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Additional Case 5.2 You Are the HR Director for a Large Company. Production

question 82

Multiple Choice

Additional Case 5.2
You are the HR director for a large company. Production has implemented a very successful TQM program, and the firm has a reputation for innovation and quality. Money is tight due to aggressive expansion and marketing efforts, but the firm is doing well. The firm has a diverse, well-balanced workforce. The CEO prefers to reward performance through promotion from within. However, if an employee chooses to leave the company, he or she is not eligible for rehire.
The firm's MIS managers have requested that you identify 10 candidates for newly created computer programming jobs. These are entry-level jobs in MIS that require a bachelor's degree. Expansion plans in production have also created a number of new entry-level jobs and two new first-line supervisor jobs.
An upper-level management position is open as well. This is a key position, and the longer it remains open, the more likely it is that the company will begin to lose market share. There are a number of excellent candidates for this job. "Fit" with the organization is one of the top criteria for the selection. The CEO wants both peers and subordinates to be involved in the process, but the CEO will make the final decision. The CEO wants your advice about the best selection tool. The CEO wants to narrow the field quickly and work with the data as he goes along, rather than obtain all the information on each candidate first.
-Refer to Additional Case 5.2.What is your best choice of selection tool to assess your number one criterion?

Describe the importance of the sales presentation mix and factors influencing its elements.

Understand the concept of proof statements and their significance in substantiating product claims.

Learn the use of nonverbal communication techniques in sales.

Appreciate the role of customer participation and sensory appeal in sales presentations.

Definitions:

Organizational Performance

Refers to how well an organization achieves its market objectives and goals.

Patience

The capacity to accept or tolerate delay, problems, or suffering without becoming annoyed or anxious.

Planning

The process of making detailed strategies and arrangements for achieving specific goals or completing tasks.

Stakeholder Model

A framework used in business that identifies and addresses the interests and concerns of individuals and groups affected by the organization's actions.