Recruitment Consulting Project

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HUMAN RESOURCE MANAGEMENT 5435

CONSULTING PROJECT FOR JOB TITLE: SALES REPRESENTATIVES IN ZUME WIRELESS.

Tien Nguyen

Houston, April 18, 2008

TABLE OF CONTENT

Executive summary………………………………………………………………………………………………..3

Workforce planning components…………………………………………………………………………..4

Job analysis component………………………………………………………………………………………….9

Recruiting analysis component………………………………………………………………………………13

Selection Plan component………………………………………………………………………………………20

Reference………………………………………………………………………………………………………………29

Appendix……………………………………………………………………………………………………………….

EXECUTIVE SUMMARY

Zume Wireless is an authorized dealer of T-Mobile located at Airport 3662 – D Airport Blvd, Mobile, AL 36608. As a brand new company with grand opening was Dec 21, 2007 (4 months ago), the company is running 2 stores, each has 1 full time sales representative and 2 part-time sales representatives. James Nguyen is currently in charge of District manager, responsible for managing daily activities of the 2 stores, hiring people and reporting to Hank Miner (CEO) and Matt Kalifeh (president). At the moment, Zume Wireless does not have any official job analysis for either entry-level job – sales representatives or higher management level – district manager. The company’s recruiting process, as well as interview questions and performance assessment are quite simple. Thus the need for an official analysis on sales representative position is important for future need. With an effort of giving some advices about the current HR practices of Zume Wireless, the writer reviewed all available information of this company, as well as conducted a job analysis interview among employees and supervisor, then gave some suggestions on the result. There are 16 KSAOs were found after the interview, 12 of them can be used in Selection Plan. Four more recruitment sources (college recruiting, private recruitment agencies, organizations and organizations supporting for minorities’ recruiting) were suggested. Besides, the company should improve its internet recruiting activities by building an official website. The use of assessment center, weighted application blank and testing were not recommended since Zume Wireless is currently in a small size and just in a beginning stage of development. However, the company should improve its current performance appraisal system to give more accurate evaluation about the employees. WORKFORCE PLANNING COMPONENTS

1. Relevant job description and classification

According to Dictionary of Occupational Titles, Sales Representative – communication equipment (Code: 271.257-101) is defined as a person who:

- Sells communication equipment, such as telephone and telegraph apparatus, intercommunication equipment, and radio broadcasting equipment, utilizing knowledge of electronics.

- Analyzes customer's communication needs and recommends equipment needed.

- Performs other duties as described under SALES REPRESENTATIVE (retail trade; wholesale tr.) Master Title, which are sells products to business and industrial establishments or individual for manufacturer or distributor at sales office, store, showroom, or customer's place of business, utilizing knowledge of product sold: Compiles lists of prospective customers for use as sales leads, based on information from newspapers, business directories, and other sources. Travels throughout assigned territory to call on regular and prospective customers to solicit orders or talks with customers on sales floor or by phone. Displays or demonstrates product, using samples or catalog, and emphasizes salable features. Quotes prices and credit terms and prepares sales contracts for orders obtained. Estimates date of delivery to customer, based on knowledge of own firm's production and delivery schedules. Prepares reports of business transactions and keeps expense accounts.

- May train personnel of business establishments in use of...
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