Case Note

The document describes two candidates, Dag and Katharine, being considered for a sales position at J.P. Reynolds Investments. It analyzes several variables that could affect their performance, including background, lifestyle, aptitude, personality, skills, and attitude. Experience, personality, and attitude are identified as particularly relevant. Specifically, Dag's 5 years of experience in investments, extroverted personality, and passionate selling style would be assets. If advising the hiring manager, the document concludes Raymond would recommend Dag for the role due to his demonstrated success and qualities that could positively impact the team.

Uploaded by

yimin xie

We take content rights seriously. If you suspect this is your content, claim it here.

Available Formats

Download as DOCX, PDF, TXT or read online on Scribd

0% found this document useful (0 votes)

46 views

Case Note

Uploaded by

yimin xie

We take content rights seriously. If you suspect this is your content, claim it here.

Available Formats

Download as DOCX, PDF, TXT or read online on Scribd

You are on page 1/ 2

Mini Case: J.P.

Reynolds Investments

1. What categories of variables affecting performance can you identify?

Background and experience: For this variable Dag, has 5 years of experience and knows
his way around the sales environment. Since Katharine managed her own business, her
primary experience is in management, and only brings two years of prior sales experience to
the table.

Current status and lifestyle variables: Under this category, Katharine comes from a
family that is connected in the same environment, although it may seem a good predictor to
success in the field. She lacks the experience of a salesperson. Katherine is also a married
middle
aged woman with two children which means she has other priorities and commitments
outside of the workplace. Due to her wealthy background, Katherine is also less motivated by
monetary incentives.

On the contrary, Dag is young without children so possesses less of a distraction outside
of the workplace and has experience and knowledge in sales. Due to his young age, Dag
may also be a more aggressive seller and respond more strongly to sales incentives.

Aptitude’s variables: According to the example, Katharine scored well under the mental
aptitude test and Dag scored slightly below average in the same test. Although this type of
sales doesn't have the ability to sell, it does indicate the ability to think logically and the
flexibility in solving problems.

Personality Variables: Dag is an extrovert and a people’s person that is very likable,
communicative and friendly. Katharine on the other hand is a more logical person, more
professional with a strong personality. Her assertive personality allows her to be a leader.

Skill Variables: Dag has five years of experience in the investment field, speaks three
languages, is a salesman by nature and has received an award due to his excellent
performance. On the contrary, Katharine takes control of the situation and is one step ahead
of how things should develop, she is organized, has a master’s degree and was exposed to the
investment products her entire life.

Attitude Variables: Aggressiveness is a trait that helps salespeople own positive attitudes
and aspirations about sales, thus allowing them to pursue success and achievement as well as
seek challenges and opportunities. In the field of sales, aggressiveness helps salespeople
overcome difficulties and challenges and maintain motivation and passion.
2.Within each category, which variables do you think are relevant to a
salesperson's performance at J.P. Reynolds? Why?

Experience has a direct impact on the performance of salespeople. Salespeople with

more experience have a better understanding of the market, customer needs, and industry
trends, which enable them to adapt to various sales situations, communicate more effectively
with customers, and find solutions to problems. Additionally, experience also helps
salespeople establish deep and long-term customer relationships, leading to more sales
opportunities and business growth. For example, experienced salespeople are better equipped
for customer relationship management. Maintaining close contact with existing customers is
essential for business growth and establishing a loyal customer base.

Akin to personality variables, Dag’s optimistic attitude and passionate selling style is
relevant to a salesperson’s performance at J.P. Reynolds because of Raymond’s need for
someone new to come in and make an immediate impact. In addition to personality and
attitude variables, status and lifestyle mean a lot for a salesperson’s performance, not only
short term, but the long term as well. Generally, there would be more room for growth
and development in younger candidates than there would be for older candidates. In
theory,
Raymond could potentially mold his younger candidates into what he views as more of an
ideal J.P. Reynolds sales representative over the course of an extended period of time.

3. If you were Raymond, which applicant would you recommend to Joanna to hire?
Why?

If I were Raymond, I would recommend Dag to Joanna for her to hire. His selling
style indicates he is very motivated and competitive, as well as extremely extroverted and
sociable. Having those traits as a salesperson could have a positive impact on the team. His
knowledge of multiple languages is a quality the team most likely needs as he could attend to
non-English speakers. He also has five years of experience in the investment field and gained
high performance evaluations which is a great attribute in hiring someone new. While
Katherine would bring a unique perspective and a strong sales aptitude, Dag’s years of sales
experience and motivated attitude make him the clear recommendation.