Zaheen

Sales improvement strategies of Money Matter Inc .
RESEARCH PROJECT
Submitted to Punjab Technical University
In the partial fulfillment of the requirements for degree of
MASTERS
OF
BUSINESS ADMINISTRATION
BY
ZAHEEN TABISH
(University roll no. - 94982265425)
DEPARTMENT OF BUSINESS MANAGEMENT
PUNJAB INSTITUTE OF MANAGEMENT AND TECHNOLOGY
MANDI GOBINDGARH
AFFILATED TO
PUNJAB TECHNICAL UNIVERSITY, JALANDHAR
2009-11
Sales Improvement Strategies of Money Matter Inc. 2010-
11
CERTIFICATE-I
This is to certify that the thesis/dissertation entitled, “Sales improvement strategies

of Money Matter Inc .”. Submitted for the degree of Master of Business
Administration (MBA), in the Major specialization in Marketing from Punjab
Technical University, Jalandhar, is a bonafide research work carried out by Zaheen
Tabish of MBA, under my supervision and that no part of this thesis has been
submitted for another degree.
The assistance and help received during the course of investigation have been fully
acknowledged.
Ms. Manisha Gupta

(Major Advisor)
Punjab Institute Of Management And Technology, Mandi

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CERTIFICATE-II
This is to certify that major research project entitled “Sales improvement strategies
of Money Matter Inc .”. Submitted by Zaheen Tabish student of Punjab Institute of
Management & Technology ,Mandi Gobindgarh , Punjab, for the partial fulfillment of
the course MBA and workshop on final project for the degree of Master of Business
Administration has been approved by the student’s advisory committee after an oral
examination of the same, in collaboration with an external examiner.
Major Advisor External Examiner

Ms. Manisha Gupta
PIMT, MandiGobind Garh

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PROJECT DETAILS
TITLE Sales improvement strategies of Money Matter

Inc .
ADVISOR NAME: Ms. Manisha Gupta

COLLEGE NAME: Punjab Institute Of Management And
Technology, Mandi Gobindgarh , Punjab.
UNIVERSITY: Punjab Technical University
STUDENT NAME: Zaheen Tabish
CLASS: MBA-2
SESSION: 2009-11
UNIVERSITY ROLL NO: 94982265425
SPECIALIZATION: Major Marketing Minor Human Resource

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ACKNOWLEDGEMENT
I thank Punjab Institute of Management and Technology for giving me

an opportunity to undertake my project work and for giving me knowledge in
field of Marketing during my Summer Internship. Any person can never do
work of this nature alone.
I am grateful to Mr. GAURAV SHARMA(Strategic unit Head),

Money Matter Inc. for his invaluable guidance and cooperation during the
course of the project. He provided me with his assistance and support
whenever needed that has been instrumental in completion of this project.
I express my sincere and humble gratitude to Mr. Adish Jain
(Relationship Officer) for being my project and Industry guide and
educating me to make this project a Great Success. My thanks are also due
to Ms. Rachna Sharma (HAD Executive) for help me in the completion of
project report. I would express my sincere thanks to all the staff members of
Money Matters Inc. Mohali without their support this project would not have
been a success.
I also wish to express my profound gratitude to my project guide and
mentor Ms. Manish Gupta, my internal faculty guide who helped me as and
when required with her reservoir of experience and knowledge. She has in
fact given this project a form.
This formal piece of acknowledgement may not be sufficient to express
the feeling of gratitude & respect for those who were associated with the
project & whose encouragement and ideas enriched my project.
Zaheen Tabish
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Part A
S. NO INDEX PAGE NO
1.1 Introduction 8
1.2 A brief history of the Insurance Sector 9
1.3 Emergence of insurance in india 9-10
1.4 IRDA (The Insurance Regulatory and Development 11-12

Authority)
2.1 Introduction to Corporate 13-15
2.2 Money matter inc to its customers 16-19
2.3 Basic Investment Principles of the Money Matter Inc 20-22
2.4 Names and Location of Group Companies 22-24
2.5 Our management team 25-27
2.6 Introduction to Particular Branch 28-29
2.7 Organization Chart of the Training Unit 30-31
2.8 SWOT analysis 32-33
2.9 Overview of the products and their details used by money 34-52
matter inc
PART-B
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Chapter Contents Page No.

no.
1 Introduction to Topic 53-56
2. Review of Literature 57-64
Objective of study 65
Limitations of study 66
3. Research Methodology 67-68
4. Data Analysis and Interpretation 69-83
5 Findings, Suggestion & Conclusion 84-86
Bibliography 87
Annexure 88-91
CHAPTER 1
1.1 Introduction
Insurance
Insurance may be described as a social device to reduce or eliminate risk of loss to life
and property. Under the plan of insurance, a large number of people associate

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themselves by sharing risks attached to individuals. The risks which can be insured
against include fire, the perils of sea, death and accidents and burglary. Any risk
contingent upon these, may be insured against at a premium commensurate with the
risk involved. Thus collective bearing of risk is insurance.
How Insurance Works?
There are always risks in life such as fire, theft or earthquake. Many people hope to
avoid the financial consequences of replacing personal property that is lost or
damaged. Insurance is a way to protect your personal finances from undue burdens.
Insurance is really a form of risk management in which the risk is transferred to the
insurance company in exchange for payments or premiums. When a person purchases
insurance, he gets an insurance policy which is a legally binding contract. This policy
describes in detail all the rights, responsibilities and obligations of both the insured
and the insurance company. If a person suffers losses covered in the policy, he files a
claim. A claim is a detailed account of what is lost or damaged and its value. The
amount of money a person is reimbursed is based on the amount of the policy. If the
policy is for $5,000 that is the maximum amount the insured person can get.
When individuals or companies purchase insurance policies, all the money from the
premium is combined into what is called the insurance pool. Insurance companies use
statistics to predict what percentage of insured people or businesses will actually
suffer a loss and file a claim. The statistics also help to determine the amount of the
premium. Because the vast majority of insured people do not suffer losses or only
small losses, the insurance companies make a huge profit which enables them to pay
out the occasional huge claim.
1.2 A brief history of the Insurance Sector

Insurance has a long history in India. Life Insurance in its current form was
introduced in 1818 when Oriental Life Insurance Company began its operations in

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India. General Insurance was however a comparatively late entrant in 1850 when
Triton Insurance company set up its base in Kolkata.
Life Insurance was the first to be nationalized in 1956. Consolidating the operations
of various insurance companies formed Life Insurance Corporation of India. General
Insurance followed suit and was nationalized in 1973. General Insurance Corporation
of India was set up as the controlling body with New India, United India, National
and Oriental as its subsidiaries. The process of opening up the insurance sector was
initiated against the background of Economic Reform process, which commenced
from 1991. For this purpose Malhotra Committee was formed during this year who
submitted their report in 1994 and Insurance Regulatory Development Act (IRDA)
was passed in 1999. Resultantly Indian Insurance was opened for private companies
and Private Insurance Company effectively started operations from 2001
1.3 EMERGENCE OF INSURANCE IN INDIA
In India the 1st company known as Sun Insurance Office Ltd. Was set up in
Calcutta in year 1710. During the early years of 19th century, a large number of
life insurance companies were formed in India. Some of these companies
preferred to amalgamate their business with other companies and a good
number failed to function effectively. In order to stabilize and strengthen the
insurance business, life insurance act 1923 was passed and later amended in
1946, 1958, 1967.
Post 1947, India had a great challenge of out of the dark into an era of where
many countries were happily progressing on the way of advancement. Besides
the infrastructure required for developing the nations industry, young nation
also had to build security at all levels among the citizens of the nation, who gad
recently witnessed the partition.
The best way of socialistic pattern of government was adopted thus

government nationalized a number of operation that were important for the
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development of the economy and the social health of the nation. Insurance was
one such industry that saw industrialization in the year 1956. Prior to this the
Indian sector had some 246 companies in the insurance sector. Then, Life
Corporation of India was formed and all the other life insurance companies
gave their business to the corporation. The basic intention was to take the
concept of life insurance to the grass toot level of the Indian society.

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1.4 IRDA (The Insurance Regulatory and Development Authority)
Insurance Regulatory and Development Authority (IRDA) is a national agency of

the Government of India, based in Hyderabad. It was formed by an act of Indian
Parliament known as IRDA Act 1999, which was amended in 2002 to incorporate
some emerging requirements. Mission of IRDA as stated in the act is "to protect the
interests of the policyholders, to regulate, promote and ensure orderly growth of the
insurance industry and for matters connected therewith or incidental thereto."
In 2010, the Government of India ruled that the Unit Linked Insurance Plans (ulips)
will be governed by IRDA, and not the market regulator Securities and Exchange
Board of India.
Expectations from IRDA
1) To protect the interest of and secure fair treatment to policyholders.
2) To bring about speedy and orderly growth of the insurance industry (including
annuity and superannuation payments), for the benefit of the common man, and to
provide long term funds for accelerating growth of the economy.
3) To set, promote, monitor and enforce high standards of integrity, financial

soundness, fair dealing and competence of those it regulates.
4) To ensure that insurance customers receive precise, clear and correct information
about products and services and make them aware of their responsibilities and duties
in this regard.
5) To ensure speedy settlement of genuine claims, to prevent insurance frauds and

other malpractices and put in place effective grievance redressal machinery.
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6) To promote fairness, transparency and orderly conduct in financial markets dealing

with insurance and build a reliable management information system to enforce high
standards of financial soundness amongst market players.
7) To take action where such standards are inadequate or ineffectively enforced.
8) To bring about optimum amount of self-regulation in day to day working of the

industry consistent with the requirements of prudential regulation.

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CHAPTER 2
2.1 Introduction to Corporate
MONEY MATTER Inc.
• A Company which believes in Customer Delight.

• A Company that offers a Complete Basket of Financial Solutions.
• A Company with a belief of Changing the Finance Industry in India
Money Matter Inc. Is a marketing and distribution company for various

financial products. The major activities and offerings of the company are Equity
broking, Portfolio Management Services, Equity Analysis & Research, Distribution of
Financial Products, etc.
They are having a Corporate Tie-Ups with 22 leading companies Like ICICI
Prudential, HDFC Standard Life, Kotak Life Insurance, Aviva, Tata Aig, LIC etc for
life insurance business; Bajaj Allianz, Oriental, United, IFFCO Tokyo, etc for General
Insurance, and almost with all the Leading AMC’s in India for mutual funds.

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They are opening our branches in Punjab and Rajasthan in the first phase and
are planning to open 20 branches across Punjab and Rajasthan within a year.
Historical Background of the group:-
Money Matter Inc. Was started by Mr. Prem Pal Sharma in 2002 in Rajasthan. In
Rajasthan they work under the name of Money Matter Wealth Advisory Pvt Ltd. It
has its head office in Delhi. It has six branches in Rajasthan. In Punjab, Money
Matter Inc. Started their services on September 5, 2008. Right now they have four
branches in Punjab. For Punjab Region they have their head office in Mohali.
Key Value Differentiation
1. Great Leadership - Passionate, Balanced, Disciplined.
2. Customer - Centric Business Models-Relationship v/s Product Positioning.
3. Want to be a Leader in Commercial / SME, Mass Consumer & Mass Self-

employed segments.
4. Enabling management model and culture
5. Empowerment within defined boundaries
6. Embed the right values & behavior across the organization
Focus on Customer, not product . . .
1. Define customer profile and sub-segments.

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2. Understand financial needs and key expectations
3. Evaluating the customer as a whole, not just for a product.
4. Product features are designed for the specific segment.
5. Segment strategy for sales, operations, and collections.
6. Financials and segment profitability.
Mission & Vision

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Enabling Success, Enriching Lives, Spread Smiles
Vision
Enabling Success, Enriching Lives, Spread Smiles
To create superior long-term shareholder value in financial sectors across

Mission
Emerging Markets
Organic Growth
Acquire and Transform
Improve Productivity
Risk-Reward Balance
Optimize Capital
Pillars
Organizational Execution
Right People Processes
Alignment Discipline
Values Caring ; Honesty ; Passion to Excel ; Team Work ; Disciplined

Professionalism
Unique People
Business Financial Critical
value KPI Empower-
model model path
Proposition ment

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2.2 Money Matter Inc. to its customers
In its ambition to emerge as a complete financial advisor, Money Matter Inc. Has
recently entered into personal financial planning sector. It proposes to cater all advice
to its customer pertaining to personal finance.
With India emerging as a strong market, the investments avenues have also increased,
to advice our customers the right avenue according to their suitability.
Our vision is "To cater to the unique needs and requirements of the mass affluent by
providing complete financial solutions and thereby enabling them to transform their
dreams into reality."
Services
Money Matter Inc. Creates a plethora of opportunities for the customer by opening up
investment vistas backed by research-based advisory services. Here, growth knows no
limits and success recognizes no boundaries. Helping the customer create waves in his
portfolio and empowering the investor completely is the ultimate goal.
Stock Broking Services
It is an undisputed fact that the stock market is unpredictable and yet enjoys a high
success rate as a wealth management and wealth accumulation option. The difference
between unpredictability and a safety anchor in the market is provided by in-depth
knowledge of market functioning and changing trends, planning with foresight and

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choosing one of the options with care. This is what we provide in our Stock Broking
services.
We offer services that are beyond just a medium for buying and selling stocks and
shares. Instead we provide services which are multi dimensional and multi-focused in
their scope. There are several advantages in utilizing our Stock Broking services,
which are the reasons why it is one of the best in the country.
We make trading safe to the maximum possible extent, by accounting for several risk
factors and planning accordingly. We are assisted in this task by our in-depth
research, constant feedback and sound advisory facilities. Our highly skilled research
team, comprising of technical analysts as well as fundamental specialists, secure
result-oriented information on market trends, market analysis and market predictions.
This crucial information is given as a constant feedback to our customers, through
daily reports Besides this, we also offer special portfolio analysis packages that
provide daily technical advice on scripts for successful portfolio management and
provide customized advisory services to help you make the right financial moves that
are specifically suited to your portfolio.
To empower the investor further we have made serious efforts to ensure that our
research calls are disseminated systematically to all our stock broking clients through
various delivery channels like email, chat, SMS, phone calls etc.
Distribution of Financial Products
The paradigm shift from pure selling to knowledge based selling drives the business
today. With our wide portfolio offerings, we occupy all segments in the retail
financial services industry.
A team of highly qualified and dedicated professionals drawn from the best of
academic and professional backgrounds are committed to maintaining high levels of
client service delivery.
To further tap the immense growth potential in the capital markets we enhanced the
scope of our retail brand, thereby providing planning and advisory services to the

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mass affluent. Here we understand the customer needs and lifestyle in the context of
present earnings and provide adequate advisory services that will necessarily help in
creating wealth. Judicious planning that is customized to meet the future needs of the
customer deliver a service that is exemplary. The market-savvy and the ignorant
investors, both find this service very satisfactory. The edge that we have over
competition is our portfolio of offerings and our professional expertise. The
investment planning for each customer is done with an unbiased attitude so that the
service is truly customized
Advisory Services
We deliver advisory services to a cross-section of customers. The service is backed by

a team of dedicated and expert professionals with varied experience and background
in handling investment portfolios. They are continually engaged in designing the right
investment portfolio for each customer according to individual needs and budget
considerations with a comprehensive support system that focuses on trading
customers' portfolios and providing valuable inputs, monitoring and managing the
portfolio through varied technological initiatives. This is made possible by the
expertise we have gained in the business over the years.
Insurance Broking
At Money Matter Inc. We provide both life and non-life insurance products to retail
individuals, high net-worth clients and corporate. With the opening up of the
insurance sector and with a large number of private players in the business, we are in
a position to provide tailor made policies for different segments of customers. In our
journey to emerge as a personal finance advisor, we will be better positioned to
leverage our relationships with the product providers and place the requirements of
our customers appropriately with the product providers. With Indian markets seeing a
sea change, both in terms of investment pattern and attitude of investors, insurance is
no more seen as only a tax saving product but also as an investment product. By

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setting up a separate entity, we would be positioned to provide the best of the products
available in this business to our customers.
Further, personalized service is provided here by a dedicated team committed in

giving hassle-free service to the clients.
Private Client Group
This specialized division was set up to cater to the high net worth individuals and
institutional clients keeping in mind that they require a different kind of financial
planning and management that will augment not just existing finances but their life-
style as well. Here we follow a hard-nosed business approach with the soft touch of
dedicated customer care and personalized attention.
For this purpose we offer a comprehensive and personalized service that encompasses
planning and protection of finances, planning of business needs and retirement needs
and a host of other services, all provided on a one-to-one basis.
Why Money Matter?
Our services are designed keeping the requirements of investors in mind. With us you
will find unmatched features to make your experience complete:
• Value Pricing
Rather than based on the size of your account and volume of

trading, we offer transparent, fair pricing so that everyone
enjoys same benefits.
• Research
We help you make informed investment decisions with powerful

market research, advanced screening and charting tools, and track
progress efficiently. Our Investment Specialists are available to help you understand
and decipher "fundamental & technical" details offered through our partners.

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• Planning towards Goals
Because different people need different financial planning, we

partner you exclusively: right from assessing your experience and
risk, mapping your long term & short term requirements, to asset
allocation & portfolio analysis.
• Support
A Relationship Manager to service all your requirements provides

you customized and timely support including alerting you in
advance of opportunities from your wish list or when you may
have to sell
2.3 Basic Investment Principles of the Money Matter Inc.

Establishing realistic financial goals is an essential first step towards successful
investing. Understanding investments that are best suited to help achieve your goals is
equally important.
Investment principles guide you in your investment choices. Following these time-
tested investment principles enable you to build a strong foundation of financial
security.
Top Principles:
Rupee-Cost Averaging
A systematic approach to long-term investing is called rupee-cost averaging. This
refers to the practice of investing the same amount of money in the same investment
vehicle at regular intervals, regardless of market conditions. If the investor takes the
rupee-cost averaging approach, the amount invested is always the same. Thus, the
investor automatically buys more shares when the price is low and fewer when the
price is high.

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The investor's natural instinct might be to stop investing if the price starts to drop but
history suggests that the best time to invest may be when you are getting good value.
Rupee-cost averaging can be an effective strategy with funds or stocks that can have
sharp ups and downs, because it gives more opportunities to purchase shares less
expensively.
The benefit of this approach is that, over time, you may reduce the risk of having
shares with the highest cost price. Instead, as the example below demonstrates, the
average cost of your shares will be lower.
However, rupee-cost averaging does not assure a profit and it does not protect against
investment losses in declining markets.
Compounding
Compounding is the ability of an asset to generate earnings, which are then reinvested
in order to generate their own earnings. In other words, compounding refers to
generating earnings from previous earnings.
Through compounding, a small amount of money over time can grow into a
substantial sum. Investments can increase in value over time - and the longer the time
frame, the greater the value. This is achieved through returns that are earned, but not
spent. When the return is reinvested, investor earns a return on the return and a return
on that return and so on. Therefore it is important to start saving early in order to
benefit from the power of compounding returns.
Diversification
Diversification is a strategy that can be neatly summed up by the timeless adage
"Don't put all your eggs in one basket." In other words, your funds are spread over a
variety of investment instruments. It is a risk-management technique that mixes a
wide variety of investments within a portfolio. The rationale behind this technique
contends that a portfolio of different kinds of investments will, on average, yield
higher returns and pose a lower risk than any individual investment found within the
portfolio.
For example, diversification could mean that you own several stocks, but they all
come from various types of industries or different parts of the world. By having a

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variety of different stocks, your funds are more protected. If a certain company is
badly hit, you will have other stocks that may be able to "take up the slack."
Asset Allocation
Asset allocation involves dividing an investment portfolio among different asset
categories, such as stocks, bonds, and cash. These asset categories have different risk-
return characteristics, so if you have them in your portfolio, their different patterns of
behavior offset each other. For instance, while one asset category increases in value,
another may be decreasing or not increasing as much.
Asset allocation aims to balance risk and reward by apportioning a portfolio's assets
according to your investment objectives, your risk tolerance and your investment
horizon.
Asset allocation is generally the most important factor in determining the return on
your investments. In fact, according to many researches and studies, asset allocation
determines approximately 90% of the return. The remaining 10% of the return is
determined by which particular investments (stock, bond, mutual fund, etc.) You
select and when you decide to buy them.
Rebalancing
Rebalancing your mutual fund portfolio on a regular basis maintains the desired asset
allocation in your investment strategy. Basically, rebalancing is bringing portfolio
back to original asset allocation mix. This is necessary because over time some of the
investments may become out of alignment with the investment goals, as investments
don't all move the same way at the same time. Some will grow faster than others. By
rebalancing your portfolio, you will ensure that you stick to original plans and have
the kind of discipline that leads to long-term success.
For example, let's say it is determined that stock investments should represent 60% of
portfolio. But after a recent stock market increase, stock investments represent 80% of
portfolio. You will need to either sell some of stock investments or purchase
investments from an under-weighted asset category in order to reestablish original
asset allocation mix.

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Rebalancing can be based either on the calendar or on the investments. Many

financial experts recommend that investors rebalance their portfolios on a regular time
interval, such as every six or twelve months. The advantage of this method is that the
calendar is a reminder of when investor should consider rebalancing.
Others recommend rebalancing only when the relative weight of an asset class
increases or decreases more than a certain percentage that investor has identified in
advance. The advantage of this method is that investments will tell you when to
rebalance.
2.4 Names and Location of Group Companies
Money Matter Inc.

Locations:
– Mohali (Head Office , Punjab)
– Sri Ganganagar (Rajasthan)
– Anupgarh (Rajasthan)
– Suratgarh (Rajasthan)
– Ramsinghpur (Rajasthan)
– Ludhiana (Punjab)
Upcoming Branches:
– Jalandhar (Punjab)
– Nawanshahar (Punjab)
– Amritsar (Punjab)
– Khanna (Punjab)
Products/Services
Products

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• Insurance
• Mutual Funds
• Shares
• Corporate FD’s
• Portfolio Management Services
• Gold
• Bonds
The Companies Money Matter Deals In

In Life Insurance
TATA AIG
KOTAK LIFE INSURANCE
AVIVA LIFE INSURANCE
ICICI PRUDENTIAL
LIC
BAJAJ ALLIANZ
BIRLA SUN LIFE
HDFC STANDARD LIFE
SBI
RELIANCE LIFE
STAR HEALTH
ICICI LOMBARD
In General Insurance
TATA AIG GENERAL INSURANCE
RELIANCE GENERAL INSURANCE
BAJAJ ALLIANZ GENERAL INSURANCE

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ROYAL SUNDRAM
UNITED
NATIONAL
ORIENTAL
NEW INDIA
IFFCO TOKYO

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2.5 Our Management Team
Profile of Management Team
Name Designation Experience Industrial

Experienance
Mr. Prem Pal Chief Operating 24 yrs • Dunlop India
Sharma Officer Ltd
• Indag Rubber
Ltd.
• Gates India
• Birla Tyres
Ltd.

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Mr. Gaurav Sharma

Strategic Unit Head
6.5 yrs
• ICICI Prudential
• Kotak Life Insurance,
• AVIVA Life
Ms. Shallu
Head Administration & Finance- Strategic Unit
7 yrs
• Reliance
Mr. Santosh Kumar Dubey

Head Sales- Strategic Unit
8yrs
• SBI LIFE
• HDFC Std
Other Relevant Information : -
India - A key market for Money Matter Inc.
1) Provides MMI with access to one of the most rapidly growing economies.
2) Large under and un-served segments.

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3) Strong macro-economic fundamentals.
4) Banking intermediation is still at low levels provides significant opportunity for a

new entrant.
5) Availability of talent, state-of-art lower cost technology, and steadily improving

infrastructure.
6) Emergence of Risk infrastructure like credit Bureaus help to establish prudent

practices.
7) Foreign Direct Investment inflows expected to double to $11Bln.
8) Increasing levels of foreign trade .
9) Growing global integration.
Next Five Year Goal
1. Achieve market share of 5% (top own-branch players) within target segment.
2 . Serve a satisfied customer base of ~2 million customers.
3 . Be the best employer in financial services industry in India, attracting diverse

talent due to its unique business model and wide product range

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2.6 Introduction to Particular Branch:-
Money Matter Inc.
Location:- SCF – 26 ,2nd Floor, Phase – 2

Mohali , Punjab.
Objective:-
• To be the preferred partner for all financial needs of the customers.
Products and Services with Brands:-
This is basically a Wealth Management Unit dealing in almost all investment options
present in the market. They give their services in:
• Insurance
• Demat Account
• Mutual Funds
• Bonds
• Share
• Debenture
• Corporate FD’s
• Gold
Companies associated with the Branch
• TATA AIG
• KOTAK LIFE INSURANCE

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• AVIVA LIFE INSURANCE

• ICICI PRUDENTIAL
• LIC
• BAJAJ ALLIANZ
• BIRLA SUN LIFE
• HDFC STANDARD LIFE
• SBI
• RELIANCE LIFE
• STAR HEALTH
• ICICI Lombard
• TATA AIG GENERAL INSURANCE
• RELIANCE GENERAL INSURANCE
• BAJAJ ALLIANZ GENERAL INSURANCE
• ROYAL SUNDRAM
• UNITED
• NATIONAL
• ORIENTAL
• NEW INDIA
• IFFCO TOKYO

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2.7 Organization Chart of the Training Unit:-
Positions
• Relationship Manager / Branch Manager – Mr. Bharat Sharma
• Assistant Relation Manager - Mr. Adish Jain
Departments:-
There are basically two departments in the branch:
• Human Resource / Administration
• Sales
Heads of Department:-
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• Strategic Unit Head : Mr. Gaurav Sharma

• HOD for Human Resource / Administration : Ms. Rachna Sharma and
Mrs. Shalu Sharma
Objectives of Sales Department
• To improve sales strategies.

• To make the people aware about the new products.
• To give the best possible services.
Objectives of HR Department
• To provide best working environment.

• To handle the grievances of the employees.
• To retain the employees.

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2.8 SWOT ANALYSIS
SWOT analysis is a strategic planning method used to evaluate the Strengths,

Weaknesses, Opportunities, and Threats involved in a project or in a business
venture. It involves specifying the objective of the business venture or project and
identifying the internal and external factors that are favorable and unfavorable to
achieve that objective. The technique is credited to Albert Humphrey, who led a
convention at Stanford University in the 1960s and 1970s using data from Fortune
500 companies.
A SWOT analysis must first start with defining a desired end state or objective. A
SWOT analysis may be incorporated into the strategic planning model. Strategic
Planning, has been the subject of much research.
• Strengths: attributes of the person or Co. That are helpful to

achieving the objective(s).
• Weaknesses: attributes of the person or Co.that are harmful to
achieving the objective(s).
• Opportunities: external conditions that are helpful to achieving
the objective(s).
• Threats: external conditions which could do damage to the
objective(s).
Identification of SWOTs are essential because subsequent steps in the process of

planning for achievement of the selected objective may be derived from the SWOTs.
First, the decision makers have to determine whether the objective is attainable, given
the SWOTs. If the objective is NOT attainable a different objective must be selected
and the process repeated.
The SWOT analysis is often used in academia to highlight and identify strengths,
weaknesses, opportunities and threats. It is particularly helpful in identifying areas for
development .

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SWOT Analysis of Money Matter Inc.

Strengths
• Association with 22 companies.
• Product Range
• Experience and Youth staff
• Opportunity for Investment
Weaknesses
• Infrastructure
• Inadequate Promotion Strategies.
• Low retention Rate.
Opportunities
• Growing company
• Growing Awareness
• Untapped market
Threats
• High Competition
• Changing Norms of IRDA
• Lack of Interest of People Insurance.

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2.9 Overview of the products and their details used by money matter
inc.
Mutual funds
Mutual Funds Definition refers to the meaning of Mutual Fund, which is a fund,
managed by an investment company with the financial objective of generating high
Rate of Returns. These asset management or investment management companies
collects money from the investors and invests those money in different Stocks, Bonds
and other financial securities in a diversified manner. Before investing they carry out
thorough research and detailed analysis on the market conditions and market trends of
stock and bond prices. These things help the fund mangers to speculate properly in the
right direction.
The investors who invest their money in the Mutual fund of any investment
Management Company, receive an Equity Position in that particular mutual fund.
When after certain period of time, whether long term or short term, the investors sell
the Shares of the Mutual Fund, they receive the return according to the market
conditions.
The investment companies receive profit by allocating people's money in different

stocks and bonds according to their Speculation about the Market Trend.
Other than some specific mutual funds which carry certain Maturity Term, Investors
can generally sell the shares of their mutual funds at any time they want. But, the
return will vary according to market value of the stocks and bonds in which that
particular mutual fund made investment. But, generally the share holders of mutual
fund sell their share when the prices are up and Capital Gain is sure to happen.
A mutual fund is nothing more than a collection of stocks and/or bonds. You can
think of a mutual fund as a company that brings together a group of people and
invests their money in stocks, bonds, and other securities. Each investor owns shares,
which represent a portion of the holdings of the fund.

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You can make money from a mutual fund in three ways:

1) Income is earned from dividends on stocks and interest on bonds. A fund pays out
nearly all of the income it receives over the year to fund owners in the form of a
distribution.
2) If the fund sells securities that have increased in price, the fund has a capital gain.
Most funds also pass on these gains to investors in a distribution.
3) If fund holdings increase in price but are not sold by the fund manager, the fund's
shares increase in price. You can then sell your mutual fund shares for a profit.
Advantages of Mutual Funds
• Professional Management - The primary advantage of funds is the professional

management of your money. Investors purchase funds because they do not have the
time or the expertise to manage their own portfolios. A mutual fund is a relatively
inexpensive way for a small investor to get a full-time manager to make and monitor
investments.
• Diversification - By owning shares in a mutual fund instead of owning individual
stocks or bonds, your risk is spread out. The idea behind diversification is to invest in
a large number of assets so that a loss in any particular investment is minimized by
gains in others. In other words, the more stocks and bonds you own, the less any one
of them can hurt you (think about Enron). Large mutual funds typically own hundreds
of different stocks in many different industries. It wouldn't be possible for an investor
to build this kind of a portfolio with a small amount of money.
• Economies of Scale - Because a mutual fund buys and sells large amounts of
securities at a time, its transaction costs are lower than what an individual would pay
for securities transactions.
• Liquidity - Just like an individual stock, a mutual fund allows you to request that
your shares be converted into cash at any time.
• Simplicity - Buying a mutual fund is easy! Pretty well any bank has its own line of

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mutual funds, and the minimum investment is small. Most companies also have
automatic purchase plans whereby as little as $100 can be invested on a monthly
basis.
Disadvantages of Mutual Funds
• Professional Management - Many investors debate whether or not

the professionals are any better than you or I at picking stocks. Management is by no
means infallible, and, even if the fund loses money, the manager still gets paid.
• Costs - Creating, distributing, and running a mutual fund is an expensive

proposition. Everything from the manager’s salary to the investors’ statements cost
money. Those expenses are passed on to the investors. Since fees vary widely from
fund to fund, failing to pay attention to the fees can have negative long-term
consequences. Remember, every dollar spend on fees is a dollar that has no
opportunity to grow over time.
• Dilution - It's possible to have too much diversification. Because funds have small
holdings in so many different companies, high returns from a few investments often
don't make much difference on the overall return. Dilution is also the result of a
successful fund getting too big. When money pours into funds that have had strong
success, the manager often has trouble finding a good investment for all the new
money.
• Taxes - When a fund manager sells a security, a capital-gains tax is triggered.

Investors who are concerned about the impact of taxes need to keep those concerns in
mind when investing in mutual funds. Taxes can be mitigated by investing in tax-
sensitive funds or by holding non-tax sensitive mutual fund in a tax-deferred account,
Shares
A share is a unit of account for various financial instruments including stocks, mutual
funds, limited partnerships, and REIT's. In British English, the usage of the word

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share alone to refer solely to stocks is so common that it almost replaces the word
stock itself.
In simple Words, a share or stock is a document issued by a company, which entitles

its holder to be one of the owners of the company. A share is issued by a company or
can be purchased from the stock market.
By owning a share you can earn a portion and selling shares you get capital gain. So,
your return is the dividend plus the capital gain. However, you also run a risk of
making a capital loss if you have sold the share at a price below your buying price.
Quick Facts on Shares
• Owning a stock or a share means you are a partial owner of the company, and
you get voting rights in certain company issues
• Over the long run, stocks have historically averaged about 10% annual returns
However, stocks offer no
guarantee of any returns and can lose value, even in the long run
• Investments in stocks can generate returns through dividends, even if the price
Part of the ownership of a company. A person who buys a portion of a

company'scapital becomes a shareholder in that company's assets and as such receives
a share of the company's profits in the form of an annual dividend. Lucky or
astute investorsmay also reap a capital gain as the market value of the shares
increases. Shares come in different forms:
Ordinary shares No special rights (except voting rights) are attached to these, and
the bulk of a company's capital is issued this way.
Preference shares These have priority over ordinary shares in entitlements to

dividend payments and in claims to the assets of a company if it is wound up.
Cumulative preferences shares The holder of these shares is entitled to a fixed

annual dividend, and if this is not produced one year, the amount due is carried
forward and paid the following year. This entitlement ranks ahead of ordinary

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shareholders' dividends. (Sometimes these are redeemable, in which case they are
similar to loan securities.)
Participating preference shares The holder receives a stated dividend each year and
is entitled to share in any profits remaining after ordinary shareholders have had their
bite.
Corporate fixed deposits/loans
Fixed deposit (FD) is an investment option that allows you to invest a sum of money
for a fixed time period and at a fixed rate of interest. During the course of the FD,
even if the prevailing interest rates go up or down, you will be entitled to the rate of
interest that was committed to you.Corporate fds/loans are offered by companies that
are looking to raise money from the open market. Corporate fds typically pay a higher
rate of interest, but also carry a relatively higher risk than bank fds.
What are Corporate Fixed Deposits

Corporate fixed deposits are normal fixed deposits offered by Companies. The
interest rates offered are generally higher than Bank interest rates and can be in
range from 9%-16% . Higher the interest rates offered higher are the risks involved.
Why do companies have these deposits? When companies have cash crunch and
require money, they can offer deposits at attractive rate of interest to common
public, one of the reasons for this can be that they do not want to raise the additional
capital by issuing shares. Corporate Deposits are governed as per Section 58A of
Companies Act, however these are “unsecured” loans (we will talk about it) .
Risks with Company Fixed Deposits

There are two main risks associated with Company Deposits , they are :
A) Default Risk : These Company deposits carry a risk called Default Risk, which
means, at maturity they might not be able to return your maturity amount and
default in the payment. It can happen that company is out of cash at that time or
does not have sufficient money in their hand to pay back , this can happen for many
reasons like their business might not be going good that time or because of
recession .

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B) Unsecured Deposits : Bank Deposits are secured by RBI up to 1 lacs rupees per
branch, which means that if bank does not return you the money or goes bankrupt,
RBI will pay you up to 1 lacs of deposits. There is no such Insurance on Company
Deposits, hence they are totally unsecured . Link
Caution Points
Premature Exit from Company FD’s are not that simple like Bank FD’s. You might
have to run from one place to another and send loads of letters and some times even
give reasons for Premature Withdrawals .
Should you invest in Corporate Fixed Deposits/loans

There is nothing good or bad , some companies which offer Fixed Deposits are very
established and are highly reputed, however you can’t take it at face value and
ignore the risksinvolved. If you want to park money for short-term and are
comfortable with the risks which come with corporate fixed deposits, these
Corporate fixed deposits can be a good products for you. The point here is
awareness. It’s not recommended that you put a big sum in same company. If you
want to invest 2 lacs in company fixed deposits, then better invest 1 lacs in 2
different company, that would diversify your risk to some extent. Also if you are
investing for some very important goal, then better settle with Bank Fixed Deposits
and not Corporate deposits, it’s better to settle with 2-3% less returns then take
unneccessary risk . Here are some words of caution while choosing Company
deposits .
Which Company Fixed Deposits you should avoid
 Companies which offer interest higher than 15%.
 Companies which are not paying regular dividends to the shareholder
 Companies whose Balance Sheet shows losses
 Companies which are below investment grade (A or under) rating.
 Pvt limited Companies and Partnership firms as its very difficult to judge their
performance
Advantages

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• fds offer a safe return: fds are usually secure and are very low-risk investments.
Bank fds are guaranteed up to Rs1 lakh by the Deposit Insurance and Credit
Guarantee Corporation.
• You can raise a loan against your FD: You can borrow up to 85% of your deposit
amount (in some cases, only after a few months of your FD’s existence). This is valid
only for bank fds.
• Low maintenance: Unlike other investments such as stocks, mutual funds or even
real estate, you don’t need to monitor your fds on a daily or monthly basis, or
undertake any kind of maintenance work.
• Choice of time period: You can make a deposit for any period of time, from 15
days to 10 years.
Disadvantages
• Relatively low returns: Because fds are very low-risk instruments, they offer low
returns compared with alternative investment options such as stocks and mutual
funds.
• Lock-ups: Your money will be locked up in an FD for the duration of the deposit.
As a result, unlike a savings bank deposit, you will lose the flexibility of accessing
your funds whenever needed. You can break your FD if needed, but you would have
to pay a penalty, which could include both a reduced interest rate as well as charges
that are typically around 1%of the investment amount.
• Unfavourable tax treatment: Unlike other investment options, interest income

earned from fds will be added to your income and taxed.
Taxes and fds
• Tax-saving investments: Under section 80C, you can get a tax deduction of up to
Rs1 lakh a year if you invest in a five-year FD.

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• fds and tax deduction at source (TDS): If the aggregate interest income that you
are likely to earn from all your bank fds held in a single branch is at least Rs10,000 in
a financial year (Rs5,000 in the case of corporate fds) then TDS will be deducted at
10%.
• If you do not fall in a taxable slab, then furnish Form 15G or 15H to your bank to
prevent TDS on the interest income that is paid to you.
7 things to watch out for
1. Always appoint a nominee on your FD for quick withdrawals, and to avoid hassles
if you are not around.
2. Fds from companies might pay more but come at a much higher risk than bank fds.
These fds are not deposit-guaranteed.
3. In times of rising inflation, avoid fds because your money will lose its purchasing
power.
4. When making a deposit, check the penalty clause for early withdrawal.
5. If you need to withdraw funds for an emergency, instead of breaking the FD, you
might want to consider taking an overdraft of up to 85% on your FD rather than pay
the withdrawal penalty.
6. You might want to split your investment and make multiple deposits in small sizes
and spread them across different maturities as opposed to making a single large
deposit. This way, even if you do have to make a premature withdrawal, you will not
pay a penalty on the entire amount but just on the limited amount you withdraw.
7. For fds longer than a year, if your interest is paid at maturity, the taxes on interest
income from your fds are due on interest earned, even if the interest hasn’t been
received by you
Demat accounts

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The term Demat, in India, refers to a dematerialised account. For individual Indian
citizens to trade in listed stocks or debentures. The Securities Exchange Board of
India (SEBI) requires the investor to maintain a Demat account. In a demat
account shares and securities are held in electronic form instead of taking actual
possession of certificates. A Demat Account is opened by the investor while
registering with an investment broker (or sub broker). The Demat account number
which is quoted for all transactions to enable electronic settlements of trades to take
place.
Access to the demat account requires an internet password and a transaction password
as well as initiating and confirming transfers or purchases of securities. Purchases and
sales of securities on the Demat account are automatically made once transactions are
executed and completed.
Advantages of Demat
The demat account reduces brokerage charges, makes pledging/hypothecation of
shares easier, enables quick ownership of securities on settlement resulting in
increased liquidity, avoids confusion in the ownership title of securities, and provides
easy receipt of public issue allotments.
It also helps you avoid bad deliveries caused by signature mismatch, postal delays and
loss of certificates in transit. Further, it eliminates risks associated
with forgery, counterfeiting and loss due to fire, theft or mutilation. Demat account
holders can also avoid stamp duty (as against 0.5 per cent payable on physical shares),
avoid filling up of transfer deeds, and obtain quick receipt of such benefits as stock
splits and bonuses.

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Object Of Demat System
India has adopted this system in which book entry is done electronically. It is the
system where no paper is involved. Physical form is extinguished and shares or
securities are held in electronic mode. Before the introduction of the depository
system by the Depository Act, 1996, the process of sale, purchase and transfer
of shares was a huge problem and the safety perspective was zero.
Demat Benefits
The benefits are enumerated as follows:
. Its a safe and convenient way to hold securities

. Immediate transfer of securities is there
. There is no stamp duty on transfer of securities
. Elimination of risks associated with physical certificates such as bad delivery, fake
securities, delays, thefts etc
. There is a major reduction in paperwork involved in transfer of securities,reduction
in transaction cost etc
. No odd lot problem, even one share can be sold thus there is an advantage
. Change in address recorded with DP gets registered with all companies in which
investor holds securities electronically eliminating the need to correspond with each
of them separately;
• Transmission of securities is done by DP eliminating correspondence with
companies;
• Automatic credit into demat account of shares, arising out of
bonus/split/consolidation/merger etc.
• Holding investments in equity and debt instruments in a single account.
Benefit to the Company
The depository system helps in reducing the cost of new issues due to less printing
and distribution cost. It increases the efficiency of the registrars and transfer agents

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and the Secretarial Department of the company. It provides better facilities for
communication and timely services with shareholders, investor etc.
Benefit to the Investor The depository system reduces risks involved in holding
physical certificated, e.g., loss, theft, mutilation, forgery, etc.It ensures transfer
settlements and reduces delay in registration of shares. It ensures faster
communication to investors. It helps avoid bad delivery problem due to signature
differences, etc.It ensures faster payment on sale of shares. No stamp duty is paid on
transfer of shares. It provides more acceptability and liquidity of securities.
Benefit to Brokers The depository system reduces risk of delayed settlement. It

ensures greater profit due to increase in volume of trading. It eliminates chances of
forgery – bad delivery. It increases overall of trading and profitability.It increases
confidence in investors. Contains
Demat conversion
Converting physical holding into electronic holding (dematerialising securities) In

order to dematerialise physical securities one has to fill in a DRF (Demat Request
Form) which is available with the DP and submit the same along with physical
certificates one wishes to dematerialise. Separate DRF has to be filled for each ISIN
Number. The complete process of dematerialisation is outlined below: •Surrender
certificates for dematerialisation to your depository participant. •Depository
participant intimates Depository of the request through the system. •Depository
participant submits the certificates to the registrar of the Issuer Company. •Registrar
confirms the dematerialisation request from depository. •After dematerialising the
certificates, Registrar updates accounts and informs depository of the completion of
dematerialisation. •Depository updates its accounts and informs the depository
participant. •Depository participant updates the demat account of the investor.
Demat Options
Banks score over others Around 200 “depository participants” (dps) offer the demat
account facility. A comparison of the fees charged by different dps is detailed below.
But there are three distinct advantages of having a demat account with a bank —
quick processing, accessibility and online transaction. Generally, banks credit your

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demat account with shares in case of purchase, or credit your savings accounts with
the proceeds of a sale on the third day. Banks are also advantageous because of the
number of branches they have. Some banks give the option of opening a demat
account in any branch, while others restrict themselves to a select set of branches.
Some private banks also provide online access to the demat account. So, you can
check on your holdings, transactions and status of requests through the net banking
facility. A broker who acts as a DP may not be able to provide these services.
Fees Involved
There are four major charges usually levied on a demat account: Account opening fee,
annual maintenance fee, custodian fee and transaction fee. All the charges vary from
DP to DP.
Account-opening fee
Depending on the DP, there may or may not be an opening account fee. Private banks,
such as HDFC Bank and UTI Bank, do not have one. However, players such as ICICI
Bank, Globe Capital, Karvy Consultants and the State Bank of India to do so. But
most players levy this when you re-open a demat account, though the Stock Holding
Corporation offers a lifetime account opening fee, which allows you to hold on to
your demat account over a long period. This fee is refundable.
Annual maintenance fee
This is also known as folio maintenance charges, and is generally levied in advance.
Custodian fee
This fee is charged monthly and depends on the number of securities (international
securities identification numbers — ISIN) held in the account. It generally ranges
between Rs 0.5 to Rs 1 per ISIN per month. Dps will not charge custody fee for ISIN
on which the companies have paid one-time custody charges to the depository.
Transaction fee
The transaction fee is charged for crediting/debiting securities to and from the account
on a monthly basis. While some dps, such as SBI, charge a flat fee per transaction,
HDFC Bank and ICICI Bank peg the fee to the transaction value, subject to a
minimum amount. The fee also differs based on the kind of transaction (buying or
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selling). Some dps charge only for debiting the securities while others charge for both.
The dps also charge if your instruction to buy/sell fails or is rejected. In addition,
service tax is also charged by the dps.
In addition to the other fees, the DP also charges a fee for converting the shares from
the physical to the electronic form or vice-versa. This fee varies for both demat and
remat requests. For demat, some dps charge a flat fee per request in addition to the
variable fee per certificate, while others charge only the variable fee.
Opening an account
Steps involved in opening a demat account First an investor has to approach a DP and
fill up an account opening form. The account opening form must be supported by
copies of any one of the approved documents to serve as proof of identity (POI)
and proof of address (POA) as specified by SEBI. Besides, production of PAN card in
original at the time of opening of account has been made mandatory effective from
April 1, 2006.
All applicants should carry original documents for verification by an authorized

official of the depository participant, under his signature. Further, the investor has to
sign an agreement with DP in a depository prescribed standard format, which details
rights and duties of investor and DP. DP should provide the investor with a copy of
the agreement and schedule of charges for their future reference. The DP will open
the account in the system and give an account number, which is also called BO ID
(Beneficiary Owner Identification number). The DP may revise the charges by giving
30 days notice in advance. SEBI has rationalised the cost structure for
dematerialisation by removing account opening charges, transaction charges for credit
of securities, and custody charges vide circular dated January 28, 2005. Further, SEBI
has vide circular dated November 9, 2005 advised that with effect from January 9,
2006, no charges shall be levied by a depository on DP and consequently, by a DP on
a Beneficiary Owner (BO) when a BO transfers all the securities lying in his account
to another branch of the same DP or to another DP of the same depository or another
depository, provided the BO Account/s at transferee DP and at transferor DP are one
and the same, i.e. Identical in all respects. In case the BO Account at transferor DP is

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a joint account, the BO Account at transferee DP should also be a joint account in the
same sequence of ownership.
Disadvantages of Demat
The disadvantages of dematerialization of securities can be summarised as follows:
Trading in securities may become uncontrolled in case of dematerialized securities.
It is incumbent upon the capital market regulator to keep a close watch on the trading
in dematerialized securities and see to it that trading does not act as a detriment to
investors.
The role of key market players in case of dematerialized securities, such as stock-
brokers, needs to be supervised as they have the capability of manipulating the
market.
Multiple regulatory frameworks have to be confirmed to, including the Depositories

Act, Regulations and the various By-Laws of various depositories.
Additionally, agreements are entered at various levels in the process of

dematerialization. These may cause anxiety to the investor desirous of simplicity in
terms of transactions in dematerialized securities.
However, the advantages of dematerialization outweigh its disadvantages and the

changes ushered in by SEBI and the Central Government in terms of compulsory
dematerialization of securities is important for developing the securities market to a
degree of advancement. Freely traded securities are an essential component of such an
advanced market and dematerialization addresses such issues and is a step towards the
advancement of the market.
Bonds
What Is a Bond?
In essence, a bond is nothing more than an IOU. The organization that offers the IOU
(the bond) is known as the “issuer,” while the purchaser is the “investor.” Because

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nobody would loan his or her hard-earned money to an unknown party for nothing,
the bond issuer is required
To pay the investor interest payments, which are made at a predetermined rate and
schedule.
Bonds are known as fixed-income securities because they provide a fixed amount of
money if you hold on to them until maturity.
Bonds vs. Stocks
The important distinction between stocks and bonds is that bonds are debt and stocks
are equity. When you purchase stock you’re in effect purchasing partial ownership of
a corporation, which gives you certain rights such as voting in shareholder meetings
and sharing in corporate profits. But when you purchase bonds you become a creditor
to the corporation or government, which gives you a higher claim on assets than
shareholders have. This means that should the organization go bankrupt, as a
bondholder you would get paid before a shareholder. The downside is that
bondholders are only entitled to the principal plus interest and, as mentioned, don’t
share in company profits. In sum, bonds come with less risk but also a lower return
rate.
Why Bother with Bonds?
Bonds tend to be the more logical option whenever you can’t afford the short-term
volatility of the stock market. There are two scenarios when this is particularly true:
retirement and shorter-term return on investment needs. Retirees, who by definition
live on fixed incomes, can’t afford to lose their principal because they need it to pay
their monthly bills. Therefore bonds are the safe, logical choice. For shorter-term ROI
needs, let’s imagine a young professional who is planning to return to graduate school
in a few years’ time. While the stock market provides the opportunity for higher
growth, the young professional can’t afford the risk of losing the money for his or her
education. Therefore a fixed-income security such as bonds is the wise choice.
To minimize risk, most personal financial advisors advocate diversifying your

portfolio and changing its distribution of asset classes as you proceed through life. For

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example, in your 20s and 30s when your focus is on building wealth, a majority of
your assets should be in equities. In your 40s and 50s as you begin to focus more on
retirement, the percentages shift out of stocks into bonds. In your 60s and beyond the
majority of your investments should be in the form of fixed income.
It is also worth mentioning that while bonds are generally safe bets, they aren’t risk
free. It's always possible for the borrower to default on the debt payments.
Government bonds are the safest bonds, followed by municipal bonds, and then
corporate bonds.
Bond Basics: Characteristics

Bonds have a number of characteristics of which you need to be aware. All of these
factors play a role in determining the value of a bond and the extent to which it fits in
your portfolio.
Face Value/Par Value

The face value (also known as the par value or principal) is the amount of money a
holder will get back once a bond matures. A newly issued bond usually sells at the par
value. Corporate bonds normally have a par value of $1,000, but this amount can be
much greater for government bonds.
What confuses many people is that the par value is not the price of the bond. A bond's
price fluctuates throughout its life in response to a number of variables (more on this
later). When a bond trades at a price above the face value, it is said to be selling at
a premium. When a bond sells below face value, it is said to be selling at a discount.
Coupon (The Interest Rate)

The coupon is the amount the bondholder will receive as interest payments. It's called
a "coupon" because sometimes there are physical coupons on the bond that you tear
off and redeem for interest. However, this was more common in the past. Nowadays,
records are more likely to be kept electronically.
As previously mentioned, most bonds pay interest every six months, but it's possible

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for them to pay monthly, quarterly or annually. The coupon is expressed as a

percentage of the par value. If a bond pays a coupon of 10% and its par value is
$1,000, then it'll pay $100 of interest a year. A rate that stays as a fixed percentage of
the par value like this is a fixed-rate bond. Another possibility is an adjustable interest
payment, known as a floating-rate bond. In this case the interest rate is tied to market
rates through an index, such as the rate on Treasury bills.
You might think investors will pay more for a high coupon than for a low coupon. All
things being equal, a lower coupon means that the price of the bond will fluctuate
more.
Maturity
The maturity date is the date in the future on which the investor's principal will be
repaid. Maturities can range from as little as one day to as long as 30 years (though
terms of 100 years have been issued).
A bond that matures in one year is much more predictable and thus less risky than a
bond that matures in 20 years. Therefore, in general, the longer the time to maturity,
the higher the interest rate. Also, all things being equal, a longer term bond will
fluctuate more than a shorter term bond.
Issuer
The issuer of a bond is a crucial factor to consider, as the issuer's stability is your
main assurance of getting paid back. For example, the U.S. government is far more
secure than any corporation. Its default risk (the chance of the debt not being paid
back) is extremely small - so small that U.S. government securities are known as risk-
free assets. The reason behind this is that a government will always be able to bring in
future revenue through taxation. A company, on the other hand, must continue to
make profits, which is far from guaranteed. This added risk means corporate bonds
must offer a higher yield in order to entice investors - this is the risk/return tradeoff in
action.

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The bond rating system helps investors determine a company's credit risk. Think of a
bond rating as the report card for a company's credit rating. Blue-chip firms, which
are safer investments, have a high rating, while risky companies have a low rating.
The chart below illustrates the different bond rating scales from the major rating
agencies in theu.S.: Moody's, Standard and Poor's and Fitch Ratings.
Debentures
Meaning of Debentures:- Debenture is a Latin word which means ‘to owe debt’.
In the words of Thomas Evelyn, “a debenture is a document under company’s seal,
which provides for the payment of a principal sums and interest there on at regular
intervals, which is usually secured by a fixed or floating charge on the company’s
property or undertaking and which acknowledges a loan to the company.”
It includes stock, bonds and any other company’s securities. It may or may not
constitute charge on the assets. A document given by the company which describes
the debt and is a proof of debt is known as Debenture. It secures the repayment of
loan by creating charge on the assets. It may or may not be under seal.
Characteristics of Debentures:-
1. A debenture is always in written form. An oral promise to pay back the debt is not a
valid debenture. It is a type of a certificate.
2. Debenture is an acknowledgment of indebtedness.
3. It is not necessary that debenture must be under seal. A debenture signed by two
directors without a company seal is valid.
4. Debentures are issued in series. But there is no restriction on issue of a single
debenture.
5. A company can also issue irredeemable debentures without any undertaking to
repay.
6. Fixed rate of interest is paid on debentures at regular intervals of time.
7. Debentures are secured by either fixed or floating charge on assets of the company.
8. Debenture holders have no right to vote in any meeting of the company.
Kinds of Debentures:- Following are different kinds of debentures:-

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1. Registered Debentures:- The debentures which are registered in the registers of

the company in the name of debenture holder are known as Registered Debentures.
These debentures are fully transferable. But it does not mean that they are negotiable
instruments. Interest on these debentures is paid only to the registered holder. But
interest may also be paid through bearer coupons.
2. Bearer Debentures:- Bearer Debentures are those debentures which work as
negotiable instruments. These debentures are fully transferable and payment is made
only to the bearer of the debenture. No register of these debentures is maintained by
the company. Coupons are attached with these debentures for the payment of interest.
The powers of the transferee of bearer debentures are same as the original debenture
holder.
3. Secured Debentures:- The secured debentures are those debentures which are
secured either by fixed or floating charge or both on any of the assets or property of
the company.
4. Unsecured or Naked Debentures:- These debentures are just the opposite of the
secured debentures. Unsecured or naked debentures carry no fixed or floating charge
on the assets of the company. Unsecured debenture holders are ordinary creditors of
the company. It is not compulsory to register the name of unsecured debenture holders
as they do not carry any charge.
5. Redeemable Debentures:- Redeemable debentures are those which are redeemed
or paid off after the termination of fixed term. The amount paid off includes the
principal amount and the current year’s interest. The company always has the option
of either to redeem a specific number of debentures each year or redeem all the
debentures at specified date. Re-issue of redeemed debentures can be made either by
re-issuing the same debentures or by replacing them with other debentures.
6. Irredeemable or Perpetual Debentures:- Irredeemable debentures are those
debentures which do not have any fixed date of redemption. They are redeemed either
in the event of winding up or at a very remote period of time, say 100 years.
Irredeemable or perpetual debenture holders can never force the company to redeem
their debentures.

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7. Convertible Debentures:- Convertible Debentures are those debentures which

have the option of their conversion into the equity or preference shares and such
conversion has been approved by passing special resolution.
8. Non-Convertible Debentures:- Non-Convertible Debentures are totally opposite
to the convertible debentures. Non-convertible debentures are those debentures which
do not have the option of their conversion into the equity or preference shares.

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CHAPTER 3
3.1Sales improvement sratigies
Internal sales improvement strategies

1. Conventions(tours)-
These are the tours which may be national or international which are
offered by the company so that the employee could be motivated to do the
work. As money matter is an broker company and it allows the employees to
earn the money so the company focus on mainly increasing the sales with the
fair means . As tours are according to the targets that has been achieved by a
person in an financial year . The international tour may be for particular
person , family package and same in the case of the national tours . The
company provide the service from gate door picking to the leaving to the gate
door including fooding and lodging . The conventions given to those
employees which had done something extra ordinanry . Moreover the person
are given the 5 starhotel facility. The conventions are been looking by most of
the persons because main reason behind this is that the people from all over
the world gather at a place and had a meeting and going thee as your
convention is a very honorable prize in itself . So to avail the tours the
employee work hard and which leads a a strategy to improve the sales .
2. Incentive programes-
These are the programmers that are are usually introduced in the
organization in certain period of the time . Moreover the incentives programes
are the one of the motvational factor which help the employees to increase the
sales . There are the incentive programs that may be usually formulated by the
branch on itself only by giving the information to the regional branch about
the various schemes that are going to be formulated in the branch .some of the
good examples that are formulated are :

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a. 5 tak 5 – in this scheme the employee hade to make 5 business

associates in the 5 days . What this scheme is all about that if the
person will achieve this he will get tickets for the latest movie or the
crockery set .
b. 60 rocks –this incentive scheme tells that the employee who will
make the business of 60000 in the month will be called the est
performer of the month and he will be given party . Moreover he can
take any of the gift or the things that are offered to the best insurance
agent of the department .
3. Reward and recognition-

Reward and recognition is that every employ want so as to get the
success and to get into the eyes of he high authority. Reward and recognition
is not only for just himself but also for the company in which they are working
. Now most of the employ want to be get known by their colleges and boss for
their work . So more the employ will do the work more he will be recognized
and more he will be able to rip the benefit of the reward so the person will like
to increase its sale and will lead to the increase in sales so this is how this sales
improvement strategy works .
4. On roll from off roll-
As this strategy focus on the development or promotion of the
employee from semi working to the full time working , means the employee
has been appointed as the permanent employee in the organization . This could
only be done if the employee will appoint as on roll from off roll. When the
employee gives its best performance .he will be promoted moreover the
company seeks that employee who consistently gives the performance to the
company . Why the company will waste the money on the people without the
profit . So company says that after the certain consistent performance and after
achieving the certain kind of the targets the person will be on roll employee of
the organization .
5. Training and development-

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Training and development is necessary or any employee so as to stay

in the competition to make himself a success full person. Training leads to
knowledge enhancement of the employee. If the employee has been trained to
sell the insurance or bonds and is able to explain each and every thing about
the organization than he is able to sell the policies, no doubt that the training is
the one time process and finishes after the accomplishment but necessary it is
not because where the training ends from there the development rises .and
regular training and development leads to the benefit for not only the growth
of the employee but also for the growth of the organization. So training and
development is necessary for the selling and this is one of the best sales
improvement strategies which the money matter inc. Follows and is been the
best sales improvement strategy.
External sales improvement strategies

1. Personal selling-
The best way till today to earn and learn is the personal selling. The best
way to improve sales and one of the most popular and famous strategy is
personal selling , the selling with the lots of efforts and results , the personal
selling strategy shows the effort of the employee that how well he is dedicated
towards his work . Personal selling is the concept which is very famous in the
insurance field, it is said that the personal selling is the only selling with the
difference and with all the qualities that is needed to get in all. Means without
the personal selling the sales is impossible to increase until the some of the
other strategies are not implemented. The personal selling is the way to
increase the sales as it is in the hand of the seller to pump in the efforts
because of him the sales can be improved. The personal selling is the best
external sales improvement strategy because of help of it and sales force we
can reach the people and can gain the knowledge of their perception and their
thoughts and also the profits.
2. Customer services-

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One of the post sale strategy and the strategy to act as word of the mouth.
Most simple but yet very important sales strategy. This sales strategy signifies
that the customer should be given the after sales services so that he could get
satisfaction and could encourage other people to take the products and services
availed from that organization. As word of mouth is the stronger influence to
attract more customer base and is also the base for customer relation.
Customer relation is very much depended upon the customer services as the
experience of the customer relation with the company matters a lot.
3. Roiling markets- these are the markets which change with the change in the
market. The concept of roiling market is very much famous at the time of the
investment. This concept says that as the value of the market goes down the
customer or the organization put in their money in the markets so as to rip the
benefit of the market conditions. The roiling market helps the shares and
debentures or bonds or investment to increase. The roiling market could not be
predicted easily and the sales improvement strategy in this context works on
the opposite direction. It applies when the market is down. The employee
tends to motivate the customer to invest so that the more and more sales could
be done. The oiling marker=t concept can be implemented anytime. Moreover
the more the person will invest the more the incentives or commission will be
gone to the employee who means that the employee and the customer and the
company will get the benefit in the future and thus act as the sales
improvement strategy.
4. Catalogs- these are the written form of doing the advertisement and are one of
the techniques to improve the sales. as the catalogs are the written pamphlet
things that are used to improve the sales of the company as the sales
improvement techniques are used to improve the sales are catalogs are the one
of the external strategy to improve the sales

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CHAPTER 4
REVIEW OF LITERATURE:
SONI (2009) Explore that all investment instruments have their unique set of
advantages to offer. It is vital for investors to be aware of the nuances in a particular
offering and make informed decisions. When investing in a Unit Linked Insurance
Plan, popularly called ULIP, it is to be borne in mind that ULIP’s being a market
linked instrument will fetch good returns on a long term basis. The basic advantage of
a ULIP over other investment instruments is that it offers the twin benefits of life
insurance as well as an investment.
Gupta Anita ( 2009 ) -director, marketing and communication, ING Visa Life
insurance ulips are suitable for all types of customers, right from the lower class to the
premium class. Also according to the Financial express (Dated 12th April, 2009) ulips
are flexible to the core.
Rao(2009) Even if it is claimed by India it has handled the financial global crisis
better than most nations, the global warming served and received, due to these
developments should make the insurers perform better to ensure perform better to
ensure that the future insurance market to be built, would be less imperfect than the
one now. Hopefully, the insurers would read the writings on the wall, not only clearly,
but would also take action to prevent any miscarriage of the insurance system. It
happened with the mighty AIG; it can happen here too.
Kumar Krishna & Upadhyay Rajesh(2009) Distribution channels of Life

Insurance are an important element and have an impact on the profitability. It has a
strong influence on product marketing and the image of the insurer in t he market
.Hence many companies strive to introduce alternate distribution channel for selling
their products. Through direct selling of life insurance products was not very effective

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earlier as a channel, yet a good growth can be observed in 2007-08 and it is expected
that this growth will continue in future
Raju(2009) Life insurance mainly preferred because of risk coverage and tax benefit.
Majority of them govt owned LIC for getting insured because of security. Better
customer service and high return are the main reasons behind the preference of private
sector insurance companies. Life insurance coverage can be expended through better
schemes with higher return. The government should also ensure safety and security of
the saving of the public mobilized by life insurance companies though strict
enforcement of regulatory measures.
Venugopal (2010) Bancassuarance has been forecasted to become the second most
important channel for insurance as per the McKinney Report, as this channel offers
cost advantages, strategies placement and immense potential in Europe banks handle
60% of the insurance business, especially in countries like France, Spain and Italy. In
Asia this range from 5 to 40% of the new business in countries. The time has come for
the insurance industry to think on additional channels instead of depending only on
one “Tied” agency channel.
Shankar ( 2010 ), in his article concluded that ulips were being bought by investors
partly as a short-term investment vehicle since they perceived the insurance as a value
add to a mutual fund look-alike. According to him, the move by IRDA is good as it
clearly sets a playing field that segregates investment products that seek to maximize
returns with low to medium costs, from long term "risk + some returns" products.
"There should always have been separate playing fields. Mutual funds actually felt
that ULIP sales were lucrative to insurance agents relative to the commissions paid to
MF agents for sale of MF products and in that sense were already "high cost"
products for customers relative to comparable mutual funds
Varadharajan (2010 ), in his article concluded that ulips are becoming popular with
Indian investors. Sensing the great demand for these because of their attractive
features such as insurance cover, scope for tax relief and gains from a booming equity

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market, life insurance companies and mutual fund houses have come out with
different products to suit investor needs.
Productivity and Efficiency of Indian General Insurance Industry by

Ram Partap Sinha, A.B.N. Seal (Govt) College published by ICFAI
Journal of Risk & Insurance, Vol. 4, No. 2, pp. 33-43, April 2007 .
The deregulation of general insurance industry in India is having far-reaching
consequences in terms of market size, structure and operational practices. The
penetration level of general insurance in India is quite low compared to the
international standards and, therefore, has tremendous potential for growth. The
present paper compares the performance of 12 general insurance companies in respect
of technical and scale efficiency and total factor productivity in a three-output three-
input framework, for the years 2003-04 and 2004-05, by using Data Envelopment
Analysis and Malmquist Total Factor Productivity Index. The public sector insurers
dominate the private sector insurers in terms of mean technical efficiency in constant
returns to scale, while the private sector insurers have a slightly higher mean technical
efficiency than the public sector insurers in variable returns to scale. A further
comparison of total factor productivity and gross income is also made in respect of
both public and private sector insurance companies.
NEW INVESTORS STILL FACE OLD HURDLES IN INDIA: (Chaze, Aaron,

15 Jun, 2005)
The article tells that the latest growth figures reported by the Indian insurance sector-
particularly private sector insurance companies-are providing strong support to India's
efforts to open up the sector to investment. Many of the private sector insurance
companies are in joint ventures with global giants such as Sun Life, Allianz, and
Prudential. New York Life, Standard Life and Old Mutual. Despite some having been
in operation for only a few years, the group as a whole reported 129% growth in new
premiums for fiscal year 2004-2005 to $1.2 billion. The industry giant, the public
sector Life Insurance Corporation of India (LIC), reported 22% growth in new
premiums to $4.2 billion despite seeing its market share fall to 78% from 87%.
MetLife ties up with PNB: (29/October/2005)

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This article tells that after Max New York Life tying up with the Pune's Shree
Suvarna Sahakari Cooperative Bank, now metlife’s company has tied up with Punjab
National Bank (PNB) and has launched a Group Life insurance cover, Met Group
Life. This policy is designed especially for the customers of the bank and it will be
extended to the current and saving account holders falling between the age group of
18-64 years of age. The policy will be available in all the branches of the bank. The
scheme was arranged through PNB Principal Insurance Advisory Company Ltd.
Apart from metlife, PNB also has tie-ups with Iffco-Tokio Insurance Co and New
India Assurance Co whereby the non-life products are sold. Met Group Life is a
yearly renewable term plan. It offers the options of choosing a cover that ranges from
Rs 1 lakh, Rs 2 lakh and Rs 3 lakh. And the premium of the cover will be Rs 228, Rs
446 and Rs 648, respectively. The PNB is aiming to sell over 5, 00,000 policies by the
end of this fiscal.
Private insurance comes of age: (Subramanian, Shobhana December 13,

2005) Here this article tells that in last five years, private insurers have cornered more
than a fourth of the total life insurance market with a share of 26.18 percent. Swiss re,
the world’s largest reassurance company, shows real life premiums will grow by a
staggering 300 per cent or at a 15 per cent compound annual growth rate in the next
10 years. Life insurers can grow at around 37 per cent till 2011, and achieve a market
share of new business around 55-60 percent by financial year 2008-09. Premium
income in financial year 2004-05 was Rs 18,700 crore (Rs 187 billion).One of the key
factors that has contributed to the success of private players has been the introduction
of the unit linked insurance policy. It tells HDFC Standard Life, growth has been
faster after it launched ulips. And will continue to be the best-selling product for some
time to come. ICICI Prudential has seven bank assurance partners. In fact, owing to
their strong customer focus, insurers have actually managed to extract high fees and
upfront charges from customers. ICICI Prudential retains its premier position (7.26
per cent.).
LIC's share of world premium on the rise, finds place in top 30 (Monday,
February 06, 2006)

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LIC's share globally in life insurance premium rises to 0.7%.Its due to the fact as LIC
at this time as well with the entrance of the many private insurance companies such as
METLIFE, AVIVA, ICICI PRU, TATA AIG, RELIANCE still the LIC is able to hold
the insurance share 86 % market in the Indian insurance sector and its rises in parts
from 1.5 to 2.2% that has played the major factor in the development of insurance
primea. Still LIC has still had to face a tough from the private companies in India. Its
share has risen as now India has been a great centre of investment and as well the
knowledge regarding the insurance has been growing as well. Here the company still
holding a prime market share in insurance market and is expanding its operations in
abroad like Fiji, Malaysia etc.
Top it up :( Chhabria, Rutu, 28 Aug, 2006,)in this the writer has told if the
person has an insurance policy, a substantial part of the premium as much as 15-40%
is taken away as an expense called ‘allocation charge’ by the company and after first
three years, this falls sharply to around 1%, which is reasonable. Top ups offer
flexibility to customers as surplus funds can be invested anytime during the term of
the policy and there is no commitment on part of the policyholder to pay this amount
on a regular basis.. Allocation charges for top ups could vary from 1-2% across the
industry whereas basic premium attracts allocation charges in the range of 15-40%
from company to company. Unit Linked Endowment Plan of a leading insurance
company, allocation charges are at 30% in the first two years of the policy and 1%
from the third year onward. But a top up in the same scheme attracts an allocation
charge of 2.5% along with fund management charge of 0.8. The top-up facility a
customer ensures that maximum amount of his funds go towards allocation of units
under a unit linked insurance plan (Ulip). The investor can top up 25% of Rs 30,000,
which works out to Rs 7,500. So, any top- up made up to Rs 7,500 does not increase
your insurance cover. Top ups above 25% of cumulative premiums must have
insurance cover of 1.25 times the top-up amount. A policy with an annual premium of
Rs 20,000 for 15 years can receive top ups worth a maximum of Rs 75,000 over its
term considering that the cut-off percentage is maintained at every year end.
Birla Sun Life plans aggressive growth: (Tuesday, Mar 06, 2007)
Birla Sun Life Insurance hopes to grab a fair share of the growing insurance market

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and be among the top three in two years as life insurance industry is growing at 100
per cent. Birla Life Insurance has introduce innovative products and expand our
channel reach. The company has registered 40 per cent growth in new business
premium to Rs 579 crores in the first 10 months of the fiscal, against Rs 414 crores in
the previous year. In terms of maturity value, most of Birla Sun Life's products have a
term of 15 years. The company's average premium per policy was close to the
industry average of Rs 20,000.
MetLife unveils 2 ulips: (Mar 13, 2007)

The article tells metlife India Insurance Co Pvt Ltd has launched two new unit-linked
insurance plans, Met Smart Plus and Met Smart Premier single pay. The company has
released both the products that could be purchased by a one-time payment. The
minimum single premium for both policies was Rs. 50,000 and for the individuals up
to the age of 55 years could buy the policies. The article also added that the minimum
sum assured was 1.25 times the premium while the maximum sum assured is five
times the premium.
LIC premium income doubles: (Saturday, Apr 14, 2007)
Here the article tells about that LIC has registered a whopping growth of 118.6 per
cent in its first premium income in 2006-07 at Rs 39,541 crore against Rs 18,085
crore in the previous year and in the previous year-2005-06- the corporation had seen
a growth of 48.6 per cent.
The LIC has sold 82 crore new policies in the recently concluded fiscal against 3.15
crore policies in the previous year. Pension and group schemes mopped up Rs 11,282
crore in premium, a growth of 188 per cent against the previous year's Rs 3,911 crore,
said a press release. The major group schemes bagged by L.I.C. this fiscal were
Mumbai Port Trust, SAIL and Vizag Steel Plant. The corporation sold 5.8 lakh
policies and raked in new business premium of Rs 664 crore through banks and other
alternative channels.
LIC's micro insurance product, Jeevan Madhur, which was launched in September last
year, covered 80,637 economically under-privileged people, said the release.

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Metlife hiking capital to fund expansion: (Aishwal, Shashi. July 12, 2007)
Metlife India Insurance Company will hike its capital base by around Rs 200 crore
taking it to Rs 731 crore. The capital would fund the company’s expansion in India.
And has announced a bancassurance tie up with Barclays Bank. Through this tie-up,
the bank hopes to tap high net worth individuals. “Around 48 per cent of our business
comes from bancassurance, which was at around 35 per cent last year. The coveted
bancassurance tie up with UTI Bank, which was toughly contested for by other
insurance companies, now brings in around 30 per cent of the company’s total
business. The company has three other bancassurance tie ups with J&K Bank,
Karnataka Bank and Dhanalakshmi Bank. Metlife insurance is expanding its
distribution network. The agency force, which increased from 8,000 to 25,000 in
2006-07, will be expanded to 40,000 this fiscal. Reported that new business premium
of around Rs 344 crore in 2006-07, against Rs 142.63 crore in the previous fiscal. The
company’s market share has increased from 1.3 per cent to 2.5 per cent in the recently
concluded fiscal. Metlife’s product portfolio is dominated by Unit Linked Insurance
Plans, which contributes 94 per cent of the company’s business
Aviva Life plans tie-up with co-op banks; (Sridhar G. Naga, Jul 16, 2007)
Aviva Life Insurance is planning to join hands with the cooperative banks in India to
expand its reach besides augmenting its direct sales force significantly. Bancassurance
has been one of our strongholds in India and it prefers to make cooperative banks a
channel to reach the countryside in India. The UK-headquarter company has already
tied up with the Basic Group for its micro insurance product. Bancassurance in India
is becoming competitive with leading private banks and some public sector banks
going on their own to tap the insurance potential. Aviva had pioneered the concept of
bank assurance in India and we would strive to be in the lead. Currently, bank
assurance accounts for 60 per cent of our distribution while remaining 40 per cent
done by our direct sales force. The motive of the company is to recruit 3000 with in
sometime to strength the company sales force. The company, which recently launched
‘Grameen Suraksha’ a micro insurance product for BASIX customers, would add

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more products to suit rural customers soon. The company had invested Rs 199 crore
in January 2007 and plans to infuse more capital over the next two years.
Aviva and PML join hands,( 24/July/2007)
Aviva Life Insurance and region based financial services providers Paul Merchants
Ltd (PML) have entered into a tie- up through which Aviva plans to increase the
insurance penetration in the NRI markets. Aviva plans to sell its products like Life
Long, Save Guard, Life Saver plus and pension plus to PML customers. Aviva is
looking forward to using Paul Merchants’ network of over 100 branches and more
than 10,000 sub-agents in India. PML will sell Aviva's products initially in Punjab,
Haryana, UP and Delhi through about 50 outlets . The company reportedly has a
strong presence in Punjab through their banc assurance tie-ups and direct sales force
and has hinted long term and aggressive plan for Aviva India and tie-up with Paul
Merchants, which would enable them to expand their reach to the NRI customers.
ICICI Prudential launches new ‘Crisis Cover’, business line bureau

(Thursday, Aug 02, 2007,)
Here the article tells that Icici prudential here offers widest coverage against 35
critical illnesses, total and permanent disability, and death, over the long-term making
it the most comprehensive critical illness plan available in the country. Here
conditions are divided into two groups, which determine the payout advantage to the
policyholders. Group 1 includes conditions like cancer, brain surgery, blindness, heart
attack etc. The full sum assured is paid on diagnosis, after which the policy closes.
Group 2 offers coverage continuation and includes conditions like angioplasty,
deafness and multiple sclerosis, Alzheimer’s disease. The policy comes with a term
ranging from 10 to 50 years and can be taken by individuals between 18-60 years. The
sum assured under the plan can be between Rs 3-20 lakh.
Birla Sun Life expands capital base: (Wednesday, Aug 08,2007,)

In this article Birla Sun Life Insurance has infused additional capital of Rs 105.50
crore into its capital base. The capital base of the company stands at Rs 777 crore as
of July 31. The additional capital will help expand the company’s distribution

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network and conform to the solvency margin requirements as stipulated by the

Insurance Regulatory and Development Authority, said a release. The capital infusion
was made in several trenches between April and July this year. The company plans to
expand its network by September by opening additional branches in smaller towns
across the country.

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CHAPTER 5
Objectives of the study
1. To find out the internal and external source of sales improvement strategies.
2. Problems in implementing the sales improvement strategies
3. Suggestion by the employees in sales improvement strategy.
Need of the study

The report title is “sales improvement strategies for Money Matter Inc.” The report
gives an overview of the Insurance Sector and company profile. The study was
conducted to know the preferences of employees that which sales strategy they follow
to increase the sales and which is the best factor for them to motivate them to sales for
the company. The methodology adopted for the study was through a structured
questionnaire. For this purpose sample size of 70 was taken. The data collected, is
analyzed thoroughly and presented in the form of charts and tables.

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CHAPTER 6
Limitations of the study
The study based on survey through pre-designed questionnaires suffers from the basic
limitations of the possibility of difference between what is recorded and what is the
truth, no matter how carefully the questionnaire has been designed and field
investigation has been conducted. This is because the persons may not deliberately
report their true responses and even if they want to do so, they are bound to be
differences owing to problems in the communication process. In addition, there are
some limitations, which are as below:
1) Time has played a biggest constraint that the research could not be carried out
comprehensively as the duration of the study was only 6 - 8 weeks.
2) The sample size for collecting the primary data was meager as it includes only
70 respondents, hence the conclusion would not be a universal one.
3) Personal biases and prejudices of the customers may also affect the study.
4) the employees were not explorative
5) the data gathered was from the employees on the telephonic conversion almost
half of the respondents because of their field work

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Chapter 7
RESEARCH METHODOLOGY
This project is based on information collected from both primary and secondary data.
The data has been used to cover various aspects of advertisement and sales promotion
activities being undertaken by the organization under the study.
COLLECTION OF DATA
Primary Source Secondary Source
Personal Questionnaire Company Books
Primary Source
Questionnaires: Questionnaires contain the list of question relating to the influence

of advertising and sales promotion techniques on the customer of ICICI Prudential
Life Insurance.
Research Doing:
The data has been analyzed in the form of bar graphs and pie graphs.
Secondary sources
 Company Registers: Assistant Marketing Manager and Sales Manager provide
sufficient information related to the various exhibitions, seminar, shows, trade
fairs organized by the company from the registers maintain by the company.

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 Books: Books provided by the company’s library as well as college library helps a
lot in gathering the information.
SAMPLING UNIT
 The data was collected from employees of the Ludhiana and the Chandigarh.
Every single individual is the sampling unit.
SAMPLE SIZE
 The sample size for the survey conducted is 70 respondents.
CONTACT METHOD
 I personally interacted with people to fill up the questionnaire so that I may able to
complete my survey.
SAMPLE DESIGN
 Universe: All the employees working in money matter Inc...
 Sampling Technique: The technique used is Non Probability technique. Under

Non Probability technique, Convenience Sampling was used.
STATISTICAL TOOLS
 Bar, graph diagrams and Pie charts have used to understand the result analysis.

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CHAPTER 7
Data analysis and interpretation
Ques 1- from how much time you are with money matter inc.
Time Number of responses

0 to 6 months 36
6 months to 1 year 21
1 year and above 9
Interpretation-as it is depicted from the above figure that the employees who have
joined the money matter inc. Are very much high which counts to 36 in less than a six
months and relatively less employees who are with the money matter inc. And even
lesser who are with the organization more than 1 year .

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Ques 2 how is your experience with money matter inc
Experience Number of responses

0-20 15
20-40 25
40-60 16
60-80 10
80-100 4
Responses
4
10 15
0-20
20-40
16 40-60
60-80
25
80-100
Interpretation – the above figure depicts that the employees experience varies from 0
to 100 , this figure simply states that there working experience with the money matter
inc. In the above table and figure the most of the employees rate between 20 to 40 as
their experience with money matter Inc.

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Ques3 which of the internal sales strategies are used by company and is known
to you ?
Internal strategies Number of responses

Conventions 52
Incentives 52
Rewards and recognition 45
On roll from off roll 23
Training and development 49
Interpretation- the above pie chart shows that there are some of the internal sales
strategies that are adopted by the money matter inc. And how the employees are
aware off. This question was multiple choice question and it has been found that most

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of the employees are known with all the internal sales improvement strategies but
conventions and incentives are known by the most .

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Ques 4 which of the external sales strategies are used by company and is known
to you?
External strategies Number of responses

Personal selling 62
Customer relation 51
Customer services 40
Roiling markets 17
Catalogs 18
Hoardings 21
Cards 14
Bop 50
noof responses
personal selling
50
62 customer relation
customer services
14
roilingmarkets
21 catalogs
51 hoardings
18
cards
17
40 bop
Interpretations- the above pie chart shows that there are some of the external sales
strategies that are adopted by the money matter Inc. And how the employees are
aware off. This question was multiple choice questions and it has been found that
most of the employees are known with all the external sales improvement strategies
but personal selling and the customer relations are known by the most

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11
Ques 5(i) – according to you which are the effective sales improvement strategies
Highly Effective Neutra Not Highly

effectiv l effecti not
e ve effecti
ve
Conventio 11 25 22 8 4
n
Incentive 17 31 9 5 8
Rewards 12 23 16 7 8
&
Recogniti
on
On Roll 7 21 22 13 7
From Off
Roll
T&D 10 24 23 5 8
35
30
25
20 highly effective
effective
15
nuetral
10
not effective
5 highly not effective
0
Convention Incentive Rewards & On Roll T& D
Recognition FromOff
Roll
Interpretations- the above bar diagram shows that how much the different sales
improvement strategies are effective and are not effective from the point of the view

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of the employee the above diagram shows that how the employees of the money
matter inc. Thinks that which one is more effective in increasing the sales .the most of
the decision taken by them is in the favors of effective and neutral.

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Ques5 (ii) – according to you which is the effective sales improvement strategies
Highly
Highly Not not
effective Effective Neutral effective effective
Personal
Selling 13 30 13 8 6
CR 12 21 19 9 9
CS 13 18 16 11 8
RM 2 17 27 13 11
35
30
25
highly effective
20
effective
15 nuetral
not effective
10
highly not effective
0
Personal Selling CR CS RM

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Ques 5 (iii) – according to you which is the effective sales improvement strategies
Highly
Highly Not not
effectiv Effectiv effectiv effectiv
e e Neutral e e
Catalogs 4 15 27 12 12
Hoardings 4 18 22 18 8
Cards &
Advertisements 1 20 19 15 12
BOP 8 25 17 7 11
30
25
20
highly effective
15 effective
nuetral
10
not effective
highly not effective
5
0
Catalogs Hoardings Cards& BOP
Advertisements

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Ques 7. Which of the Internal and External Sales Strategies You Use The Most
Interpretation- most of the employees think that the BOP is the good strategy to
increase the sales as the BOP is done so as to give the targets and to do the meetings.
Simply the analyses of this question are done this so because the question was open
ended and most of the employees filled the 2 options whereas some of the employees
filed the third and the fourth option. The internal and external sales strategies that are
liked by the employees are the rewards, conventions, incentives, customer relation,
training and development, customer services. Most of the employees believe in the
personal selling so as to increase the marketing relation with the employees and it
increases the incentives so as to get the money as in the reward. Some of the
employees like to increase the advertisement and to rethink the price strategy. As
some of the employees are still unaware that that the advertisements in the company is
not done but they want to increase the advertisement so as to increase the awareness
in the consumers mind so that the products of the company can be sold easily and
without any problem.
Cold calling as also cone by some of the employees of the money matter Inc.
So that they can get direct appointment to the customer o as to get the sales for thier
company. some of the employees wants to do the financial planning .

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Ques 8 Which of the sales improvement strategies motivates you most
Strategies Response
Internal 45
External 23
Response
23
Internal
External
45
Interpretation- this above diagram shows that the employees were asked that which
type of strategy motivates them to increase the sales . On this question most of the
employees response that the external strategies motivates them less as compared to
internal .as internal sales strategies suits them the most.

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Ques 9 as an employee what you think is more important?
Number of number of
Options responses
Reward 18
Recognition 30
Money 30
Any Other 1

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Interpretation- the above response shown in the graph is to our question that what is
most important to them among the money, reward and recognition most of the people
respond to money and recognition equally.

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Ques 10 Are You Facing Any Problem Regarding The Sales Improvement?
Facing the problems Number of number of responses

Yes 28
No 42
Interpretation- above pie chart was made on the analysis of the question asked to
the employees that whether they are facing the problem in selling the products. The
response was that42 employees were saying that they are not facing any problem in
selling the products but 28 were against it.

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Ques 11- What Are the Problems Facing By You Regarding the Sales
Improvement Strategies
Interpretation-
On asking this open ended question most of the employees did not respond but
the employees who responds to the problem says some similar kind of the answers
among which the common were that the targets give by the companies are very high
and are very difficult to achieve, moreover they are saying that the management
should do the face to face interaction with the employees and whenever possible
should be in contact with them, some of the employees think that the improper
advertisement is the main drawback for the company ,some employees were not even
satisfied and were saying that the pressure is very much and the management does not
support.

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Ques12 -Do You Think That The Management Is Doing Good To Increase The
Sales Strategies?
Number of number of
Options responses
Yes 47
No 23
50
45
40
35
30
47
25
20
15 23
10
5
0
Yes No
Interpretation- above graph shows the answer to the question that whether the
management is doing good to increase the sales strategies than the responses were
these, the 47 persons wee in the favors of the statement whereas the 23 employees
were not in the favors of the statement.

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Ques 13--Give Any Suggestions to Improve the Sales Improvement Strategies

Interpretation-
• To create awareness
• Meet more customers
• Proper advertisement and to win the faith of customer
• Awareness of the product
• Research and development be effecting
• More advertisement of money matters
• Improve communication
• Advertisement
• More concentration on increasing awareness among investors
• Promotion
• Location
• Reduce pressure on sales team
• Awareness
• Internet advertisement
• Less target
• More men more money
• Less documents
• Focus on increasing awareness
• Incentives
• Motivation
• More incentive to be given

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• Ques 16-- Suggest Any Sales Improvement Strategies
Interpretation-
• Advertisement
• Rewards and
recognition
• Awareness among the
customer
• Charge less
• Improve marketng
strategy
• Time reduction
• Promotion
• Less pressure
• Advertisement

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Chapter 8
Findings, suggestions and conclusions
Findings
• Employees are not satisfied with the management of the company
• Employees wants advertisement so that at the time of the selling the customer
should be aware about it
• Employees are satisfied with the company growth
• Employees want to request the company so as to lessen the targets given to

them as this is very hard to achieve for them

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Suggestions
 To strengthen the initiatives that are much needed to reach out more public and to
improve its existing performance, the following can be done;
 The display case can be located on the place where the customers can have a
100% chance of looking into it like cash counters, entrance etc., the number of
display cases can also be increased and catchy slogans can be given.
 Employees of the Money Matter can also be given more training about Products,
as this will help them to explain and guide the customers better.
 Motivation, immediate rewards and better incentive packages can also help them
to do better.

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11
Conclusions
• The company is growing at very fast stage due to its employees sales force
• The sales force of the company is very less which leads to smaller sample size
• The company is giving various benefits to its employees
• As because of the broker company it deals in third party amalgamation
• Money matter inc. launches various incentives programmers as with the

combined of the companies dealing with it.

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11
Bibliography
Http://www.IRDAindia.org/invgln/invgln04.htm
Http://www.indianexpress.com/news/sebi-v-s-IRDA/604835/0
Http://www.economywatch.com/mutual-funds/definition/
Http://www.investopedia.com/university/mutualfunds/mutualfunds.asp
Http://books.themajlis.net/node/303
Http://www.acronymfinder.com/Fixed-Deposit-(FD).html
Http://www.anz.com/edna/dictionary.asp?Action=content&content=fixed_deposit
Http://www.qfinance.com/asset-management-calculations/fixed-deposit
Http://www.blurtit.com/q5013019.html
Http://www.businessdictionary.com/definition/fixed-deposit.html
Http://www.livemint.com/2009/04/12222430/Everything-you-need-to-know-ab.html
Http://www.jagoinvestor.com/2010/04/are-company-fixed-deposit-safe.html
Http://www.bing.com/search?
Q=corporate+fixed+deposit+importance&x=0&y=0&form=MSNH64&mkt=en-in
Http://in.answers.yahoo.com/question/index?Qid=20070708044943aaqcvzx
Http://www.allbusiness.com/banking-finance/financial-markets-investing-
securities/8518933-1.html
Http://www.investopedia.com/university/bonds/bonds1.asp
Http://en.wikipedia.org/wiki/Debenture
Http://www.rajputbrotherhood.com/knowledge-hub/accounting/what-are-debenture-
definition-explains-different-types-of-debentures.html

Gobindgarh. Page 95
11
ANNEXURE
Dear Respondent,
I, Zaheen Tabish student of Punjab Institute Of Management And

Technology, Mandi GobindGarh. I am conducting a research project on “Sales
improvement strategies of Money Matter Inc..” In Mohali . I request you to co-operate
in terms of data collection. I assure you that it will be used for academic purpose only.
Questionnaire
“ Sales improvement strategies of Money Matter Inc.”
Name: ____________________________________
Age: ____________________________________
Sex : male ( ) female ( )
Occupation: ____________________________________
Salary -----less than 10000 ________
10000 - 20000 ________
20000 And Above ________
Ques 1- From How Much Time You Are With Money Matter Inc.
_____________________________________________________________________
Ques 2-How Is Your Experience With Money Matter Inc.
0----------------20----------------40----------------60-----------------80--------------------100
Ques 3–Which Of The Internal Sales Strategies Are Used By Company And Is
Known To You ?
Conventions(Tours) _____________
Incentive Programs _____________
Reward And Recognition _____________
On Roll From Off Roll _____________
Training And Development _____________

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11
Ques 4- Which Of The External Sales Strategies Are Used By Company And Is
Known To You ?
Personal Selling _____________
Customer Relation _____________
Customer Services _____________
Roiling Market _____________
Catalogs _____________
Hoardings _____________
Cards And Advertisements _____________
BOP _____________
Ques 5 – Give The Respond Grading The Effectiveness Of The Various Sales
Improvement Strategies By Money Matter Inc.
Highly Effective Neutral Not Highly Not
Effective Effective Effective
Conventions
(Tours)
Incentive
Programs
Reward And
Recognition
On Roll From
Off Roll
Training And
Development
Personal Selling
Customer
Relation
Customer
Services
Roiling Market
Catalogs

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11
Hoardings
Cards And
Advertisements
BOP
Ques 6–Rank According To Your Preferences .Which Is The Most Effective Sales
Improvement Srtatigies.
Ranks
Conventions (Tours)
Incentive Programs
Reward And Recognition
On Roll From Off Roll
Training And
Development
Personal Selling
Customer Relation
Customer Services
Roiling Market
Catalogs
Hoardings
Cards And
Advertisements
BOP
Ques 7-Which Of The Internal And External Sales Strategies You Use The
Most(Name Any Four).
1. ______________________ _ 2. ____________________
3. ________________________ 4. ____________________
Ques 8-Which Of The Sales Improvement Strategies Motivates You Most.
Internal _______________
External _______________
Ques 9-As An Employee What You Think Is More Important?

Reward __________________
Recognition __________________
Money __________________

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11
Any Other __________________

Ques10- Are You Facing Any Problem Regarding The Sales Improvement?
Yes __________ No ___________
Ques 11- What Are The Problems Facing By You Regarding The Sales Improvement
Strategies
____________________________________________________________________
Ques12-Do You Think That The Management Is Doing Good To Increase The Sales
Strategies?
Yes ___________ No ____________
Ques 13-Give Any Suggestions To Improve The Sales Improvement Strategies
Ques 14- Suggest Any Sales Improvement Strategies

_____________________________________________________________________
Thanks for giving you time

Gobindgarh. Page 99

Zaheen

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Sales improvement strategies of Money Matter Inc .

Submitted to Punjab Technical University

In the partial fulfillment of the requirements for degree of

DEPARTMENT OF BUSINESS MANAGEMENT

PUNJAB INSTITUTE OF MANAGEMENT AND TECHNOLOGY

PUNJAB TECHNICAL UNIVERSITY, JALANDHAR

This is to certify that the thesis/dissertation entitled, “Sales improvement strategies

Ms. Manisha Gupta

Punjab Institute Of Management And Technology, Mandi

Major Advisor External Examiner

Punjab Institute Of Management And Technology, Mandi

TITLE Sales improvement strategies of Money Matter

ADVISOR NAME: Ms. Manisha Gupta

Punjab Institute Of Management And Technology, Mandi

I thank Punjab Institute of Management and Technology for giving me

I am grateful to Mr. GAURAV SHARMA(Strategic unit Head),

I express my sincere and humble gratitude to Mr. Adish Jain

(Relationship Officer) for being my project and Industry guide and

to Ms. Rachna Sharma (HAD Executive) for help me in the completion of

I also wish to express my profound gratitude to my project guide and

fact given this project a form.

This formal piece of acknowledgement may not be sufficient to express

project & whose encouragement and ideas enriched my project.

1.2 A brief history of the Insurance Sector 9

1.3 Emergence of insurance in india 9-10

1.4 IRDA (The Insurance Regulatory and Development 11-12

2.1 Introduction to Corporate 13-15

2.2 Money matter inc to its customers 16-19

2.3 Basic Investment Principles of the Money Matter Inc 20-22

2.4 Names and Location of Group Companies 22-24

2.5 Our management team 25-27

2.6 Introduction to Particular Branch 28-29

2.7 Organization Chart of the Training Unit 30-31

2.8 SWOT analysis 32-33

Chapter Contents Page No.

Punjab Institute Of Management And Technology, Mandi

How Insurance Works?

1.2 A brief history of the Insurance Sector

Punjab Institute Of Management And Technology, Mandi

1.3 EMERGENCE OF INSURANCE IN INDIA

The best way of socialistic pattern of government was adopted thus

Punjab Institute Of Management And Technology, Mandi

1.4 IRDA (The Insurance Regulatory and Development Authority)

Insurance Regulatory and Development Authority (IRDA) is a national agency of

Expectations from IRDA

1) To protect the interest of and secure fair treatment to policyholders.

3) To set, promote, monitor and enforce high standards of integrity, financial

5) To ensure speedy settlement of genuine claims, to prevent insurance frauds and

6) To promote fairness, transparency and orderly conduct in financial markets dealing

7) To take action where such standards are inadequate or ineffectively enforced.

8) To bring about optimum amount of self-regulation in day to day working of the

Punjab Institute Of Management And Technology, Mandi

2.1 Introduction to Corporate

MONEY MATTER Inc.

• A Company which believes in Customer Delight.

Money Matter Inc. Is a marketing and distribution company for various

Punjab Institute Of Management And Technology, Mandi

Historical Background of the group:-

Key Value Differentiation

1. Great Leadership - Passionate, Balanced, Disciplined.

2. Customer - Centric Business Models-Relationship v/s Product Positioning.

3. Want to be a Leader in Commercial / SME, Mass Consumer & Mass Self-