you_decidewk5 - In this scenario-based activity, you will...

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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. Be sure to view the grading rubric at the bottom prior to proceeding to the activity, which you will submit to the Drop Box. Scenari o 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 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
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This note was uploaded on 04/01/2012 for the course ECON 101 taught by Professor Doc during the Spring '11 term at Yale.

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you_decidewk5 - In this scenario-based activity, you will...

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