Please comment. (graded) a) How can sales managers use the recruiting process to ensure that the salespeople that are hired are good team players? b) What kinds of questions can be asked in the interview to test if a candidate has strong teamwork skills and experience? c) What are some of the problems associated with poorly-executed recruitment and selection of sales people? MKTG 420 Week 4 DQ 2 Training The first and most important step in designing a sales training program is the assessment of training needs, which provides the starting point for setting training goals and designing the program.
Turnover and competition are pushing organizations to focus on ways to keep top-quality employees satisfied and motivated (Hellriegel & Slocum, 2011, p. 132). In this case study on Joe Salatino, president of Great Northern American, I want to analysis what kind of reinforcers does Salatino use to motivate his salespeople, what kind of reinforcement schedule is used by Great Northern American to pay salespeople. I will also analysis how the concept of self-efficacy might help Salatino hiring successful salespeople. Great Northern American is a telemarketing company which sells more than 7 million yards of packaging tape, 8 million paper clips, and 11 million BIC and Papermate pens and pencils bearing customer logos, along with about 12,000 other products, each year. The company’s frontline customer service providers are the salespeople.
After the meeting, Thomas decides to develop a highly skilled team of strategic partners (SPs) who will build strategic business partner relationships with the company’s business leaders. He realizes he will have to coach this new team to success and begins by instructing them on the first steps in building a strategic relationship. One of Thomas’s new SPs, Karen Johnson, catches on quickly and is selected as the first person to practice the techniques she has learned by building a partnership with the sales department. Her ultimate goal is to consult with sales leaders to uncover ways she can help them increase sales revenue. Eager to begin, Karen sets up a meeting with a high-performing sales operations manager, Jacob Reynolds, who was referred to her by a friend in sales.
Week 9 Case Analysis Utiliscan’s By: Tenika Carroll Wednesday March 3, 2010 Dr. Kimberly Scanlan Utiliscan has experienced a growth rate in company business. The HR director and the company CEO’s have been having a very hard time trying to find experienced employees and also address the current issues within the Utiliscan. So Paul the current Director of HR has just learned of a new opportunity and has decided to leave the company, but before he left he conducted a survey on some of the employee concerns. Once the survey was completed, Paul was asked to complete a conceptual plan that would address the employees concerns and stay within the companies’ budget. Throughout the case analysis Paul will address each of the employees
Tanglewood Case 6 (Interview) 1.) Although having a resume and validating all of the potential applicants KSAO’s are an important step in the hiring and candidate selection process, I feel that the most important part of the hiring process would have to be the actual job interview. According to Bianca Audra she claims that standardized interview procedures yield in hiring a better quality of candidates than performing unstructured interviews. I think that by increasing the number of test or the number of forms that candidates have to take or fill out for the position of store managers will not suffice nor yield better results. The method that Tanglewood currently uses to hire managers is similar to the method that is used to hire store associates.
HR is to alleviate the administrative burdens by conducting employee background checks and references. Redesign the recruiting information to appeal to a larger array of candidates in the hopes of accessing the greatest pool of applicants and likely candidates. Staff members involved: HR Recruiting Manager Marketing Staff Store Manager Budget: $2,500 to $6,500 2. The targets for these markets are seemingly referral based as if the company is targeting its employees based on like minded values. The company looks for people with strong customer service backgrounds who value customers needs.
| | | A. | Specifies the resources needed to achieve the company goals | B. | Communicate's a company's goals to employees | C. | Evaluating managers to determine how their performance should be rewarded or punished | D. | Evaluating operations to provide information as to whether they should be changed or not | 5. | Budgets for Planning: Which is Profit Budget? | | | A.
Learning Team C: Preparing to Conduct Business Research: Part 3 RES 351 August 12, 2013 James Bankston Learning Team C: Preparing to Conduct Business Research: Part 3 A main focus for businesses is customer satisfaction. As many businesses realize, competitive business ventures can attract consumers to their product. When companies fail to achieve good consumer and product management, their business may end. An example of this can include; poor customer relationship management, poor quality of products, company image deterioration, and shortages occurring from business or economic failures. This paper shows how product shortages and customer satisfaction affects a company’s image.
Effective internal consistency relies upon the job analysis and job evaluations. In compensation; a job analysis is used to identify or determine skill levels, compensable job factors, work environment and required level of education. Job evaluation is used to determine the value of each job in relation to all other jobs within the organization. The process is useful because sometimes job titles can be misleading thereby making it difficult to know each job in detail. Market competitiveness on the other hand focuses its attention on gaining the best qualified employee and retaining them.
After the customer suggestions were implemented growth in sales increased by 25% (Thompson, 2004, p. 251). Job involvement entails restructuring tasks performed by employees to make them more rewarding and enriching (Thompson, 2004, p. 252). Although this seems as a great way to empower employees, unfortunately it can become costly because it can affect the daily work of the employees (Thompson, 2004, p. 252). An example of job involvement practices within a company is Consolidated Diesel Co. in North Carolina. Employees are given the opportunity to be involved in finding solutions to problems in the plant (Thompson, 2004, p.