Quiz: Apply a Process to Generate a Ranked Selection



Quiz: Apply a Process to Generate a Ranked SelectionMake and Communicate Your DecisionInstructions:Read through the information in this scenario and then rank order the candidates.Selection plan:Review application: demographic information, experience, and education.Perform employment tests: intelligence and job knowledge tests.Perform semi-structured interview.Position information: Sales Representative for Lawn and Lightweight/Personal Construction Equipment, WholesaleEntry-level positionNeed to hire 2 people Responsibilities and Competencies for the Position:Negotiate prices or terms of sales or service agreements. Prepare and submit sales contracts for orders. Visit establishments to evaluate needs or to promote product or service sales. Maintain customer records using automated systems.Answer customers' questions about products, prices, availability, or credit terms.Knowledge of principles and processes for providing customer and personal services. Knowledge of the lawn and construction equipment products and industry, particularly regarding personal lawn maintenance equipment.Skills persuading others to change their minds or behavior.Negotiation skills.Skills and experience managing long-term customer pany informationLivingston Machinery, LLCManufacturer and seller of American-made, mid-range lawn and garden equipmentLocated in Ocala, FloridaFounded in 1952, still family-owned and operatedHas 550 employees, mostly in manufacturing/general factory workHas moderate-size sales force to sell equipment to retailers—locally and nationallyCandidates’ Summary InformationJamie BenderAge 32Education: A.A. in Business from Santa Fe Community College.Experience: 7 years as a Sales Associate at Home Depot (4 years in the lawn equipment department)Claire JohnsonAge 29Education: B.A. in Communication from University of Central Florida. Experience: 5 years at XYZ, Corp. as a sales associate in Corporate Sales; 4 years as an assistant to Sales Manager at XYZ, Corp.Andrew NgAge 35Education: B.S. in Marketing from University of Miami. Experience: 12 years in the Army Infantry prior to attending college; newly graduated Allison ReynosaAge 32Education: A.A. in General Studies from Jefferson Community and Technical CollegeExperience: 2 years as Manager at ABC Small and Large Engine Repairs; 9 years as Vehicle Repair Technician at same company.Brian GarciaAge 25Education: B.A. in Art History from University of South FloridaExperience: 3 years as Assistant to Sales Manager of Wholesale Products at Livingston Machinery, LLC [Internal Hire Possibility]Scores on selection testsCandidateIntelligence/ Ability Test ConductedIn-houseIndustry and Product Knowledge TestIntelligence test ranges from 1-75 (average score of current sales associates is 44)The knowledge test is based on the percent correct on the overall testJamie Bender4190%Claire Johnson5489%Andrew Ng3995%Allison Reynosa4485%Brian Garcia 3997%Scores on employee interviewsCandidateQuestion 1: Lawn Equipment KnowledgeQuestion 2: StrengthsQuestion 3: Sell a product to meQuestion 4: Save a customer who doesn’t renew contractQuestion 5: Tell me when you managed conflict at workTotal ScoreJamie Bender3222110Claire Johnson3223212Andrew Ng2132311Allison Reynosa2331312Brian Garcia 3222211Interview ratings are from a moderately structured interview. Each candidate was interviewed by one of two people: the sales manager or the assistant sales manager. They agreed to ask the same six questions but give themselves flexibility to follow up. They shared their ratings of each of the six questions (on a 3-point scale) and their personal comments on each candidate (see below):CandidateComments Jamie BenderSales manager: Nice guy. Reminds me of my brother—really knows his lawn mowers.Claire JohnsonAssistant sales manager: Smart young woman. Didn’t seem to have that competitive spirit, but had good sales experience. Andrew NgAssistant sales manager: Could really use a good military man in the group to keep things moving. Our customers would probably like that.Allison ReynosaSales manager: Here’s a girl who knows her engines! Don’t really have anyone with her general level of knowledge in our group, even if she has some things to learn about lawn equipment in general.Brian Garcia Sales manager: I have enjoyed having him as my assistant and think he’d make a fine sales associate. ................
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