objectives of NSE
hybrids.
2. To ensure equal access to investors all over the country through appropriate
communication network
electronic communication
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Indian Stock Market
Indian Stock Markets are one of the oldest in Asia. Its history dates back to nearly 200
years ago. The earliest records of security dealings in India are meager and obscure. The
East India Company was the dominant institution in those days and business in its loan
By 1830's business on corporate stocks and shares in Bank and Cotton presses took
place in Bombay. Though the trading list was broader in 1839, there were only half a
dozen brokers recognized by banks and merchants during 1840 and 1850. The 1850's
many men into the field and by 1860 the number of brokers increased into 60.
In 1860-61 the American Civil War broke out and cotton supply from United
States of Europe was stopped, thus the 'Share Mania' in India begun. The number of
brokers increased to about 200 to 250. However, at the end of the American Civil War in
1865, a disastrous slump began (for example, Bank of Bombay Share which had touched
26
In 1887, they formally established in Bombay, the "Native Share and Stock
the Stock Exchange acquired a premise in the same street and it was inaugurated in 1899.
Thus, the Stock Exchange at Bombay was consolidated. Thus in the same way,
gradually with the passage of time number of exchanges were increased and at currently it
The time one talks about stock market, another word also clicks and that is risk.
People have lost their millions in the stock market. This is a place of gambling for those
who don’t know where to invest. The market behaves differently to different people. The
speculators are one who loose most of the money. There are hedgers who keep risk in their
mind but try to minimize it by using different strategies. Though hedging doesn’t always
give good returns but it helps one to take out his money with remarkable profits.
Many people think that particular time is the best time to invest but the fact is that
it depends on the investor and his capacity to take risk and invest not the time. Before
stepping into investment process one should get the entire knowledge about the financial
instrument options available in the market and the risk factor involved with the instrument
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INTERNET TRADING IN INDIA
In the past, investors had no option but to contact their broker to get real time access to
market data. The Net brings data to the investor on line and net broking enables him to
trade on a click. Now information has become easily accessible to both retail as well as
big investors.
First Phase- Stock brokers offering features on their sites such as live portfolio manager,
providing and offering analysis and information to investors during broking and non-
broking hours based on their profile and needs, i.e. customized services.
Third Phase - Brokers (now e-brokers) will offer value management or services such as
initial public offerings on line, asset allocation, portfolio management, financial planning,
Tax planning and enable the investors to take better and well- considered decisions. In the
US, 82 per cent of the deals are done on line. In India, presently Internet trading can take
place through the order routing system, which will route client orders to exchanges trading
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Types of online trading service
a) Discount Brokers
A. Discount Brokers
Discount online brokers allow you to trade via Internet at reduced rates. Some
allow their clients to place online orders with the option of talking/ chatting to brokers
Kotakstreet.com are some of the online broking sites in India. With Net trading in
securities and rapid consolidation between multiple stock exchanges, the international
universal virtual equity market. Compared to the Western countries, online trading is
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OBJECTIVES OF INTERNET TRADING
E- Broking
A small beginning: You have some money to dabble with. Trading shares on BSE/NSE
has always been your dream. When will you ever find the time? And besides, the hassle of
finding a broker is not easy. Realizing there is untapped market of investors who want to
be able to execute their own trades when it suits them, brokers have taken their trading
rooms to the Internet. Known as online brokers, they allow you to buy and sell shares via
Internet.
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CHAPTER-2
COMPANY
PROFILE
About Sharekhan
31
80 years of taming
The company was established in 1992 as the broking arm of SSKI group. SSKI having
Sharekhan is one of the leading retail brokerage firms in the country. Sharekhan
offer its customer a wide range of equity related service including trade execution on NSE,
The firm online trading and investment site www.sharekhan.com was launched on
Feb 8, 2000. The site gives access to superior content and transaction facility to retail
customers across the country known for its jargon –free, Investor friendly language and
high quality research. The site has a registered base of over 7 Lacs of customers. the
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number of the trading member currently stands at over 7 Lacs While online trading
currently account for just 2 per cent of the daily trading in stock in India, share khan alone
The content rich and research oriented portal has stood out among its
contemporaries because of its steadfast dedication to offering customers best of the breed
technologies and the superior market information .the objective has been to let customer
make informed decision and to and simplify the process of investing into the stock.
On April 17, 2002 Sharekhan launched the Speed trade, a net based executable
application that emulates the broker’s terminals along with host of other information
relevant to the day traders. This was the first time that a net based trading station of this
caliber was offered to the traders. In the last six month speed trade has become a de facto
Sharekhan ground network includes over 250 countries in 123 cities in India,
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The content-rich and research oriented portal has stood out among its
technology and superior market information. The objective has been to let customers make
informed decisions and to simplify the process of investing in stocks. Sharekhan has
The company has used some of the best known means in the IT sector, like Sun
Technologies India Ltd, Spider Software Pvt Ltd. built its trading engine and its contents.
The Morokhia family holds the majority of the stock in the company. HSBC, Intel and
application that emulates the broker terminals along with host of other information
relevant to the Day Traders. This was for the first time that a net-based trading station of
this caliber was offered to the traders. In the last six months Speed Trade has become a de
facto standard for the Day Trading community over the net.
Software based product Trade Tiger, a net-based executable application that emulates
the broker terminals along with host of other information relevant to the Day Traders. It
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has another quality which differs it from other that IT HAS THE COMBINED
With a legacy of more than 80 years in the stock market, the SSKI groups ventured
into institutional broking and the corporate finance 18 years ago. Presently SSKI is one of
the leading players in the institutional brokering and the financial activity. SSKI holds a
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Mission
To educate and empower the individual investor to make better investment
decisions through quality advices and superior services.
Vision
To be the best retail broking brand in retail business of the stock market
Management Team
36
• 200000+ retail customers being service though centralized call centre / web
financial advisers.
clients.
37
As an investor you can open a securities accounts with a DP.DP are attached to the
depositories very much the same way as commercial banks are attached the RBI. All
interaction include account opening, dematerialization, pledge etc are done through DP
Reason to choose DP
You can select your DP to open a demat account just you like to select a bank for opening
• Comforts: reputation of DP, past association, range of service etc. find out if the
• Cost: the service charge levied by the DP and the service standard.
Dematerialization
the system securities are converted into the electronic form and deposited in a depository
account in the investor name. In order to dematerialize certificates an investor will have to
open an account with a DP and then request for the dematerialization of the certificate by
filling up a dematerialization request form (DRF) which is available with the DP and
submitted the same along with the physical certificate. The investor has to
ensure that before the certificate are handed over the DP for demat they are defaced by
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Procedure for selling dematerialized securities
The procedure for selling dematerialize securities in stock exchange is similar to the
procedure for selling physical securities instead of delivering physical securities to the
broker, you instruct your DP to debit your account with the number of securities sold by
you and credit your broking clearing account. The procedure for selling securities are
given below:
• Investor selling securities in any of the stock exchange linked to NSDL through a
broker.
• Investor gives instruction to the DP to debit his account and credit the brokers
account.
• Before the pay in day, investor brokers give instruction to his DP for delivery to
clearing corporation.
• The broker received payment from the stock exchange (clearing corporation)
• The investor receives payment from the broker for the sale in the same manner
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Although India has a vibrant capital market which is more than a century old .the paper
based settlement of trade cause the substantial problem like bad delivery and delayed
transfer of title till recently. The enactment of depository act in august 1996 paved the way
for establishment of the NSDL (National Security Depository Limited), the first
for economic development of the country has since establishment of the national
infrastructure of international standard that handle a most of the trading and settlement in
dematerialization from in Indian capital market. Using the innovative and the flexible
technology, NSDL works to support the investor and brokers in the capital market of the
country. NSDL aims at insuring the safety and the soundness of Indian market place by
developing settlement solution that increase efficiency, minimize the risk and reduce cost.
In the depository system securities are held in the depository account which is
more or less similar to the holding funds in the bank account. Transfer of ownership of
securities is done through simple account transfer. This cost of transacting in a depository
1. CLASSIC ACCOUNT
40
This account allow the client to trade through our website www.sharekhan.com and is
suitable for the retail investor who is risk averse and hence and prefers to invest in
• Instant cash transfer facility against purchase and the sale of share
• Provision to enter price trigger and view the same online in the market watch
2. SPEEDTRADE
SPEED TRADE is an internet based software application that enables you to buy and
sell in an instant. It is ideal for active traders and jobbers who transect frequently
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Features
3. DIAL-N-TRADE
Along with enabling access for your trade online, the CLASSIC and TRADE
TIGER ACCOUNT also gives you our Dial-n-trade services. With this service, all you
have to do is dial our dedicated phone lines which are 1800-22-7500, 3970-7500.
4. TRADE TIGER
combination of EQUITY & COMMODITIES, that enables you to buy and sell share
and well as commodities item instantly. It is ideal for every client of SHAREKHAN
LTD.
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FEATURES
• Single screen trading terminal for NSE Cash, NSE F&O & BSE &
Commodities.
• Technical Studies.
• Multiple Charting.
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Customer can view 425 scripts
at a time
CONTACT
44
APPOINTMENT
DEMONSTRATION
DOCUMANTATION
Sharekhan Services
SHAREKHAN, one of the India leading brokerage house, is the retail arm of SSKI, with
over 510 share shops in 170 cities, and India’s premier online trading portal
www.sharekhan.com, our customer enjoys multi channel access to the stock markets.
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SHAREKHAN
SERVICES
Dial-N-Trade
to do is dial our
1-800-22-7500 and can trade with your phone Id and password given by Sharekhan.
Through IPO ONLINE investor can apply for all the forthcoming IPO online hasselfree.
Research Tips
46
Company Provide 4-6 E-mail to their customers per day and other required information on
the website. They also launched a software name Fortune Finder for their customer in
which they can evaluate the near future of particular share and also the trading type i.e.
whether in Intraday or on Delivery the share would be profitable. Sharekhan doing a lot
Sharekhan customers can online trade through their computers via Internet during the
Sharekhan have tie up with Eleven Banks for online fund transferring which are:
Axis Bank
Bank of India
CITI Bank
HDFC
Indusland Bank
IDBI
Oriental Bank of Commerce
Union Bank of India
UTI Bank
Yes Bank
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Other Services
• Equities
• Derivatives
• Commodities
Management Employee
48
Efficient Product & System
SUPPORTIVE MANAGEMENT
49
• System that are the back bone of the processes and ensure information flow
• Communication skill
SURRENDER OF ACCOUNT
The application should be made by the account holder or by all the joint-holders. An
account can be closed only when there as no balance in the account in case there is
balance in the account sought to be closed, the following steps are necessary:
b. Transferring the balance to the credit of another account opened by the same
account holder(s) either with the same participant or with a different participant.
Before closing the account the DP should ensure that all pending transactions have
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been settled. The request for closure should be processed only after ensuring that
2. Consolidation of Account
Some clients could have opened multiple accounts to dematerialize their shares held in
multiple combination and sequence of names. However, they may not need so many
accounts after they have dematerialized their shares and may want to bring all their share
holdings into one or fewer accounts. This can be achieved by using normal market transfer
instruction.
3. Closure by DP
The DP may also initiate closure of a client’s account if the client has defaulted in
performing its obligations laid out in the client-participant agreement. The participant
should give sufficient notice to the client before initiating closure of his account. The
notice should clearly state the reason for closure of account. The process of closing
A clearing member may transfer its clearing account from one DP to another DP. For this,
simultaneously applications have to be made for closure of account to the earlier DP and
for opening of new clearing member account to the new DP. On receipt of the application,
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the new DP forwards the application to the depository for approval and allotment of a new
New clearing account and intimates the depository about the new client-ID. On
receipt of intimation from the new participant, the depository advises the old DP to close
the account. The old DP then closes the account and intimates the clearing member. All
payout of securities, subsequent to closure of old clearing account, take place in the new
account.
Experience
SSKI has more than eight decade of trust and credibility in the Indian stock market. In
Asia money market poll held recently, SSKI won the India best broking house for 2004
award. Ever since it launch Sharekhan as its retail broking division in February in 2000.it
has been providing institutional level research and broking service to individual level
investor.
Technology
52
With our online trading account you can by and sell share in the intent from any PC with
an internet connection. You will get assess to our powerful online trading tool that will
Accessibility
investors. These service are accessible throw our center across the country. (Over 588
location in148 cities) over the internet (through the website www.sharekhan.com) as well
Knowledge
In a business where the right information at the right time translates into the direct profit,
you get access to a wide range of information on our content rich portal, Sharekhan. You
will also get a useful set of knowledge-based tools that will empower you to take informed
decisions.
Convenience
You can call our dial and trade number to get investment advice and execute your
transaction. We have a dedicated call center to provide this service via a toll free number
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Customer Service
Our customer service team assists you for any help that you need relating to the
transaction, billing d-mat and other queries. Our customer service can be contracted via a
Investment Advice
Sharekhan has dedicated research team of more than 30 people for fundamental and the
technical research. They constantly track the pulse of the market and provide the timely
Benefits
• Personalized price and account alerts delivered instantly to your cell phone number
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RESEARCH
METHODOLOGY
55
Introduction
various steps that are generally adopted by a researcher in studying his research problem s
along with logic behind him. Why a research study has been undertaken, how a research
problem defined, in what way and why the hypothesis has been formulated, what data
have been collected and what particular method has been adopted, why particular
technique of analyzing data has been used and a host of similar other questions are usually
RESEARCH DESIGN
56
A research design is the arrangement of conditions or collection and analysis of in a
manner and aims to combine relevance to the research purpose with economy in
procedure. In fact the research design is the conceptual structure within which research I
conducted. Research design is needed because it facilitates the smooth sailing of the
those studies, which are concerned with describing the characteristics of a particular
individual or a group. Since the aim is to obtain the accurate information about the
customer in terms of his interest towards investment in stock sector. I have used the
It is very important for the sales executive to study the mind of the consumer so that
the personal visit would not be a waste of time, money and efforts.
DATA SOURCES
The research can gather primary data, secondary data or both. Secondary data are data that
were collected for another purpose and already exist somewhere. Primary data are data
specially gathered for a specific purpose or for a specific research project. When the
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needed data do not exist or are outdated, inaccurate, incomplete, or unreliable, the
researcher will have to collect primary data. Most marketing research project involves
some primary data collection; it is quite costlier and time taking but provides accurate and
PRIMARY DATA
• Customer references.
SECONDARY DATA:
• Weakly Magazine
• Telephone Directory
CONTACT METHOD:
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• Telephone
• Personal
• Online
I choose the above techniques to reach to the customer in a most convenient method.
LIMITATIONS:
Since the area is not known before by customers, so it takes lot of time in convincing
people to start investing in shares primarily in IPO’s. People still thinking that share
market is a risky place to invest and they believe that they should remain focused on their
As people are doing trading from their respective brokers, they are quite comfortable to
trade via physical form of paper, they want to trade off line, i.e. through telephone or etc.
even they don’t having the knowledge of computers and internet and also not trusting all
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Since most of the people are quite experienced and also they are not techno savvy. Also
Internet penetration is poor in India. People are less aware about the use of internet.
Some respondents either do not have time or willing does not respond, as they are quite
• Inaccurate Leads:
Sometimes leads are provided which had error in it, which varies from only 5 digit phone
numbers to wrong phone numbers, some people have registered to know about their
• Misleading concepts:
Some people think that as all the shares are in electronic form and they don’t have any
physical proof. Sometimes this leads to a great misconception of the entire process.
MARKETING STRATEGY?
A strategy that focuses on developing a unique long run competitive position in the market
by assessing consumer needs and the firm’s potential for gaining a competitive advantage.
A business’ approach to marketing its products / services expresses in broad terms, which
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Marketing starts with market research, in which needs and attitudes and
competitors’ products are assessed, and continues through into advertising, promotion,
distribution, and where applicable customer servicing and repair, packaging and sales and
distribution.
The broad marketing thinking that will enable an organization to develop its
products and marketing mixes in the right direction, consistent with overall corporate
objectives.
Tele-Calling
The company uses the tele calling / phone calling to reach the customer, which are
interested. This is the most important techniques to save time and giving demo of the
companies’ products through making call in order to know the customer interest towards
the product. This is the strategy with which one can motivate customer to go for the
LMS
It is leads management system which means leads are generated by the customer who
wants to purchase the products of the company. Company provides facility to the
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customer on online to fill the registration form through which the companies’ executive
Yellow Pages:
Yellow pages are used to gather data for making calls so that customer who did not find
time and are unaware of the product can know about the product. Customers are given
freedom to ask question related to the products this is the technique used to increase the
Canopy’s:
This is the most important techniques used by Sharekhan Securities to market its product
in different areas of the city, company put their canopies and customers who are willing to
know about the product come forward and provide best of their knowledge. Besides this
company executives ask customers to fill the questionnaire that tells the company about
the levels of brand awareness. It also increases the product awareness because it is
generally put at he crowdies places like near main market, cinema’s, hotels, ATM or etc
Direct Marketing:
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Sharekhan executive’s reaches to the doors of the customer by fixing appointments with
the interested customers, they describe the details of the product. Executive give
Advertising:
Advertising is the most important tool of increasing awareness of the product and this is
the most widely used techniques by the company to tell about the new features and new
References:
Sharekhan strategy is to satisfy the customers in terms of their need by providing them
timely services and knowledge about the trade in equities, mutual fund, by giving tips for
investment advises through e-mails or toll free calls for this purpose customers are
provided relationship manager who gives investment advice and also make transaction on
their behalf on demand. By satisfying customer executive ask their references that not
only increases the awareness but also increase the goodwill of the company.
Competitiveness:
The company is innovative and uses the latest technology to improve the product to fulfill
the demands of the customers. Sharekhan make it easy for the customers to make online
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transaction of shares. The company is competitive in terms of the product price and
Internet:
Company provides detailed information about the products on internet so that customer
COMPETITOR ANALYSIS
1. 5PAISE.COM
Company Background
Company was founded in 1995 and was positioned as a research firm in 2000 e-broking
was started under the brand name of 5paisa.com. Apart from offering online trading in
stock market the company offers mutual funds online. It also acts as a distributor of
various financial services i.e. GOI securities, Company Fixed Deposits, Insurance.
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2. KOTAK STREET
Company Background
Kotak street is the retail arm of Kotak Securities. Kotak Securities limited is a joint
3. INDIABULLS
Company Background
India Bulls is a retail financial services company present in 70 locations covering 62 cities.
It offers a full range of financial services and products ranging from Equities to Insurance.
450 + Relationship
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• POA for Clients DMAT
4. ICICI Direct
Company Background:
ICICI Bank Limited and the Website is owned by ICICI Bank Limited.
5. HDFC SECURITIES
Company Background:
The HDFC Bank, HDFC and Chase Capital Partners and their associates promote HDFC
SECURITIES LTD. Pioneers in setting up Dial-a-share services with the largest team of
Tele brokers
• Dematerialization charges
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• Rs. 35 per request
• Buying and selling transaction through brokers charges are 0.05% of transaction
value
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SWOT
ANALYSIS
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A SWOT analysis focuses on the internal and external environment, examining strengths
and weaknesses in the internal environment and opportunities and threats in the external
environment.
STRENGTHS
Services
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As a product Sharekhan I a extremely innovative product with very les cost. Services like
online trading facility, institutional and domestic broking, customized research report with
almost 80% efficiency etc give Sharekhan an edge over its competitors. Sharekhan
provides other support services that make retail investors more confident and assured with
their trading. SMS alerts (allowing traders and investors to make the most of the available
opportunities), Softer, intangible features like imagery, equity driving preference. Through
efficient trading processes Investor can place their order directly on the Internet, do all the
Distribution Network
Sharekhan with almost 250 branches spread across 128 cities beefed up by comprehensive
online research, advice and transaction services. In near future expect to make 20000+
retail customers being serviced through centralized call centre / web solution. 60 branches
servicing affluent / aggressive traders highly skilled financial advisors, 250 independent
investment managers / franchisees servicing 50000 highly valued clients, strong advisory
role through Fundamentals & technical research and new initiative are being made in
Marketing
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Sharekhan is a broking arm of SSKI, a veteran equities solution company with over
decades of experience in the Indian stock markets. Sharekhan’s expertise lies in stocks
should not be confused with trading in stocks or a portfolio-based strategy is better than
betting on a single horse, it is something that is spoken with years of focused learning and
Products
Company’s Product line is quite flexible in the sense that there is a product for every kind
of investors. Also all the products cover all the loopholes of all the products offered by the
WEAKNESS
Customer Satisfaction
As far as customer satisfaction goes Sharekhan has to tighten their socks. Many broking
houses catering to heavy investors or small segment of the market can afford to and does
provide relationship managers for their customers, who can understand the trading needs
of individual customers, and advises accordingly. This enable customers to trade from
anywhere even they do not having internet at that time, at that time they simply call their
particular assigned Relation Manager and place their orders However, a broking house
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like Sharekhan, which caters to the mass segment, is in n position to provide relationship
Branding
Through the company has a efficient products bur large part of investment interested
population does not know the company. The most basic expectation for a trader or
investor when one begins trading is that one must get timely delivery of shares and
proceeds from sale of shares. Also ones cash balance with the broker must be safe and
secure, security is the basic thing which investor wants in terms of finance. Though this
confidence in the broker comes with time and experience, good and transparent practices
Most of the banks due to good branding have the faith of the customers of their banking
database. So they enjoy the liberty of huge database and customers find it more reliable to
trade with them rather than with an unknown broker. Also banks like HDFC Bank and
ICICI Bank have the advantage of linking the trading accounts of their customers to
saving accounts. This Make trading easier, and at the same time a trader withdraws
exactly as much money from his account as is needed to complete the trade. Similarly
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OPPORTUNITIES
The external environment analysis may certain new opportunities for profit and growth.
After the NSE brought the screen based trading system stock markets are now more
secured which has attracted lot of retail investor and the demand is increasing day by day.
This has resulted in improved liquidity and heavy volumes on transaction. Sharekhan is
one of the early entrants here. As to how much it will roar and how swift it can swoop on
the market, the future alone can answer such queries. Sharekhan has been a mega player
and is known for being a mover of stocks. It is also known for putting big deals through
Improving Technology
In country like India technology is always improving which gives the company a chance
to keep on improving their product with time whereas for the small players like local
brokers it will be difficult to keep the same pace as the changing technology. Also with
SEBI lying down some strict guidelines small brokers are finding it harder to retain the
customers with no research departments and small capital. The traditional business model
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is highly dependent on a large network of sub brokers, and many established players may
not have systems (technology, customer service, etc.) capable of directly servicing so
With so many competitors offering their products in the market but no one is able to
completely satisfy the customers. Some have the problems of lack of information or some
were scared of volatility of the stock markets. Sharekhan has the opportunity to tap this
satisfied set of customers and to make hold in the market. The Internet serves to break all
Sharekhan hopes to fully utilize and capitalize on this platform. This original idea by
Sharekhan itself was born out of the consumer’s need for a more transparent, easy to
Education Level
The education level in the country is improving year after year as far as technology goes.
With that the understanding of the stock market is also increasing and a lot of retail
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investors are steeping in the markets which are being shown by increasing volumes,
Diversification
Sharekhan can diversify in other financing activities so as to increase the profit. They can
use their customer base so as to tap the existing as well as new market. This will help them
THREATS
New Competitors
A lot of new competitors are trying to enter the market in this bullish run to taste the
flavor of this cherry. This is creating a lot of competition for large players like Sharekhan
and it is creating little confusion in the minds of the customers about the services provided
by the broker. Also many banking firms are entering into the market with huge
investment. Competitors like India Infoline, ICICI, Religare, Kotak, HDFC, Karvy,
Alankit, 5-Paise etc. are posing a lot of threats to the company. Due to this the
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competitors able to attack the saturated market and also reducing the profit margins by
reducing the brokerage as minimum as possible. This confusing the customers a lot in
terms of the services as customer only concern about the brokerage and didn’t consider the
Online trading is totally based on the technology, which is quite complex. Typically, the
technology solution has to start from the Internet front-end (or the screen that you see
when you begin trading). Then it needs to get into the ‘middle tier’ of risk management
systems that assess data from banks and depository participants (DP), calculate client risk
at that point in time, and give the ‘GO / No go’ advice to the trade. So technology is a kind
of threat because until it is working properly it is good bur internet is not that safe. Though
a lot cyber laws are being made but not yet executed.
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OBSERVATIONS
AND
ANALYSIS
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DATA ANALYSIS
TABLE NO. 01
ICICI 28%
Sharekhan 24%
5 Paisa 20%
Others 6%
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GRAPH - 01
Graphical Representation:
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The above data describes the market share of the Sharekhan competitors in which
Sharekhan has the second highest market share among all its competitors heaving
TABLE NO. 02
INTRADAY DILIVERY
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ICICI 0.50% 0.75%
GRAPH NO. 02
Graphical Representation:
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The above is the detail of the companies’ brokerage in which Sharekhan has competitive
brokerage over other in which there reduction of the brokerage depending upon the deal
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TABLE NO. 03
Customer
3.6 4 4.5 5.2 4.8
(In Lakhs)
GRAPH NO. 03
Graphical Representation:
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The above data shows the growth rate of the company from 2004 to 2006, which shows
TABLE NO. 04
HDFC 4%
5 Paisa 2%
INDIA BULLS 4%
SHAREKHAN 5%
ICICI 6%
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GRAPH NO. 04
Graphical Representation:
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The above data showing the growth of Sharekhan with its competitors in the market.
TABLE NO. 05
Number of Customers
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Company No. of customers (In lack)
INDIA BULLS 7.4
ICICI 9.5
HDFC 3
5 PAISA 5.4
SHAREKHAN 8
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GRAPH NO. 05
Graphical Representation:
The above graph shows the market share of the customers we are at position no two
having customers base of around 8.0 lakh customers, ICICI having the maximum and
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TABLE NO. 06
CLIENT ACQUISITIONS
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GRAPH NO. 06
Graphical Representation:
The above graph shows the number of customer (approx.). That has reached through the
marketing tools and technique. Approximately out of 1700 clients finally 20 were
converted.
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FINDINGS
AND
RECOMMENDATIONS
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FINDINGS
According to the study of the project report and company experience of Four month the
According to graph one ICICI has the maximum market share and Sharekhan is at
position no.2 Sharekhan has a competitive product feature and services that makes it
According to graph two SHAREKHAN has brokerage less then ICICI and HDFC
but same as INDIABULLS but more then other competitors. Brokerage is the main
concern for the customer thus company provides some negotiation flexibility in brokerage
charges in terms of brokerage we are better then the ICICI and HDFC company charges
less form the customer for the same purpose and providing better service.
customer acquisition form 2004 to 2008 Sharekhan has growth rate of 5% and ICICI has a
According to graph 4 which shows the total no of customer Sharekhan has the
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According to graph 5 it shows the practical work done by me. In this I have made
approximate 1900-2100 calls in Four month to the customer and tried to communicate my
product. Out of all these calls I found 1300 numbers correct and rest are not in use. Near
about 700 customers shows interest towards at least listing to the product out of 700 only
160 customer fixed the appointment for further process of the account opening with share
khan , then out of 160 customers only 55 appointments are confirmed and visited by me.
Out of this total 32 are finally converted and are customer of the company.
Due to high competition the companies provides same product with different
features and service. With this regard share khan is at no one for service brokerage and
follow up.
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RECOMMENDATIONS
After heaving an experience of 6 weeks in sales of demat account I would like to suggest
Customers who are new need relationship manger who will tell them about
investment so it should be provided to all the customers on demand, this will lead
to customer satisfaction and will help to have more reference from satisfied
customer.
The company also need some revision in brokerage structure so that the customer
who are looking for the less brokerage can open there account taking into
The company has shown the growth trend and it has reached at no 2 it can move
with 8 banks for online fund transfer that reduce the paper work for customers and
ease in trading.
The company can increase the customer base if the account opening charges it
reduced from 375 to 200, which will give boost the competition.
The company should revise the advertising strategy to increase its brand awareness. I
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CONCLUSION
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After studying the project I would like to conclude that:
opening procedure.
• Company should use the tool of advertising for marketing the brand and the
product.
• Reduction in brokerage would attract the customer of India bulls, 5 paisa and other
competition’s heaving less brokerage then us. It would increase the market share or
client acquisition.
• The account opening time should be reduce to maximum 5 days because customer
• The company shows the positive trend in growth but it can be increased more if it
BIBLIOGRAPHY
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• Valueline (Sharekhan monthly research Magazine)
• Capital Market (5 Paisa.COM), New Delhi
• The Finapoils (Your Personal Finance Advisor from Karvy)
• Training Kit Provided by the Sharekhan.
INTERNET
• www.reliancemoney.com
• www.nseindia.com
• www.bseindia.com
• www.indiabulls.com
• www.kotaksecurities.com
• www.sharekhan.com
• www.motilaloswal.com
• www.icicidirect.com
• www.traderji.com
• www.religaresecurities.com
• www.demataccount.com
• www.sbi.org
• www.indiainfoline.com
• www.equitymaster.com
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APPENDIX
QUESTIONNAIRE
DATE:
98
Name ___________________________________________________
Occupation ___________________________________________________
Age ___________________________________________________
Q3. If you prefer online Trading then the reasons for it?
Q10. In which category does your income fall? (Per month in Rs)
i) 0-15000 ii) 15000 – 35000 iii) 35000 – 60000 iv) Above 60000
1. Customer Service :
2. Proper Guidance :
3. Regular Updates :
4. Trustworthiness :
5. Brokerage Charges :
Q13. Rank these share trading companies according to the quality of service they
1. Sharekhan
2. ICICI Direct
3. Indiabulls
4. Kotak Securities
5. Others (Specify)
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Q14. What additional features do you wish to have in Online Share Trading?
______________________________________________________________________
______________________________________________________________________
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