In this scenario-based activity, you will need to review the scenario presented to you, your role in the process, and then read the information regarding key players that have been chosen to participate in this activity. Scenario Summary In this scenario-based exercise, you are a new District Sales Manager (DSM) for a large Fortune 500 consumer goods company. One of your job responsibilities is to participate in the recruiting process. Specifically, the DSM visits local universities to interview prospective entry-level sales applicants. A detailed job description on the consumer goods salesperson job is provided in Exhibit 1. Your assignment is to visit the placement center of a smaller, local university to interview 10 prospective candidates. The 10 interviews will represent a single-day interviewing schedule at the placement center. The candidates have already had one initial interview. Since another DSM has already selected seven candidates for the second interview, you will select the remaining three candidates from a set of six résumés that the placement center has forwarded for your review. Your Role/Assignment Your task is, therefore, to select three sales candidates to fill the placement interview schedule. You are provided with a set of six résumés (see below). Generally, the personnel office recommends that DSMs stress six candidate characteristics that it considers important when recruiting and selecting high-quality consumer goods salespeople. In perceived order of importance, these attributes are: 1. Initiative and goal-directedness; 2. Decision-making and priority-setting abilities; 3. Communication skills and persuasiveness; 4. Leadership and teamwork capacity; 5. Willingness to take ownership and responsibility of customer accounts; and 6. Problem-solving ability and creativity. In general, the personnel office indicates that sales representatives are expected early on to be self-starters and to manage their territory and accounts on their own without a lot of supervision and feedback from the home office. The DSM is encouraged to consider these six attributes when evaluating the applicant résumés. It is up to each DSM to develop his or her own evaluation model based on the job description and these known character attributes for success in consumer goods sales. As this week’s lecture states, “Frequently, the reason for poor interviewing is the lack of planning and preparation. A sales manager should develop a very detailed list of objectives and questions for each candidate being interviewed. Also, the interviewer must do some careful listening, observation, and note-taking, so that when the interview process is over, he or she can recall important details to help make an appropriate selection.” K E Y P L A Y E R S Jack Bernard Jack was early for his first interview and demonstrated a high energy level and enthusiasm for the prospective job. He was dressed in a suit with shirt and tie and very personable. He greeted the interviewers politely and shook hands with both interviewers before taking a seat for the interview. He immediately started a conversation about the recent World Series outcome and took control of the conversation. He appeared nervous and was fidgeting and moving about in his seat during the interview. Rochelle Biden Rochelle was prompt and professional at her first interview. She was polite, courteous and reserved, but well spoken and appeared comfortable in the interview situation. She was professionally dressed in a suit and at ease conversing with the interviewers. She stuck to the subject of the interview and followed the interviewers’ leads in the conversation by responding directly to their questions. Mary Ellison Mary was a couple of minutes late for the interview, but apologized that she’d had some trouble finding parking. She was dressed in pants and a sweater and looked neat and tidy. She was flustered due to being late and it took her a few minutes to settle into the interview and calm down. She was obviously nervous, but once she calmed down, she presented herself very well and was able to relate her previous work experience to the current opening with professionalism and enthusiasm. Anna Wise Anna arrived just on time for the interview dressed in a dress and heels. She was wearing a lot of jewelry and make up, but conducted herself professionally. Her communication skills were very strong and she smiled and conversed comfortably with the interviewers. She appeared to listen very carefully to what was said and understood the questions and responded very well with relevant answers that demonstrated an ability to think clearly in a pressure situation. She shook hands with both interviewers at the end of the meeting and thanked them for their time. She asked when she could expect to hear from them and when a decision would be made. George Brown George made an excellent first impression with the interviewers. He was smooth, professional, well groomed, and intelligent in his answers. He related his experiences as a student and volunteer, appeared to be studious, and had very much enjoyed attending university. He demonstrated that he’s comfortable with people and seems to enjoy politics and volunteer work, as he’d spent time at university working as a Pledge Advisor for the President of Finance, and has been active as a parliamentarian and on a scholarship committee. He is well traveled and has diverse interests in cooking, skiing, and literature, which he enjoyed talking about. Ernest Swift Ernest was quite overbearing in the first interview. He is obviously ambitious and wants to get into management in the future. He spoke confidently of his sales experience and was able to quote achievements to back up his resume. He was professionally dressed and groomed and shook hands firmly with the interviewers upon both entering and leaving the meeting. Most of his discussion assumed that he’d be the successful candidate and he asked if he’d be able to skip some of the training, as he’s got a lot of experience and didn’t feel that he’d need it. Y O U D E C I D E Activity Read the YOU DECIDE scenario, and using the information provided, prepare a 2-to-3-page report outlining your recommendations for the three candidates to be interviewed again. Please use APA format for your report (see Doc Sharing). Your report should contain the following. The criteria that you used to select the three candidates. Your justification of how the recommended candidate’s best fit your selection criteria. CAREER OBJECTIVE EDUCATION EXPERIENCE HONORS & ACTIVITIES G An entry level sales position with a results-oriented national company in which strong interpersonal communication skills, persistence and performance result in long term career opportunities. University of Georgia June 2003 Bachelors of Business Administration Concentration: Professional Selling/Sales Management GPA: 3.4/4.0 Michigan State University December 1999 - June 2000 East Lansing, Michigan Chick-Fil-A, Inc. (Corporate Headquarters) December 2002 – present 5200 Buffington Road Assisted marketing department with various projects: analyzed and coded marketing research, investigated and compiled nationwide promotions to be viewed by marketing department, promoted store grade opening as member of marketing blitz team. RECEPTIONIST Summer 2001 – 2002 Douglas S. Johnson, D.M.D 8800 Roswell Road, Suite 165 Converted manual files to IBM office system, scheduled patients, implemented marketing activities to increase and maintain patient relations – resulting in 130% patient increase. FITNESS INSTRUCTOR 1999 - 2002 O’Malley’s Esprit 271 Williams Street Prepared and taught one-hour class to capacity of 85 students, consulted and advised students on personal exercise programs and nutrition. Pi Sigma Epsilon, Professional Sales and Marketing Fraternity *Vice President of Communication *Top Sales Project Mu Kappa Tau Marketing Honor Society Alpha Lambda Delta Academic Honor Society Dean’s List seven of eleven quarters Top Student in Personal Selling Award, Spring 2002 U.S. National Rhythmic Gymnastics Team 1995 - 1998 OBJECTIVE EDUCATION WORK EXPERIENCE September 2002 to June 2003 January 2002 March 2001 – June 2001 ACTIVITIES TECHNICAL SKILLS PERSONAL H Obtain an entry-level position that makes use of strong selling skills, accounting, and marketing abilities. University of Georgia: 2003 Bachelor of Business Administration Major: Banking and Finance and Marketing Student Sales Representative American Telephone and Telegraph (AT&T) *telemarketing position, selling 5 AT&T products *worked as part of team that sold more calling cards than any other University team in the country *earned an award for outselling team in one week Sales Representative Dial America, Atlanta, GA: *cold called prospects for magazine and book sales *won marketing rep of week award for selling more subscriptions than any other employee (competed with 200 other salespersons for award) *ranked number one for developing new accounts during the holidays Sales Clerk Something Special, Athens, GA *assisted in inventory control, account keeping and general store management of a variety store chain *marketing and communication skills earned me an opportunity for a supervision position Alpha Kappa Psi Professional Business Fraternity: elected President of the fundraising committee: raised $5,000 in six weeks directing 100 members: this was the largest amount raised in the history of the fraternity. *proficient with Excel, Word, Powerpoint *familiar with several business application computer software programs Traveled extensively in Europe and Far East. Willing to travel. OBJECTIVE EDUCATION WORK EXPERIENCE ACTIVITIES INTERESTS M To obtain any entry level marketing representative position with a marketing oriented company. This position should provide the opportunity to advance into sales management. Bachelor of Business Administration, University of Georgia June 2003 Major: Marketing Overall GPA: 3.1/4.0 March 1998 – present: Sales Associate, RICH’S, Atlanta, GA: Generate sales. July 2002 – September 2002. Sales Assistant, FOREST PROPERTIES, Showlow, Arizona: Scheduled appointments, corresponded with potential customers, assisted with promotional events, and responsible for all dayto- day operations in branch office. March 1995 – March 1998. Snack Bar Attendant, THE DUNWOODY COUNTRY CLUB. Athens, GA: Assisted all customers, prepared and served food, maintained cash flow, and supervised opening and closing of facilities. Active member of Pi Sigma Epsilon Professional Marketing Fraternity. Vice President of Finance; Pledge Advisor Kappa Delta Sorority, Parliamentarian; sunshine Committee Chairman; Scholarship Committee University of Georgia Business Council Marketing Club Gourmet cooking, snow skiing, literature, and travel CAREER OBJECTIVE EDUCATION WORK EXPERIENCE January 2002- Present March 2001- December 2000 September 2001 – December 1999 ACCOMPLISHMENTS AND ACTIVITIES INTERESTS PERSONAL D A professional sales position with a progressive company where consistent quota achievement results in long-term advancement. B.B.A., The University of Georgia Athens, Georgia Major: Marketing Concentration: Professional Sales/Sales Management Cumulative GPA: 2.9/4.0 Financed 50 percent of college education. ASSISTANT MANAGER – Blimpie, Inc. Responsible for scheduling employees, ordering inventory, balancing and closing the register for daily sales. Worked 30 to 40 hours per week to provide living and education expenses. SALES REPRESENTATIVE – Dial America Marketing, Inc. Qualified prospects by telephone and sold magazine subscriptions. Consistently achieved between 100% to 130% of quota. Worked 15 hours per week, in addition to my assistant manager position at Blimpie, Inc. WAITER / COOK – Mama Sid’s Pizza Athens, Georgia Earned money for education costs while learning to manage my time. Worked 20 to 30 hours per week. Graduated in 3 1/2 years Alpha Kappa Psi Business Fraternity Pi Sigma Epsilon-National Professional Sales/Marketing Fraternity Intramural football and softball Church Youth Group Received most prestigious awards at Parkview High School - “The Panther Award” in football - “The Academic Award” in wrestling - Lettered in football three times - Lettered in wresting three times - “Who’s Who of American High School Students” Water skiing, racquetball and board games Married – November 24, 2002 AVAILABLE EDUCATION WORK EXPERIENCE Summer Intern 2002 Summer and Christmas 2000-2001 4/99 - 7/00 2/98 - 4/99 4/97 - 1/98 ACTIVITIES INTERESTS F June 2003 Bachelor of Business Administration in Marketing, University of Georgia. Concentration in Transportation and Distribution. GPA 3.2 in Major Business Courses. Graduated from Gunderson High School, San Jose, California, June 1999. Account Assistant, American Express. Worked with Account Managers to provide customer service to American Express accounts in Georgia, North and South Carolina and Florida. Specific responsibilities were calling on financial institutions to insure current point of sales material was displayed and provide updated product information, promote new American Express products and services, resolve any customer service related issues and refer potential sales leads to the Account managers. Fabrication Specialist, Jennifer’s Glass Works, Athens, GA. Responsibilities included cutting and assembling stained glass windows. Assisted in installation and pattern design on both commercial and residential orders. Assumed management responsibilities in supervisor’s absence. Store Manager, Total Tennis Superstore, Athens, GA. Responsibilities included ordering stock and customer assistance in apparel, shoes, racquets and stringing. Complete responsibility for all store activities. Professional USIA Stringer. Senior Sales Associate, J.C. Penney Co., Atlanta, GA. Responsibilities included customer sales in athletic shoe department. Stocked, displayed and selected merchandise. Supervised junior associates. Sales Associate, J.C. Penney Co., Atlanta, GA. Responsibilities included sporting goods and athletic shoe sales. Displayed and stocked merchandise. Solicited credit applications. Phi Sigma Epsilon, Professional Marketing Fraternity. United States Racquet Stringers Association. Certified Professional Stringer. High School Swim Team. Community Swim Team, 12-year member. Assistant Coach and Team Captain. High School Senior Class Gift Project Leader, Art Recognition Award. Stained Glass Swimming Racquetball JOB OBJECTIVE EDUCATION WORK EXPERIENCE September 2002 to Present Summer 2002 January 2001 to June 2001 June 2000 to January 2001 HONORS AND ACTIVITIES E Entry level sales job with a progressive, results-oriented national company where persistence, interpersonal skills, initiative, and performance leads to long term career opportunities. BBA, University of Georgia; 2003 Major: Marketing Concentration: Sales/Sales Management GPA: 3.65 (Cumulative), 4.0 (Major) Earned 30% of college education costs. Related Skills: MS Office Waitress: Bennigan’s. Interact with customers, handle food and drink orders, and maintain accurate records. Earn approximately $250 per week to apply toward education costs. Field Sales Intern: Fort Howard Paper Corporation. Introduced a new product line to the food service industry. Primary activities were planning sales calls and sales routes, making approximately 800 cold calls during the internship, and follow-up, interacted with diverse buyer personalities, to prepare sales calls effectively, and to continue with follow-up calls after buyer rejection. Secretary. University of Georgia, School of Health, Physical Education, Recreation, and Dance. Processed purchase/check requests, handled deposits to various accounts, posted expenses, filed and assisted in organizing alumni functions. Earned approximately $4500 for education costs. Learned to interact with over 100 faculty members and to assist in record keeping for a very structured school of the University of Georgia. Salesperson. Ups N’ Downs: Assisted customers in purchase of clothing. Responsible for displays of merchandise, inspected and received merchandise orders. Earned approximately $1400 for education costs. Learned how to interact effectively with different managers and employees, to communicate sincerely with customers, and to handle buyer rejection. High School University of Georgia Certificate of Merit Governor’s Honors Program Honor Graduate (8 out of 154) Senior Class Secretary Student Council Representative (4 years) Anchor Girls Club President Varsity Cheerleader INTERESTS College Dean’s List, Eight of twelve quarters Mu Kappa Tau Marketing Honor Society Golden Key National Honor Society Outstanding College Students of America Alpha Mu Alpha Marketing Honor Society Pi Sigma Epsilon Professional Sales and Marketing Fraternity *Internship/Coop Coordinator *Banquet Committee Delta Zeta Sorority *Academic Committee *Intramural Basketball Cross-country running and races, travel
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