Scenario

Scenario Summary

An 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 avoid bankruptcy.

Your Role

Your job 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.

Your Assignment

Required: Read the case summary and accompanying character descriptions, then answer the following question:

•  Who would you hire for this position and why?

•  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 flash cards).

KEY PLAYERS

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.