SALES STRATEGIES

BY
HSBC IL & FS INVSTSMART
FOR
EQUITY ONLINE TRADING
Presenting By:-
Deepmala Sanghi
PGDM IVB
JIMS KALKAJI
 AGENDA
• COMPANY INTRODUCTION
• CURRENT SCENARIO
• WHY HSBC IL & FS INVESTSMART
• HIGHLIGHTS OF TWO MONTHS INTERNSHIP
• RESEARCH OBJECTIVE
• RESEARCH DESIGN
• SAMPLE DESIGN
• QUESTIONNAIRE AND ITS ANALYSIS
• CONCLUSION
• RECOMMENDATION
• LIMITATION
• INDUSTRY RELEVANCE OF PROJECT
 COMPANY INTRODUCTION

• IL & FS INVESTSMART LIMITED founded in

1997

• Promoted by Infrastructure Leasing and Financial

Services Ltd.

• Focused on Retail Broking (Including Margin

Financing), distribution of Financial Products and
IPO Financing.
 CURRENT SCENARIO
• HSBC acquires 93.86 per cent of IL&FS Investsmart,
for a total consideration of INR1,311.0 crore

• The company's current equity is Rs 69.84 crore. Face

value per share is Rs 10.

• Net loss of Rs 0.01 crore in Q4 March 2009 as

compared to net profit to Rs 1.42 crore in Q4 March
2008.

• Net sales declined 48.29% to Rs 3.33 crore in Q4

March 2009 over Q4 March 2008.

• Plan to delist its shares from the stock exchanges.

WHY HSBC IL & FS INVESTSMART

•  Expertise

• One-stop-shop

•  Personalized Service

• Unbiased & objective advise

• Extensive Reach
HIGHLIGHTS OF TWO MONTHS
INTERNSHIP
• Two days training

• Transferred to HSBC Bank Branch to establish a

set for IL & FS INVESTSMART– “Great
Opportunity”.

• Banking experience and Face to Face Interaction

with clients.
 RESEARCH OBJECTIVE
• To understand the perception of respondents
regarding Share Market.

• To determine the various Sales Strategies for

Equity online Trading by HSBC IL & FS
INVESTSMART.

• To understand the Perception of Management

Trainees for HSBC IL & FS INVESTSMART.
 SOURCES OF DATA

Primary Data:-
• My own experience of two month training, two days
classroom training.
• Structured Questionnaire.

Secondary Data:-
• Internet
 SAMPLE DESIGN
• Sample Element:- HSBC Bank & HSBC IL & FS INVESTSMART
Employees and their Management Trainees.

• Sample Unit:- HSBC IL & FS INVESTSMART

• Extent:- Pitampura and South Extension, New Delhi

• Time:- From Morning 10 a.m till afternoon 4 p.m

• Sampling Procedure:- Randomly

• Sample Size:-100

• Statistics Tool:- SPSS

QUESTIONNAIRE
1. Share Market is a:-
• Gamble
• Profession
• Easy way to make money in short span of time.
• According to me it is………………….
Analysis:-
2. What do you think is the best way to interact with the
customer?
• Telephone
• Face to Face Meeting
• Any Other, Please Specify………………………….
Analysis:-
3. What all steps do you follow to take customer in
confidence?
• Facts and Figures
• Personal Relations
• Follow up
• All
• Any other, Please Specify.…….…………….
Analysis:-
4. As per your knowledge what all changes should be made
in IL & FS Investsmart On Line Trading Plans or in other
things to attract more and more customers.
• No need to change plans but to others, please specify
………………………………………………………………
• Need to change plans, please specify
……………………………………………………………..
Analysis:-
 CHANGES
IN PLANS IN OTHER THINGS
5. In which Best Sales Strategies you believe the most to make a
customer according to your Experience?

□ Road shows □ Tele calling

□ Schemes □ Sales Pitch
□ Software Demos □ Good Relations
□ Solving problems □ Good Financial Knowledge
□ Meeting □ Convincing Power
□ Brand Name □ Advertisements
□ Good Suggestions □ Reference Numbers
□ Politeness □ Talk about good things only
CLASSIFICATORY INFORMATION
DESIGNATION B - SCHOOL
(For Students
Only)
CLASSIFICATORY INFORMATION

WORK EXPERIENCE HOW MUCH

 Experience with
HSBC IL & FS INVESTSMART
(For Management Trainees Only)
 CONCLUSION
• Share Trading is a Profession and an easy way to make
money in short span of time.

• The best way to interact with the customer in online trading

business is Face to Face Interaction by which they can
influence the client more easily.

• The best way to take customer in Confidence is by regular

follow ups, making personal relation ships and telling them
about facts and figures of share market.

• “MAHA LOGIN DAY”

• Today, IL&FS Investsmart Limited is one of India's leading

financial services organization delivering value and
innovation to over 100,000 customers through more than
 240 offices across the India.
 RECOMMENDATIONS
• The companies should come up with more and more
innovative features in their web portals.

• The company should provide relaxation in

Brokerages and ASP’s.

• The should more focus on Less Documentation.

• The companies should make maximum efforts to

detect fraud cases and minimize them.
 LIMITATIONS
• Small sample is size.

• Only 2 of the places Pitampura office and South Extension

Bank Branch are covered for survey.

• No Management Trainees are more than Employees of the

company.

• Maximum numbers of the respondents are inexperienced in

the same field.
 INDUSTRY RELEVANCE
• The company will get to know some areas of improvement
which came forward through my research.

• The various areas or strategies of the company performing

very well in the market.

• The company will be able to do the effective segmentation

of their market based on research analysis.

• The investment companies at large will be able to

understand how to keep themselves abreast with the
changing technology.