A) Recruiting, Selecting, Training

a) What types of people are being sought after for the sales positions?

Ans: At least BA with experience preferred or fresh MBA

b) What is their sales jobs selection process?

Ans: Advertisement for job vacancies majorly done through DAWN by HR department.
Assessment call to RSM level is at least of three people. Written test about marketing
held’s which is not difficult for MBA marketing students.
Complete interview by RSM where he check and sort out the selected or waiting list or
rejected or improvable weak points and also the weak points of the candidate.
Background and last company information regarding salary

c) Have you been through any kind of job interview? If so, did the interview follow the
suggestions and guidelines discussed in the chapter? (If you have not gone through an
interview you now have to do so and then complete the assignment)
d) Develop a logical flow of instruction for any task that you know how to do. Assume your
trainees know nothing about the process. Under this condition, is it difficult to avoid
jargon?
B) Motivation, Incentives, Compensations (Project 2)

Interview a sales person.

1. What type of leadership does this person appreciate in his job?

2. What motivates this person most effectively?
3. Ask him about the firm’s compensation system for sales personnel. Evaluate this plan.
4. Should top sales people earn more than their sales manager? Why and Why not?
C) Performance Evaluation (Project 3)

Interview a Sales Manager

a) Inquire about the input and output measures used by the manager’s firm.

D) Sales Plan
1. Sales plan of a company with explanation of strategies and according to your opinion
how you can improve the system