Atlanta based Fortune 500 Company has recently hired you as a Human Resource
Manager. You are in charge of hiring new sales consultants for the fiber optics
division of this organization. Due to the competitive marketplace, sales and
revenues are at an all-time low. During your interview, you stated that you
could serve as a valuable asset to this company. You noted your long-standing
history of selecting the best candidates for sales positions and stated that
you could bring the sales division back to its place as the leading resource of
your organization. You want to perform well at this job because you have been
unemployed for 12 months and need to pay off your consolidated debt in order to
is to hire a sales manager to sell your latest fiber optics to leading wireless
manufacturers of five key companies. This job requires that the sales
representative be articulate, sophisticated, and knowledgeable about fiber
optics. The job requires travel Monday through Friday in order for the sales
representative to work with those in the prospective company. This job also
includes spending leisure time after 5:00 P.M. with prospective clients.
Required: Read the case summary and
accompanying character descriptions, then answer the following question:
• Who would you hire for this position
• Please state and explain your decision
in a one-page summary. Make sure to include a title page. In your summary, be
sure to reference course material (readings, lectures, or concepts from the
Jake, CPA Changing to Sales
As my resume states, I was an accountant but have made a
career switch to sales. I think working with people in sales would be more
interesting than sitting at a desk all day crunching numbers. I am single and
want to devote time to my career in order to be successful.
Lynn, IT Manager
As my resume states, I was a math major and I minored in
computer analysis. I am very good with people and I am working on improving my
English-speaking skills. I graduated first in my class and I wrote a paper on
fiber optics in relation to cell towers that was recently published in a
peer-reviewed journal. I am a leading expert in the fiber optics field.
Karen, Sales Representative
As my resume states, I have been in sales for five years. I
have been awarded the Sales Representative of the Year at my last company.
Currently I am relocating to Atlanta because I will be getting married next
month. My credentials are stellar and I graduated at the top of my class in
fiber optic engineering.
Jyoti, Manager of Wireless Retail Store
I began assisting in sales at my last job and did extremely
well. I managed a wireless phone company’s regional sales office. I trained
salespeople and due to my expertise in sales, their revenues rose 60% last
year. I am looking to expand into corporate sales because I know that I am an
expert at sales and have a solid foundation in what customers want from their cellular
service. I am single, therefore I am available to travel and work long hours.