Craft Masters: Working with and Leading Others

Section 1) Report

1.1)

Person Specification

The below table presents Senior Sales Assistant job specification (Deb, T., 2006):

No. 1)

Quality Qualification

Required Other Advantages B. Sc. in Management with M. Sc. in Management with major in Sales major in Marketing and

2) 3)

Experience Training

Sales 3+ years in sales position of 5-8 years in any product computers Advanced Sales Communication Negotiation Presentation Selling Techniques General Marketing and that have and friendly Certification great proving good or courses personality sales Any professional training

& courses that will benefit the area of sales

4)

Personality

Sales Pleasant personality

technique to work under stress and characteristics 5) Skills and maintain positive attitude Soft skills Language skills in English Language skills

Hindi/Urdu, Malayalam,

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and Arabic Computing skills in Windows Presentation management 1.2) Potential Candidates Attraction French, and Spanish

The available resources to attract potential candidate is applications received from newspaper advertisement. However, in order to obtain the most competitive candidate the attraction program will include employee referral program, newspaper program, and walk-in interviews (Still, D. J., 2006).

Below table represents type of programs, current applications, short listing target and effective evaluation for final decision. The total seven potential candidates will be forwarded to the decision-makers for selecting the best out of all the above.

Program Employee Referral Program

Current Applicants 2; Redo referral

Short Listing 10

Selection for Final Decision 1

Newspaper Program Walk-In Interviews

program 500 0

50 10

5 1

The employee referral program will be written questionnaire for all staff with vacant position information. The staff members should submit CV of referred candidate along with reasons for recommendation. The newspaper program applied

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earlier and obtained 500 CVs. It is good number of applications to make the best selection out of all programs planned. When there is no achievement of results then there will be application of walk-in interviews with scenario of sales and presentation.

1.3)

Methods of Selection

The suitable methods for selection are applications, short listing, interview and sales assessment test (Williams, K., 2005). Sales Assessment Test will include that the potential candidate will undergo one of the sales assessment tests such as the below:

http://www.funeducation.com/Tests/SalesChallenge/TakeTest.aspx http://www.thesalesboard.com/sales-skill-assessment.asp http://www.gulasgroup.com/sales-assessment.shtml

Methods of Selection 1) Applications

Description The applications received will be reviewed based on job specification requirement. After evaluation and

screening, the best CVs will be selected as application for Senior Sales Assistant. The means of application will 2) Short Listing be potential candidate application programs. From the above applications, the next process will be short listing as per their success in the interview and sales assessment tests. The number of short listed potential candidates will be 80 applications. Page 3 of 11

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3) Interview Once short-listed then the 80 applications will be undergoing sales assessment test. It is for proceeding towards interview selection with the managers and supervisors for final selection. 1.4) Selection Process Consideration

The potential candidate should show positivity towards ethical, regulatory and legal best practices along with application in their sales job. They should provide references and recommendation letters from their professional life proving their reliability of showing loyalty and good ethical attitude.

The recommendation and reference letters should be two for each such as ethical, regulatory and legal compliances. These factors in the selection process are important because it is part of job needs while handling company products and customers. The unethical actions, illegal practices and not following regulatory needs will affect the image of the company.

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Section 2) Interview Role Play

The interview questions and response for the best selected Senior Sales Assistant is below (Ulmer, J. 2010; Asher Training, 2008):

Craft Masters Senior Sales Assistant Interview on October 13, 2010

1) What do you know about our company? Do you know about the products that we are selling? Did you sell similar and how?

Your company is selling computer products such as hardware and software solutions. Yes, I am quite familiar about computer parts and software needs in the market along with what is sold by Chart Masters. I have done research and the findings energized me to apply for the vacant position.

2) Which kinds of sales goals motivate you?

The sales goals that show realistic achievements for each team member that has SMART elements of analysis. There should be goal to attain every quarter or semi-annual rather than annual achievements. The reason is that sales goal will affect sales and profit by the end of the year. Therefore, if we do not do well in first quarter then we will catch on second quarter or semi-annual basis.

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3) How did you attain your goals for the past 5 years? How did you achieve success?

The goals attained were by the team including my leading techniques. There were hurdles and challenges while attaining the goals. Due to continuous improvement and sales needs, understanding of customers made it easier. The success achievement was not just sales increase but also customer satisfaction that they would buy back again in the future along with referred potential customers.

4) What was the professional accomplishment that you have achieved with your previous employment?

The increase in sales target and product ranges awarded the company for years of profit and sales. At the same time, there were customer loyalty program that resulted in positivity towards companys new range products that were custom made for customers. The accomplishment was selling 99% with the quality, price and specifications that customer desired, which influenced increases of sales.

5) Describe sales work ethics and sales experience in terms of loyalty and moral principles.

Salesperson should keep in mind not to cheat the company or the customers because it affects in short-term or long-term achievements. The information,

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communication and works should be transparent and do not use or take products or incentives without permission of the company.

6) How did you manage your team and coach them? Do you believe in individual challenge or team challenges?

Managing team is challenging than managing individuals and assigning individual task. The team members require direction and leading along with monitoring on their tasks and assignments. I believe team effort brings productive results. Moreover, there should be application of techniques and skills in managing team that is suitable as per the nature of team members motivational needs.

7) How does your team describe you as leader?

My team members show quite satisfaction due to formal and informal relationships. I am their role model due to my availability when they need me. As a leader, I apply best-learned techniques and theories for managing team members and obtaining the maximum productive results.

8) How do you handle upset and angry buyers under stress? Give 5-10 examples.

It is normal to have upset customers and get overwhelmed due to nature of being salesperson. Some of the examples are upset customer due to quality or price, dissatisfaction in product specification, software not working as desired, limited

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understanding of customer in hardware and got the wrong need. The cases handling is possible by satisfying them with what they need and this will make them happy.

9) Does customer service end after closing it? How and why not?

No, it does not. There is after sales customer service because dealing with customer is continuous process. Therefore, the work of salesperson is not just customer service but is combination of all the tasks and activities to serve the customers.

10)Describe sales scenario for selling to difficult customer (quality, price, product specification, etc.).

When a customer wants to buy product with all needs mentioned then salesperson should be able to convince by offering the closest not something very different. For example, the customer wants computer that have good speed and memory with affordable rate then salesperson should offer the same by reducing other features.

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Section 3) Bibliography

Asher Training. 2008. Top-Ten Sales Interview Questions And Expected Responses. [WWW] <URL:

http://www.ashertraining.com/pdf/TopTenSalesInterviewQuestionsExpectedR esponses.pdf> [Accessed 14 October 2010.]

Deb, T. 2006. Strategic Approach to Human Resource Management (pp. 25). New York: Atlantic Publishers & Distributors.

Still, D. J. 2006. High Impact Hiring: How to Interview and Select Outstanding Employees (pp. 3). New York: Mgmt Development Systems.

Ulmer,

J.

2010.

Sales

Interview

Questions.

[WWW]

<URL:

http://www.salescoachinghabits.com/sales-interview-questions> [Accessed 15 October 2010.]

Williams, K. 2005. Positive Recruitment & Retention CMIOLP (pp. 6). New York: Elsevier.

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Noora Al Shehhi

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