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For sales managers it is a very difficult task to select the people who will turn out to be great at what they do. Over the years a lot of scholarly work and research has been conducted about the recruitment processes that will ensure person-job fit at the managerial levels but very little attention has been paid on emphasizing and devising a proper strategy that ensures that the right people are hired on a sales force. According to Cravens et al (1997) one of the main marketing expenditures in the business-to-business marketplace is the field sales force and even then, little is done to make absolutely sure that the right people are hired on sales forces.
According to Rich and Smith (2000) “The greater the skill used in evaluating potential salespeople, the more effective will be the hiring process; effectiveness being measured by lower turnover and greater productivity over an extended period of time”. Most organizations pay little or no attention on a standardized recruitment procedure that ensures that the right sales people are selected for the jobs even though most researches show that higher sales are generated by salespeople who are motivated and well-suited for their job.
For organizations whose work centers around retailing of products and services, their sales force plays the most important of tasks of determining its success. Fort a better, more well-matched person to be inducted into a company’s sales force, it has been observed that a better recruitment process is necessary.
According to Pitt and Ramasheshan (1995),“In the sales force recruitment process in most organizations, the organization’s requirements are typically positioned as the primary consideration”. Which generally means that more emphasize is laid on generalizing the demands of the organization so as to attract a larger number of people to apply for the jobs.
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activity A in this case. For the following activities, EST is equal to Latest Finish Time (LFT) of the predecessor. The Earliest Start time (EST) = Latest Finish Time (LFT) of the predecessor Earliest Finish Time (EFT) is calculated by adding duration to Earliest Start Time (EST).
Hence, it becomes essential for business organizations to have an effective recruitment policy that seeks to include employees who can actually add value to the organization. Therefore, it becomes important to have a talented and motivated workforce in the organization so as to bring about organizational benefits.
Its purpose is to serve as a long version of Project Initiation Document (PID) containing all required information for making a decision regarding the project. It as well serves the purpose of an active offer for managing the project The report is structured following the project life cycle stages with a clear identification and elaboration on the activities and outputs in each of the phases.
Network Diagram 10 2.b. Delay in Duration of the Project 11 3.Summary 11 References 13 1. Devising and Implementing a Project Management Plan 1.1. Roles, Responsibilities and Contribution of Individuals and Teams It has been noted that an organization largely depends on the employees it has acquired for its operations.
The project initiation phase consists of defining the Project Charter. The Project Charter is "A document issued by senior management that formally authorizes the existence of a project. And it appoints and provides the project manager with the authority to apply organizational resources to project activities." The project charter is an analytical tool to assist in identifying critical information needed to ensure the success of your project.
Company has a defined top-down hierarchy in sales management team. Dave brown at the top as vice president "sales" working with the company for last 12 years started as sales manager. Next to him is Les Newman as director alternative channels having 8 years exp.
ation, BIX-FIX has decided to launch a new product, described as a triangle-shaped individually wrapped, white Belgian chocolate covered biscuit, targeting the luxury biscuit sector. The new product launch will be handled as a project.
The project is to launch BIX-FIX’s new
They have relationship with various other organizations as well as individuals. In this part of the assignment those various relationships will be discussed and various factors affecting the performance of the project.
When a project is undertaken, various stakeholders need