Why two out of five salespersons have resigned within six months of joining the company” asked marketing director to the sales manager, Sunil Kumar of Swish Flow Ltd. “I think, there is something wrong with our staffing process, “responded Sunil Kumar, without knowing the real reasons for the turnover of salespeople. Swish Flow Ltd started manufacturing and marketing consumer durables like fans and water purifiers for household consumers and commercial firms in 1993. The sales and marketing office was in Mumbai, the commercial capital of India. Swish flow was a newly established company and for its first year of operations, the company decided to recruit five salespersons to cover major metros and cities of Maharashtra. The staffing process included the sales manager deciding the job qualifications salespersons based on what he learnt in the MBA programme. The administration manger was asked to place the advertisement in the local newspapers. The resumes of applicants were forwarded to Sunil Kumar, who screened the same and sent interview calls to about ten applicants. The interviews were conducted by Sunil Kumar and the marketing director and the selected candidates were given the appointment letters. Some of the candidates had a problem of finding suitable residence, but the company policy did not provide any consideration for the same. Sunil Kumar conducted one-week training programme and generally guided the new salesperson, who reported to him directly. There was a delay in the receipt of the fans from the factory, located at Baroda in Gujarat. During this period of three months, Sunil Kumar was asked to conduct market surveys and look after advertising function of the entire group. He asked the salespersons to collect market information on various other products like water purifiers, power tillers, and so on in which the group was interested to diversify. During this period, two salespersons suddenly stopped coming to work, after collecting their salaries of the previous working month. Questions: 1. What improvements do you suggest in the staffing process followed by Swish Flow? 2. Was Sunil Kumar right in getting market surveys done by the new salesperson?
Why two out of five salespersons have resigned within six months of joining the
company” asked marketing director to the sales manager, Sunil Kumar of Swish Flow
Ltd. “I think, there is something wrong with our staffing process, “responded Sunil
Kumar, without knowing the real reasons for the turnover of salespeople.
Swish Flow Ltd started manufacturing and marketing consumer durables like fans
and water purifiers for household consumers and commercial firms in 1993. The
sales and marketing office was in Mumbai, the commercial capital of India. Swish
flow was a newly established company and for its first year of operations, the
company decided to recruit five salespersons to cover major metros and cities of
Maharashtra. The staffing process included the sales manager deciding the job
qualifications salespersons based on what he learnt in the MBA programme. The
administration manger was asked to place the advertisement in the local
newspapers. The resumes of applicants were forwarded to Sunil Kumar, who
screened the same and sent interview calls to about ten applicants. The interviews
were conducted by Sunil Kumar and the marketing director and the selected
candidates were given the appointment letters. Some of the candidates had a
problem of finding suitable residence, but the company policy did not provide any
consideration for the same. Sunil Kumar conducted one-week training programme
and generally guided the new salesperson, who reported to him directly. There was
a delay in the receipt of the fans from the factory, located at Baroda in Gujarat.
During this period of three months, Sunil Kumar was asked to conduct market
surveys and look after advertising function of the entire group. He asked the
salespersons to collect market information on various other products like water
purifiers, power tillers, and so on in which the group was interested to diversify.
During this period, two salespersons suddenly stopped coming to work, after
collecting their salaries of the previous working month.
Questions:
1. What improvements do you suggest in the staffing process followed by Swish
Flow?
2. Was Sunil Kumar right in getting market surveys done by the new salesperson?
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