Sales Case Study

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MBM-308

SALES FORCE MANAGEMENT

QUIZ – 3

CASE STUDY – STAFFING PROBLEM IN SWISHFLOW LTD

SUBMITTED BY-
PIYUSH GARG
107623
Staffing problems range from not having enough employees to having too many. We can always hire regular employees but sometimes we only need someone for a little while. When company needs help they often need it right away. Markets change and the economy changes with it. Businesses need to have that type of flexibility also. In this case where two out of five salespersons have resigned within six months of joining the company, there is definitely a problem with the staffing process. The staffing process of SWISHFLOW LTD. (which deals in manufacturing and marketing consumer durables like fans and water purifies for household consumers and commercial firm) included the sales manager deciding the job qualifications of salespersons based on what they have learnt in MBA programme and have various other serious concerns as well. Improvement in the Staffing Process

There is a need of reviewing the whole staffing process and tries to find out the problems and their respective solutions. Swishflok need to do the theoretical work and should emphasis once again on the selection of salespersons. It includes establishing responsibility, deciding upon sales identifying various sources for recruiting for sales, selecting the sales people, giving them job offer and by providing social- contacts as well as contacts with co workers. So the staffing process should be as

STAFFING PROCESS

PLANNING
Establish Responsibility
Problem:
Almost all of the staffing decisions are governed by the sales manager and he is lacking in practical knowledge as well. Solution:
Staffing Decisions should be controlled by the apex authority of organization whether by top level management or they can have a separate dedicated authority for it. Moreover Mr. Sunil Kumar, Sales Manager of Swishflow Ltd. should take suggestions and recommendations from the...
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