Placement Training Report Sandey

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PLACEMENT TRAINING REPORT

At

Dulsco HR Solutions

Submitted by

SANDESH SATHYARAJ

REGISTER NO.: HAAJBBA032

Submitted in

In partial fulfillment of the award of degree

of

BACHELOR OF BUSINESS ADMINISTRATION

DEPARTMENT OF MANAGEMENT STUDIESUNIVERSITY OF CALICUT

March 2011-2012

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DECLARATION

I Sandesh sathyaraj hereby declare that the dissertation entitled Dulsco(HR

Solutions) submitted to HORIZON OF KNOWLEDGE MANAGEMENT

TRAINING, in fulfilling the requirement, for the degree of Bachelors of Business

Administration, is a record of original work done by me ,during the academic year

2011-2012.The work has not formed on any basis the award of any degree or

diploma or other similar title to any other candidate of any university .

Reg. No: HAAJBBA032

Date :

Signature of project guide: ................................................

Signature of the student : .

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ACKNOWLEDGEMENT

The successful completion of any task would be incomplete without

mentioning the names of persons who helped to make it possible. I take this

opportunity to express my gratitude in few words and respect to all those who

helped me in the completion of this summer project.

Firstly I would like to thank all the staff members of Dulsco(HR Solutions) who

had given me an opportunity to finish my Placement Training Report On time.

Secondly I would like to thank my teachers who gave me ideas regarding the

placement training work and helped me with the project completion.

Thirdly I would like to thank my friends and fellow juniors & seniors who gave me

proper information regarding the project report,

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INDEX

Sl.No: Contents Page No:

DECLARATION 2

ACKNOWLEDGEMENT 3

COMPANY PROFILE 5

COMPANY HISTORY 6

REWARDS & RECOGNITION 13

SERVICES RENDERED 14

ORGANISATION CHART- I 42

ORGANISATION CHART- II 43

DEPARTMENTAL FUNCTIONS- I 44

DEPARTMENTAL FUNCTIONS- II 49

THE SALES DEPARTMENT 52

WORK EXPERIENCE 64

NATURE OF WORK 66

CONCLUSION 69

INTRODUCTION

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Profile of the Organization

Dulsco, with its history of over seven decades of operating in the UAE, has been

part of the growth of the Emirate from a fishing village and port to a mega

metropolis. Today Dulsco provides diversified services to customers all over the

United Arab Emirates as well as Qatar, with its experienced employees numbering

over 6000.

The companys strategy is to concentrate on its core business of providing HR

Solutions and Waste Management Services and to expand the same through

adjacencies in the coming years.

Dulsco has made a significant contribution in its various ventures and by example,

has led the way to a better tomorrow for the company and its partners. Dulsco is

committed to a culture of excellence and providing its customers with world class

customer experience.

Company History

Over seven decades of exceptional service

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On a peaceful morning in 1935, in the fishing and trading village of Dubai, the

calm was suddenly disturbed by the excitement of the news that a big ship of the

British India Steam Navigation Company was at anchor some distance away in the

Arabian Gulf. One of the Gray Mackenzie Company employees came to the creek

wharf and appointed some able-bodied men to row their dhows to the waiting ship,

to unload and then bring ashore its cargo of foodstuff and clothing. In this way the

practice of stevedoring began in Dubai and the man who started it was Mohammed

Khan Abdulla Mirza Abdulla, the father of the present Chairman of Dulsco, Abdul

Aziz Mohammed Khan Abdulla. This was the beginning of the inspiring story of

Dulsco.

In 1954 Mohd Khan passed away and in 1955 his son-in-law Mohammed Sharif

Abdul Rahman Al Baidhaee managed to get a concession from the late Sheikh

Saeed Al Maktoum, the then-ruler of Dubai, in order to continue running the

business.

In 1970, Port Rashid came into operation. And in February, 1971 the company,

which was under the name of Mohammed Sharif, shifted its stevedoring operations

from anchorage to the port. Meanwhile, Shaikha Sana Mana Al Maktoum, who had

the concession to provide the wooden launches to transport stevedores to the ships

at anchorage, found that the establishment of the port had put a stop to all the

movement from shore to ship. Following a suggestion from the Dubai Government,

Mohammed Sharif and Sheikha Sana joined to form a new company called Dulsco.

The name eventually turned out to be a blessing in disguise and Dulsco added

manpower supply to its service portfolio.

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When Dulsco began its operations in the port, there was a need to bring in

international stevedoring expertise. A team of experts from England were

appointed for its operations who continued to serve the company for the next

twenty-five years.

By the 1980s the total number of Dulsco employees totaled around 1200, which

included stevedores, general workers, and winch and crane operators among others.

Over the past seventy years, Dulsco has grown along with Dubai and currently

employs over 6000 people. Stevedoring is still one of the major services Dulsco

provides but have added other services to its diverse portfolio, serving the entire

UAE. In June, 2005 Dulsco became a limited liability company (Dulsco llc) and is

now set to expand its influence to the GCC as well as other countries.

Vision And values

Our Vision

To be the leading regional provider of quality

services through strengthening relationships

between clients, vendors and employees.

Our Values

Respect

Integrity

Environmental awareness

Contributing to our society

How We Operate

Our vision and values will be communicated to each and every employee.

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We will grow the Company successfully by having two interlinked

objectives:centralized guidance and decentralized implementation.

Individual business units will be encouraged to manage their businesses with

empowerment and autonomy.

Training and Learning Programmes

Dulsco - A Learning Organization

Successful organisations around the world have evolved, or are still evolving, as

learning organizations, transforming themselves into world-class companies. Theseinstitutions have progressed beyond job-oriented training and development, into a

learning mode, focusing on the individual and the organisation. Dulsco strives to be

a learning organisation by encouraging a learning climate and we strive to make

this happen in different ways.

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All employees are encouraged to

learn at every opportunity and

transfer their learning to those

areas of their department and the

company which would benefit.

Dulsco values and rewards

learning. The company aims to

transform itself through the

application of learning, led by the attitudes and behaviours of its management team.

Dulsco's human resources philosophy believes that the principle of renewal

empowers the employees to experience an upward spiral of growth, change and

continuous improvement. This requires us to learn, commit and progress. By

following these principles, we have started the journey as a learning organisation

and there is no end to learning.

Quality, Health, Safety & Environment

DULSCO recognizes the importance of Quality,

Health, Safety and Environment and constantly

strives to:

Ensure that our services meet customers' requirements at all times

Protect the health and safety of our employees at all times and in all

circumstances

Protect the environment in which we work and live

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Communicate openly with our associates and other interested parties about

our Quality, Health, Safety and Environment Policy and Programme.

Quality, Health, Safety and Environment concerns are integral to the way we

conduct business. Our ISO certifications demonstrate our commitment to QHSE

policies and procedures, to quality service for all our customers, and to minimizing

our impact upon the environment.

Dulsco as a responsible and conscientious Company:

Strives to operate as an integral part of the community in which we live andwork, to achieve improvement and sustainability.

Is driven by a shared ambition to satisfy our own and our customers needs

in quality, reliability and safety.

Believes that maintaining high standards in all Quality, Health, Safety and

Environmental practices by everyone who works for or with us, is critical to

the success of our business. Accordingly, we expect our customers and

associates to share our values and goals.

DULSCO believes that an

organisation is pursuing excellence

when it journeys beyond measuring

financial results, and emphasises

non-financial indicators, such as itshuman capital, customer focus,

quality, health, safety, environment,

social orientation, communications

and a host of other initiatives and practices. DULSCOs Quality, Health, Safety and

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Environment Policy is a bedrock and testimony to this commitment within the

company.

Training in these areas is another important feature of our learning. Training in

areas such as ISO Internal Audits, Safety Awareness, Fire Fighting & Prevention,

Housekeeping, Health Awareness & Diet, Accident Prevention, Mock Fire Drills,

Road Safety, Materials Handling Safety, Accident Investigating & Reporting,

Safety Audits, Safety Inductions, First Aid and Film Shows at our various locations

and at external training venues is an ongoing endeavour. Occupational, Safety and

Health Administration (OSHA) training has been added to the list of internal

training subjects. Quality, Health, Safety & Environment Weeks have been held for

the past five years. As an associate of DULSCO remarked, some of your

initiatives in Quality, Health, Safety & Environment are rarely seen in this part of

the world.

Emergency Response Plan at Dulsco

Dulsco has developed an Emergency Response Plan (ERP) to respond to

foreseeable emergencies such as fire, gas leak, epidemics and war. Throughout the

world, organizations develop proactive plans to manage emergencies. The plan

specifies the steps required if an emergency occurs. Steps may include clearing the

area, rehabilitating affected employees and managing the organization back to

normal to maintain business continuity.

Our ERP enables Dulsco to train its personnel and implement steps to minimise

risk from emergencies. This includes resource and operational planning and support

to employees in the shortest time possible. The ERP is a working document. It

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details the roles and responsibilities of individuals in case of any emergency, and

the resources required for rehabilitation and where to obtain them from.

Health, Safety & Environment (HSE) Manual

In all modern organizations the Health & Safety (HSE) of employees and the

environment they work in is of foremost importance, particularly since not

observing HSE rules can endanger lives. Organizations have recognized that a lack

of HSE precautions can result in loss of production/productivity and can also

damage the organization by lowering employee morale, causing a loss of

confidence in the management and negatively affecting the organisations

reputation.

The cost of accidents in all forms of industry, business and commerce remains

unacceptably high and can be measured in both the human and financial aspects.

The lost time resulting from accidents is actually disruptive and expensive to the

nation in general, to the company, and of course to the victim of an accident or

occupational disease in particular.

With this in mind and in compliance with UAE Government labour requirements,

Dulsco has established an Occupational Health and Safety Program and compiled

this HSE Manual, to ensure the realization of the companys goal of providing a

healthy and safe working environment for its employees. It is in the companys best

interests that it has an effective and complete Occupational Health and Safety

Program.

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Effective management of worker safety and health protection is significant in

reducing the number and severity of workplace illnesses and injuries.

Basic responsibility for enforcing these procedures rests with the Managing

Director of the company through the Corporate Safety Manager, Safety manager:

(Department Safety Head), Safety representative (Department responsibility) &

Supervisors (On site safety). Dulsco management firmly believes that managing

safety is a line responsibility and that it is good business practice to provide a safe

working environment.

Rewards and Recognition

Best Employee Awards

It has always been a Dulsco priority to recognise

contributions and extend appreciation to employees

striving for the best in this challenging yet positive

work environment. Monthly best Employee Awards

have been implemented across all divisions.

Employee Spot Awards

Employee Spot Awards have been introduced, offering instant recognition of a job

well done in the areas of cost reduction, revenue enhancement, housekeeping,

exemplary conduct, good customer service and meritorious sporting achievements.

These bring intrinsic and extrinsic motivation to the winners as well as having a

positive impact on all other employees in the company.

Client Appreciation Awards

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Satisfying customers is a goal progressive companies reinforce and recognise. In

the manpower oriented industry, the services of the outsourced employees are an

important means of satisfying customers. The services they provide to clients speak

for the customer-focused standards of companies such as Dulsco.

Corporate Social Responsibility

As it continues to achieve success

in its multifaceted businesses,

Dulsco never forgets to give back

to the community in which it

operates. The company is aware of

its corporate social responsibilities

and uses different opportunities to

serve the community in various

ways assisting war victims, sponsoring events and raising funds for children with

special needs at Al Noor Centre. Dulsco is seriously compassionate anddemonstrates this compassion through its actions.

SERVICES RENDERED

I- HR Solutions

Dulsco HR Solutions currently operates a strong

core business built on long term

sustainability with committed

employees and a cadre of professional

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managers who have proven themselves capable at all levels; this

remains the strength of the company.

We provide various Human Resources related services including:

Manpower Services

Logistics

HR Outsourcing-Contract Staffing

HR Outsourcing-Recruitment Services

Medical Services

Accommodation and Events Arena

Manpower Services

Dulsco HR Solutions offers end to end manpower management solutions to meet

the needs of our clients in all industry segments, whether they are multinational or

local companies. We are capable of assisting in their business strategies by

raising productivity and efficiency, reducing costs and improving quality, thus

helping companies and individuals navigate the rapidly transforming world of

business.

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Few companies can match our history and growth, our enviable success as a leader;

our continued progress over the past

75 years as an authorized manpower service provider continues to contribute to the

various companies we support.

We outsource manpower on a short and long term basis to companies throughout

the UAE. Our current available manpower exceeds 5,000 across the following

categories:

Skilled Manpower - Carpenters (shuttering and furniture), Painters (general

& spray), Electricians (building and Industrial), Mechanics, Masons,

Plumbers, Welders,(TIG, MIG, 6G and 3G), Fabricators, Steel Fixers, AC

Mechanics and Warehouse Operators.

Drivers - Chauffeurs, Valet Drivers, Light and Heavy Duty Drivers, Heavy

Trailer Drivers, Bus Drivers, Motorcyclists.

ForkliftOperators - Light and heavy, Crane, JCB, Shovel, Excavator and

Boom Lift Operators and Tele-handlers.

Office Boys, Assistants and Security Guards.

General Helpers, Cleaners and Semi Skilled Manpower.

Logostics Services

We at Dulsco HR Solutions strive to add value to your

operations by providing the right people, in the right

place at the right time. In other words, we provide the

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muscle that moves the logistics industry, enabling you to achieve higher

efficiencies in this constantly changing work environment. In this industry,

manpower requirements are largely seasonal in nature resulting in peak and lean

periods. We assist you in managing these cycles

by providing experienced manpower based on

your unique requirements.

We pride ourselves in a manpower pool of over

5000 comprising both skilled and

unskilled personnel, which includes

the following categories:

Material Handling Equipment Operators-Warehouse Operators, Forklift

Operators, High-reach Truck Operators, Warehouse Assistants, VNA

Operators & Porters.

Drivers-Chauffeurs, Valet Drivers, Light Duty and Heavy Duty Vehicle Drivers,

Trailer Drivers, Heavy and Light Bus Drivers and Courier

Messengers.

Air Port Operations-Cargo Warehouse Operators, Baggage Handlers, Aircraft

Cleaners, Tractor Operators, Air Side Operators, Team Leaders &

Ramp Drivers.

Sea Port Operations-Stevedoring Services - Stevedores, Winch Operators, Hatch

Cleaners, Signal Men, Foremen, Tally Clerks.

Cruise Liners-Porters & Baggage Handlers, Housekeeping, F&B Staff.

General Helpers, Office Boys and Messengers.

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Contract Staffing

Contract Staffing offers high-level professionals with skills ranging from the Front

Office to the Back Office, from the Retail Store to the Warehouse, from the Project

Site to the Trade Show. Our long & short term staffing option ensures that you can

focus on your core business functions & conduct your business with ease. We offer

simple, cost effective & flexible solutions to make your success long lasting.

Focus Areas

Front Office Staff

Back Office Admin Staff

Data Entry Operators

Customer Service

Accounts & Finance Staff

Sales Staff

In Store Assistants Promoters & Merchandisers

Visual Merchandisers

Payroll Management

Whether youre a one-person company or a several hundred-people company, time

is an issue. Simplify your business processes by outsourcing non-core functions,

such as payroll. Payroll Management guarantees that you will save time by

reducing the hours spent producing payroll information, preparing payroll registers

and periodic payroll reports.

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1) Recruitment Services

Diverse organizations have relied on Dulsco

HR Solutions, for end to end solutions to their

recruitment needs. When it comes to

recruiting, Dulsco HR Solutions is always

above the rest. Our team of highly qualified consultants display an array of

expertise and industry experience. They are here to provide you the right candidate

and help with the productivity of your organization.

Dulsco HR Solutions is constantly providing organizations with high quality, cost

effective, efficient and timely services. Our processes cover all aspects of the

recruitment cycle, such as job specification understanding, matching the profile to

the specifications, screening, interviews, submission of shortlisted candidate

profiles, interview scheduling and facilitating closure.

Focus Areas

Logistics / Supply chain

Health Care

Construction

Administration

IT

Finance

Banking

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Insurance

Sales & Marketing

HR

Engineering

Hospitality

Medical Services

Medical Services comprises the Dulsco Medical Clinica fully equipped state-of-

the-art facility with a team of highly qualified and experienced physicians and

caring professionals. Conveniently located in Dulsco Village, Al Quoz Industrial

Area 4, it is amongst the well-established outpatient medical centres in Dubai.

The clinic is open every day (including Fridays) from 8 a.m. to 9 p.m. It offers top-

of-the-line outpatient medical treatment and investigatory services to all patients. It

takes pride in providing a holistic healthcare experience and quality service to its

patrons in a friendly and relaxed atmosphere.

The Dulsco Medical Clinic also provides healthcare to more than 5,000 Dulscoemployees and is recognised as one of the driving forces behind Dulsco being

awarded the Great Place to Work for in the UAE Award. The clinic has been an

integral part of the company for the past eighteen years, providing valuable medical

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services in UAE. It clearly demonstrates Dulscos absolute commitment to

employee welfare and its dedication to workplace health and safety standards.

Facilities at the Dulsco Medical Clinic include:

Outpatient consultations

Visiting specialist doctors

Health and dental checkups

Lab and radiology

Pharmacy services

Health visits

Empanelled with major insurance

companies

Other services include:

Provision of end-to-end medical services in UAE

Occupational health and fitness certifications

Medical chest inspection and certification

Drug screening tests

Specific vaccinations

Health counseling

Ample parking

Separate waiting areas for men and women

In addition to all its medical services in UAE, the clinic also runs a range of

workshops for corporate employees to improve their wellness. Relevant topics such

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as General Health Awareness, Occupational Health Awareness, Chronic Diseases,

Health Risks in the Workplace, and Work Specific Hazards: Prevention and Cure

are offered.

The Medical Services department of Dulsco also provides specialized healthcare

services to corporate and diversified industries. It also caters to onshore and

offshore companies.

2) Accommodation and Events Arena

Dulsco Village, a state of the art staff accommodation facility for over 3,600 of our

outsourced staff, is a testimonial to our concern for the welfare of our employees.

Dulsco believes that employees deserve a better quality of life, and hence every

resident is provided well furnished comforts - a bed, locker, cooking/dining,

cleaning & washing facilities, air-conditioning, indoor and outdoor sports facility

-to name a few.

The semi furnished room fall into the following categories:

General Rooms - For skilled and semi skilled workers. These have a

kitchen/dining hall, cleaning & washing facility and much more.

Executive Rooms - Rooms with attached bathrooms.

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Studio Rooms - Rooms with attached kitchen and bathroom for executives.

The Events Arena

Our fully equipped events facility creates an ideal venue for corporate

entertainment, summer camps, indoor or outdoor sports programs and more. Our

facilities are supported by professional staff and services that are dedicated to

ensure the smooth running of your event.

The centre has a large airconditioned multi-purpose hall complete with stage and

lights that can accommodate up to 800 pax. Sports facility include an outdoor green

pitch for football, volleyball, basketball and tennis courts, an air-conditioned indoor

games hall, cricket nets and a fully equipped gymnasium.

Creating a service tailored to meet your needs, our dedicated events team willensure your event is a success.

II- Waste Management Services

Dulsco Waste Management Services is strongly committed to protecting the

environment and improving the communities in which we work and live. WMS is

the first IMS (Integrated Management System - ISO 9001:2008 & 14001:2004)

certified Waste Management Company in the UAE.

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Our specialized services are:

Ha zardous and Non-Hazardous Solid and Liquid Waste

Recycling Services

Medical Waste Collection Services

Waste Handling Equipment

1) Hazardous & Non-Hazardous Solid & Liquid Waste

Dulsco Waste Management Services is a specialist in the collection, transportation

and disposal of hazardous and non-hazardous solid and liquid waste. Disposal to

designated landfill and treatment facilities is done in compliance with the laws and

regulations of the UAE. The market segments we service are as follows.

Non-hazardous solid and liquid waste:

Residential waste from buildings, communities (villas) and labour

accommodation

Commercial waste from hotels, office towers and shopping malls

Waste from sports complexes, amphitheatres, concerts and festivals

Construction and demolition

waste

Trade waste

Sewage

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Hazardous solid and liquid waste:

Shipping waste

Chemicals

Medical waste

Oily sludge

Industrial waste

Waste oily water

2) Recycling Services

Dulsco's recycling initiatives are custom designed for various sectors, from

corporate organisations, educational institutions to the community at large.

Our services include:

The Dulsco WMS Recycling programme

Managing recyclables

Our recycling resources

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In line with commitment to environmental issues and its innovative steps towards

recycling, Dulsco has introduced the 'Recycle to Regain' van that collects

recyclables such as plastic, paper and cardboard, and tins and cans. This prevents

the degeneration of our surroundings by reducing the volume of waste that goes

into landfills.

1) The Dulsco WMS Recycling programme

At Dulsco WMS we follow a principle that is transparent and logical.

Our special features are:

Custom designed recycling

programs

Waste Audit / Analysis

Education & Awareness

Reporting

Custom designed recycling

programs: Our professionals at Dulsco WMS tailor make a waste management

programme ideally suited to the client organization. We take into account the

volume of recyclables generated in the organization and then implement the

programme with the endorsement of the senior management and the employees of

that organization.

Waste Audit / Analysis: We first determine the composition of the waste stream,

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the source of recyclables and its weight / volume. We then provide resources such

as recycling bins and cages that are colour coded:

Paper Blue

Plastic Green

Cans Yellow

Glass Red

We also undertake the transport of the collected recyclables either in our own

vehicles or entrust it to a sub contractor.

Education and Awareness: Throughout the

whole process we assist the organization

through implementing an ongoing education

program for the employees to be aware of

environmental issues, recycling advantages,

recycling policies, procedures and goals. We

also encourage their participation in recycling programs and initiatives and

publicize their successes to maintain their enthusiastic participation. In addition we

supply supplementary visual aids such as posters, e- posters, fact sheets and other

electronic and print material to increase recycling awareness and participation.

Reporting: Every month Dulsco WMS sends to the client a consolidated report for

the recyclables collected with all relevant data

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2) Managing Recyclables

Recycling is the only way to manage waste in

a way that does not harm the environment and

human health. Dulsco Waste Management

Services (WMS) is committed to and offers a

wide range of recycling services to various

sectors of the market including corporate organizations, educational institutions and

the community at large. Among recyclable waste collected

WMS mainly deals with:

Paper including newspaper and

different types of cardboard and

other waste paper

Plastic, which includes all kinds of

plastic goods like plastic water

bottles, containers, lids, etc

Cans / Metal comprising mainly of

soft drink containers and used tins of

food stuff Glass comprising of bottles and jars of all types

Used Cooking Oil from restaurants and other food joints

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Majority of the paper collected (cardboards and other office paper) is sent to

paper mills in the UAE to be made into recycled paper.

The plastic collected is used to make recycled plastic products in the UAE.

Cans / metals are either exported or processed in UAE to make aluminium or metal

ingots which can be used for varied applications.

Recycled glass is sent to glass factories within UAE and is used to produce glass

bottles and other products.

Depending on the quality of the used cooking oil collected, it is either exported to

be used in the manufacture of soaps or is used as fuel in industrial furnace.

3) Our Recycling Resources

Dulsco WMS offers a wide range of resources to assist in collection of recyclables.

We provide colour-coded blue, green, yellow and red recycling bins and cages for

paper, plastic, metal and glass respectively and drums for used cooking oil.

Recycling Cages: Our recycling cages

are made as per Municipality

guidelines and are designed to allow

easier collection and transport of the

recyclables.

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Recycling bins: Our bins are also made in standard sizes and placed in strategic

locations for ease of use by employees / residents. We also custom make bins for

some of our clients according to the space they have to place them or their need.

Transportation facility: At Dulsco WMS we have a fleet of vehicles that can

collect and transport recyclables from the client site to recycling venues in the most

hygienic and professional manner. If at any time our vehicles are not in service, we

have competent sub contractors to do the job.

3) Medical Waste Collection Services

The practice of haphazardly dumping medical

waste continues to be a challenge in the region.

With this in mind, Dulsco Waste Management

Services has designed a custom made vehicle

for the collection and disposal of medical waste

from hospitals and clinics.

The vehicle is operated by drivers and helpers who are well trained in the collection

and disposal of medical waste. Adhering to safety and hygiene standards they are

well equipped with personal protective equipment such as medical gloves, aprons,

masks, uniforms and safety shoes.

Known for our commitment to environmental issues, we also provide

biodegradable bags for waste collection. Sharp boxes ideally used for disposable

syringes, scissors as well as the standardized yellow coloured bags and waste bins

are also supplied to customers upon request.

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4) General Trading

As the trading arm of Dulsco, we offer a range of innovative and award-

winning equipment for use in the waste management and recycling

industries. We represent some of the most reputable manufacturers from

the U.K, Italy, Eastern Europe, Denmark, Germany, Austria, Spain,

Canada and China to provide customized products suiting our customers'

every waste and recycling need.

Waste Handling Equipment

Balers from Bramidan

Whatever business you are in, we can give you advice and help you in finding the

most efficient and profitable waste handling solution.With balers from Bramidan

you obtain durable and high quality equipment.

Recycling Consumables

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Envyrozone Recycling Units

Envyrozone is committed to developing

and building products that meet your

complete recycling and landfill redirection

program needs. Through dedicated research

and in-house fabrication these products canbe designed to meet all of your corporate

waste management requirements.

Leafield Enviornmental Solutions

Leafield's recycling bins offer great

solutions for 'Recycling on the go' and

are proving popular choices for their

easy accessibility in public places.

Waste Containers

Since 1975, Sellers have been the leaders

in manufacturing waste containers in the

United Kingdom. Their customized

products aim to cater to the increasing

waste and recycling needs of their

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clientele. All their products are manufactured in line with BS EN ISO 9000:2008

registration.

III- Marine and Tank Services

Dulsco Marine and Tank Services has a highly skilled workforce managing one of

the best equipped workshops in the ship docking facility at Al Jadaf. This state-of-

the-art facility handles complete repair and refurbishment of vessels to the

standards set by agencies such as ABS, BV, DNV, LLOYDS and others. The

workshop is also fully equipped to undertake all types of fabrication and

engineering works.

Engineering & Fabrication

Well-equipped with modern machinery and a highly skilled work force, the

Dulsco Fabrication Unit caters to all types of structural fabrication work including

ship steel renewal, grid blasting, painting, structural fabrication, piping mildsteel, stainless steel, aluminium, copper etc., retrofitting of machinery and

equipment, and stainless steel and aluminium fabrication. Our welders are AWS

B2.1 certified and carry out MIG and TIG welding as per clients specifications.

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This unit also designs and fabricates tote tanks, road tankers used for sewage and

fresh water transport (capacity 4500Gal, 5000Gal, 10000Gal and 12000Gal),

chemical blending tanks, and garbage skips (capacity 5CBM to 20CBM).

Ship Repair Facility

Dulsco repairs and maintains the full range of seafaring vessels - from small

fishing boats to ULCC tankers. Besides refurbishment, rebuilding and retrofitting,

this division also undertakes the construction of pontoons, barges and small

vessels. These services are not limited to ports, but can also be found on ships

stationed offshore, thus ensuring optimum performance. In fact the support offered

stretches thousands of miles across the ocean in the form of riding crews,

providing for repair and maintenance during voyages. This contribution is best

recognized by the division's ISO 9001:2000 certification.

Under this division Dulsco offers the following services:

Mechanical

Troubleshooting, repair and maintenance of marine and industrial machinery such

as:

Main Engines and Aux. Engines (Generators)

Pumps (Centrifugal and Rotary)

Valves (all type)

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Hydraulics

Winches

Pneumatics

Compressors

Deck machinery

Propellers

Tail Shafts

Rudders, etc.

Machining

Fully equipped machine shop for all marine and industrial machining needs

Milling

Turning

Shaping

Radial drilling

Re-conditioning of exhaust valves, pistons, cylinder heads, etc.

Electrical

Troubleshooting, repair and maintenance of all electrical and control

systems

Overhauling of motors and alternators

Installation, cabling and testing of equipment and machinery

Enhancing power requirements

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Tanker Services

Equipped with a fleet of over 50 tankers, Dulsco's Tanker Services Division

collects, transports and disposes of liquid waste such as domestic sewage, waste

oily water and hazardous liquid waste i.e. different types of chemicals. The

collection and disposal of hazardous and non-hazardous liquid waste is done in

strict compliance with the standards stipulated by UAE local authorities. At present

around 600,000 gallons of liquid waste is collected and disposed of every day. The

volume handled is expected to increase many fold in the years to come.

Dulsco Tanker Services Division also supplies fresh water to construction sites,

labour camps and the marine industry. The division's adherence to high quality

standards have earned them ISO 9001:2000 and ISO 14001:1996 certification.

Tank Cleaning Services - Onshore and Offshore

Although focused primarily on oil fields, refineries and the marine industry, this

division also delivers quality services to other areas of the petroleum industry as

well. Using high quality storage containers for the collection and disposal of

industrial waste along with the most up to date tools, equipment and machinery,

Dulsco Marine and Tank Services operates throughout the UAE. The teams are

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fully-equipped to clean, de-sludge and de-muck wet and dry hazardous waste, be it

onshore or offshore, and no matter how complex the task.

Dulsco offers an array of services covering every phase of a tank cleaning project.

Our highly skilled and professional tank cleaning teams and their advanced tank

cleaning equipment such as super sucker machines and high pressure water jets can

reduce cleaning time, volumes of wash water generated and project costs.

As a leading tank cleaning service provider in UAE, Dulsco is fully aware of the

challenges our clients face with respect to Quality, Environmental and Health and

Safety regulations and we have developed a comprehensive safety procedure to

satisfy the requirements of our valuable customers. This division of DULSCO has

met the quality standards required for ISO 9001: 2000 and ISO 14001:1996

certification.

IV- Information Technology

The IT department ensures all

applications run smoothly in all the

divisions and offices of Dulsco and that

the company keeps abreast of the latest

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technological developments. The applications and solutions running in different

departments are customized according to their respective needs.

We believe in continual improvement and

are committed to providing the necessary

infrastructure and solutions to the various

departments so that our valued customers

can benefit from the enhanced services

Dulsco provides them.

Our objective is to invest in the latest technology which enables us to improve our

services and keep our edge over would-be competitors.

V-Engineering and Property Services

Dulscos Engineering and Property Services division (DEPS) takes care of the

company's vast inventory including accommodation camps for its employees,

warehouses, industrial units, office premises, and also acquires new sites for

necessary expansion. Its dedicated workforce includes technicians, carpenters,

painters, plumbers, electricians and other tradesmen. With years of expertise in

Joinery (Wooden and Medium Density Fibre Panels), Interior Design, Shop-Fitting

and Gypsum Partition and Ceiling solutions, DEPS is able to handle various

projects within the company.

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DEPS is currently undertaking several large internal projects for the company,

including carrying out the scheduled preventive maintenance program for all

Dulsco premises and helping Marine and Tank Services relocate to its new

premises in Jebel Ali. Over here, it is involved in designing and building an

engineering and fabrication workshop and in the refurbishment of the Jebel Ali

office. The division is also providing support to Dulsco Abu Dhabis expansion by

building a labour camp, a fleet maintenance workshop and an office for the waste

management services, among other projects. Green building concepts, including

such measures as recycling water, installing solar water heaters, and greening the

labour camps and office premises are part of all DEPS's initiatives.

At Dulsco Village and Sonapur, DEPS proudly provides quality employee

accommodations with facilities that meet the company's high standards. In addition,

it provides leased accommodation at Abu Dhabi, Al Ain, Fujairah, and Ras Al

Khaimah. However DEPS plans to acquire plots in these emirates to build and

house its own employees, thereby providing Dulsco with the satisfaction and

confidence of ensuring consistent quality, health and hygiene initiatives across all

employee accommodation.

VI- Automotive Workshop

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DULSCO Automotive Workshop

supports the mixed fleet of vehicles

owned and operated by all departments of

the company. It offers a wide range of services including vehicle washing,

servicing, component overhauls, accident repair and vehicle painting. This division

also provides 24-hour breakdown coverage and vehicle support with registration

needs for all the vehicles in the fleet. The fleet consists of passenger cars, heavy

vehicles, light and heavy plant vehicles and buses.

The workshop staff are all well qualified in their respective fields and can handle

the various types of in-house repairs while ensuring that coverage runs for a full 16

hours per day with an 8 hour call-out service.

Mechanical works

The various types of mechanical repairs undertaken are as follows: hydraulic

repairs, engine and gearbox overhauling, general servicing and repairs, electrical

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repairs and fault diagnosis, accident repair, vehicle painting and refinishing and tire

repairs.

Fabrication works

The other section of the vehicle workshop contains the fabrication division, where

all new skips, bins and containers for waste management are produced. Special

projects are also undertaken for other departments within the company including

fabrication of waste pipelines for labour camps, skip fabrication, security fencing,

as well as the design and construction of lifting equipment for refuse compactors,

shed assemblies built in the workshop and assembled on site, and the manufacture

of special skips for offshore use.

This section contains heavy fabricators, certified welders and an engineering

section. The division is also able to offer load tests and certification.

Contact Information:-

Address:

Dulsco

Plot Number 369-0907

Al Quoz Industrial Area

P.O. Box 6238

Dubai

United Arab Emirates

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Tel:

+971 4-340-4660

Fax:

+971 4-340-4661

Email:

[email protected]

Website:

www.dulsco.com

Organisation Chart -I

(For DULSCO HR SOLUTIONS)

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Organisation Chart-I)(FOR DULSCO WASTE MANAGEMENT SERVICES)

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Departmental Functions- I

(For Dulsco HR SOLUTIONS)

Every organisation is made

up of different department.

Each department contributes

to the running of the

business. The most commondepartments are:

Production

Marketing & Sales

Finance

Human resource

and in some cases, Information Technology departments

Production Department

The production department is responsible for converting inputs into outputs through

the stages of production processes. The Production Manager is responsible for

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making sure that raw materials are provided and made into finished goods

effectively. He or she must make sure that work is carried out smoothly, and must

supervise procedures for making work more efficient and more enjoyable.

There are five production sub-functions

Production and planning.

They will set the standards and targets at each stage of the production process. The

quantity and quality of products coming off a production line will be closely

monitored.

Purchasing department

This department will provide the materials, components and equipment required.

An essential part of this responsibility is to ensure that stocks arrive on time and are

of good quality

The stores department

The stores department are responsible for stocking all the necessary tools, , raw

materials and equipment required to service the manufacturing process.

The design and technical support department

They are responsible for the design and testing of new product processes and

product types, together with the development of prototypes through to the final

product.

The works department

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This department is concerned with the manufacture of products. This will include

the maintenance of the production line and other necessary repairs. The works

department may also have responsibility for quality control and inspection.

Human resource Department

The role of Human resource department is in charge of recruiting, training, and the

dismissal of employees in an organisation.

Recruitment and selection

Training programmes

Training programs are held by the HRD to

improve the employees skills, as well as to

motivate them.

There are three main types of training :

1. Induction training

2. On-the- job training

3. Off-the-job training

Manpower Planning

The HR department needs to think ahead and establish the numberandskills of the

workforce required by the business in the future. Failure to do this could lead to too

few or too many staff or staff with inappropriate needs.

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Dismis

sal and

Redundancy

(retrenchment)

Dismissal is where a worker is told to leave their job due to unsatisfactory work or

behaviour.

Redundancy is when the business needs to reduce the number of employees either

because it is closing down a branch or needs to reduce costs due to falling profits. It

may also be due to technological improvements, and the workers are no longer

needed.

Marketing department

These are the main section of the market

departments:

Sales department is responsible for the

sales and distribution of the products to

the different regions.

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Research & Department is responsible for market research and testing new

products to make sure that they are suitable to be sold.

Promotion department decides on the type of promotion method for theproducts, arranges advertisements and the advertising media used.

Distribution department transports the products to the market.

Finance Department

Book keeping procedures

Keeping records of the purchases

and sales made by a business as

well as capital spending.

Preparing Final Accounts

Profit and loss account andBalance Sheets

Providing management information

Managers require ongoing financial information to enable them to make

better decisions.

Management of wages

The wages section of the finance department will be responsible for

calculating the wages and salaries of employees and organising the collection

of income tax and national insurance for the Inland Revenue.

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Raising Finance

The finance department will also be responsible for the technical details of

how a business raises finance e.g. through loans, and the repayment of

interest on that finance. In addition it will supervise the payment of dividends

to shareholders.

Departmental Functions- II

(FOR DULSCO WASTE MANAGEMENT SERVICES)

Public Education and Awareness Division

The division takes the department to the public and ensures adherence to the waste

management strategy.

The division takes responsibility in:

Educating the public through information dissemination with the aim ofchanging their behaviour/attitudes on how they perceive waste and to ensure

adherence to the waste management strategy.

Develops and implements public education and awareness strategies and

programmes to promote an environmentally conscious and friendly nation

through sensitizing the public on environmental issues.

It acts as the public relations division of the department, participate and

contribute to the design and development of schools environmental

curriculum.

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Through the library service, the division disseminates information on issues

pertaining to Waste management.

The Division is also responsible for the design, development and distribution

of promotional materials on various issues of waste management.

The division also boosts a toll free line, which is used as a customer services

line - giving feedback and broaden the communication between the

department and its stakeholders.

2. Compliance and Enforcement Division

This division implements the department's regulatory and enforcement functions as

stipulated in the Waste Management Act, 1998, Atmospheric Pollution Prevention

Act, and National Master Plan for Wastewater and Sanitation Act.

It also conducts periodic environmental surveillance, monitoring through

environmental audits and inspections, licensing of waste management facilities ,

and the keeping of up to date pollution sources inventory.

Mobile laboratory service

Provide in-situ and emergency air quality monitoring services.

3. Research and Development Division

This division formulates policies and standards. It provides technical and advisory

services on issues that require in depth investigation. It undertakes research on the

origin, extent and effects of pollution on the environment. It also investigates and

recommends use of environmental friendly pollution abatement technologies. It is

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comprised of three sections namely; National Environmental Laboratory, Pollution

Risk Assesment and Infrastructure Development.

i. National Environmental Laboratory

The National Environmental Laboratory (NEL) is a section under the Division of

Research & Development, in the Department of Waste Management and

Pollution Control. NEL continuously uses chemical analysis techniques to monitor

the state of the environment to ensure that the levels of pollutants in the ambient

environment are within environmentally acceptable levels.

The operations of the laboratory combine the latest analytical instrumentation,

processes, quality assurance, and statistical calculations for processing of

environmental samples, and presentation of results.

ii. Pollution Risk Assessment

This section assesses the potential effects of waste pollution on public health and

environment at large. It mainly gives advice on issues relating to the minimization

of pollution of the environment so that there is sustainability in its use for present

and future generations of. This entails scientific facts about existing situation

availed through coordinated research institutions. In addition, research activities

will eventually give the department knowledge about the state of the environment,

how to solve environmental problems and whether actions are leading to

improvements.

iii. Infrastructure Development

This is to ensure that all facilities adhere to the set environmental standards so that

waste is treated adequately before disposal into the environment.

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The sales Department

Organization of the sales department

Inasmuch as the salesman comes into immediate contact with, and is an important

part of, the sales department, it is important that he possess a clear understanding of

its organization and functions. Since the ultimate purpose of the company is that of

sales, the sales department is rightly recognized as one of the ma j or departments

of the business.

The organization of the sales department will depend, of course, upon the size of

the company and the nature of the business. The principles underlying its

organization remain much the same, however. The nature of the organization

depends somewhat upon whether the salesmen travel out of the home office or

from divisional headquarters or branches. In the latter case there will be a general

sales manager at headquarters who exercises supervision over the branch sales

managers.

The salesman will then be under the direct supervision and control of the branch

manager who is in close touch with him and the conditions surrounding his work.

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Naturally, in large concerns the organization is likely to be intricate. The salesman

will do well, if it be possible, to study carefully a diagram and description of the

organization of which he is a part so as to gain a clear idea, not only of the

interrelation of its different divisions and- subdivisions but, more important, the

personal points of contact with himself.

He should know in detail the nature of his relation to the sales manager, the

advertising manager, the sales-promotion manager and the various sales

correspondents, with special reference to his duties and responsibilities in relation

to each and how he may prepare himself to cooperate.

General sales policies

Every concern which produces something to be marketed must determine upon

certain sales policies. The salesman must make himself thoroughly familiar with

these. Chief among them are :

The selection of channels through which the goods are to be distributedshall they go through jobbers, through retailers, a combination of those, or

possibly direct to the consumer?

The fixing of prices, including a consideration of standardized prices,

quantity prices, price maintenance, price control and competitive prices.

What shall be the terms of sale going into time credits, trade discounts, cash

discounts, and exclusive sales?

In theory, at least, sales policies are determined by the board of directors or by the

chief executives. The relation of the sales department to general sales policies is

simply that of execution. However, this sharp line of demarcation is not always

observed.

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Supervision of sales

Usually sales are under the control of the general manager, to whom the sales

manager reports. The sales manager is, of course, in direct charge of all activities of

the sales department. It is not unusual for one of the chief executives of a company

to be in general charge of sales. "Vice-President in Charge of Sales" is a title

frequently met with. Very often the term "sales" includes advertising, and both the

sales and advertising managers, coordinate in rank, report to the vice-president in

charge of sales. Usually under this plan of organization, the vice-president in turn

reports to the president or other general manager.

In some instances the sales manager exercises the function of advertising manager;

in others the advertising manager is subordinate ; in somewhat rarer instances the

sales manager is subordinate to the advertising manager; and in others there is a

separate advertising department whose manager is on an equal footing with the

sales manager and reports only to the general manager.

Irrespective of the particular type of organization, there is, or should be, close

cooperation between sales and advertising. On this page we shall confine ourselves

to a discussion of the functions of sales management and sales promotion, treating

it from the standpoint of the salesman.

Personnel of sales department

The personnel of the sales department usually consists of a general sales manager,

an assistant sales manager, branch sales manager, sales correspondents, statistical

clerks and stenographers. The various titles are explanatory of the positions.

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An efficient sales manager should possess, among other characteristics : the art of

personal , contacts, the ability to make quick and easy adjustments to other

personalities ; executive ability, especially in handling men and in office

management ; a reasonable amount of selling experience; a knowledge of human

nature and ability to size up men; and the ability to organize, instruct and direct

others in various sales activities. It is seldom that a sales manager possesses all

these qualities in a marked degree, but a reasonable combination of them is often

found.

Functions of sales management

The chief functions of sales management are :

Recruiting and employing salesmen and fixing their compensation and

respective territories.

Training the salesmen in a knowledge of the goods and in methods of selling

them.

Supervising and directing the sales activities of the men out in the field,

sending them letters and providing helpful information.

Preparing and furnishing equipment for salesmen in the way of samples,

sample cases, price lists, kits, portfolios, or whatever else may be necessary,

depending on the nature of the business and the product or service sold.

Supervising and checking the expense accounts, route lists, detailed reports

and daily letters of the salesmen. Determining sales quotas, providing bonuses and prizes, conducting sales

contests and special sales campaigns.

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Preparing, or directing the preparation of, sales manuals, or salesmen's

handbooks, giving detailed information about the company, the products, and

the sales principles and methods involved in selling.

Cooperating with the advertising department by helping the salesmen utilize

and sell the company's advertising and aiding them to assist customers to

make use of advertising helps, and by obtaining reports from the field

concerning the reaction to the company's advertising and that of competitors.

Cooperating with the production department in the matter of qualities,

quantities, containers, packages, sizes and seasonal goods, and reporting their

reaction on dealers and consumers.

Making investigations of the products or offering to discover new uses and

new appeals to dealer or consumer.

Conducting, or arranging for, special market surveys and analyses of

territories with a view to discovering new markets for the goods or new

methods of developing old markets

Preparing for and supervising special courses in salesmanship

These include lectures, group discussions, and problem solutions covering the

entire subject of salesmanship applied to the company's particular offering.

Assigned work is performed and handed in by the salesmen. Such courses are

sometimes conducted by correspondence where group meetings are not practicable,

and include :

Studying and analysing the product with a view to discovering new uses,

devising new sizes, shapes and containers and new appeals to dealers and

consumers.

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Studying the equipment of salesmen, such as sample kits, models, portfolios,

samples of products, and display cards.

Preparing sales manuals and salesmen's handbooks containing detailed

information concerning the company and the product, sales instruction, and

solutions of sales problems.

Preparing sales literature, booklets, pamphlets and special sales letters ; and

editing periodical bulletins and house organs sent to the salesmen.

Devising and handling special sales campaigns and sales contests sometimes

involving prizes and bonuses.

Preparing and conducting programs for conferences and conventions of

salesmen.

Preparing and conducting exhibits in business and industrial shows and

general conventions.

Stimulating sales through established channels and winning back old

customers.

Naturally, many of these activities will be much more effectively handled by a

separate department of sales promotion than would be possible by the sales

manager and sales department alone.

Let us now consider these various policies and activities from -the standpoint of the

salesman and his customers.

Sales channels

The routes and factors through which goods pass from producers to consumers

were formerly pretty well standardized as shown by the following elementary chart:

1. Manufacturer

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2. Wholesaler or jobber

3. Retailer

4. Consumer

It was formerly considered to be bad business ethics for the manufacturer to deal

directly with either the retailer or the consumer. However, the growth of large retail

organizations such as department stores, chain stores and cooperative associations

of retailers and consumers which bought in wholesale quantities induced the

manufacturers to sell direct to them.

The development of selling direct to the retailer trade also induced direct dealingswith individual consumers and the growth of "house-to-house" selling by the

manufacturer and the jobber.. At the present time the old standard method of

distribution is no longer exclusive. The entire market is an open one although the

standard method is still a common one and possesses advantages which will

prevent it from being abandoned.

Jobber distribution

Where the manufacturer distributes through the jobber exclusively, the following

advantages accrue to the salesman and his customers. The jobber (customer) is

protected by the manufacturer from his own competition and is often aided by his

specialty or missionary salesmen who sell direct to the dealer and place the orders

with the jobber. The salesman for the manufacturer is relieved from such

prospecting. His customers are easy to locate.

The type of buyers is of a higher grade. This develops a higher type of

salesmanship. There are few losses from poor accounts. Most jobbers discount their

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bills. There is very little collecting to be done. There is not so much hardship in

travel. The salesman can confine his work to the larger towns.

Retail distribution

Where the manufacturer distributes through the retail trade, the customer (retailer)

gains an advantage in prices; the salesman can specialize on his proposition in a

way that a jobber's salesman cannot or will not do ; he is nearer to the ultimate

consumer and can gain a better knowledge of consumer needs and demands and of

the retailer's problems in handling his line. He can effectively meet competition by

performing special services in helping to move the goods.

Consumer distribution

There are many products and services which from their nature cannot be jobbed or

retailed. Office appliances, household machines, gas and electric service, insurance

and educational courses, constitute some examples. These must be sold directly to

the user.

Among the advantages to the salesman in this form of distribution are: Less direct

competition; a better chance for specialty salesmanship and a more numerous class

of prospects. It is desirable that the salesman, especially the man new to selling

work, have some knowledge of how the sales manager ordinarily works and just

what he does to kelp in touch with the salesman's work and to keep the salesman in

touch with the home office and with his associates in the selling organization. Thisknowledge should help the salesman know approximately what cooperation to

expect and how he can best cooperate with the sales manager. The same

advantages, in lesser degree, exist in house-to-house selling. In this latter form of

selling the average sale is usually small.

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Nevertheless, this type of salesmanship affords good training for higher grades of

specialty selling. It also offers a steady employment for those who are not qualified

for more important selling work.

Standard prices and price maintenance

When a company standardizes its prices and maintains a fair measure of price

control, the customer is protected to a considerable extent from cut-price

competition. The salesman also gains the same advantage. He will occasionally

lose orders by reason of not being able to meet lower prices, but the gains are

greater than the losses. Standardized prices compel the salesman to sell on the

merits of the product or service instead of price. This promotes a higher grade of

salesmanship.

Policies and activities of the sales manager

The following sections provide a survey of the main policies and activities of the

sales manager in his relations to the salesman:

Sales letters and reports. In most concerns the sales manager keeps in daily

contact with the salesman by means of letters, inspirational suggestions, market

reports and the like. The purpose is to keep the salesman in close contact with

the department and keep him fully advised concerning goods, markets, and

general sales activities.

He will be told what other salesmen are doing and how they do it. He will be

complimented on good work and corrected on poor work. The sales manager, if

he be truly a sales manager, will take a personal interest in the salesman and

endeavour to encourage and assist him. On the other hand, the salesman will

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usually be expected to communicate daily with the sales manager. This takes the

form of a letter and orders, if any, and a detailed report on his activities. A

report sheet is supplied for that purpose.

There is a twofold effect in this report : To keep the sales manager advised as to

the details of the salesman's work, and to require the salesman to review his

activities each day. These details are sometimes irksome to the selling type of

mind, but the practice is valuable. It compels the salesman to review and pass

judgment upon his work. It also enables the sales manager to do so.

Sales conferences and sales training courses

In most concerns a system of sales conferences is organized and conducted by the

sales manager. The main purposes are to bring salesmen into touch with each other,

analyse sales problems, suggest solutions, improve methods of selling, and gain a

better knowledge of goods and markets. These conferences should encourage,

stimulate and inspire the sales force. In concerns where the sales force is a local

one, such conferences are held weekly; in others they are monthly; and in some

aggressive specialty selling organizations, brief meetings are held each business

day morning. In most large organizations with branches there are regional

conferences held quarterly. In others the entire sales force is convened at

headquarters once or twice each year.

The programs will depend upon the nature of the business. They are mostly

instructional with some inspirational features. The modern tendency is to eliminate

purely "pep" features and make the conference a business gathering for business

purposes. Such conferences as these offer the salesman an excellent opportunity to

tie in with his sales organization and gain useful information.

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In many concerns the salesmen are taken through a sales training course. Almost

every well organized, progressive concern today provides an effective training

course for new men. A smaller number provide one at intervals for its older men.

This practice has been found effective and is rapidly growing. The course will

usually consist of ten or twelve sessions at such intervals as may be practicable.

Instruction will be given in general principles and methods of salesmanship

together with practical applications to the particular product sold.

The course will be conducted preferably by some one in the sales department who

is specially qualified. It is sometimes conducted by an expert from outside. When

properly handled it will greatly benefit the entire sales force. Experienced salesmen

as well as the new salesman benefit from it. The sessions consist of short lectures,

discussions, solutions of actual sales problems and, when practicable, some actual

training on the job.

Sales quotas

It is a common practice for sales managers to prepare an estimate or a budget of the

amount of business which ought to be obtained from the salesman's territory. It is

usually large enough to act as a constant stimulant to the salesman, but not so large

as to discourage him. As a rule it is fair and equitable and is based upon careful

comparisons and estimates. It affords a valuable check-up for the salesman and

prevents carelessness and waste of time. The ambitious salesman will welcome this

opportunity to measure his achievement against expectations and will constantlyspur himself on to equal or exceed his quota.

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Sales contests, bonuses and prizes

Special sales campaigns and contests are frequently conducted by the sales

department. Bonuses and prizes are offered and are so adjusted as to come

reasonably within the reach of diligent salesmen. Such campaigns offer to the

salesmen the interest and excitement of a contest and tend to break up monotony.

They afford the satisfaction of being a prize winner, and of gaining something extra

in the way of compensation. If not carried to excess they are a useful means of

stimulating sales and are profitable to both the company and the salesmen.

Sales manuals and portfolios

Most concerns furnish salesmen with a sales manual or "salesman's guide." It is

usually constructed with great care and covers the salesman's entire needs and

requirements. It handles in detail such matters as the company, the products, the

sales policies, terms, credits, adjustments, reports and the like.

Some manuals contain a brief survey of the principles and methods of salesmanship

as applied to the company's particular offering, giving special attention to

objections, methods of anticipating objections and sales resistance encountered. It

brings to the salesmen the ideas and experience of the sales executives and star

salesmen of the company. A good sales manual is a valuable aid to the salesman

and he can make daily use of it in his work.

Some concerns which do extensive advertising provide the salesmen with a special

advertising portfolio containing illustrations and discussions of the advertising.

This is a substantial aid to the salesman in presenting his talk on the advertising.

We shall discuss this subject in greater detail in "Utilizing The Company's

Advertising." Frequently, there are numerous other portfolios furnished; for

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example, those containing endorsement letters and samples or facsimile

reproductions of sizes, shapes and colours. These are carefully prepared with a

view to aiding the salesman in his presentation.

House organs and bulletins

In many concerns a periodical house organ or bulletin is published and sent at

regular intervals to the salesmen. In some cases it is a weekly publication, in others

a monthly. It usually contains interesting news concerning what is going on inside

the organization as well as out in the field. It will contain special articles along the

line of products and sales. It will include interchange of ideas, sales experiences,

and much news of a personal nature.

A well-edited house organ will keep the salesman in closer touch with the company

and pore especially with the sales organization. It will promote a fellow feeling

among the salesmen and stimulate a sense of loyalty to the company. The modern

tendency is to make the house organ more of a business sheet and less of a "hip-

hurrah." However, the news and personal elements predominate. It is a valuable

adjunct to sales efficiency.

Work Experience

1. Finding the job

I was hired as assistant administrator in the Arabtec construction company

on January 15th followed by an interview with Administrator manager who is

a friend of my relative.

2. Working Permit

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In order to work legally in Dubai, it is essential to acquire a student labour

which I received successfully with the help of a sponsorship provided by the

company

3. Training Plan

I entered into an agreement with my employer regarding the training

programme that it would be for the period of one month with the payment of

1500 Dirham. The timing was to work for 8 hours a day for 6 days in a week,

with Friday being a holiday.

4. Job description

The training plan outlined the expected outcomes from the internship. These

included developing an understanding of dealing with the customers in the

dubai., e-marketing and recognising clients'.Maintaining a good relationship

with the clients was the most important aspect of the job.

5. Weekly Duties

On a daily basis there were important tasks to be done. These tasks were

assigned to each person by the Manager on Duty for that particular day.

Allocation of these tasks was decided based on what shift each employee

was working and whether or not it was the best use of that employee's

time.There were three possible shifts that could be assigned to each member

of the office staff.

These shifts were:

Morning Shift | 9.00am 8.00pm

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This shift dealt mainly with the calls from customers awaiting pick-up for

our Yosemite tour, which began at 6am. The person on this shift would

forward the office calls to their cellphone and answer between 6am-7am,

then arrive at the office at 8am.

Afternoon shift | 12.00pm 8.00pm

Similar to the morning shift, but mainly to provide someone to cover the

lunch breaks for those on earlier shifts.

Evening shift | 5.00pm 2.00am

This shift was mainly to provide customer service until late at night and to

provide someone to take last minute reservations. From 12.00am to 6.00am

the calls were forwarded to the employee's cellphone allowing them to leave

the office.

Nature of work

Sales executives sell products and services for a company in order to boost

profitability and increase market share. Businesses in various industries, from

health care to engineering, hire sales executives. These employees come from a

variety of backgrounds, and may have expertise with the item that they are selling.

A technical sales executive, for example, may have an engineering background to

support the understanding of products in the industry.

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Maintain Market Awareness

In order to tailor their sales pitches, sales executives need to keep abreast of

changes in the market that impact their target audience. They must understand dips

and rises in demand for clients' products, lifetime and wear of machinery, and

changes in the stock market that may hinder sales. In addition, they should be

aware of the sales strategies of competitors, both for their business and their clients'

businesses. The more alert a sales executive is, the more accurately the needs of

customers are targeted and new market opportunities identified.

Meet a Bottom LineMost sales executives have quarterly and annual sales goals that they strive to meet

throughout the year. To do so, they attempt to convince existing clients to increase

their purchases from the company--a process which is called "upselling"--or search

for new clients. Often, sales executives operate on the idea that it takes less effort to

retain current customers than to find new ones, and, therefore, focus their energy on

upselling.

Maintain Relationships

A sales executive is often a master of relationships with clients, vendors and

employees. A good relationship can lead to new sales leads, increased purchasing

and referrals. Sales executives put a great deal of time and energy into creating and

nurturing their relationships, and make a point to offer value and opportunity

wherever possible.

Manage a Territory

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Depending on the nature of a business, a sales executive may be responsible for

taking care of clients in a geographic region and be the person called with

problems. Managing a specific sales territory often involves travel to meet with

customers and suppliers to ensure that operations are smooth and to reinforce the

strength of the relationship.

Negotiate Contracts

For ongoing projects or large orders, a sales executive is responsible for negotiating

the terms of the sale and drawing up a contract. This ensures that both parties

understand what is and is not included in the order and protects against liability. Inthe sale of equipment, for example, a sales executive may negotiate prices for the

setup, installation and testing, in addition to the initial purchase

In short, the following are the responsibilities of a Customer Sales Executive

Maintaining and developing relationships with existing customers via

meetings, telephone calls and emails.

Visiting potential customers for new business.

Making accurate, rapid cost calculations, and providing customers with

quotations.

Negotiating the terms of an agreement and closing sales.

Gathering market and customer information and providing feedback on

future buying trends. Representing your organisation at trade exhibitions, events and

demonstrations.

Negotiating variations in price, delivery and specifications with your

company's managers.

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Advising on forthcoming product developments and discussing special

promotions.

Liaising with suppliers to check on the progress of existing orders.

Checking quantities of goods on display and in stock.

You may also be involved with identifying new markets and business

opportunities.

Recording sales and order information and sending copies to the sales office.

Reviewing your own sales performance, aiming to meet or exceed targets.

Roles Played by a Customer Sales executive

Usually there are seven key roles played by a sales executive. They are:-

The Strategic Planner Almost exclusively focused on pre-sale activities

The Client-Focused Positioner Clearly identifies the key benefits a buyer

will purchase, as well as bridge the marketing and selling gap

The Persuasive Communicator - Focuses on presenting, questioning, andmanaging sales communications with the buyer

The Focused Catalyst Pinpoints driving a unique transaction as well as

bridging the sales to service gap

The Concerted Facilitator Almost exclusively focused on post-sale

activities

The Effective Manager - Focuses on the entire process and ensures goals

are achieved, and on driving continuous selling cycle improvement initiatives

The Value-Driven Guardian Focuses on expanding new opportunities

with existing relationships and protecting existing relationships from the

competition

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CONCLUSION

When we take th

Placement Training Report Sandey

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