Sss Diploma Trainee Handbook Version 2 2018

Diploma in Business
(Small Business Management)
Trainee Handbook - Academic Year 2018/19

Vocational Business Department NC KSA Makkah
Trainee Name:
National ID Number: Class:

SSS Diploma in Business (Small Business Management) Trainee Handbook 1

Copyright © 2018 Niagara College Makkah
All rights reserved. This book or any portion thereof may not be reproduced or used in any manner
whatsoever without the prior written permission of the publisher except for the use of brief
quotations in a book review.
This book has been generated by the NC KSA Makkah vocational business department. Please do
not copy, re-print, share or sell this book without prior authorisation.
The contents of this book is solely for educational purposes and not for profit. If you happen to find
this book please return to the trainee or teacher.

What will I learn? 4
How will I be assessed? 4
How do I graduate? 4
Unit 22 Coordinate and administer projects 5
Unit 23 Contribute to workplace innovation 6
Unit 24 Produce complex business documents 7
Unit 25 Handle receipt and dispatch of information 8
Unit 26 Work effectively in a business environment 9
Unit 33 Undertake small business planning 10
Unit 36 Market the small business 11
Unit 37 Manage a small team 13
Unit 38 - Build & launch a small business website 14
Unit E04 Demonstrate self-management skills 15
Unit E05 Work as a member of a team 16
Unit E06 Demonstrate work and career progression skills 17
Unit 28 Conduct financial transactions 18
Unit 29 Establish a cash accounting system 19
Unit 32 - Establish legal risk management 20

Case Study 1 20
Case Study 2 20
Product Pricing Strategies 21
Matching Concept 21
Case studies 21
Glossary of terms 21
Business Structure 21
Marketing 22
Human resource management 22

Business Environment 22
Interview Process 22
CBT practice questions 23
Your own notes 28
Sources of information and website links 34
What will I learn?

On this SSS Business program you will study 21 Business Units that comprise of many different
disciplines such as marketing, finance, insurance, project management and business operations.
You can get a full list of all 21 units from your assessor. The program is centred around the
creation of a Business Plan that you will produce using your entrepreneurial skills to identify a local
business opportunity.
How will I be assessed?

You will be assessed through a number of written and practical activities which are known as
assignment briefs. The assignment briefs are linked to the SSS learning outcomes and help you to
evidence your skills and knowledge. On the completion of an assignment you will be awarded a
grade A to D. Once you have a grade for every single unit you will be given an overall portfolio
grade. A portfolio is simply a compilation of your work. Across the course you will also take part in
the CBT or computer based tests, particularly in week 4, week 8 and week 12. This will ensure you
have enough time to get used to the CBT format
and are fully prepared for the test. The CBT includes
60 multiple choice questions in which you have 2
hours to complete the test.
How do I graduate?
To graduate from the 2nd year diploma program
you should have successfully passed all
components at associate diploma level. To graduate
from the course you need to complete your portfolio
to 100%, successfully pass the capstone exam and pass the CBT exam. Alongside this you need
to attain a B1 level qualification in English as well as complete the CiT modules. Once you have
completed 200 hours of OJT (on the job training) you will be successfully awarded a graduation
certificate and take part in an official NC KSA graduation ceremony.

Unit 22 Coordinate and administer projects
Overview: Project management is all about
designing and delivering a project on time to a
set budget. When planning any project for your
company you should think about setting up an
initial kick off meeting with all stakeholders first
to gain buy-in for your idea. There are 12 steps
to think about for any project: -

Define the project
1- List the tasks.
2- Estimate the cost and time of each task.
3- Plan the dependencies and longest route.
4- Speed up the project plan if necessary. 8- Start the project
5- Create a Gantt chart (I love Gantt charts). 9- monitor progress
6- Check you have the resources required. 10- monitor cost
7- Think about risk. 11- adjust your plan if necessary
12- review and learn from what happened
Saudi Arabia Context: In KSA project What does this mean for me? In this unit you
managers could find themselves applying their will be asked to create a new business in which
skills in a number of projects such as; you will need to think about the following: the
construction, education, medicine and the business idea, partners and stakeholders,
development of local council projects. You quality control, funding and investment and
could also be tasked with a project in your critical points.
normal job.
Project plan: The first thing to do is to list all Stakeholders: Stakeholders within any project
tasks needed to complete the project. Then will be the people who have a keen interest in
you need to decide who will be responsible for seeing the project work or who are actually
the taks. The next step is to decide how long working on the project itself. They could
that task will take and how much it will cost to include; managers, investors, colleagues,
complete the task. Don't forget to jot this into a customers or project specialists. A project
plan! manager is the person in charge.
Gantt and bar charts: Gantt charts are used Group Activity: In groups decide on a new
to map the timelines of your project. They are business venture. Create a 5 stage process to
often created using MS Excel. They were get this business up and running. Think about
invented by Henry Gantt and they show the the cost of each stage, how long it will take,
relationship between tasks in your project. resources you need and who will be
Gantt charts can increase higher levels of responsible.
project completion.

Unit 23 Contribute to workplace innovation
Overview: Workplace innovation is all about
creating better places to work for employees.
Through these better places to work it is hoped
that employees will be more productive. At the
heart of workplace innovation is employee
engagement i.e. creating a happier workplace
for all involved. When contributing to
workplace innovation you need to think about
how you can bring about physical change or
physiological change to improve working
practice. A company that is very innovative is
Google, they have places to sleep for their
employees, free food and a free gym. They
encourage an open culture and positive
communication.
Saudi Arabia Context: Workplace innovation What does this mean for me? As a student
is a new concept to most companies. The first you should think about how you can make
question you need to ask is how comfortable things better with the time you have. How can
does it look to work in this place. Then you can you streamline the activities you take part in at
decide how to improve the workplace through college or work to make things easier and
synergy or the collective energy of sharing best more productive through the flow of ideas. This
practice. Think about some of the newest could be as simple as changing a room layout
companies you have seen in KSA and how or using an online chat forum to share ideas.
easy or simple it is to do business with them.
New technology: Technology is constantly Diversifying the business: To be a truly
changing and is readily available for business innovative business you need to think about
to adopt to make their lives and the lives of how you can apply your current skills to
their customers easier. Activity: Imagine you another market to expand the business. Just
are working for Al-Baik and you have been because you sell food doesn't mean you can't
asked to invent 3 new pieces of technology for deliver it or sell it online or supply it to other
the company to make queuing process food business. Spread your wings and reach
quicker. Think in pairs and then share your out with new ideas to grow your business
ideas with your teacher and class. organically.
Physical Workspace: The physical workspace Group Activity: In groups of 3, create a new
can be easily adapted to make it fresher, office layout for the teachers’ staffroom. Think
cleaner and easier to communicate in. In pairs about the furniture you will need and draw a
draw a new classroom that is innovative. plan. Use online technology to help you.

Unit 24 Produce complex business documents
Overview: This unit will teach all about how to
create a professional business document
suited for any type of business you may go to
work for after college. Business documents are
very important as the often contain important
information about the business. An example of
a business document could include the
following: newsletters, annual reports, budget
reports, sales plans, proposals, tenders,
memorandum of understanding or an
employee contract. There are many other
types, can you think of them?
Getting ready to work: When going into the What does this mean for me? In the
world of work it is important you are assignment for this unit you will be asked to
comfortable drafting, designing and produces create a business plan/proposal to be used to
professional document in both Arabic or gain investment for your business idea when
English. Your manager may ask you to do this graduating from college. It is very important
at anytime so why not start learning this skill you work with your assessor to build a solid
right away. When writing your document be template that will structure your business ideas
sure to write in smaller paragraphs as this and strategy.
makes it easier to skim through.
Online file types: When creating business Proofreading: It is very important you check
documents you will often store them in cloud your documents two or three times before
based system that are accessible to company submitting it to your manager. If your manager
employees across the kingdom. Different file finds mistakes you may have to re-write it
types include; doc, docx, pdf, jpg, png and ai. wasting valuable time.
Readability: When creating your business Group Activity: In groups of 3, decide on 3
documents it is important to think about your business documents you need for your
audience first. By doing this you will form the business, write these down on paper and feed
document with language to suited to reader. If them back to the class. Think about why you
your business plan will be used at a bank to need these documents and the importance of
gain investment it is important the language is their readability.
formal. When writing be sure to stick to Arial as
your font and your font size should be 11. Design elements: Use visuals such as graphs
Anything small will make it hard to read and and tables to structure important information.
anything bigger will look unprofessional. This will make your document more visual and
Important, your document should follow a easier for the reader. Remember to arrange
company House Style Policy if present. your document with a Title and Headers.

Unit 25 Handle receipt and dispatch of information
Overview: This unit is all about managing
incoming and outgoing mail (post). Types of
mail include physical mail and digital mail. At
any time in your career you could be asked to
manage mail for your company. When handling
mail it is important you follow procedure to sort
the mail and then store it in the right place.
Different businesses will have different policy
around this. A postal service is normally
offered by public or private companies such as
Saudi Post, FedEx, DHL and others.

Mailroom Manager: The mailroom manager Ethical behaviour: When handling mail or post

will direct incoming and outgoing mail. He will you have to be responsible, if the mail is
be responsible for any mail clerks in the mail private do not open and if it addressed to
room and provide up to date information on someone important make sure it gets to them
procedure. There could be a task in the end of as soon as possible. If mail gets lost you may
year exam whereby you will have to manage be responsible and find yourself in a company
mail. disciplinary hearing.
Mail-book: The mail-book is the document in Express post: Express post is a faster type of
which you record all incoming and outgoing postage service that aims to be delivered
mail for the company. This acts as written within a faster time than normal. When using
evidence and is important when trying to find express post be aware of the increased cost
lost mail. The mailbook should be categorised the company may charge you. Always check
with the following column headings; sender, with the person sending the post on when the
receiver, date, subject and forwarded. post needs to get to its final destination.
Airmail: Is a mail transport service sold on the Group Activity: In groups of 3, list all the
basis of at least one leg of its journey being by equipment you would need to create a modern
air. Airmail items typically arrive more quickly mailroom. This of this as a place to store
than surface mail, and usually cost more to incoming goods and mail.
send. Shipping by land may take longer but is
cheaper.
Saudi Post: Saudi Post was founded in 1926 Weight of post: The weight of the post will
by the late King Abdul Aziz Al Saud. They offer affect the shipping cost you pay. Always check
kingdom wide postal services. this with the courier before sending.

Unit 26 Work effectively in a business environment
Overview: In this unit you will focus on
developing effective working habits that enable
you to work seamlessly and productively in a
business environment. You will need to
evidence your communication skills, team
working skills, your ability to follow policy and
work toward organizational goals and targets.

Working Context: When working in any What does this mean for me? In this unit you
context you will want to perfect a number of can evidence your learning alongside the
skills. These skills include: effective time employability units or through your work on
management, meeting deadlines, following OJT. Start by listing the skills you possess and
policy, managing workflow, communication the opportunities you have to improve. What
with your team and line manager. are you good at now and what do you need to
work on?
Occupational health and safety: OHS is very Operating manuals: Operating manuals relate
important when entering the working world. to equipment you may use at work. These are
Your company should provide you with health always provided by the manufacturer. Be
and safety training especially if you're working careful, do not operate equipment without
amongst hazards or exposed to harmful reading the manual first, you may expose
substances. OHS is about following procedure yourself to danger or harm. An operating
and reporting problems to your line manager manual will often be included the box and will
when you spot them. A work desk assessment list instruction on how to operate and turn off
should also be offered to you if you are the equipment. If unsure speak to your line
working at a computer for long periods of time. manager or health and safety representative.
Policies and procedures: Always follow Group Activity: In groups create a personal
policy, if you are not sure ask your line SWOT analysis of your all your skills, gaps in
manager or human resources manager. knowledge, threats to employment and
Examples of policy include; late policy, sick opportunities. Share your ideas with your class
policy, leave policy and privacy policy. verbally.
Workplace communication: Being an effective communicator means you should also listen to
other employees’ point of view. When asking questions make them open, use the words how
and why. Communication is also non-verbal, so body language may send the wrong message.
When writing emails be professional and to the point, do not use email as a platform to joke.

Unit 33 Undertake small business planning
Overview: In this unit you will be learning how
to create a business plan. Firstly, you will need
to think about a unique small business you
could start up in the local community. This
business idea is very important as it forms the
basis of all other assessment activities you will
take part in over the course. The idea is that by
the end of your studies you will be able to
apply for investment to make this idea a reality.
The most important part of any plan is a unique
selling point (USP), something that justifies

‘why’ people will buy your product.
The ideal business plan: The business plan What does this mean for me? At the end of
should include at least 6 sections: this unit you should be very confident in setting
out your business plan. You should have a
Section 1 - the executive summary. clear idea of what is needed to start the pan in
Section 2 - details on the product or services. terms of finances. You should also consider
Section 3 - a sales and marketing strategy. the following:
Section 4 - financial plan and projections. ● Level of risk involved, risk assessment
Section 5 - staffing requirements. and management.
Section 6 - a management plan. ● Market focus of the business.
● Marketing requirements.
You assessor will provide you with a template ● Need to raise finance and requirements
to do help you do this. To make this easier you of lenders.
could start by forming a very basic one page ● Organization/operational arrangements
business plan as a draft. Proposed size and scale of business.
Questions to think about? Market Research: Before starting your

Vision: What are you creating? What will your business plan you need to be able to establish
business look like in 1 year, 3 years, and 5 that there is a market for your business. In
years? groups create a research survey based on your
Mission: What is your mission? Why are you business idea and get 10 students or teachers
starting this business, what is the purpose? to complete the survey. This will help you to
Objectives: Are your business goals gauge demand for the product/service you are
considered SMART goals? How will you thinking about.
measure success in achieving your goals?
Legal requirements: It is very important to Start up capital: Start up capital is the money
factor in all legal requirements. Research the you initially invest to start the business. If you
chamber of commerce website and list 5 key invest this money you will be the 100% owner
legal requirements you have to meet to start a of the business. If someone else invests with
new business. http://www.makkahcci.org.sa/ you then they will own part of the business.

Unit 36 Market the small business
Overview:
This unit covers the learning outcomes, skills
and knowledge required to develop and
implement marketing strategies and to monitor
and improve market performance in a small
business.

Marketing Strategies: There are 100s of
different ways to market your product, listed
below are a number of techniques.
Research techniques will include:
● Online advertising
● Customer membership programs ● Focus groups
● Referral schemes ● Questionnaires
● Free demos ● Surveys
● User generated marketing ● Face to face conversations
● Social media marketing ● Analysis of historical data
● Promotional marketing
● Viral Marketing Primary research: Primary research is original
● Call to Action (CTA) Marketing information gathered by the company or
● Guerrilla Marketing yourself directly.
● Mass Marketing
● Seasonal Marketing The following are examples of questions that
● Direct Marketing can be addressed through primary research:
● Trade Show Marketing
● Alliance Marketing 1. Who are my customers and how can I
reach them?
● Telemarketing

In pairs research an example of 3 of the above 2. Which products and services do buyers
strategies and feedback to the class your need or want?
findings.
3. What factors influence the buying
Market research & analysis: decisions of my customers?
Marketing research is involved with the linking
of the company and customer through 4. What prices should I set for my products
information. It helps identify recent trends in and services?
habits and behaviours of customers through a
research process. Good marketing uses 5. Who are my competitors, how do they
research tools in understanding the customer operate and what are their strengths
and segmenting the market. Research tools are and weaknesses?
qualitative and quantitative in nature.
Surveys are the most common way to gather
primary research. Surveys can be conducted:


The 4 P’s: The marketing mix is all about
1. Through direct mail putting the right product in the right place, at
the right time, and at the right price. The
● Hand out at the place of business or difficult part is doing this consistently.
mail out with survey returned in person
or via mail Price: refers to the value that charged. It
depends on costs of production, segment
2. Over the telephone targeted, ability of the market to pay and
supply & demand. Pricing can also be used to
● Cost-effective differentiate the product from others.
● Customer do not like telephone
interruptions. Product: refers to the item actually being sold.
The product must deliver a minimum level of
3. On the web or via email performance and value; otherwise the best
other elements of the marketing mix won't
● Allows participants to complete the work.
survey on their own time with little effort.
Place: refers to the point of sale. In every
Target market: A target market is a group of industry, catching the eye of the consumer and
people likely to buy a product/service and has making it easy to buy it is the main aim of a
been selected as the focus of all marketing good distribution or 'place' strategy. Retailers
activities. A target market consists of pay a premium for the right location.
customers that share similar characteristics,
such as age, location, income and lifestyle. Promotion: this refers to all the activities
undertaken to make the product or service
Target markets can be separated into primary known to the user and market. This can include
and secondary target markets. Primary target advertising, word of mouth, press reports,
markets are those market segments to which incentives, commissions and awards.
marketing efforts are primarily directed and
secondary markets are smaller or less The 4 C’s? The 4 C’s is an updated version of
important. For instance, the primary target the 4P’s. The 4Cs consists of the following:
market for a jewellery store might be middle
aged Saudi women who are married or going 1. Customer/consumer wants.
to get married. 2. Cost.
3. Convenience.
Demographics: Demographic segmentation 4. Communication.
means identifying markets based on several
shared traits, including This model is highly customer focused and
● age, enables reflection on the customer interests,
● race, wants and needs. From being
● gender, product-oriented, you will become
● marital status customer-centric. The 4 C’s of marketing
● income and education focuses not only on marketing and selling a
● and occupation product, but also on communication with the
target audience from the beginning of the
process to the very end.

Unit 37 Manage a small team
Overview: This unit covers skills and
knowledge required to plan for the
management of a small team. In this unit you
will have to create a staffing plan taking into
account all the different types of staff you
need to for your business. You will also take
part in recruitment activities, coaching
sessions, advertise for internal vacancies and
support the development of staff through CPD
sessions. Your staffing plan should include the
following; Staff induction: An induction is the process
● names of staff, used within many businesses to welcome new
● job roles, employees to the company and prepare them
● days of the week, for their new role. Its helps in the effective
● working hours, integration of the employee into the
● break times, organisation. It provides an introduction to the
● salary details, working setup of the employee within the
● performance criteria organisation. The process will cover the
● and contingency staff. employer and employee rights and the terms
and conditions of employment.
Performance Management: The aim of Probation period: In a workplace setting,
performance management is to improve staff probation is a status given to new employees
productivity and to promote accountability. of a company. It is widely termed as the
Performance management is underpinned by a Probation Period of an employee. A
4 stage cycle: probationary period varies widely depending
● Stage 1 - setting clear goals for the on the business, but can last anywhere from
employee. 30 days to several years.
● Stage 2 - monitoring and measuring Saudi labor law: Saudi labor law covers the
the performance in line with those employment law all employers and employees
goals. must abide by when working in the kingdom.
● Stage 3 - reviewing the performance Saudi labor law is likely to cover the following
and giving feedback. aspect of employment:
● Stage 4 - setting new targets for the ● Probation
employee. ● Notice periods
For performance management to be effective ● Leave
a clear job description needs to be in place so ● Wages
the employee understands exactly what is ● Compensation
expected of him and when. ● Training
Group Activity: In groups set up a role play ● Working hours
where two of you act as the hiring panel for an ● Housing allowance
internal vacancy at Al-Rajihi Bank. You will ● Transports allowance
need to ask the candidate around 10 ● Maximum working hours
questions, these questions should help you ● Minimum working hours
understand if this person is suitable for the job.

Unit 38 - Build & launch a small business website
Overview: This unit covers skills and
knowledge required to basic website to meet
business needs. In this unit you will plan your
website structure including the style, features
and capabilities, layout and navigation,
interactive forms and integrate security
requirements. You will also be required to
determine and develop suitable website
content, create website pages with active
links, select and use a web-hosting service
and test and critically evaluate website
functions.
World Wide Web Consortium (W3C): is the

main international standards organization Web hosting service: allows websites to be
for the world wide web. They develop made accessible on the world wide web.
standards and guidelines for the long term Some are free but as the website grows
growth of the web. and requires more functionality, storage
and technical support, a fee is charged.
Copyright laws: Is the legal right created by
the law of a country that grants the creator Key elements of a good website:
of an original work exclusive rights for its Good Visual Design— Design is an all
use and distribution. In Saudi Arabia, the encompassing word for all the visuals
authors rights are protected for a period of elements of your website — logo, font(s),
50 years after his/her death. white space, theme/template, layout and
colors
HTML: short for Hypertext Markup
Language is the standard markup language Content— The key to a good website is
for creating web pages and applications providing relevant content that your
readers want.
CSS: Cascading Style Sheet is a language
used to style and layout the webpage. You Navigation— Navigation is the “GPS” of
can use it to alter the font, spacing, colour, your website.
layout. Etc.
Call to Action — The Call to Action is a set
HTML Iframe: Inline frame is used to embed of words that urge your website visitors to
a document, video, image into a web page. take an immediate action on your website.
Examples are advertisements inserted on a
web page. Credibility — A good website instills trust
from visitors.
Defamation / slander - damaging the
reputation of others by making false Mobile site — Make sure your site is
statements viewable on a mobile internet enabled
device.

Unit E04 Demonstrate self-management skills

Overview: The purpose of this unit is for
learners to develop knowledge, understanding
and skills in managing their work within their
area of responsibility. Learners will develop
skills in being able to plan, organize and
manage their own work, and understand how
to maintain and improve this. They will also be
able to review and reflect on their work
practice, asking for feedback from colleagues
about their performance.

Meeting deadlines: To meet deadlines at work What does this mean for me? Without

you need to thoroughly plan what needs to be deadlines you will not have any urgency in
done and by what time. You will also need to meeting goals or completing tasks. If you are
outline what resources you will need to use to constantly missing deadlines then there may
get the job done. A daily tracker or a monthly be a problem with your time management. A
to do list can help you organise your work. The problem most people find is procrastination.
main things is to identify what is most
important and start with that task first. Always Take these steps to meet deadlines:
seek help from colleagues or your line manager
to ensure you are completing work to 1. List everything down as an action item.
deadlines. If you continually miss deadlines at 2. Choose a reasonable timeframe to get
work this could lead to a performance review this done.
with your manager. 3. Schedule a day to do the task using a
tool such as google calendar.
Ways of managing time and prioritizing 4. Add in a buffer day just in case you do

tasks: get delayed.
1. Decide what is urgent and important 5. Always keep stakeholders informed if
and what isn't. you cannot meet your deadlines.
2. Prioritise early deadlines.
3. Seek help when needed. The personal development plan: A PDP is
4. Keep it simple and fun. used to identify skills gaps and plan
5. Learn to detect when you are development needs. You should have
procrastinating. completed a PDP in year 1. Now it is time to
6. Keep good records to track progress. reflect and update this document.
Unit E05 Work as a member of a team

Overview: The purpose of this unit is for
learners to develop the knowledge,
understanding and skills for developing and
maintaining positive relationships with
colleagues and to contribute effectively to the
work of a team.

T - Together
E - Everyone
A - Achieves
M- More

In almost every single project the presence of a
TEAM is vital to the completion of the project.
Look around you, houses, schools, shops and
hospitals all needs teams to deliver their
services.
Make and keep achievable commitments: At What does this mean for me? An effective
times your team will rely on you to complete team is very important to a successful
key tasks. You will need to plan for this and set business. When working in a team other
deadlines to ensure this is met. Work with your people are relying on you to complete a portion
colleagues to do this using regular or section of a bigger task. Teams work
communication until the task is done. together toward achieving a shared goal.
Types of verbal and nonverbal The importance of positive working
communication: Visual language is just as relationships: When working in a team is
important as spoken language. Visual language important you are positive and supportive to
can say a lot about you as a professional. the team to ensure the common goals are
Types of nonverbal communication includes: achieved, you may not like everyone but you
● Body language have to be able to work with them toward
● Posture success. To build positive relationships you
● Distance must earn trust, be mindful of other options
● Appearance and the diversity of the team. Positive working

relationships are more enjoyable and fun.
The marshmallow tower challenge: In teams Group Activity: In groups of 3 list 5 important
of 4 using the following materials build a straw factors crucial to team success. Write these on
tower. some flip chart papers and share them with the
Resources: Sticky tape & drinking straws. class. On a scale of one to 10 rate which one
Time: 20 Minutes factors are most important. You can then
Aim: Build the tallest tower you can. reflect on a time when you have been part of
team success or witnessed it.
Unit E06 Demonstrate work and career

progression skills
Overview: The purpose of this unit is to
provide learners with the knowledge,
understanding and skills to contribute
effectively in the workplace. They will be able
to demonstrate a range of appropriate
interpersonal skills and behaviors for the
workplace, and understand their role within the
organization and how to plan and manage
career development.

Ability to meet deadlines: Your ability to meet
deadlines is vital to progressing your career.
Your line manager will set you deadlines on a CV Features: This year your CV should be
regular basis and will monitor your ability adapted and developed to a lot higher
complete tasks on time. Please follow these standard. Your CV should be tailored toward
tips to ensure you meet deadlines: the career you wish to go into after graduation.
● Care about your deadlines and take As a guide your CV should include:
them seriously. ● Key skills
● Plan well and create a cushion for ● Personal profile
yourself incase you run over. ● Relevant experience
● Communicate with your colleagues to ● Dates and achievements
help you meet your deadlines. ● Referees
● Communicate to your manager if you Taking responsibility for own work:
are facing serious problems. Accountability and ownership are very
● Keep a clear list or visual of what you important skills you need to possess when
want. working for any company. Being accountable
Honesty and integrity: Integrity is one of the means you understand that the work you do is
fundamental values employers seek in the completely under your own control and that
employees they hire. It is the hallmark of a effective completion of your work has an
person who demonstrates sound ethical overall impact on the company’s aims.
principles at work. A person who has integrity Group Activity: In groups list 10 key skills you
lives his values in relationships with coworkers, need as an employee in the modern workplace.

customers, and stakeholders. Share your ideas to the rest of the class.
Adaptability and flexibility: Great employees
Honesty and trust are central to integrity. need to be adaptable to their surrounding and
Acting with truthfulness are also basic changes in the business environment. There
characteristics in a person with integrity. are always external factors that affect all
People who demonstrate integrity pull others businesses and this will have a knock on effect
to them because they are dependable. They to your job role year on year.
are principled and can be counted on to
behave in honorable ways most of the time.
Unit 28 Conduct financial transactions

Overview: This unit covers the learning
outcomes, skills and knowledge required to
communicate with customers and operate a
range of point-of-sale equipment to perform
sales transactions and reconcile takings.

Point of sale: The point of sale (POS) or point
of purchase (POP) is the time and place where
a retail transaction is completed. At the point of
sale, the merchant calculates the amount owed
by the customer using point of sale equipment
such as a cash register, indicating that amount
payable. He will then indicate the options for

the customer to make payment. It is also the
point at which a customer makes a payment to
the merchant in exchange for goods or after
provision of a service. After receiving payment, Cash float
the merchant may issue a receipt for the
transaction, which is usually printed but is Retail businesses, including restaurants, that
increasingly being dispensed with or sent frequently deal in cash often employ a cash
electronically. float. This refers to the amount of cash placed
in registers at the beginning of a shift or
Balancing the cash register workday. The cash float typically consists of a
nominal amount of money, such as 500 SAR,
In order to balance (or settle) the cash drawer, broken up across several denominations and
first the cashier prepares to count the money change.
in the register. Counting the money is usually
done in the back office: the drawer is removed Reconcile takings
from the register and taken into the office. By
preparing to count the money, all large bills, At the end of each work day, all the processing
checks and coupons and food stamps (if any) of receipts and payments must be reconciled.
are removed and put to the side. The responsibility for this usually falls onto the
person who did the initial processing or who is

Next, the person counting the money counts it responsible for the float and banking. The
back to its "starting amount." The starting information that is provided in the
amount is the amount of money that was in the reconciliation process is very important
drawer at the beginning of the shift. As this is because it is used to complete all necessary
being done, there will be additional bills and paperwork and deposits to the bank.
change that will be put off to the side along
with the larger bills. Once this is done the
drawer is reset back to its starting amount.

Unit 29 Establish a cash accounting system

Overview: This unit covers the learning
outcomes, skills and knowledge required to
establish a system for administering receipts
and payments, and to maintain it.

The chart of accounts: The chart of accounts
is the total list of account types a company
uses to post transactions in its general ledger.
This serves as the foundation of any
accounting system and is used to complete the
trial balance before populating the balance
sheet or the profit and loss sheet. Account types: There are 5 main types of
account classification:
Each account in the chart of accounts will be
classified under one of the 5 account 1. Asset
classifications. There are many different 2. Liability
account names and the sooner you begin to 3. Equity (Capital)
recognise their classification the sooner your 4. Revenue (Income)
will be able to correctly post double entry 5. Expense
transactions.
Assets, liabilities and equity are used to report
Common account names include the following: the financial position of the company
● Cash (main bank account) commonly known as the ‘balance sheet’.
● Petty Cash
● Accounts Receivable Revenue and expenses are used to form the
● Inventory income statement of a company commonly
● Fixed Assets known as the ‘profit and loss sheet’.
● Accounts Payable
● Accounts receivable To post financial transactions correctly and to
● Taxes Payable understand financial reports you need to be
● Cost of Goods Sold able to correctly identify the account type you
● Bank Fees are working with.


Try classifying them with your teacher now. Asset types:

Petty cash: Petty cash is a small amount of ● Fixed Assets - A fixed asset is
cash on hand that is used for paying small something that the business owns and
amounts owed, rather than writing a check. will be used in the business for at least
Petty cash is also referred to as a petty cash one year.
fund. The person responsible for the petty cash ● Current Assets - A current asset is
is known as the petty cash custodian. something the business owns and will
be consumed/converted into cash
within one year.

Unit 32 - Establish legal risk management

Case Study 1
Jafar is thinking about starting a local Baqala in Showqiya with 50,000 SAR. He will employ
around two shopkeepers and expects to turnover around 10,000 SAR a month. Mohammed is
new to business and this is the first time he has used his own money to run a business. Jafar
isn't sure how to go about structuring his business and needs your advice.
What legal structure should Jafar register his business as?

What are the advantages of this type of business structure?

What are the risks of this?
Case Study 2
Jamal has a chain of Yemeni restaurants in Makkah which are making a lot of profit. He has 10
restaurants in total and the brand is well known amongst the local community. He is thinking of
expanding further to two other cities and expects his turnover to increase to around 1m SAR in
2018. Jamal needs further investment and is seeking your legal advice in selecting the correct
business structure.
What legal structure should Jamal register his business as?

What are the advantages of this particular business registration?

What are the risks for him registering his business in this legal structure?

Extension questions.

In a partnership how are profits divided?

In a limited company how is ownership divided?

In a sole-trader who is responsible for the debts of the business?

Product Pricing Strategies
Matching Concept
Petty Cash procedure
Stock Control
Cost Leadership Strategy
HTML iFrame
Case studies

Glossary of terms
Business Structure
Sole Trader A business owned and operated by one person, has unlimited
liability.
Partnership A group or association of between 2 and 20 people who agree to

own and run a business together.
Private limited A company jointly owned by the people who have invested in it, they
company buy shares and become shareholders, have limited liability; the
shares are not available to the general public.
Public Limited The largest type of organisation in the private sector, raises finance
Company by selling shares which can be purchased by the general public.
Franchise A business that pays a Franchise Fee to another company to use

their brand name.
Marketing
Niche market A small section of a market with a unique customer base.
Product life cycle The stages of a product - introduction, growth, maturity, decline.
Promotional pricing A pricing strategy where the product is sold at a very low price for a
short period of time.
Wholesaler A wholesaler buys in bulk (large quantities) from the manufacturer

and sells on smaller quantities to retailers.
Marketing mix The four factors that managers can vary to influence sales of a
product – the four Ps: product, price, place, promotion.
Human resource management

Recruitment The process of filling internal vacancies within a company.
Performance The process of improving employees across clear goals and

management objectives.
On the job training Watching a more experienced worker do the work.
Induction A training period that is given at the start of employment.

Dismissal When an employee loses their job.
Business Environment
Public sector Businesses that are owned and controlled by the government.
Private sector Business that are owned by private individuals.
Stakeholders Groups of people who have a direct concern with the performance
of a business.
Corporate objectives The long terms aims of a company.
Exchange rates The value of one currency in relation to another e.g. $ to SAR.
Interview Process
4 Stages to Stage 1 - Give an introduction to the company and an overview of
conducting an the business's history.
interview for the hiring
panel. Stage 2 - Give a brief outline of the job roles and requirements.

Stage 3 - Ask relevant and competency based questions.

Stage 4 - Ask the candidate if they have any questions.

CBT practice questions
Q1 What should be included in a staffing A. Outsourcing
plan? B. Recruitment
C. Probation
D. Job Titles
Q2 When recruitment is carried out by an A. Recruitment

agency for a business, we call this? B. Outsourcing
C. Selection
D. Probation
Q3 In an employment contract what should A. Recruitment

be included? B. Outsourcing
C. Selection
D. Working Hours
Q4 When looking at the skills of employees A. Recruitment

we should also think about? B. Selection
C. Training needs
D. Working hours
Q5 Which of the following depicts the correct A. Advertise, select, screen, interview
stages of recruitment? B. Advertise, screen, interview, select
C. Screen, interview, select
D. Select, screen, interview, advertise
Q6 What is the correct term for assessing A. Performance management

and improving employees? B. Recruitment management
C. Firing management
D. Hiring management
Q7 If two employees have an argument what A. Bring the two employees together
should you do? B. Fire one of the employees
C. Do not do anything
D. None of the above
Q8 The first period an employee works with a A. Selection period

new company is known as the: B. Probation period
C. Hiring period
D. Firing period
Q9 Under Saudi Labor Law you are entitled A. 40 days

to how many days paid vacation? B. 50 days
C. 16 days
D. 21 days

Q10 Performance management can be A. Understand feedback
defined as which of the following? B. Monitoring and reviewing
C. Selecting and recruiting
D. Staff planning
Q11 What document includes a project A. Organizational policy.

scope? B. Marketing plan.
C. Contract.
D. Letter.
Q12 2 Who are internal project stakeholders? A. Sponsors.

B. Suppliers.
C. Investors.
D. Management.
Q13 3 What project parameters must include A. Reports.

quality and risk? B. Resources.
C. Finances.
D. Standards.
Q14 7 How do changes of font affect the A. It looks unprofessional.

appearance of a business email? B. It looks clear.
C. It looks professional.
D. It looks ordered.
Q15 5 What specification should be included A. Conformity notices.

in project requirements? B. Risk assessments.
C. Terms of reference.
D. Codes of practice.
Q16 6 What are 'Standard Operating A. A fixed set of instructions.

Procedures'? B. A program of routine activities.
C. A set of regulations.
D. A schedule of daily activities.
Q17 4 What is shown on a Gantt chart? A. Staff rotas.

B. Life cycle costs.
C. Budget forecasts.
D. Project schedules.
Q18 What is part of a debt control process? A. Maintain accurate records.

B. Bank reconciliation.
C. Pay creditors promptly.
D. Trial balance.
Q19 What is the consistent process of records A. Small business theory.

management? B. Hygiene management theory.
C. Records management theory.
D. Records continuum theory.

Q20 What is the difference between an active A. Currency.
and an archived record? B. Accuracy.
C. Compliancy.
D. Relevance.
Q21 What must be included in a marketing A. Financial reports.

plan? B. Sales records.
C. Target customers.
D. Production schedule.
Q22 What is the main purpose of carrying out A. To allow bonuses to be paid out.
a cash flow analysis? B. To identify the impact of sales
budgets.
C. To ensure business tax statistics are
correct.
D. To compare forecasted income
against expenditure.
Q23 30 What type of metadata includes A. Business.

keywords? B. Structural.
C. Descriptive.
D. Guide.
Q24 What classification identifies a customer’s A. Cultural.

age? B. Demographic.
C. Economic.
D. Geographic.
Q25 What is records management? A. The control of records through

systematic storage, file naming,
archiving, and destruction.
B. The control of records at home.
C. The deletion of all files each month.
D. Using files to make phone calls.
Q26 Security of electronic files is very A. Leaving your computer open.

important. Which of the following is an B. Keeping files without passwords.
example of this? C. Using a password to protect files.
D. Leaving files around the workplace
Q27 Customer records can be kept for what A. Marketing and customer care.
purpose? B. To harass them.
C. To give out to other companies who
need their information.
D. To hold for future.


Q28 What sentence describes the term ‘cloud A. The action or method of storing
storage’? something for future use.
B. Accounting is an information science
used to collect, classify, and
manipulate financial data.
C. the process or work of keeping
financial accounts.
D. a computing model in which data is
stored on remote servers accessed
from the Internet.
Q29 All records that are kept in the business A. Completed on a bi-weekly basis.
should be...? B. Non accurate with spelling mistakes.
C. Left open for anyone to use.
D. Accurate, complete and secured.
Q30 When using images on your website you A. They are copied and pasted from any
should ensure which of the following: site.
B. They are all from Google.
C. They have the correct public domain
license.
D. You took the photos on a camera.
Q31 Which sentence defines the term A. The act of selling products or services
‘E-commerce’? online.
B. The act of selling products or services
face to face.
Q32 The World Wide Web Consortium is: A. A standards or quality body that
governs the way in which me sell
clothes online.
B. A standards or quality body that
governs the way in which me make
and run websites.
Q33 A privacy policy informs the customer of? A. How many days they have to return
the item.
B. How their personal information will be
used.
C. The refund policy on items.
D. The interest on a loan.
Q34 Copyright laws protect what? A. The original or artistic works of
people.
B. The customer's data or credit card.
C. Insurance in a car crash
D. Banks and buildings.
Q35 Numeracy skills are all but? A. Count cash

B. Touch screen display
C. Balance point-of-sale
D. Calculate total sales

Q36 Point-of-sale equipment includes what? A. Cash register

B. Credit/Debit cards equipment
C. Barcode scanner
D. All of the above

Q37 When posting purchases for a POS A. Dr. Inventory & Cr. Purchases
system we? B. Dr. Purchases & Cr. Cash
C. Cr. Cash & Dr. Inventory
D. Cr. Accounts Payable & Dr. Purchases

Q38 What is a cash float? A. Cash placed in the register at the

beginning of trades
B. Cash generated from sale
transactions
C. Cash used to pay for expenses
D. Difference between total sales &
bank/credit cards sales
Q39 Which formula produces cost of goods A. Revenue - Expenses

sold? B. Beg. Inventory + Purchases – End.
Inventory
C. Gross Profit - Purchases
D. Assets= Liabilities + Equity

Q40 What is meant by balancing POS A. Total sales=Total cash sales + Total
system? bank/credit cards sales - Cash Float
B. Total sales + Total cash sales = Cash
Float + Total bank/credit cards sales
C. Total sales = Total cash sales + Cash
Float
D. Total cash sales = Total bank/credit
cards sales


Your own notes







Sources of information and website links
1. https://canadabusiness.ca/business-planning/market-research-and-statistics/conducting-m
arket-research/guide-to-market-research-and-analysis/
2. https://en.wikipedia.org/wiki/Target_market
3. http://study.com/academy/lesson/what-is-demographic-segmentation-in-marketing-definiti
on-advantages-disadvantages.html
4. http://www.smallbusinessdoer.com/lessons/ae-cheat-sheet-part-4-the-5-main-types-of-acc
ounts/
5. https://en.wikipedia.org/wiki/Cashier_balancing
6. https://bizfluent.com/info-8642939-cash-float.html
7. https://sielearning.tafensw.edu.au/MTH/7017/7027D_v4/travel/7020_vis/modules/7027d/70
27d_topic2/t2_2_ot.htm
8. https://www.business-case-analysis.com/matching-concept.html
9. https://www.accountingtools.com/articles/2017/5/17/petty-cash-procedure
10. https://www.business.qld.gov.au/running-business/finances-cash-flow/stock-control/keepin
g-track
11. http://whatis.techtarget.com/definition/IFrame-Inline-Frame

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Diploma​​ ​in Business

(Small Business Management)

Trainee Handbook - Academic Year 2018/19

SSS Diploma in Business (Small Business Management) Trainee Handbook 1

SSS Diploma in Business (Small Business Management) Trainee Handbook 2

How will I be assessed? 4

Unit 22 Coordinate and administer projects 5

Unit 23 Contribute to workplace innovation 6

Unit 24 Produce complex business documents 7

Unit 25 Handle receipt and dispatch of information 8

Unit 26 Work effectively in a business environment 9

Unit 33 Undertake small business planning 10

Unit 36 Market the small business 11

Unit 37 Manage a small team 13

Unit 38 - Build & launch a small business website 14

Unit E04 Demonstrate self-management skills 15

Unit E05 Work as a member of a team 16

Unit E06 Demonstrate work and career progression skills 17

Unit 28 Conduct financial transactions 18

Unit 29 Establish a cash accounting system 19

Unit 32 - Establish legal risk management 20

Product Pricing Strategies 21

SSS Diploma in Business (Small Business Management) Trainee Handbook 3

CBT practice questions 23

Your own notes 28

Sources of information and website links 34

What will I learn?

How will I be assessed?

SSS Diploma in Business (Small Business Management) Trainee Handbook 4

SSS Diploma in Business (Small Business Management) Trainee Handbook 5

SSS Diploma in Business (Small Business Management) Trainee Handbook 6

SSS Diploma in Business (Small Business Management) Trainee Handbook 7

Mailroom Manager: ​The mailroom manager Ethical behaviour: ​When handling mail or post

SSS Diploma in Business (Small Business Management) Trainee Handbook 8

SSS Diploma in Business (Small Business Management) Trainee Handbook 9

Questions to think about? Market Research: ​Before starting your

SSS Diploma in Business (Small Business Management) Trainee Handbook 10

SSS Diploma in Business (Small Business Management) Trainee Handbook 11

SSS Diploma in Business (Small Business Management) Trainee Handbook 12

SSS Diploma in Business (Small Business Management) Trainee Handbook 13

World Wide Web Consortium (W3C): is the

SSS Diploma in Business (Small Business Management) Trainee Handbook 14

Unit E04 Demonstrate self-management skills

Meeting deadlines: ​To meet deadlines at work What does this mean for me? ​Without

SSS Diploma in Business (Small Business Management) Trainee Handbook 15

Unit E05 Work as a member of a team

SSS Diploma in Business (Small Business Management) Trainee Handbook 16

Unit E06 Demonstrate work and career

SSS Diploma in Business (Small Business Management) Trainee Handbook 17

Unit 28 Conduct financial transactions

SSS Diploma in Business (Small Business Management) Trainee Handbook 18

Unit 29 Establish a cash accounting system

SSS Diploma in Business (Small Business Management) Trainee Handbook 19

Unit 32 - Establish legal risk management

What legal structure should Jafar register his business as?

What legal structure should Jamal register his business as?

SSS Diploma in Business (Small Business Management) Trainee Handbook 20

Product Pricing Strategies

Petty Cash procedure

Cost Leadership Strategy

SSS Diploma in Business (Small Business Management) Trainee Handbook 21

Partnership A group or association of between 2 and 20 people who agree to

Franchise A business that pays a Franchise Fee to another company to use

Diploma in Business

Mailroom Manager: The mailroom manager Ethical behaviour: When handling mail or post

Questions to think about? Market Research: Before starting your

Meeting deadlines: To meet deadlines at work What does this mean for me? Without