about the culture and values of the company. Roscoe and P comphiring Bass Broker

Question

about the culture and values of the company. Roscoe and P comphiring Bass Brokers pply in hiring Bass Brokers For note why you two agree each is important. and come up with a list of selection criteria that are most important to speople. For the criteria that make your final list, be sure to their ideas MINICASE.. REYNOLDS INVESTMENTS Raymond Baker is J.P. Reynolds Investments' district sales manager for the Southeastern Region (covering Florida, Georgia, South Carolina, Tennessee, and Alabama). J.P. Reynolds sells a variety of mutual funds and other investment products to financial services compa- nies that are retailer sellers of such products. It generally offers its investment products to small- and medium-sized customers, such as regional banks, as opposed to large financial services companies. Raymond recently lost his best salesperson and must replace him immediately. This morning he interviewed two job candidates, Dag Wicklo and Katharine Bryant, for the position of sales representative, level II (three to six years of experience), for about 45 min- tes each. Dag is 26, tall, athletic, enjoys outdoor activities, is not married, has no children and is clearly from the South. He came to the interview with very short-cropped hair and ghtly wrinkled suit. He scored slightly below average on the test of general mental tude administered by the HR department. Katharine is 36, shorter than average, not hletic, is married to a wealthy financier, has two children, and is originally from New York. She is wearing a very formal black suit and expensive-looking shoes. She scored well on the test of general mental aptitude are a few excerpts from the respective interviews: How would you describe your selling style? Ray, I'm a go-getter. I'm young, enthusiastic, and I love selling. I also love money, so I love working with investment products and love the commission-based nature of the business. Most of all I love people, and they respond well to me. By the end of a meeting, I feel like I'm with a friend, and the sale happens so naturally, it doesn't even feel like selling Mt. Baker, I try to know my product inside and out and present a clear, logical case to why my customer should purchase it. However, I don't get down and beg for he sale. If the customer does not want to buy, I simply go to the next prospect. Also, to stay as professional as possible and not get too close to the customers. strengths and weaknesses would you bring to this position?

Explanation / Answer

1- Categories of variables affecting performance-

2- Variables relavant to a sales person's performance-

3. Who would you recommend-

I would recommend Dag Wicklo, because-

Related Questions

Navigate

• Browse (All)
• Browse A
• Subjects

---

---

Integrity-first tutoring: explanations and feedback only — we do not complete graded work. Learn more.