3.
Ethical dilemma #1:
You are a district sales manager for an electronics company and are responsible for all recruitment and selection decisions in your district. The company’s national sales
manager has asked you to interview his son for a sales position that has just opened in your district. Coincidentally, he mentions that a regional manager position (which you deserve very much) is about to open up. On interviewing the national sales manager’s son, along with several other candidates, you find that he is very good but not the best qualified for the position. What do you do? Provide your answer including your rationale.
4.
Ethical dilemma #2:
You have completed all of the steps to select your next field sales representative and you have chosen your top candidate. This candidate meets or exceeds all of the position requirements and clearly has the potential to be an “above average performer”; in fact the potential to be a star! Just prior to tabling an offer to this candidate you receive an unsolicited tip from the other candidate short-listed for the position. The tip is: your chosen candidate plans to start his own
sales training consulting business in 1-3 years after he solidifies his financial situation and gains some additional industry experience. You have estimated that it will cost your firm approximately $120,000 in recruitment and training costs to get this new sales employee up to speed in the 1
st
year after being hired and that it takes approximately 18-24 months for a new sales rep to master the position and reach their potential. What do you do? Provide your answer including your rationale.
5.
Use the attached excel spreadsheet and calculate impact of Sales Employee Turnover and Cost to Replace – input the following information:
Number of employees in position = 45
Turnover Rate = 18%
Average Annual Compensation = $85,000
Average Tax & Benefit Cost as a % of Salary = 42%
Average number of Candidates interviewed per opening = 35
Average number of Candidates assessed per opening = 6
What is the “Total Turnover Cost per year”?
