Question

BREAKOUT QUESTIONS 1. The sales manager for one of the nation's largest producers of consumer goods has identified eight factors that appear to be positively related to effective performance. The manager of human resources, who is concerned about high turnover rates among the sales force, would like to use this information to improve the company's recruiting and hiring process. The key factors are: (a) priority setting, (b) initiative and follow-through, (c) working effectively with others, (d) creativity and innovation, (e) thinking and problem solving, leadership, (p) communication, and (b) technical mastery. How could these factors become part of the company's recruiting and hiring process? How would you define these factors and determine if applicants for sales positions possess these factors?

Answer 1

Answer 1=

A= Priority setting= For any salesperson it is important to understand the importance of various clients and prospects thus she should be able to make a list of different customers, prospects, and activities on the basis of the importance. This will enable the firm to address all the important clients and never to miss any task which is important. In order to judge this ability in the candidates, the company can provide a list of clients and their traits different activities on a paper and ask the candidate to enlist as per her preference.

B=Initiative and follow through- This is the most critical part of the sales activity as this will bring more business to the company and can be one of the important aspects of KPIs for the salespeople. Thus the firm must find out this trait in the candidates.

C=Working effectively with others= The sales department has to coordinate with many other departments such as Distribution, accounts, production so that the product can be delivered and payment can be realized. Thus it is quite critical for the company. In order to judge this trait, the company can conduct a role-play and see how the candidate acts in the given situation and interacts with other people.

D- Creativity and innovation= The present competitive environment is quite tough and only those can survive who have innovation and creativity. This can be evaluated by providing candidate different situations and asking her to come up with the innovative resolution of the situation.

E=Thinking and problem solving= While working with a client and other departments, different issues can appear from time to time. Thus having good thinking power and problem-solving ability will help the company to end the deadlocks and thus saving important resources and time

F- Leadership= Leading fro front is important as it can help the salespeople to resolve various situations. This can be judged by having some team role-plays and look at how well a candidate can lead the group

G- Communication= Effective communication is the necessity of the present working environment A salesperson has to communicate both internally and external to the firm thus having good communication is must. This skill can be judged by interacting and communicating with the candidates.

h- Technical mastery= There is always a good position if the sale person has some technical knowledge as it will help the customer to resolve various technical issues and overcoming the queries related to the technical aspect of the products.