Question

Plastic Products Ltd is a company that produces and markets plastic cups, teaspoons, knives and forks for the catering industry. The company was established in 1974 in response to the changes taking place in the catering industry. The growth of the fast food sector of the market was seen as an opportunity to provide disposable eating utensils which would save on human resources and allow the speedy provision of utensils for fast customer flow. In addition, Plastic Products has benefited from the growth in supermarkets and sells ‘consumer packs’ through four of the large supermarket groups. The expansion of sales and outlets has led Jim Spencer, the sales manager, to recommend to Bill Preedy, the general manager, that the present salesforce of two regional representatives be increased to four. Spencer believes that the new recruits should have experience of selling fast-moving consumer goods since essentially that is what his products are. Preedy believes that the new recruits should be familiar with plastic products since that is what they are selling. He favours recruiting from within the plastics industry, since such people are familia rwith the supply, production and properties of plastic and are likely to talk the same language as other people working at the firm.

1. What general factors should be taken into account when recruiting salespeople?

2. Do you agree with Spencer or Preedy or neither?

Answer 1

Question.1. What general factors should be taken into account when recruiting salesmen?

For a company to have a large volume of sale they have to employee effective employees who have ability of promoting their company by working their best. Individual with certain skills is one who is in a greater position of securing his or her and job in such an organization. Therefore the company has to lay out the skills needed for them to acquire maximum profit and from there hire people with those factors.

Education: The education background of a salesperson is very essentially. You have to consider the level of education he or she reached that complements the particular business. For example, you may need a person who has a certificate in communication skills so that persuade the consumers to buy particular commodity.

Work Experience: Work experience might be one of the most important considerations in particular jobs. This will help the salesperson to have ability to deal with the uprising challenges during the selling process. Work experience is also helpful in that it exemplifies a good work ethics.

Confidence: This is always a first impression that the person will able to approach the consumer with confidence and also has high self esteem and therefore believe he or she can be able to handle the process applicable. Self confidence also is important as it enables one able to face challenges and solve them. Organization hiring such an individual got benefit cause the employees will learn and perform as needed.

Personality: A person who is always joyful is an indication that he or she can work well with other people and also the consumers of your product. Personality is one of traits of a customer-oriented employee. You have to get one who is able to talk with consumer in a pleasant manner and get what consumer except of the commodity.

Skills Set: Each organization has got the skills it looks from their employees so that the skills they have will be appropriate with ones needed in the particular field. For example the salesperson is supposed to have effective communication skills in order to persuade the consumer to buy the commodity.

Question.2. Do you agree with Spencer or Preedy or neither?

For effective selling process the sale person must have the skills or experience of how to go about the process. Salesperson is also to have experience so that he or she can deal with challenges during the process. Being familiar with the product will not mean necessarily you can be able to sell it at high volumes. Therefore I agree with Spencer in that experience of selling fast moving consumers goods is to be considered. Concluding, it therefore important for an organization to recruit salespersons with the above qualities for maximum sale margin to be achieved.

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