The development of a photoacoustic Instrument for the monitoring of oil and other hydrocarbons in water.

The present methods for the detection of oil in discharge water are based either on chemical analysis of intermittent samples or bypass pipelines with instrumentation to detect either dissolved or dispersed hydrocarbons by a variety of optical techniques including absorption, scattering and fluorescence. However, test have shown that no single instruments entirely meets either present needs or satisfies the requirements of the future more stringent legislation which may limit total hydrocarbon content to 30 ppm or even less. Hence, in this paper, a detector is devised which can detect both dissolved and dispersed oil products, has a high immunity to scattering and can operate in-line and harsh environments with a detection sensitivity of a few ppm throughout a wide range of operations.

Marketing in SMEs: the sales process of SMEs on the food and drink industry.

There would appear to be varied approaches to the sales process practiced by SMEs in how they go about locating target customers, interfacing with prospects and new customers, presenting the benefits and features of their products and services, closing sales deals and building relationships, and an understanding of what the buyers needs are in the seller-buyer process. Recent research has revealed that while entrepreneurs and small business owners rely upon networking as an important source of sales, they lack marketing competencies, including personal selling skills and knowledge of what is involved in the sales process to close sales deals and build relationships. Small companies and start-ups with innovative products and services often find it difficult to persuade potential buyers of the merits of their offerings because, while the products and services may be excellent, they have not sufficiently well-developed selling skills necessary to persuade their target customers.