Rules and SyllabusRulesand Syllabus 2006 - IIBFDiploma in Banking & Finance (DBF) 3) For Members/ Non-Members: a) Diploma in Banking Technology (DBT) b) Diploma in Treasury, Investment

INDIAN INSTITUTE OF BANKING & FINANCEINDIAN INSTITUTE OF BANKING & FINANCE

MUMBAIMUMBAI

Rules and SyllabusRules and Syllabus

20062006

CertificateCertificate

ExaminationExamination

for Dirfor Direct Sellingect Selling

and Marketing Agentsand Marketing Agents

(DSA/DMA)(DSA/DMA)

Vehicle /Vehicle /

Consumer FinanceConsumer Finance

Credit CardCredit Card

OperationsOperations

Home LoansHome Loans

INDIAN INSTITUTE OF BANKING & FINANCE

INDIAN INSTITUTE OF BANKING & FINANCEWorld Trade Centre, Cuffe Parade, Mumbai-400 005.

Certificate Examinationfor Direct Selling and Marketing Agents

(DSA/DMA)

Rules and Syllabus

2006

Nov. 2005 : 2,500 : WCOP

ii

CONTENTS iii

CONTENTS Page No.

1. ABOUT THE INSTITUTE......................................................1

Genesis ........................................................................................ 1

Mission ........................................................................................ 1

Objectives ................................................................................... 1

Vision .......................................................................................... 1

Activities ..................................................................................... 2

2. EXAMINATIONS ....................................................................2

3. CERTIFICATE EXAMINATION FORDIRECT SELLING AND MARKETING AGENTS............ 3

Background ................................................................................. 3

Objectives of the Examination ................................................... 3

Structure of the Examination ...................................................... 4

For whom .................................................................................... 4

Eligibility .................................................................................... 4

Periodicity of Examination ......................................................... 4

Registration ................................................................................. 5

Examination/Registration Fees................................................... 5

Delivery....................................................................................... 6

Examination Centres................................................................... 6

Examination Admit Card ............................................................ 7

Medium of Examination ............................................................. 7

Time Limit .................................................................................. 7

Mode, Pattern and Duration of Examination ............................. 7

Passing Criteria ........................................................................... 8

Declaration of Results ................................................................ 8

Educational Support ................................................................... 8

CONTENTS Page No.

iv CONTENTS

Other Educational/Information Facilities Offered ..................... 8

Conduct and Discipline in the Examination Venue ................... 9

Penalties for Misconduct/Unfair Practices ............................... 10

Facility for Verification of Marks ............................................ 10

Issue of Certificates .................................................................. 10

4. SYLLABUS .............................................................................11

5. LIST OF OFFICES OF THE INSTITUTE .........................14

INDIAN INSTITUTE OF BANKING & FINANCE

Certificate Examination for Direct Selling and Marketing Agents(DSA/DMA)

RULES AND SYLLABUS

ABOUT THE INSTITUTE:

GENESIS:

Indian Institute of Banking & Finance, which is a body of professionalsof banking and finance institutions in India, was established at theinitiative of few eminent bankers, businessmen and industrialists ofIndia on 30th April 1928, as a Limited Company under the IndianCompanies Act, 1913.

MISSION:

The mission of the Institute is to develop professionally qualified andcompetent bankers and finance professionals primarily through a processof education, training, examinations, consultancy/counselling andcontinuing professional development programmes.

OBJECTIVES:

● To facilitate study of theory & practice of banking and finance

● To test and certify attainment of competence in the profession ofbanking and finance

● To collect, analyze and provide information needed by professionalsin banking and finance

● To promote Continuous Professional Development

● To promote and undertake research relating to Operations, Products,Instruments, Processes, etc., in Banking and Finance and toencourage innovation and creativity among finance professionalsso that they could face competition and succeed.

VISION:

The vision of the Institute is “To be the premier Institute for developingand nurturing competent professionals in banking and financial field”.

CERTIFICATE EXAMINATION FOR DSA/DMA 1

ACTIVITIES:

i) Design, develop and conduct examinations to test the proficiencyof bank/ financial sector employees in various finance-relatedsubjects.

ii) Provide necessary educational support services such as tutorialclasses, contact programmes and study material.

iii) Award certificates/ diplomas to successful candidates.

iv) Dissemination of knowledge on banking and financial servicesthrough publication of quarterly journal “Bank Quest”, a monthly-“IIB-Vision” and e-newsletter called Fin@quest, by organizinglectures/ seminars, workshops as a part of continuing professionaldevelopment programmes.

v) Conduct of seminars on topical matters across the country for thebenefit of members.

vi) Any other activity incidental to and facilitating the achievementof basic objectives of the Institute.

EXAMINATIONS:

The Institute conducts following courses/ examinations :

1) For Members:

a) Associate Examination: JAIIB/ CAIIB

b) Certificate Examination in Banking Oriented Paper in Hindi(BOPH)

2) For Non-Members:

Diploma in Banking & Finance (DBF)

3) For Members/ Non-Members:

a) Diploma in Banking Technology (DBT)

b) Diploma in Treasury, Investment and Risk Management(DTIRM)

c) Diploma in International Banking and Finance (DIBF)

d) Post Graduate Diploma in Financial Advising (PGDFA)

e) Certificate Examination in Trade Finance (CTF)

2 RULES AND SYLLABUS

4) Insurance Sector: (approved by IRDA)

a) Certificate Examination in Life Insurance (CeLI)

b) Certificate Examination in Bancassurance (Life) (CeBA)

c) Certificate Examination in Bancassurance (Non-Life) (CeBA)

d) Certificate Examination in General Insurance (CeGI)

The syllabi, Rules/ Regulations, Examination Application forms andother information pertaining to examinations are available at theInstitute’s offices at Mumbai, Chennai, New Delhi, Kolkata and also atsuch other centres/ offices as may be notified from time to time. Thesame is also available at www.iibf.org.in.

CERTIFICATE EXAMINATION FORDIRECT SELLING AND MARKETING AGENTS(DSA/DMA)

BACKGROUND:

Outsourcing has become an important method of delivery of bankingservices. Changes and improvement in IT has also speeded up theprocess of outsourcing. Whereas banks employ banking professionalsto carry out their activities, outsourcing agencies employ people withspecialized skills such as IT, Marketing, Appraisal (cards) etc. to deliverbank products. It is desirable that these agencies/ firms and theiremployees possess a certain level of knowledge on banking. Suchknowledge is essential to avoid possible operational risks on accountof outsourcing.

OBJECTIVES OF THE EXAMINATION:

Objectives of the examination are to educate on :

● Basics of banking operations and procedures to handle bankproducts and services.

● Possible operational risk on account of outsourcing

● Regulatory requirements prescribed in the country


STRUCTURE OF THE EXAMINATION:

The examination will consist of two papers, viz., one compulsory paperand one optional paper:

a) Compulsory paper (one paper on Introduction to Banking coveringBasics of Banking, Functions of Banking and Know YourCustomer)

b) Optional papers (one paper as per the choice of the candidate)

●●●●● Credit Card Operations

●●●●● Home Loans

●●●●● Vehicle / Consumer Finance

Examination in Credit Card Operations is being launched immediately.Examinations for Home Loans and Vehicle / Consumer Finance wouldbe launched in 2006.

FOR WHOM:

This course is specially designed for Direct Selling and MarketingAgents providing services to banking and finance industry. This isproposed as a useful service to banks as many of them take the help ofsuch agents for marketing and servicing their products and services.Employees taking this examination will become familiar with thebanking operations, which can help in avoiding common mistakes andother issues faced by banks.

ELIGIBILITY:

● Employees of Direct Selling/ Marketing Agents of banks/financial institutions and

● Graduate of a recognized university will be eligible foradmission.

PERIODICITY OF EXAMINATION:

The Examination will be held normally twice a year in June andDecember on Sundays or other suitable days. Candidates arerequired to enroll for the examination 4 months prior to the date ofexamination.


REGISTRATION:

Candidates are required to fill in the Examination Application Form asper the format given in the annexure and send it through their employeralong with the stipulated fee to IIBF Corporate Office.

Applications for Registering for the examination to be held will beaccepted as under.

Examination Last Date of Receipt of Examination Forms

June 31st January

December 31st July

In no case, applications received after above dates shall be consideredfor the particular examination. Such late applications shall be consideredfor the subsequent examination. Registration / Examination form isattached to this booklet at the end.

EXAMINATION/ REGISTRATION FEES:

Examination Fee:

The examination fee for first attempt for two papers is Rs. 2,000/-excluding the cost of course material.

In case a candidate is not able to pass the examination in first attempt,for every additional attempt, the candidate will be charged Rs 500/- persubject.

In case of any candidate interested in appearing for any additionaloptional paper/s, after passing the examination, fee of Rs. 500/- perpaper/ attempt is payable.

Registration Fee:

One time registration fee of Rs. 300/- should be paid alongwithexamination fee.

Examination/ Registration Fee is payable by a demand draft favouring‘Indian Institute of Banking & Finance’ made payable at Mumbai.


DELIVERY:

The courses will be offered through comprehensive study materialthrough distance learning mode. Contact programmes will be arranged,subject to availability of a minimum prescribed number of candidates,for which separate fee will be charged, as notified on the web site of theInstitute.

Eventhough the courseware is comprehensive to cover the syllabus,candidates are advised to update themselves by referring to economicdailies / periodicals and other publications of the Institute on subjectsfor recent developments.

EXAMINATION CENTRES:

The examination will be held on-line at following 31 centresprovided there are 10 or more candidates for the examination at theparticular centre.

Hyderabad (013) Vijayawada (035) Guwahati (048)

Jamshedpur (078) Patna (085) Ranchi (087)

Ahmedabad (098) Surat (120) Bangalore (191)

Hubli (207) Mangalore (214) Ernakulam (236)

Thiruvananthapuram (247) Bhopal (257) Indore (268)

Raipur (279) Mumbai (306) Nagpur (317)

Pune (322) Bhubaneswar (370) Amritsar (387)

Jaipur (428) Jodhpur (433) Chennai (467)

Madurai (468) Kanpur (530) Lucknow (533)

Kolkata (568) Chandigarh (603) New Delhi (610)

Panaji (619)

In case of a centre where there are less than 10 candidates,Institute will allot the nearest centre to candidates applying forsuch centre for the purpose of examination.


EXAMINATION ADMIT CARD:

1) The Institute will issue Examination Photo Identity Card beforethe examination. This card will be valid for the period mentionedtherein.

2) The Institute will issue Examination Admit Card before everyexamination containing details of venue, date and time of theexamination as well as User ID, password to be used whileappearing at the examination.

3) Both Examination Admit Card and the Photo Identity Card shouldbe produced to the Examination Authority each time in theexamination venue for identification.

4) In absence of the Admit Card / Photo Identity Card, the candidateis liable to be denied permission in the examination venue.

5) Candidates will have to appear at the Centre, which they choosewhile applying for the examination first time and for the subsequentexaminations also. In case candidate wants to change centre forexamination due to transfer or any other valid reason, he/she shouldinform the Institute well in advance (at least one and half monthbefore the commencement of the examination) to enable theInstitute to arrange for the same.

MEDIUM OF EXAMINATION:

Examination will be conducted in English medium only.

TIME LIMIT:

Candidates are required to pass all papers within a time period of 2years (4 attempts). In case any candidate is not able to pass all paperswithin the time limit he/she will have to re-register for the examinationforgoing credit for subject passed if any.

MODE, PATTERN AND DURATION OF EXAMINATION:

Examinations will be held only in Online mode. Candidates shouldhave familiarity with the use of computer. About 120 multiple choiceobjective questions for 100 marks will be asked. The examination willbe for a duration of 2 hours.

There will be a system of negative marking for wrong answers given


to the multiple choice questions. Negative marks will be awarded inthe inverse proportion of number of options given in the question i.e incase there are four options given for the question and the question carries1 mark, the wrong answer will fetch (-) 0.25 marks. If the same questioncarries 2 marks it will fetch (-) 0.50 marks for the wrong answer.

PASSING CRITERIA:

The candidate has to secure 60% or more marks in the subject topass.

DECLARATION OF RESULTS:

The final result of the examination, along with marks secured at theexamination will be communicated to candidates by letter within amonth’s time.

EDUCATIONAL SUPPORT:

The program is delivered through comprehensive course material.

OTHER EDUCATIONAL/ INFORMATION FACILITIESOFFERED

Bank Quest:

The Institute publishes a quarterly magazine called Bank Quest, coveringvarious aspects of banking and allied subjects. This is a pricedpublication and the annual subscription for Bank Quest is Rs.140/- (forfour issues) for the present.

IIB Vision:

The Institute also publishes a monthly magazine titled “IIB-VISION”covering news on latest developments in banking and finance. This issent to all regular members free of cost.

E-Newsletter: Fin@Quest:

The Institute publishes a daily e-news letter through its portal, coveringvarious aspects of banking and finance and its subscription rate isRs.500/- per annum. This newsletter will be supplied to the email addressof the subscriber on a daily basis.


CONDUCT AND DISCIPLINE IN THE EXAMINATION VENUE

1. No candidate shall be permitted to enter the examination hall afterthe expiry of 15 minutes from the commencement of theexamination and no candidate shall be permitted to leave the hallbefore the expiry of one hour from the commencement of theexamination. Candidates should be present at the examinationvenue at least 15 minutes before the commencement of theexamination.

2. Candidates should ensure that he/she signs the Attendance Sheet.

3. Candidates should not possess and/or use books, notes, periodicalsetc. in the examination hall at the time of the examination /or usemathematical tables, slide rules, stencils etc. during the examinationexcept for the examination for which such use is expresslypermitted. Candidates should hand over all such material to theExamination Superintendent / Invigilator before thecommencement of the examination. A candidate found inpossession of such unauthorised material during the examinationis liable to be proceeded against for adoption of unfair means inthe examination in addition to reporting the matter to his/heremployer for disciplinary proceedings for the misconduct.

4. Candidates are not permitted to use calculators during theexamination.

5. Candidates are not permitted to carry mobile phone in theexamination hall.

6. Communication of any sort between candidates or with outsidersis not permitted and complete silence should be maintained duringthe examination.

7. Copying answers from other candidates or permitting others tocopy will attract rules relating to unfair practices in theexamination.

8. No candidate shall impersonate others or allow others toimpersonate himself at the examination.

If any candidate violates any of the above rules it will be considered tobe an act of misconduct and he/she will be liable for punishmentmentioned herein under.



PENALTIES FOR MISCONDUCT / UNFAIR PRACTICES

The Institute shall have the right to impose penalties on any candidatefor committing an act of misconduct/ unfair practice in respect of anymatter affecting the Institute or at or in respect of any examinationconducted by the Institute or disqualifying any candidate who, theyhave reason to believe has received or given unfair assistance at theexamination and

a) to cancel the result of such candidate in all or any of the subjectsof the examination at which he/she may have appeared

b) to exclude him/her from future examinations either permanentlyor for a specified number of examinations;

c) to report his/her name to his/her employer and

d) to take such other action against him/her as the Institute shall intheir sole discretion deem fit and the decision of the Institute shallbe final and binding on the candidate concerned.

The Institute shall also have a right to cancel the results of any subsequentexamination at which the candidate may have appeared if suchexamination falls within the exclusion period in the penalty, as by reasonof imposition of such a penalty of exclusion from the future examination,the candidate would not have been eligible to appear at such subsequentexaminations.

In case any candidate desires to institute any legal proceedings againstthe Institute in respect of anything done or proposed to be done by theInstitute in relation to him/her such legal proceedings shall be institutedonly in the courts at Mumbai in whose jurisdiction the applicationis submitted by him/her and not in any other court.

FACILITY FOR VERIFICATION OF MARKS

No verification of marks will be done as evaluation is computerized.

ISSUE OF CERTIFICATES

Candidate who successfully completes the Examination will receivethe Certificate from the Institute within a month’s time from thedeclaration of results.


SYLLABUS FOR CERTIFICATE EXAMINATION FORDIRECT SELLING AND MARKETING AGENTS

Syllabus1. Compulsory Paper: Introduction to Banking

Module A: General Banking

Principles of Banking-Structure and Functions of Banking –Indian Banking-Recent trends - Commercial Banking Industry –International Banking, retail banking and wholesale banking etc.

Appendix -Glossary of Banking terms

Module B: Bank Products

Deposits:

Relations with Customers KYC principles –Anti MoneyLaundering

Deposits-types - account opening /closing procedures - prematureclosure - interest rate application-renewal of deposits – procedurefor settlement of claims - Types of customers-joint accounts-Eor S accounts / F or S accounts - procedure for attachment - Incometax orders/Garnishee orders – Lien – Loan against deposits

Payment and collection procedures- clearing- electronic fundstransfer

Advances:

Different categories of retail lending – Consumer Loans, HousingLoans, Car Loans etc overview of appraisal and sanction –processing - monitoring -, security and documentation procedures-stamping recovery procedures

Module C: Marketing

Basics of Marketing -Meaning, Importance and functions -Marketing of services – selling techniques- how to close a sale-Personal Development- Customer orientation-Motivation-


Communication skills-Ethics in Business-Compliancerequirements.

Module D: Precautions

Do’s and Don’ts for Direct Selling / Marketing Agents

2. Optional Papers ( Any one)

Credit Card Operations

Bank cards-types of cards - debit cards, credit cards, co-brandedcards, smart Cards etc,

Credit card organization -

Appraisal and sanction of limits -

Credit card billing cycle -

Profitability -

Marketing -

Credit process - administrative support functions;

Customer Service – collections -

Credit card frauds - recovery process legal and regulatory issues- Merchant establishments - turnover commission

Home Loans

Introduction and Overview of Housing Finance

Basics of Housing Finance

Essentials of Housing Loan Proposals

Process of Home Loans

Assessment of Housing Loans

Housing Finance in metro branches

Rural Housing Finance

Documentation,

Recovery

Case laws


Vehicle / Consumer Finance

Introduction and Overview

Essential of consumer loans and vehicle loans-

Processing of loans- quantum of finance-margin-rate ofinterest-Disbursement

Insurance

Security

Collaterals and other securities.

Documentation

Inspection-recovery-legal issues.

Securitization of consumer loans.

Case studies.


LIST OF OFFICES OF THE INSTITUTE

Corporate Office:Director of ExaminationsIndian Institute of Banking & FinanceThe “Arcade” World Trade Centre,Second floor, East Wing, Cuffe ParadeMUMBAI - 400 005.Tel. Nos. 22187003 / 4 / 5Fax: 022-22185147/ 2215 5093E-mail: [email protected]

Northern Zonal Office:Deputy DirectorIndian Institute of Banking & Finance11th Floor, Atmaram House, 1, Tolstoy Marg,NEW DELHI - 110 001.Tel: 011-23354316/ 23354921Fax: 011- 23351165E-mail: [email protected]

Eastern Zonal Office:Deputy DirectorIndian Institute of Banking & Finance3rd Floor, ‘Anandlok’,227, Acharya J. C. Bose Road,KOLKATA - 700 020.Tel: 033-22809681/82/83Fax: 033-22809680E-mail: [email protected]

Western Zonal Office:Deputy DirectorIndian Institute of Banking & Finance19th Floor, Maker Towers, ‘F’ WingCuffe Parade, ColabaMUMBAI - 400 005.Tel: 022-22183302/ 22185134Fax: 022-22180845E-mail: [email protected]


Southern Zonal Office:Deputy DirectorIndian Institute of Banking & Finance76, Arya Gowda Road,West Mambalam,CHENNAI - 600 033.Tel: 044-24746961/ 24715990Fax: 044-24746966E-mail: [email protected]

Documents

Rules and SyllabusRulesand Syllabus 2006 - IIBFDiploma in Banking & Finance (DBF) 3) For Members/ Non-Members: a) Diploma in Banking Technology (DBT) b) Diploma in Treasury, Investment