SUMMER INTERNSHIP PROJECT REPORT

ON
A STUDY ON MARKETING RESEARCH ON CONSUMER
BUYING BEHAVIOUR AT THE LEADING SOLUTIONS

Submitted in Partial fulfillment of the requirements for the Two Year

Full Time Master of Business Administration
Dr. Abdul Kalam Technical University, Lucknow,
Session 2022-2024

Submitted by: Under the Guidance of:

Ishank Shishodia Academic Mentor-
Roll No: 2200380700084 Prof. Dr. Puneet kumar
Batch: MBA2022-24 I.T.S- Mohan Nagar
Industry Mentor's Name: Mr. Harsh yadav

INSTITUTE OF TECHNOLOGY AND SCIENCE

SESSION: MBA (2022- 2024)

1
 CERTIFICATE OF ORIGINALITY
I hereby declare that this Summer Internship Project is my own work and that, to the best of my
knowledge and belief, it reproduces no material previously published or written that has been
accepted for the award of any other degree of diploma, except where due acknowledgement has
been made in the text.

Ishank Shishodia
Roll No.- 2200380700084
MBA (2022-2024)
Date:

2
3
 CERTIFICATE
This is to certify that Mr. Ishank Shishodia MBA (2022-2024) a student of Institute of
Technology and Science has undertaken the project on Project Title “A Study On Marketing
Research on Consumer Buying Behaviour At The Leading Solutions Pvt.Ltd ” The project
has been carried out by the student in partial fulfillment of the requirements for the award of
MBA, under my guidance and supervision.

I am satisfied with the work of Mr. Ishank Shishodia

Date:

Faculty Mentor’s Name: Prof. Dr. Puneet kumar

(Signature)

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 ACKNOWLEDGEMENTS

I would like to express my profound gratitude to all those who have been instrumental in the
preparation of my project report. To start with, I would like to thank The Leading Solutions
Pvt.Ltd. for providing me the chance to undertake this internship study and allowing me to
explore the field of Financial Products Marketing, which will surely prove to bevery beneficial
to me in my future assignments, my studies and my career ahead.

I wish to place on record, my deep sense of gratitude and sincere appreciation to the Head of
the Organization Mr. Chinmay Dev Tiwari and company guide Mr. Harsh Yadav who
played a pivotal role in the preparation of my project. I would also like to thank her for
continuous support, advice and encouragement, without which this report could never have
been in its present form.

I am deeply grateful, to my faculty guide Prof. Dr. Puneet kumar for his invaluable
suggestions, comments, feedback and support throughout the internship. They have served as a
beacon of light. Her patience and faith in my abilities always boosted my confidence.

Abhay Sharma
MBA-III Sem.
Roll No.2200380700084

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 EXECUTIVE SUMMARY

My name is Ishank Shishodia, I am a student of Institute Of Technology & Science, Mohan

Nagar, Ghaziabad and my Roll number is 2200380700006. I have successfully completed my
Summer Internship Program at TLS located at RG Trade Tower, Netaji Subhash Palace,
Pitampura, New Delhi – 110034. My SIP Project titled “A Study On Marketing Research on
Consumer Buying Behaviour At The Leading Solutions Pvt.Ltd” ”

The Leading Solutions Pvt.Ltd was founded in the year 2018 by Himalaya Sethi. It is
headquartered in Delhi. It comes under financial services sector. The Leading Solutions is the
one stop solution provider for all your financial needs. The main objective is to serve the
customers with the best solution to direct their finances in the most profitable way.

During my internship of 14 weeks, I got an opportunity to learn about functioning of financial

sectors in India, and understand the various marketing strategies used by the financial services
industry. I also learnt the techniques of creating a ‘sales pitch’ for the financial offerings of the
company and generated leads for the product named India’s first Maha Jeewan plus plan.

I also conducted a primary survey to understand the needs of the customers like, how much will
they able to invest in the product, what features they want in our product, or what do they like
the most in that, are they satisfied with our services etc.,

The data collected for this SIP project is from the primary sources for knowing about the
perception towards financial products.

My internship started with the training conducted by the Company mentor for 15 days. After
the training phase, our project's first duty was to focus on sales. India First Maha Jeevan Plus
Plan is a well-managed and beneficial program that our organization, The Leading Solutions
Private limited, offers. The project required a generation of leads for the company. After
assigning the product for accomplishing the sales part, interns had to generate the leads. As, a
part of sales I generated 7 leads for the company.

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 TABLE OF CONTENTS
S.no Contents Page no.
III EXECUTIVE SUMMARY 6
1 INTRODUCTION 8
1.1 Objectives, Scope and Limitations 8
1.2 Sources and Methods 8
1.3 Report Organization 9
2 INDURTIAL ANALYSIS 10
2.1 Overview of the sector 10
2.2 Major Players 11
2.3 Porter’s Five Forces 12
3 COMPANY OVERVIEW 16
3.1 History 16
3.2 Mission & Vision 16
3.3 Products & Services 18
3.4 SWOT 24
3.5 Analysis of 3' CS
4 PROJECT EXECUTION DETAILS 25
4.1 Concept description 25
4.2 Importance of the project 26
4.3 Roles and responsibilities 27
5 Research Methodology 30
5.1 DATA ANALYSIS 33
6 Finding 48
7 CONCLUSION 49
8 REFERENCES 52
9 ANNEXURE 53-58

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 INTRODUCTION
The primary focus of this project is on ““A Study On Marketing Research on
Consumer Buying Behaviour At The Leading Solutions Pvt .Ltd”

Objectives
 The quality of customer service with respect to financial products
and services provided through different channels of delivery, such as
information technology ,branch offices.
 To study the major factors that influences the customers’ buying
behavior with respect to the company’s offerings.
 To analyze the major drivers for customer preferences and customer satisfaction.
 To devise suitable strategies to generate and convert leads
into customers for the company’s offerings.
 To help in formulation /customization of financial products as
per the consumer references.

Scope
 It is helpful to perceive the customers.
 I will help to find out loopholes in products/services provided by the company.
 It will help in finding competitors strength and weaknesses.

Limitations
 The project is an estimate as actual direction of market may change in future.
 Investors have different perspectives, so it is a subjective matter.
 The return on the investments depends on the financial market
conditions and can change at any point of time.
 The entire study was limited interaction with the customers as
in B2C most of the interactions happened in a limited area.
 Limited time for sales.
 Leads were limited, so large portion of the customers were untapped.
 Customer`s having less knowledge about the investment bond
so their views were different and were hard to pitch.

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 Methods
Primary Research- Primary research is data which is obtained first-hand. Primary research
means going directly to the source, rather than relying on pre-existing data samples. For my
study, the instruments which are planned to be used are Questionnaire, google form and
Telephonic interview.

Secondary Research- Secondary research is a type of research that has already been compiled,
gathered, organized and published by others. For my study, I have planned to collect
information from google, magazines, library, research papers etc.,

Report Organization
Following is the chapter scheme for the report:

1. Chapter -Introduction
2. Chapter - Industrial analysis Chapter
3: Chapter -Company
overviewChapter 4: Chapter- Project
details Chapter
5: Chapter - Data analysis
6: Chapter - Conclusion & Recommendations

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 INDUSTRIAL / SECTOR ANALYSIS
Overview of the Sector
SECTOR - FINANCIAL SERVICES.
India has a diversified financial sector undergoing rapid expansion, both in
terms of strong report of existing financial services firms and new entities
entering the market.
Annual growth rate –
The annual growth rate of financial services is 8.5% per year at present.
Economic significance of the sector –
 In August 2021, PM Mr. Narendra Modi launched e- RUPI,
a person and purpose specific digital payment solution.
 In August 2021, Unified Payments Interface (UPI) recorded
3.55 billion transactions worth R s. 6.39 lakh crore (US$ 86.00
billion).
GDP -contribution- 28.30% in the year
2020 Market Size –
In October 2021, AUM (Assets Under Management) managed by the mutual
funds industry stood at R s. 37.33 trillion (US$ 500.67 billion).
Future Prospects –
 India is expected to be the fourth largest private wealth market globally by 2028.
 The Association of Mutual Funds in India (AMFI) is targeting
nearly five-fold growth in AUM to R s. 95 lakh crore (US$ 1.47
trillion) and
more than three times growth in investor accounts to 130 million by 2025.
FDI (Foreign Direct Investment) –
The government has approved 100% FDI for insurance sector and increased FDI limit in the
insurance sector to 74% from 49% under the Union Budget 2021-22.
Major Players
Mutual Funds, Credit Rating Companies, Housing Finance Companies, Credit cards. SBI
Capital Market Limited
 Founded: 1986
 Headquarters: Mumbai, India
 Chief Executive Officer (CEO): Varsha Purandare

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 Michael Porter’s Five Force Model

 Threat of Entry-
Threat of new entrants reflects how new market players impose threats to the existing market
players. If the industry will be profitable and barriers to enter the industry will be low, it will
attract more players and hence, the threat of new entrants will be high.

 Threats of Substitutes–
The availability of substitute products or services makes the competitive environment
challenging for India First Life Insurance Driving Growth with Competency Mapping and other
existing players. High substitute threat shows that customers can use alternative
products/services from other industries to meet their needs.

 Industry Rivalry-
The Rivalry among existing firms shows the number of competitors that give tough competition
to the product. Profitability in industries is low as firms adopt aggressive targeting and pricing
strategies against each other.

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 Bargaining Power of Suppliers-
Bargaining power of suppliers in the Porter 5 force model reflects the pressure exerted by
suppliers on business organizations by adopting different tactics like reducing the product
availability, reducing the quality or increasing the prices.

 Bargaining Power of Buyers-

Buyers are often demanding a lot. They want to buy the best offering by paying the minimum
prices. This will put so much pressure on the existing company in the long run. The higher the
bargaining power of the customer and the higher the ability will lead to an increase in discounts
and offers. How discover financial services tackle the situation

By innovating a new product. While innovative new products customers often seek discounts
and offerings on the establishment of new products. So, if an existing company innovative a
new product, then it will also limit the bargaining power of the buyer.

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 PESTEL ANALYSIS.

This detailed ‘PESTEL analysis of the financial services industry’ explores how this industry is
influenced by global macro factors. Financial services are an essential part of the modern
economies. This industry comprises of variety of firms and institutions example, banks, credit
card companies, insurance companies, building societies, lenders, and real estate brokers.

 POLITICAL FACTORS –
Political factors can significantly affect the financial services industry due to its reliance on
government regulations. These factors can either positively or negatively impact on it. The
major factors to consider include but not limited to legislation and regulation, public policy
issues, and the geopolitical environment.

 ECONOMIC FACTORS -
Economic environment is an important area of discussion in this PESTEL analysis of the
financial services industry. Financial services are important contributors to economic growth
and employment. This is because they support spending and economic activities through the
services they provide.

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  SOCIAL FACTORS –
The social factors that affect the financial services industry include demographics, lifestyle,
lifestyle change, and increasing population size. For example, a growing population of senior
citizens will demand a lot of financial services such as retirement planning and healthcare.

 TECHNOLOGICAL FACTORS –
Technological environment is another key part of this PESTEL analysis of the financial services
industry. The technological factors that affect this industry include the characteristics and degree
of automation, the growth of digital financial services, and the presence or absence of a
technological barrier to entry.

 ENVIRONMENMTAL FACTORS –
The financial services industry has taken several environmentally friendly initiatives such as
paper less bank statements. Customers also do not need to go to a bank branch for many
banking activities.

 LEGAL FACTORS –
Legal environment is the last part of this PESTEL analysis of the financial services industry.
Different countries have different laws and regulations that affect the industry differently.
Generally, financial institutions need to follow the rules set by the central banks.

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 COMPANY OVERVIEW:
History

LTS was founded in the year 2018 by Himalaya Sethi.

The Leading Solutions Pvt .Ltd is the one stop solution provider for all your financial needs. It
is one of the India’s Emerging Consulting firm. We cater to financial needs of individual and
corporate clients. The main objective is to serve the customers with the best solution to direct
their finances in the most profitable way.
Headquarter – Noida,

India Size – 1 to 50 employees.

Company Pvt. Ltd.
Address – 906 , Pearl Best height2, Netaji Subhash Place, Pitampura, New Delhi-110034
Website - https://www.zielhoch.com
Contact Number - +91-11-40115930
Vision & Mission
Our Vision is to increase the wealth of our clients by providing them the best Financial
Services as well as the most valuable recruitment services.
Our Mission is to provide the best and the simplest Wealth Management advice through Honest
Financial Solutions as well as inspire the candidates to explore job opportunities across various
Industrial Sector.

Products & Services About IFL –

India First Life Insurance Company Limited India First Life Insurance is one of the youngest
life insurance companies in India with a rich legacy of over 360 years of combined service of its
promoters – Bank of Baroda, Andhra Bank and Legal & General. This joint venture brings
together a real understanding of the Indian consumers by the promoter banks with international
best practices developed by Legal & General regulations. Its headquarters are situated in
Mumbai, with share capital of Rs. 475 Crore. Bank of Baroda holds a 44 percent stake in India

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 First, while Andhra Bank and Legal & General hold a 30 percent and 26 percent. It has set up
new benchmarks in bank assurance in terms of branch activization, productivity and customer
friendly sales processes, aims to place its customers ‘First’ in everything and believe that it can
differentiate through simple and fair price products, high quality service and honest advice. It
initially focused on the banc assurance model leveraging the existing branch network of over
5000 branches of promoter banks across the country.

About Product:

The product offered by the The Leading Solutions Pvt.Ltd to us was India First Maha Jeevan Plan.

According to them, we can now get the advantage of enhanced life coverage by doubling/
tripling the sum assured.

 Ensure your prosperity with the assurance of a guaranteed maturity amount (sum assured)
and the upside of a bonus declared every year.
 They prosper only if you prosper. They share additional earnings, if any through an extra
bonus, if any, (terminal bonus) declared at the end of the plan term.
 Plan your future needs by deciding exactly when you need the assured amount-anytime
between 10-25 years.
 Build your savings systematically, through regular premium contributions based on your
income and needs.
 The plan offers a life cover of one, two & three times the sum assured, through our Classic,
Silver and Gold Options respectively. The sum assured along with simple reversionary bonus
and terminal bonus, if any will be paid at the end of the plan term.
 Under Section 80C, we can enjoy tax benefits on the premium you invest. You can alsoget
tax benefit on the benefits you receive at maturity of your plan, under Section 10(10D).

IFL MAHA JEEVAN PLAN

India First Maha Jeevan Plan is a non-linked, with profit, savings plan. Under this plan, you can
choose how much you would like to insure yourself based on your premium. Also suggests you
make sure this amount is what your family needs to avoid cash flow problems in case of the

16
unfortunate demise of the life assured. Hence, they offer you three options to suit your individual
needs.

Plan Options Life Cover Amount

Classic Sum Assured
Silver Sum Assured X 2
Gold Sum Assured X 3

You may choose any of the above options at inception, by indicating your choice
on the proposal form.

1. Term of Plan:
This is a regular premium plan with the option of choosing a 10 to 25 year plan term.

2. Life Assured:
Life assured is the person, on whose life the plan depends. Death benefit starts immediately on
the plan start date. On the life assured’s death, the benefit is paid out and the plan ends. Any
Indian citizen can be the life assured, as long as

Minimum age at the time of applying for the plan 5 years as on the last birthday
Maximum age at the time of applying for the plan 65 years as on the last birthday
Minimum age at end of the plan term 18 years as on the last birthday
Maximum age at end of the plan term 75 years as on the last birthday

3. Policy Holder:
A policyholder is the person who holds the plan. The policyholder may or may not be the life
assured. In case the life assured is a minor, policyholder will be either of the parents. You must
be at least 18 years as on your last birthday at the time of applying for the plan, to be a
policyholder.

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4. Mode of Premium Payment:
You may pay your premium monthly, six monthly or yearly.

5. LifeCover:
The life cover is equal to the sum assured that you choose.
Sum Assured under all Options Limit

Minimum 50,000
Maximum 2,00,000,000

A lump sum amount will be paid to the nominee in the unfortunate event of the life assureds’
demise. This will depend upon the type of option that you have chosen.

6. Return that an individual gets:

Under all the options the sum assured along with the simple reversionary bonus and terminal
bonus, if any is paid at the end of the plan term. The simple reversionary bonus, if any will be
announced by us at the end of the financial year. The rate of the simple reversionary bonus may
vary from time to time.

7. In case Life Assured demise:

A lump sum amount will be paid to the nominee in the unfortunate event of the life assured’s
demise. This will depend upon the type of option that you have chosen.
Type of Option Lump sum Amount

Classic Sum Assured + Simple reversionary bonus accumulated till

death if
Any
Silver Sum Assured X 2 + Simple reversionary bonus accumulated
till death
if any
Gold Sum Assured X 3 + Simple reversionary bonus accumulated
till death
if any

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8.In case of the policyholder demise if the life assured is minor:
As and when the life assured attains majority, the plan will vest on the life assured.

However, in case of death of the policyholder while the life assured

is a minor, the following conditions will apply:

 The surviving parent or legal guardian who has insurable interest on the minor life will be
the policyholder.
 In case there is no surviving parent or legal guardian then:

 If the plan has not acquired a surrender value (within 3 years since inception), the plan terminates.

 If the plan has acquired a surrender value (from fourth policy anniversary onwards), then the
plan will continue as a paid-up plan and proceed will be paid as per the plan terms and
conditions.

9. Loan Feature:

Yes, you may benefit from a loan facility under this plan. The amount of the loan that you may
avail at any point of time will depend on the surrender value. You may avail of a loan amount
up to 90% of the available surrender value. The minimum loan amount should be 1,000. As
and when the outstanding loan principal along with interest exceeds surrender value, the plan
will be compulsorily surrendered.

The outstanding loan along with interest will be recovered from the surrender proceeds and
plan terminates. In case of unfortunate demise of the life assured, maturity or surrender, any
outstanding loan principal along with interest will be recovered before making the pay-out.

10. Surrender Available:

Yes. While we do not encourage you to surrender your plan, you may choose to surrender the
same for immediate cash in case of an emergency any time after the payment of three full
premiums. The amount payable on surrender will be higher of the Guaranteed Surrender
Value (GSV) and Special Surrender Value (SSV).

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Services
 Consulting Services
 Portfolio Management
 Recruitment Services
 Taxation Services
 Financial Analysis
 Internship Program
 Professional Skill Development

Financial Indicators of the Company

 Real Estate
 Insurance
 Gold
 Stock Market
 Mutual Funds
 Fixed Income Invest

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 SWOT ANALYSIS
Strengths -

 Financial Position – As, the company has a strong financial position with consecutive
profits in the past 5 years, along with accumulated profit reserves that can be used to
finance future capital expenditures.

 Digital Structure – As, after the covid-19 pandemic people are using more of the
digital payment methods. So, this can be more useful for the company.

Weakness –
 Employee turnover rates – The company has a higher employee turnover rate
compared to competitors. This means that it has more people leaving the job, and as a
result, it is spending more on training and development as employees keep leaving and
joining.

 Lack of worldwide coordination – The company has the connections

up to the domestic boundary only, so this can be the weakness.

Opportunity –
 Technology Developments - Technology comes with numerous benefits among many
departments. Operations can be automated to reduce costs. Technology enables better
data to be collected on customers and improves on marketing efforts.

 E-Commerce - There has been a new trend and a growth in sales of the e-commerce
industry. This means that a lot of people are now making purchases online.

Threats –
 Increasing Competition - There have been numerous players that have entered
the market and are gaining market share by gaining existing companies’ market
share.

 Exchange Rate - The exchange rate keeps fluctuating and this affects a company.

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 ANALYSIS OF 3 C`s

The 3 C’s of marketing strategies are =

 The Customer
 The Company
 The Competitors

The Customers

Customers are the important part of any business. If your company customers are loyal it will be
difficult for your competitors to penetrate. In case you don’t have loyal customers, it will be
difficult for you to penetrate. When do a customer analysis keeping the mind the following
question?

 Who are your customers? what are their demographics? They are men or women, what
is their disposable income?
 Why do they buy? Are they looking for value, economy or prestige?
 How many customers do we have in the present and future?
 They are satisfied customers and are looking for improvements
 What is their decision-making process?
 What are the different segments in the market?
 Who are the most valuable customers for our brand?

The Competitors
Customer has always a choice to buy from your company or your competitors. you should
always create a unique value proposition than your competitors’ UPS, for example, Lululemon,
Nike and Under Armour.

 Do the customers buy for us or from competitors as well.

 Who are those competitors?
 What value proposition the offer we don’t?

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  What are the competitor goals and accomplishments?
 What are the strengths and weaknesses in terms of competitive advantages?
You can collect competitor analysis data by conducting research, gather competitive information
then analyze competitive information and determine what is your own competitive position. You
can use their website, newsletters and annual reports and utilize your sales force to access
competitive information.

The Company
You can stand out of the crowd and reach out to your target customer if you have a completive
advantage. Your company can achieve it through cost leadership strategies and product
differentiation strategies.

 How is the market where the company competes? Do products are commodities or
can they be differentiated?
 Estimate the full product cost. This cost gives you a lower bound for pricing.
 Estimate the value of the product to potential buyers. This value gives you an
upper bound for pricing.
 Investigate your competitors’ pricing strategies. How do their products and
prices compare to your company?
 Set prices and take into account all these inputs.
The 3 C’s of marketing strategy is focused on certain grounds i.e. if you are unable to capture the
audience, someone else will capture it. According to the 3Cs model, strategists should focus on
customers, competitors and company or corporation for a competitive edge.

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 4. PROJECT EXECUTION DETAILS
Concept Description
Keywords related to project:
 BFSI Sector
 IRDAI
 Lead Generation

BFSI Sector: Companies that provide a variety of financial products or services are referred to
as Banking, Financial Services, and Insurance (BFSI). This includes universal banks that
offer a variety of financial services, as well as businesses that operate in one or more of these
financial industries. Commercial banks, insurance companies, non-banking financial
companies, cooperatives, pension funds, mutual funds, and other smaller financial institutions
make up the BFSI sector.

Core banking, retail, private banking, corporate banking, investment banking, and cards are all
example of BFSI sector. Stockbroking, payment gateways, and mutual funds are example of
financial services. Both life and general insurance are covered by insurance.

IRDAI: The Insurance Regulatory and Development Authority of India (IRDAI) is a

regulatory body that is responsible for regulating and promoting the insurance and reinsurance
industries in India. It is under the Ministry of Finance’s jurisdiction. It was established by the
Insurance Regulatory and Development Authority Act, 1999 which was passed by the Indian
Parliament.

Lead Generation: In marketing, lead generation is the process of generating consumer interest
in a company’s products or services. Leads can be generated for a variety of purposes,
including list building, e-newsletter list acquisition and sales lead generation. A lead is usually
assigned to a specific person to follow up with.

24
Importance of the Project

During my internship of 14 weeks , I got an opportunity to learn about functioning of financial

sectors in India, and understand the various marketing strategies used by the financial services
industry. I also learnt the techniques of creating a ‘sales pitch’ for the financial offerings of the
company and generated leads for the product named India’s first MahaJeewan plus plan.

I also conducted a primary survey to understand the needs of the customers like, how much will
they able to invest in the product, what features they want in our product, or what do they like
the most in that, are they satisfied with our services etc.,

The data collected for this SIP project is from the primary sources for knowing about the
perception towards financial products.

My internship started with the training conducted by the Company mentor for 15 days. After
the training phase, our project's first duty was to focus on sales. India First MahaJeevan Plus
Plan is a well-managed and beneficial program that our organization, The Leading Solutions
Private limited, offers. The project required a generation of leads for the company. After
assigning the product for accomplishing the sales part, interns had to generate the leads. As, a
part of sales I generated 7 leads for the company.

As, a part of subsequent assignment, I had to chose any BFSI company or bank and conducted
the ratio analysis for the year 2020-2021. The company selected by me was Bajaj Finance
Limited.

The relevance & findings of primary survey were, as more than half of the respondents know
about our company, 70.1% of the respondents invests in India first Maha Jeewan plus plan.
Low risk feature attracts customers the most & more than half of the respondents are satisfied
with our services.

25
Roles & Responsibilities

After a year of studying various business concepts in my MBA program, ranging from
marketing to finance to human resources and operations. I decided to look for a marketing
internship. I was eager to put what I had learned in the classroom into practice. The marketing
internship provided me with valuable insight into how businesses operate in a competitive
environment.

This Summer Internship Program was mainly focused on to understand and gain knowledge on
BFSI sector. This SIP also give opportunity to explore the corporate world that how the
corporates actually works and what ethics and discipline should be follow in corporate. So, in
this project interns get to learn about how The Leading Solutions targets their customers
according to plan & policies and what marketing strategies company already used to market
their products in existing competitive market.

This Summer Internship Program was mainly focused on to understand and gain knowledge on
BFSI sector. This SIP also gave me an opportunity to explore the corporate world that how the
corporates actually works and what ethics and discipline should be followed in corporate. So, in
this project we got to learn about how TLS targets their customers according to plan & policies
and the marketing strategies that are being implemented by the company to market their
products in existing competitive market. As summer Interns, we had to report on daily basis to
our company guide about the leads generated and also share with them a motivational quote,
and latest business news. We also had to make presentations on different financial sectors:

 Share Market
 Mutual Funds
 Bank / FD
 Post Office Savings
 Real Estate
 Provident Fund
 Insurance
 Gold

26
After the sales profile, we the interns had to do the ratio analysis of the any BFSI company or
bank, so I chose the BAJAJ FINANCE Ltd. and successfully done the ratio.

In primary survey, we had to know about how much people can invest their money in the
policies, what features they like more about our product & did our services liked them.

27
 RESEARCH METHODOLOGY
Research is a common language which refers to a search of knowledge. Research is a scientific

and systematic search for pertinent information on a specific topic, infect research is an art of

scientific investigation. Research Methodology is a scientific way to solve research problem.

In it we study various steps that are generally adopted by researchers in studying their research

problems. It is necessary for researchers to know not only the known research method techniques

but also technology.

The scope of research methodology is wider than that of research methods.

The research problem consists of series of closely related activities. At times, he first step

determines the native of the last step to be undertaken. Why a research has been adopted and a

host of similar other questions are usually answered when we talk of research methodology

concerning a research problem or study.

The project is a study where focus is on the following points:

RESEARCH DESIGN

A research design is defined as the specification of methods and procedures for acquiring the

information needed. It is a plan of organizing framework for doing the study and collecting the

data. Designing a research plan requires decision from all the data sources, research approaches,

research instruments, sampling plan and contact methods.

Research Design is mainly of following types –

1. Exploratory Research

2. Descriptive Studies

3. Causal Studies

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EXPLORATORY RESEARCH –

The major purpose of exploratory study is the identification of problems, the more precise

formulation of problems and the formulation of new alternatives course of action. The design of

exploratory studies is characterized by a great amount of flexibility and ad-hoc veracity.

DESCRIPTIVE STUDY –

Descriptive study in contrast to exploratory research is marked by the prior formulation of

specific research questions. The investigator already knows a substantial amount about the

research problem. Perhaps as a result of an exploratory study, before the project is initiated.

Descriptive research is also characterized by a pre-planned and structural design.

CAUSAL OR EXPERIMENTAL DESIGN –

A causal design investigates the cause and effect relationship between two or more variables.

The hypothesis is tested and the experiment is done. There are following types of causal designs:

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SAMPLING

 METHOD OF SAMPLING:

 Convenience Sampling

 SAMPLE SIZE:100

 DATA SOURCE:

(i) Primary Data:

- Questionnaire

(ii) Secondary Data:

- Internet

 RESEARCH INSTRUMENT:

- Questionnaire

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 DATA ANALYSIS

TITLE – To study the ‘Customer perception towards financial product offerings &
investments with specific reference to product offerings of The Leading Solutions Private
Limited.’ PURPOSE – To know about respondents – annual income, how much of them
know about our company & how many of them wants to invest in our product or on what basis or
feature they like the most of our product or services.

5.1- Demographic Details of the Respondents:– Age of the Respondents:

Sr. No. Age of Respondents Respondents Percentage

1. 18 to 24 years 42 39.3%
2. 25 to 40 years 49 45.8%
3. 41 to 60 years 14 13.1%
4. Above 60 years 2 1.9%
Total 107 100

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Interpretation:
The graph represents the ages of the respondents. The majority of the respondents, i.e., 49 were
of the age 25 to 40 years, followed by 42 respondents of age 18 to 24 years. There are 14
respondents of age 41 to 60 years and 2 respondents from above 60 years.

Gender of the Respondents:

Sr. No. Gender of Respondents Respondents Percentage

1. Male 66 61.7%
2. Female 41 38.3%
Total 107 100

Interpretation:
The respondents of the survey included 61.7% of Male Respondents. Total Male Respondents
were 66. On the other hand, there were 38.3% of female respondents. The total number of
female respondents were 41.

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Income of the Respondents:

Sr. No. Income of Respondents Respondents Percentage

1. 0 to 5 lakhs 25 23.4%
2. 6 to 10 lakhs 39 36.4%
3. 11 to 15 lakhs 30 28%
4. Above 16 lakhs 13 12.1%
Total 107 100

Interpretation:
Majority of the Respondents, i.e., 39 respondents were from the salary range between 6 to 10
lakhs, which is followed by 30 respondents with a salary range in between 11 to 15 lakhs.
There were 25 respondents with a salary range of 0 to 5 lakhs, followed by 13 respondents with
a salary range above 16 lakhs.

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- Occupation of the Respondents:

Sr. No. Occupation of Respondents Respondents Percentage

1. Salaried 50 46.7%
2. Business 32 29.9%
3. Self-Employed 28 26.2%
Total 107 100

Interpretation:
Majority of Respondents are 50 from Salaried sector i.e., 46.7%, followed by 32 respondents
from Business Sector i.e., 29.9%. 28 Respondents were from Self – employed Sector i.e.,
26.2%.

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s– Savings of the Respondents:

Interpretation:
Majority of the Respondents were 44 that saved in between Rs.21000 to Rs. 40000 i.e., 40.7%
annually, followed by 37 Respondents that saved up to Rs. 20000 annually i.e., 34.3%. 15
Respondents saved in between Rs. 41000 to Rs. 60000 i.e., 13.9%, then only 12 Respondents
saved above Rs. 60000 annually i.e., 11.1%.

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 Do you know about our company?

Sr. No. Responses Respondents Percentage

1. Yes 58 54.2%
2. No 49 45.8%
Total 107 100

Interpretation:
58 out of 107 Respondents did know about the company i.e., 54.2%, followed by 49
Respondents did not know about the company i.e., 45.8%.

36
 - If yes, then in which product you’re currently investing?

Interpretation:
Majority of the Respondents were 75 i.e., 70.1% who invested in the policy Bank of Baroda
India First MahaJeewan Plus, followed by 32 Respondents i.e., 29.9% who invested in Bank of
Baroda India First life guaranteed benefit product.

37
 Features of product:

Sr. No. Responses Respondents Percentage

1. High rate of return 19 17.8%
2. Tax Benefit 10 9.3%
3. Life cover 10 9.3%
4. Low risk 56 52.3%
5. Liquidity 5 4.7%
6. Other 19 17.8%
Total 107 100

Interpretation:
From the above graph, we can see that Majority Respondents i.e., 56 out of 107 Respondents
(52.3%) prefer low risk as their product feature that fascinates them, followed by 19
Respondents i.e., 17.8% prefer High Rate of Return or Other feature.10 Respondents i.e., 9.3%
prefer Tax Benefit & Life Cover over other than product features, followed by 5 Respondents
i.e., 4.7% prefer Liquidity.

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- Factors consider before purchasing the product.

Responses Respondents Percentage

Where to invest money 15 14%
Return 52 48.6%
Cost 12 11.2%
Liquidity 21 19.6%
Income Tax Aspect 13 12.1%
Total 107 100

Interpretation:
The above graph interprets that, more than half (52) Respondents considers Return on your
Investment as factor before purchasing the product, followed by 19.6% Respondents considers
Liquidity as the second one. 15 out of 107 Respondents considers Where to invest your money
factor as the most preferable one, followed by 12 (11.2%) & 13 (12.1%) considers cost i.e.,
expenses & income tax aspect as preferable.

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– Maturity & Benefits of the Product:

Interpretation:
From the above graph, Majority of the respondents invested in the time period of 0 to 5 years
followed by 30 respondents in 6 to 10 years, then 15 respondents in 11 to 15 years, rest 6 in time
period of above 16 years.

40
I

Interpretation:
Above graph interprets, Majority of the Respondents i.e., 78 had benefits of the policies they
currently have, followed by 29 Respondents who did not have the same.

41
Amount for investment per year

Responses Respondents Percentage

Rs. 0 to Rs. 20000 45 42.1%
Rs. 21000 to Rs. 40000 45 42.1%
Rs. 41000 to Rs. 60000 12 11.2%
Rs. 60000 and above 5 4.7%
Total 107 100

Interpretation:
From the graph above it can be analyzed that, 45 Respondents are willing to invest annually from
Rs. 0 to Rs. 40000 i.e., 42.1%.

12 Respondents (11.2%) are willing to invest Rs. 41000 to Rs. 60000 annually and rest of the
Respondents are ready to invest Rs. 60000 and above annually.

42
Service quality:
Responses Respondents Percentage
Superior 9 8.4%
Very Satisfactory 47 43.9%
Average 35 32.7%
Somewhat Satisfactory 16 15%
Very poor 1 0.9%
Total 107 100

Interpretation:
Above graph it can be observed that Majority i.e., 47 Respondents are satisfied with services
that are offered by the company, followed by 32.7% have received average quality of services. 9
Respondents received superior quality services. 15% Respondents are somewhat unsatisfied
with the services & the rest Respondents received poor quality.

43
 Responses Respondents Percentage
1 6 5.6%
2 8 7.5%
3 30 28%
4 40 37.4%
5 23 21.5%
Total 107 100

Interpretation:
From the above graph it can be interpret that, 37.4% (40) Respondents will like to replace their
current product with the other product in coming year as it is possible that they are not happy
with the product they are currently investing or they are not happy with the services they are
receiving.

44
 Responses Respondents Percentage
Yes 64 59.8%
No 43 40.2%
Total 107 100

Interpretation:
59.8% Respondents are satisfied with the services offered by The Leading Solutions Pvt. Ltd.
While, 40.2% are not satisfied with the services offered by the The Leading Solutions Pvt. Ltd.

45
 FINDINGS OF THE STUDY

1. Majority of the respondents i.e. 49 were of the age 25 to 40% as 42 respondents

were of age 18 to 24 years and 14 respondents of age 41 to 60 years. 2 were are of
60 years.

2. 61.7% of male respondents. Total male respondents were 66. 38.3% female respondents
total number were 41.

3. Majority of the respondents i.e. 39 respondents were from the salary range 6 to 10 lakh.

4. Majority of respondents are 50 from salaried sector i.e 46.7% followed by 32

respondents from business sector i.e. 29.9%. 28 respondents were self employed sector
i.e. 26.2%.

5. 58 out of 107 respondents did not know about the company i.e. 54.2% followed 49
respondents did not know about the company i.e. 45.8%.

46
 CONCLUSION:
Brief about accomplishments:
Primary Survey-
 39 out of 107 respondents get 6 to 10 lakhs annual income.

 Majority of them are salaried customers.

 40.7% respondents had savings from Rs. 21000 to Rs. 40000 per year.

 Majority of them i.e., 70.1% respondents invest in Bank of Baroda India First MahaJeewan Plus.

 The feature of our product that attracts most of the respondents is low risk.

 52 out of 107 respondents consider return as their major factor before purchasing a product.

 54.2% respondents invest their money in 0 to 5 years maturity period.

 84.1% respondents invest between Rs. 0 to Rs. 40000 as investment per year.

 Majority of the respondents i.e., more than a half are satisfied with our services.

In Summer Internship Program, I learned how to pitch products and how to convince them
to buy our product. I generated 11 leads for the company. Then, we learned about the
financial sectors, marketing strategies of the company.

To calculate ratio analysis for the selected company and compare them.

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 RECOMMENDATIONS:
 The company should be more transparent in respect of the terms and
conditions while pitching their financial product to the prospective
customers.
 The company should make more effective use of digital platforms for
marketing and promotion of their products.

The company should try to expand its network nationally and establish its connection to the roots of
insurance network

Management Lessons:
1. It's important to learn skills that can help you land and succeed at your next career. Here are some
of the managerial principles I learned during my summer internship.

2. Consistent punctuality in all areas -

Punctuality is crucial, whether it's coming early in the morning or completing a task on time. Manage
your time well to get things done. It demonstrates your commitment to your job and your ability to

handle responsibility and professionalism.

3. Act like an eager intern -

Show your excitement by soaking up everything from business culture to the nitty-gritty
processes involved in company deliverables like a sponge. Take the initiative, and even if
you're not successful, you'll learn how to better your work. Another advantage of a rejected
concept

You're still demonstrating your bravery and spirit. Be resourceful when it comes to project
management; better yet, take on projects that no one else wants. We often hear how vital it is
to have experienced sector leaders to look up to, but it's equally critical to exercise horizontal
loyalty and cultivate relationships with people in similar career stages, regardless of field.
Efforts together on projects and give each other feedback on recent work. What's next? As you
grow, so will they.

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4. Develop new abilities -
Interns are most likely underpaid or unpaid entirely. Develop talents that you believe will be
beneficial in your field, and think about how you might capitalize on your work. In addition to
your work placement, use your abilities in part-time jobs or freelancing projects.

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 REFERENCE:

 https://www.ibef.org/industry/financial-services-india.aspx
https://accountlearning.com/major-players-in-the-financial-services-industry/
https://www.agilecapitalservices.com/ file:///C:/Users/aarchie/Downloads/1mecj2020-
09-14.pdf
 https://www.researchgate.net/publication/256033499_The_Customer_Satisfaction_in_th
e_Insurance_Industry

 https://howandwhat.net/pestel-analysis-financial-services-industry/

 https://www.glassdoor.co.in/Overview/Working-at-Agile-Capital-Services-
EI_IE4266937.11,33.htm

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7. ANNEXURE

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