FINAL REPORT

Hiring Process of UAS International & Sales Of the

Company

By
Pranshu Bhatt
16BSP1757GG
 FINAL REPORT

Hiring Process of UAS International & Sales Of the

Company

By
Pranshu Bhatt
16BSP1757GG

UAS INTERNATIONAL

A report submitted under the partial requirements of PGPM Course of

IBS Gurgaon

Submitted under the guidance of

Prof. Jean Saldanha

FACULTY GUIDE COMPANY GUIDE

Date of Submission : 22 May 2017

 AUTHORISATION

This is to certify that the project report entitled:

"Hiring Process of UAS International & Sales Of the
Company"
submitted to ICFAI Business School as partial fulfillment of the
requirements for the award of degree of PGPM of
IBS Gurgaon is an original work carried out by Miss Pranshu
Bhatt during her Internship Program under the guidance of Mr.
Himalaya Sethi. Information is completely based on my
research work at the UAS International.
This report has been formally submitted to Prof. Jean Saldanha ,
IBS Gurgaon.
 ACKNOWLEDGEMENT

I take the opportunity to express my gratitude to all of them who

in some or other way helped me to accomplish this challenging
project in UAS International, New Delhi. No amount of
written expression is sufficient to show my deepest sense of
gratitude to them.

I am very thankful to Mr. Ishan Taneja , Director, UAS

International for his everlasting support and guidance on the
ground of which I have acquired a new field of knowledge

I am extremely thankful and pay my gratitude to my Company

Guide , Mr. Himalaya Sethi and my Faculty Guide, Prof.
Jean Saldanha, IBS Gurgaon for their valuable guidance and
support on completion of this project.

A special appreciative “Thank you” in accorded to all staff of

UAS International for their positive support.

I also acknowledge my gratitude towards my parents and each

member of my family, who has always supported me morally
as well as economically. At last but not least gratitude goes to
all of my friends who directly or indirectly helped me to
complete this project report.
 TABLE OF CONTENTS

1)AUTHORISATION……………………………………
2)ACKNOWLEDGEMENT…………………………….
3)EXECUTIVE SUMMARY……………………………
4)INTRODUCTION……………………………………..
5)PROJECT 1:SALES…………………………………..
6)PROJECT 2: HIRINGPROCESS……………………
7)PROJECT 3: INTERN ATTITUDE SURVEY……..
8)INDUSRTY ANALYSIS………………………………
9)PORTER'S FIVE FORCES
AND SWOT ANALYSIS………………………………..
10)LIMITATIONS OF THE PROJECTS………………
11) CONCLUSION……………………………………...
12) REFERENCES………………………………………
No table of contents entries found.
 EXECUTIVE SUMMARY

This report highlights the work done during the internship, on

the hiring process and sales of the company. I was involved in
three projects of the company .
Project 1: Sales For the Company
The company's revenues are generated by selling government
products like insurance policies, loans, etc. My role was to
advise and convince a client about most featured product that the
company deals in i.e. Mahajeevan Plan of India First Life
Insurance Company. Working on this project helped me to gain
market knowledge, different schemes available, analytical skills
and also asset management of individuals.
Project 2: Understand the overall hiring process (recruitment &
selection ) of the company.
UAS International is into the bulk recruitment and selection of
the candidates as it is a wealth management plus training and
development company. Right person for the right job’ is the
basic principle in recruitment and selection. Every business
organization/unit needs manpower for carrying different
business activities smoothly and efficiently and for this
recruitment and selection of suitable candidates are essential.
Project 3 : Intern Attitude Survey
To understand the behavior and satisfaction level of interns in
the organization ,this survey was conducted . How the company
is able to live up to its promises and values and how an intern
expects key deliverables from the company were studied.
All the projects were very interesting ,required research work
,one to one interaction with the employees & interns and
detailed analysis.
 ABOUT THE COMPANY
UAS International is a wealth management and Training &
Development Company. Keeping in mind the most critical needs
in today context, it has emerged as a service partner providing
the clients a one stop solution offering a gamut of services –
Training & development, International & National Internship,
International & National Placement & Student exchange
program abroad. The company is based on the principles of
delivering high returns to their clients through their network of
government sector banks like Punjab National Bank, Bank Of
Baroda, Andhra Bank, Bank Of Karnataka, etc.
The company has trained 52000 and above interns till date and
has tie ups with 26 universities in India and 80 universities
abroad.
The client base is spread across, BFSI Sector and Telecom but
has a large client base in BFSI. Banking, Financial services and
Insurance (BFSI) is an industry term for companies that provide
a range of such financial products/services such as universal
banks. BFSI usually comprises commercial banks, insurance
companies, non – banking financial companies, cooperatives,
pension funds, mutual funds and other smaller financial
entities. The key challenge in the BFSI sector is Insurance.
The insurance industry of India consists of 53 insurance
companies of which 24 are in life insurance business and 29
are non – life insurers. Among the life insurers, Life Insurance
Corporation (LIC) is the sole public sector company. Apart
from that, among the non – life insurers there are six public
sector insurers. In addition to these, there is sole national re –
insurer, namely, General Insurance Corporation of India.
The company features the product of India First Life
Insurance Company ( a joint venture of Bank Of Baroda,
Andhra Bank and Legal & General) i.e. Mahajeevan Plan
( Endowment Plan). The company helps the clients to make
efficient investment decisions which he has invested in
different sectors to earn high returns and also save taxes.
INTRODUCTION
Marketing :
Marketing can be defined as "the activity, set of institutions, and
processes for creating, communicating, delivering, and
exchanging offerings that have value for customers, clients,
partners, and society at large."
Sales is a part under marketing which focuses on the intense
communication between the company's product and the target
audience.

Recruitment & Selection :

Recruitment and selection are two of the most important
functions of personnel management.
Recruitment is a process to discover the sources of manpower to
meet the requirement of the staffing schedule and to employ
effective measures for attracting that manpower in adequate
numbers to facilitate effective selection of efficient personnel.
Every organisation needs to look after recruitment and selection
in the initial period and thereafter as and when additional
manpower is required due to expansion and development of
business activities. Right person for the right job is the basic
principle in recruitment and selection.
 Project 1 : Sales For The Company

Objectives :

 To know and understand the investment behavior of the

people.
 To understand the importance of customer relationship
through sales.

Tasks Handled:

So, to generate the revenues, UAS International makes it

mandatory for every intern to enter the sales profile for a good
exposure .So for 1 month I was exposed to a sales profile and for
the rest 2 months I worked with the HR Department.
For the initial 12 days, induction classes were conducted in
which I got:
 the overview of the company's profile
 overview of the project that all the interns were supposed
to be allocated
 Learnt about different HR modules like the policies ,
recruitment process, dos & don'ts in an interview, CTC
break up, designing of salary slip , salary negotiation and
different types of interviews, types of business letters,
HRMS demo, Payroll system demo and data entry in online
portals.
 Learnt about digital marketing, search engine optimization,
social media optimization and online marketing.
  Understood about the taxation like the taxation policies ,
flow of tax calculations, fundamentals of various heads of
income, income tax act of 1961, 80C,80D ,10 10 D
&different tax slabs in India.
 Introduction about the different financial sectors in India,
knowledge about BFSI sector, awareness about Insurance
Sector, merits and demerits of each financial sector and
career planning in BFSI sector.
 To understand the Mahajeevan Product , matching its
capabilities to the market needs , positioning and to focus
on the maximization of sales for the company.
 Concept of Portfolio Management & financial investment.
 How to Pitch the product to the client, role plays , lead
generations, customer satisfaction and closing of sales.

After the 12 days of induction, I was sent on field for 15 days to

pitch the product and do sales.
In the two week time period , I generated the leads ,met with the
clients and tried to close the deal by convincing a client to buy
the product. I was focused to generate the revenues for the
company and maximizing the profits as well. I sold out the
policies worth 3.86 lakhs in my sales period and as a reward for
completing my targets , I travelled to Dubai for the corporate
convention with the company on 1st May 2017 for four days.
About the product: "Mahajeevan Plan"

 Income Tax Benefits ( Product is under tax act of 1961)

 Death benefit i.e. sum assured plus 16 times life cover.
 High returns ( 8% interest rate and 2% bonus)
 Secured product ( government bank product)
 Flexible mode of payments.
 Availability of Loan Feature.
 Unique "Assignment" Feature available (in case where
policy holder wishes to give the ownership to other person
for genuine reasons )
 Auto debit procedure also included.
 24x7 good customer care handling.

Few important questions kept in front on clients helped in

approaching them in better way and generating more sales:

1. From which sources you get to know about different

Investment options.
 Broker
 Bank
 Relative/ Friend
 T.V./ Newspaper

2. What is your saving objective?

 Retirement
 Healthcare
 Children’s Education
  Growth
 Home Purchase
 New House
 Children marriage

3. In which sector would you like to invest your money?

 Private Sector
 Public Sector
 Foreign Sector
 Government Sector

4. Do you have a formal budget for family expenditure?

 Yes
 No

5. Do you invest your money in fixed deposit?

 Yes
 No

6. Usually do you consult your friend/ relative before making an

investment?
 Always
 Often
 Sometimes
 Never
7. What % of your income do you invest?
 0-15%
 15-30%
 30-50%

8. What is the time period would you like to invest?
 Short Term (0-1year)
 Medium Term (1-5years)
 Long Term (>5years)

9. Where you would like to invest?

 Debt
 Equity
 Tax Saving

10. Important factors you consider before making an investment?

 Liquidity
 Opportunity for steady growth
 Safety of investment

11. Would you like to invest in risky venture?

 Always
 Often
 Sometimes
 Never
 12. How do you intend to use the earnings received from
investment?
 Reinvest 20-80%
 Reinvest total earnings

13. How much interest rate do you expect from your investment?
 4-5%
 6-7%
 More than 7%

14. Where you would like to invest?

 PPF
 Fixed Deposits
 Savings Accounts
 Gold
 Mutual Funds

15. Are you satisfied with your investment options?

 Yes
 No

Analysis of the questionnaire:

Learning from the project :

In my sales period , I got a different exposure as I had to

research on my clients' investment behavior which I did through
a questionnaire and then accordingly I pitched the product and
advised my clients on the investment. Not every time when I
went to meet the clients, a deal was closed, I had to face
rejection as well. This entire project has helped me in the
following ways :
 Improved my communication and convincing skills.
 Built up my confidence.
 Increased my temperament level.
 Helped me to stay updated with latest market trends.
 Importance of customer relationship management.
 Project 2 : Hiring Process Of UAS
International
Objectives :

 To determine the present and future requirements of the

organization on conjunction with its personnel-planning
and job analysis activities.
 To evaluate the effectiveness of various recruiting and
selection process techniques.
 To understand the importance of networking in HR.
 To learn how to screen the resume'.

Tasks Handled :

UAS International is into the bulk hiring of interns as it trains &

requires interns throughout the year for selling out the
government banking products.
The Hiring process of Interns is different from that of the
employees in the company.
1) HIRING PROCESS OF INTERNS :

The interns are selected on the basis of Telephonic or Personal

Interview according to the number of students applying in a
campus. The Telephonic/Personal interview is scheduled on the
basis of the campus drives conducted.
A proper process is followed from contacting the CRCs of the
colleges, sending out proposals to conducting the interviews.

I was supposed to search for different BBA/MBA colleges of

Uttarakhand and accordingly bring interns from this state.

Following work was done :

 Created the data of the colleges and their CRCs.
 Pitched about the company to the different CRCs in the
telephonic conversation.
 Sent out the internship proposals as per the company's &
colleges' requirements.
 Scheduled a date for the campus drive for the company
and confirmed the tie up.
 Conducted telephonic interview of the students for
internship program.
 Gave the confirmation call to the candidates who have
been selected.
 Updated the details of the interns in the HRMS of the
company.
 Assisted in the recruitment and selection process of BCIPS
College , Dwarka Sec-11, New Delhi (was a part of the
campus drive and personal interview)
 Took HR induction sessions for the new batch of interns.
 Form to be filled by candidates for the interview process:

1. Name:_________________________________________________________________________
__________
2. Sex:___________________________________________________________________________
__________
3. DOB:_________________________________________________________________________
___________
4. Mobile
no.:___________________________________________________________________________
____
5. Address:_______________________________________________________________________
__________
6. Email
id:____________________________________________________________________________
_____
7. Campus
Name:_________________________________________________________________________
___
8. Roll
no.:___________________________________________________________________________
_______
9. Course:________________________________________________________________________
__________
10. Year:__________________________________________________________________________
__________
11. Father’s
Name:_________________________________________________________________________
___
12. Father’s Profession in
detail:_________________________________________________________________
13. Father’s Mobile
number:____________________________________________________________________
14. Mother’s
Name:_________________________________________________________________________
__
 15. Mother
Profession:_____________________________________________________________________
____
16. Number of family
members:__________________________________________________________________
17. Family Status: Joint Nuclear
18. Any one from your family belongs to mentioned field: Banking Insurance I T
Automobile
19. Have you ever worked in any of the field: Banking Insurance I T Automobile
20. If you have done any Internship or Live Project, please share the company’s
name:_____________________
21. Idol & Reason:
______________________________________________________________________________
___________
_____________________________________________________________________________________
____
_____________________________________________________________________________________
____
22. Aim in life:
_____________________________________________________________________________________
____
_____________________________________________________________________________________
____
23. What do you expect out of an Internship Program/Live Project:
______________________________________________________________________________
___________
______________________________________________________________________________
___________

24. Short Term and Long Term Objective :

______________________________________________________________________________
__________
______________________________________________________________________________
__________

UAS International Pvt.Ltd. (A Unit of United Accrual Services Pvt. Ltd.)

310, 3rdFloor, Pearl Best Height, Netaji Subhash Place, Wazirpur, New Delhi-34
Customer Care Number: +91 9560288666 Website: www.uasinternational.in
2) HIRING PROCESS OF EMPLOYEES:

UAS International strongly believes in maintaining the long

term relations with the interns and so, most of the potential
interns are offered PPO during their internship and are often
hired as employees later. At present , 80 percent of the
workforce in the company is comprised of x-interns.
Such workforce makes it easy for the company and is an add on
as well since those employees are already familiar with the work
culture of the company. It also reduces training cost, helps in
building morale and promotes loyalty.
Sources of Man Power Supply
1) Internal
UAS International upgrades from within only for managerial
positions, but only to some extent. Because upgrading from
within is considered better as the employee is already familiar
with the organization.
If no one capable for managerial position is found in its internal
source, it looks out for external sources. It selects only the best
employee for the organization.
2) External
For the post of Management Trainee , Admin. Officer ,
Operations officer, etc , the company looks out for external
sources which include
 Institutions : Like B-Schools, Colleges, Management
Institutes, etc.
 Websites : internshala.com , shine.com
 Social Media : LinkedIn , Promotions on Facebook
Of the above two web sites given most widely used by UAS
International is the internshala.com with the success rate of
80% .
External recruitment enables the company to get the best
candidate.
Campus hiring at Management Institutes typically starts in
December and continues through March. The company hires
management graduates from all disciplines.
SELECTION PROCESS

The selection process of employees takes place in various

stages:

1) Initial Screening Of Interviews

Initial Screening is done on the basis of applicants and
applications. A preliminary interview is conducted so as to
select the suitable candidate who can go through further stages
of interviews.
2) Completion of Application Forms
Application form establishes the candidate's general details like
name, address, telephone number, education, job- related
training, work-experience with dates, company names, and job
details, professional or industrial involvement, hobbies and
recreational pursuits.
The company establishes as many hypothesis about the
candidate from the details provided in the application form. It
then decides what areas of information it needs to explore or
investigate more specifically during the interview.
Company sees to it that no judgment is passed about the
candidate based only at this level. What drawn here is
hypothesis and not conclusions.
Application forms are such framed that, they provide the
necessary details to the organisation without affecting the
sentiments and feelings of the candidate.
3) Aptitude Test
They measure the ability of a person to learn a particular type of
work. These tests helps to measure specialized technical
knowledge and problem solving abilities of the candidate.
4) Interview By The HR Team
A mixed interview is carried out for the candidates which
consists of the set of structured and unstructured questions. The
structured questions provide a base of interview more
conventional and permit greater insights into the unique
differences between applicants.
5) Interview By The MD
Job seekers are invited for the final round of interview after
passing the initial stages of interviews. More in-depth questions
are asked to the candidate and the employer expects a greater
level of preparation on the part of the candidates.
6) Background Information
UAS International requests names, addresses, and telephone
numbers of references for the purpose of verifying information
and perhaps, gaining additional background information on an
applicant.
References are not usually checked until an applicant has
successfully reached the fifth stage of a sequential selection
process.
Previous employers are preferable because they are already
aware of the applicant's performance.
7) Final Employment Decision
It is a final step and in this step company makes a very
important decision.
After all these processes follow up is done i.e., the selected
person is induced and placed at the right job.
Training is provided on regular basis that is monthly or
quarterly.
Learning from the Project
 Project 3 : Intern Attitude Survey

Objectives:
 To understand the behavior of interns towards the
company.
 To identify problems and issues.
 To identify the area of focus for improvement.
 To know the opinions of interns.
 To come up with good solutions and advises.
 To provide management the best way to boost up and
motivate the interns.

The intern attitude survey is a management tool that managers

use to learn about the views and opinions of their interns on
issues pertaining to the company and their role within the
organisation. It is both a methodology and a process to help
management understand the different needs of the organisation
from the perspective of the interns. It is done by filling out
online questionnaires or conducting interviews. They may be
undertaken regularly to measure intern morale and identify new
areas that need resolution so that they can be included in the
next planning activity if good enough.
The survey really helps to disclose how an intern actually feel
towards company and reveals the causes of several problems
like conflicts and disputes , high absenteeism , fast dropout and
low satisfaction.
The survey results helps management to determine the steps
necessary to address those issues , improve morale and increase
productivity.
I designed the following questionnaire after researching on
different dimensions to understand the attitude of interns
towards UAS International.

1) Does the company has a clear corporate "culture" and

values?
 Strongly Disagree
 Disagree
 No opinion
 Agree
 Strongly Agree

2) Is company a catalyst of change and innovation?

 Yes
 No

3) What factor motivates you most for the internship ?

 Stipend
 Rewards
 Recognition
 Travel/Trips
4) Does the company offers real opportunities to improve your
skills ?
 Yes
 No

5) Favoritism is not a problem at the Company.

 Agree
 Disagree

6) I have the opportunity to progress within the company.

 Yes
 No

7) If you had an opportunity to make any change you wanted to

make company a better place to work, what one
improvement would you make?
 Include Travel Allowance
 Define Duties, Roles & Responsibilities clearly
 More projects in HR
 More intern engagement activities
8) Company offers rewards based on performance.
 Strongly Disagree
 Disagree
 No opinion
 Agree
 Strongly Agree

9) The performance incentives are meaningful.

 Strongly Disagree
 Disagree
 No opinion
 Agree
 Strongly Agree

10) The trainers used are knowledgeable and effective.

 Strongly Disagree
 Disagree
 No opinion
 Agree
 Strongly Agree
11) The relationship between me and my direct supervisor is
excellent.
 Strongly Disagree
 Disagree
 No opinion
 Agree
 Strongly Agree

12) What are the challenges faced by the company ?

 Trust Issues
 Intern Retention
 Long Term Association with campus through interns.
 Word Of Mouth

13) The organization values diversity.

 Yes
 No

14) The company offers flexible working arrangements.

 Yes
 No

15) How would you rate your overall satisfaction with the
company in the past month ?
  Very Dissatisfied
 Dissatisfied
 Neutral
 Satisfied
 Highly Satisfied

Analysis of Questionnaire

Learning from the Project

INDUSRTY ANALYSIS
Business Model And Strategy Of UAS International
 BUSINESS MODEL
UAS International works on The Affiliate Model. An
affiliate is simply someone who helps sell a product or
service in return for commission. However they may never
actually take ownership of the product or service (or even
handle it). They simply get rewarded for referring customer
to a company when they make a sale.

 BUSINESS STRATEGY
UAS International works as a service partner of various
public sector and private sector banks, such as Bank of
Baroda, Andhra Bank, Bank of Karnataka, Punjab National
Bank etc. UAS provides a platform through which banks
make business. For the purpose of bringing business to banks
UAS International follows following strategies:
1) Hiring
The interns are hired throughout the year for 1 month or
3months based on college policy.
2) Training
The interns are trained for the banking product that has to be
pitched.

3) Sales
Finally , the interns go on field ,meet the clients and pitch the
product to clients to bring sales.
PORTER'S FIVE FORCES
 Threat of New Entrant:
  Bargaining Power of Suppliers:

 Bargaining Power of Buyers:

 Availability of Substitutes:

 Competitive Rivalry:

SWOT ANALYSIS

SWOT analysis is a tool for auditing an organization and its

environment. SWOT analysis is first stage of planning and help
marketers to focus on key issues. SWOT stands for strength,
weakness, opportunity and threats.
Strengths and weaknesses are internal SWOT factors.
Opportunities and threats are external SWOT factors.
Strength is a positive internal factor. A weakness is a
negative internal factor. An opportunity is a positive
external factor. A threat is a negative external factor.

SWOT ANALYSIS OF UAS INTERNATIONAL

STRENGTHS WEAKNESS
1. Unique Business Model 1. Brand Awareness.

2. Cost Effectiveness 2. Fewer Staff

3. Effective Communication
4. Strong Management Team
5. Unique approach towards
customer satisfaction,
growth and retention

6. Strong presence in North

India.

OPPORTUNITIES THREATS
1. Expansion of company in 1. High competition in
South India and Abroad. Investment sector.

2. Increase clients from 2. Currently, only one

other industries.
3.
3. Rise in the variety of
products and services.
4. Rising of Insurance and
Banking sector in India.
branch
Change in Government
policies can fluctuate
profit generated.
 LIMITATIONS OF THE PROJECTS

Although it was very exciting to work on all the three projects

since they made me to step out of my comfort zone and gave
me a real hands on experience of the corporate world but I
faced certain difficulties and was limited to my area of
research . These were:
 Some clients were not aware about the Insurance
Company.
 Some respondents were not aware of the information asked
in the questionnaire so could not fill the questionnaire
appropriately.
 Some clients did not share their true investment
information due to their conservative mentality.
 Some clients were in a hurry ,so they took the filling up
of questionnaire very lightly and just filled out random
information .
 Many Interns did not share their true thoughts due to the
fear of losing marks during this internship and creating
negative image in the company.
 The time span to complete the projects was limited so
one to one interaction with every intern was not possible.
CONCLUSION
REFERENCES