In this scenario-based activity, you will need to review the scenario presented to you, your role in the process, and then read the information regarding key players that have been chosen to participate in this activity.

Scenario Summary
In this scenario-based exercise, you are a new District Sales Manager (DSM) for a large Fortune 500 consumer goods company. One of your job responsibilities is to participate in the recruiting process. Specifically, the DSM visits local universities to interview prospective entry-level sales applicants. A detailed job description on the consumer goods salesperson job is provided in Exhibit 1. Your assignment is to visit the placement center of a smaller, local university to interview 10 prospective candidates. The 10 interviews will represent a single-day interviewing schedule at the placement center. The candidates have already had one initial interview. Since another DSM has already selected seven candidates for the second interview, you will select the remaining three candidates from a set of six résumés that the placement center has forwarded for your review.
Your Role/Assignment
Your task is, therefore, to select three sales candidates to fill the placement interview schedule. You are provided with a set of six résumés (see below). Generally, the personnel office recommends that DSMs stress six candidate characteristics that it considers important when recruiting and selecting high-quality consumer goods salespeople. In perceived order of importance, these attributes are:
1. Initiative and goal-directedness;
2. Decision-making and priority-setting abilities;
3. Communication skills and persuasiveness;
4. Leadership and teamwork capacity;
5. Willingness to take ownership and responsibility of customer accounts; and
6. Problem-solving ability and creativity.

In general, the personnel office indicates that sales representatives are expected early on to be self-starters and to manage their territory and accounts on their own without a lot of supervision and feedback from the home office.

The DSM is encouraged to consider these six attributes when evaluating the applicant résumés. It is up to each DSM to develop his or her own evaluation model based on the job description and these known character attributes for success in consumer goods sales. As this week’s lecture states, “Frequently, the reason for poor interviewing is the lack of planning and preparation. A sales manager should develop a very detailed list of objectives and questions for each candidate being interviewed. Also, the interviewer must do some careful listening, observation, and note-taking, so that when the interview process is over, he or she can recall important details to help make an appropriate selection.”

K E Y P L A Y E R S 
Jack Bernard
Jack was early for his first interview and demonstrated a high energy level and enthusiasm for the prospective job. He was dressed in a suit with shirt and tie and very personable. He greeted the interviewers politely and shook hands with both interviewers before taking a seat for the interview. He immediately started a conversation about the recent World Series outcome and took control of the conversation. He appeared nervous and was fidgeting and moving about in his seat during the interview.

Rochelle Biden
Rochelle was prompt and professional at her first interview. She was polite, courteous and reserved, but well spoken and appeared comfortable in the interview situation. She was professionally dressed in a suit and at ease conversing with the interviewers. She stuck to the subject of the interview and followed the interviewers’ leads in the conversation by responding directly to their questions.

Mary Ellison
Mary was a couple of minutes late for the interview, but apologized that she’d had some trouble finding parking. She was dressed in pants and a sweater and looked neat and tidy. She was flustered due to being late and it took her a few minutes to settle into the interview and calm down. She was obviously nervous, but once she calmed down, she presented herself very well and was able to relate her previous work experience to the current opening with professionalism and enthusiasm.

Anna Wise
Anna arrived just on time for the interview dressed in a dress and heels. She was wearing a lot of jewelry and make up, but conducted herself professionally. Her communication skills were very strong and she smiled and conversed comfortably with the interviewers. She appeared to listen very carefully to what was said and understood the questions and responded very well with relevant answers that demonstrated an ability to think clearly in a pressure situation. She shook hands with both interviewers at the end of the meeting and thanked them for their time. She asked when she could expect to hear from them and when a decision would be made.

George Brown
George made an excellent first impression with the interviewers. He was smooth, professional, well groomed, and intelligent in his answers. He related his experiences as a student and volunteer, appeared to be studious, and had very much enjoyed attending university. He demonstrated that he’s comfortable with people and seems to enjoy politics and volunteer work, as he’d spent time at university working as a Pledge Advisor for the President of Finance, and has been active as a parliamentarian and on a scholarship committee. He is well traveled and has diverse interests in cooking, skiing, and literature, which he enjoyed talking about.

Ernest Swift
Ernest was quite overbearing in the first interview. He is obviously ambitious and wants to get into management in the future. He spoke confidently of his sales experience and was able to quote achievements to back up his resume. He was professionally dressed and groomed and shook hands firmly with the interviewers upon both entering and leaving the meeting. Most of his discussion assumed that he’d be the successful candidate and he asked if he’d be able to skip some of the training, as he’s got a lot of experience and didn’t feel that he’d need it.

Y O U D E C I D E 
Read the YOU DECIDE scenario, and using the information provided, prepare a 2-to-3-page report outlining your recommendations for the three candidates to be interviewed again. Please use APA format for your report (see Doc Sharing). Your report should contain the following.

The criteria that you used to select the three candidates. Your justification of how the recommended candidate’s best fit your selection criteria.
An entry level sales position with a results-oriented national company in
which strong interpersonal communication skills, persistence and
performance result in long term career opportunities.
University of Georgia June 2003
Bachelors of Business Administration
Concentration: Professional Selling/Sales Management
GPA: 3.4/4.0
Michigan State University December 1999 - June 2000
East Lansing, Michigan
Chick-Fil-A, Inc. (Corporate Headquarters) December 2002 – present
5200 Buffington Road
Assisted marketing department with various projects: analyzed and
coded marketing research, investigated and compiled nationwide
promotions to be viewed by marketing department, promoted store grade
opening as member of marketing blitz team.
Summer 2001 – 2002
Douglas S. Johnson, D.M.D
8800 Roswell Road, Suite 165
Converted manual files to IBM office system, scheduled patients,
implemented marketing activities to increase and maintain patient
relations – resulting in 130% patient increase.
O’Malley’s Esprit
271 Williams Street
Prepared and taught one-hour class to capacity of 85 students,
consulted and advised students on personal exercise programs and
Pi Sigma Epsilon, Professional Sales and Marketing Fraternity
*Vice President of Communication
*Top Sales Project
Mu Kappa Tau Marketing Honor Society
Alpha Lambda Delta Academic Honor Society
Dean’s List seven of eleven quarters
Top Student in Personal Selling Award, Spring 2002
U.S. National Rhythmic Gymnastics Team 1995 - 1998

September 2002
to June 2003
January 2002
March 2001 –
June 2001
Obtain an entry-level position that makes use of strong selling skills,
accounting, and marketing abilities.
University of Georgia: 2003
Bachelor of Business Administration
Major: Banking and Finance and Marketing
Student Sales Representative
American Telephone and Telegraph (AT&T)
*telemarketing position, selling 5 AT&T products
*worked as part of team that sold more calling cards than any
other University team in the country
*earned an award for outselling team in one week
Sales Representative
Dial America, Atlanta, GA:
*cold called prospects for magazine and book sales
*won marketing rep of week award for selling more subscriptions
than any other employee (competed with 200 other
salespersons for award)
*ranked number one for developing new accounts during the
Sales Clerk
Something Special, Athens, GA
*assisted in inventory control, account keeping and general store
management of a variety store chain
*marketing and communication skills earned me an opportunity
for a supervision position
Alpha Kappa Psi Professional Business Fraternity: elected President of
the fundraising committee: raised $5,000 in six weeks directing 100
members: this was the largest amount raised in the history of the
*proficient with Excel, Word, Powerpoint
*familiar with several business application computer software programs
Traveled extensively in Europe and Far East. Willing to travel.

To obtain any entry level marketing representative position with a
marketing oriented company. This position should provide the opportunity
to advance into sales management.
Bachelor of Business Administration, University of Georgia
June 2003
Major: Marketing
Overall GPA: 3.1/4.0
March 1998 – present: Sales Associate, RICH’S, Atlanta, GA: Generate
July 2002 – September 2002. Sales Assistant, FOREST PROPERTIES,
Showlow, Arizona: Scheduled appointments, corresponded with potential
customers, assisted with promotional events, and responsible for all dayto-
day operations in branch office.
March 1995 – March 1998. Snack Bar Attendant, THE DUNWOODY
COUNTRY CLUB. Athens, GA: Assisted all customers, prepared and
served food, maintained cash flow, and supervised opening and closing of
Active member of Pi Sigma Epsilon Professional Marketing Fraternity. Vice
President of Finance; Pledge Advisor
Kappa Delta Sorority, Parliamentarian; sunshine Committee Chairman;
Scholarship Committee
University of Georgia Business Council
Marketing Club
Gourmet cooking, snow skiing, literature, and travel

January 2002-
March 2001-
December 2000
September 2001 –
December 1999
A professional sales position with a progressive company where
consistent quota achievement results in long-term advancement.
B.B.A., The University of Georgia Athens, Georgia
Major: Marketing
Concentration: Professional Sales/Sales Management
Cumulative GPA: 2.9/4.0
Financed 50 percent of college education.
Responsible for scheduling employees, ordering inventory, balancing
and closing the register for daily sales. Worked 30 to 40 hours per week
to provide living and education expenses.
SALES REPRESENTATIVE – Dial America Marketing, Inc.
Qualified prospects by telephone and sold magazine subscriptions.
Consistently achieved between 100% to 130% of quota.
Worked 15 hours per week, in addition to my assistant manager position
at Blimpie, Inc.
WAITER / COOK – Mama Sid’s Pizza Athens, Georgia
Earned money for education costs while learning to manage my time.
Worked 20 to 30 hours per week.
Graduated in 3 1/2 years
Alpha Kappa Psi Business Fraternity
Pi Sigma Epsilon-National Professional Sales/Marketing Fraternity
Intramural football and softball
Church Youth Group
Received most prestigious awards at Parkview High School
- “The Panther Award” in football
- “The Academic Award” in wrestling
- Lettered in football three times
- Lettered in wresting three times
- “Who’s Who of American High School Students”
Water skiing, racquetball and board games
Married – November 24, 2002

Summer Intern
Summer and
4/99 - 7/00
2/98 - 4/99
4/97 - 1/98
June 2003
Bachelor of Business Administration in Marketing, University of Georgia.
Concentration in Transportation and Distribution. GPA 3.2 in Major
Business Courses. Graduated from Gunderson High School, San Jose,
California, June 1999.
Account Assistant, American Express. Worked with Account Managers
to provide customer service to American Express accounts in Georgia,
North and South Carolina and Florida. Specific responsibilities were
calling on financial institutions to insure current point of sales material
was displayed and provide updated product information, promote new
American Express products and services, resolve any customer service
related issues and refer potential sales leads to the Account managers.
Fabrication Specialist, Jennifer’s Glass Works, Athens, GA.
Responsibilities included cutting and assembling stained glass windows.
Assisted in installation and pattern design on both commercial and
residential orders. Assumed management responsibilities in supervisor’s
Store Manager, Total Tennis Superstore, Athens, GA. Responsibilities
included ordering stock and customer assistance in apparel, shoes,
racquets and stringing. Complete responsibility for all store activities.
Professional USIA Stringer.
Senior Sales Associate, J.C. Penney Co., Atlanta, GA. Responsibilities
included customer sales in athletic shoe department. Stocked, displayed
and selected merchandise. Supervised junior associates.
Sales Associate, J.C. Penney Co., Atlanta, GA. Responsibilities included
sporting goods and athletic shoe sales. Displayed and stocked
merchandise. Solicited credit applications.
Phi Sigma Epsilon, Professional Marketing Fraternity.
United States Racquet Stringers Association. Certified Professional
High School Swim Team.
Community Swim Team, 12-year member. Assistant Coach and Team
High School Senior Class Gift Project Leader, Art Recognition Award.
Stained Glass

September 2002
to Present
Summer 2002
January 2001 to
June 2001
June 2000 to
January 2001
Entry level sales job with a progressive, results-oriented national
company where persistence, interpersonal skills, initiative, and
performance leads to long term career opportunities.
BBA, University of Georgia; 2003
Major: Marketing
Concentration: Sales/Sales Management
GPA: 3.65 (Cumulative), 4.0 (Major)
Earned 30% of college education costs.
Related Skills: MS Office
Waitress: Bennigan’s. Interact with customers, handle food and drink
orders, and maintain accurate records. Earn approximately $250 per
week to apply toward education costs.
Field Sales Intern: Fort Howard Paper Corporation. Introduced a new
product line to the food service industry. Primary activities were planning
sales calls and sales routes, making approximately 800 cold calls during
the internship, and follow-up, interacted with diverse buyer personalities,
to prepare sales calls effectively, and to continue with follow-up calls
after buyer rejection.
Secretary. University of Georgia, School of Health, Physical Education,
Recreation, and Dance. Processed purchase/check requests, handled
deposits to various accounts, posted expenses, filed and assisted in
organizing alumni functions. Earned approximately $4500 for education
costs. Learned to interact with over 100 faculty members and to assist in
record keeping for a very structured school of the University of Georgia.
Salesperson. Ups N’ Downs: Assisted customers in purchase of clothing.
Responsible for displays of merchandise, inspected and received
merchandise orders. Earned approximately $1400 for education costs.
Learned how to interact effectively with different managers and
employees, to communicate sincerely with customers, and to handle
buyer rejection.
High School
University of Georgia Certificate of Merit
Governor’s Honors Program
Honor Graduate (8 out of 154)
Senior Class Secretary
Student Council Representative (4 years)
Anchor Girls Club President
Varsity Cheerleader
Dean’s List, Eight of twelve quarters
Mu Kappa Tau Marketing Honor Society
Golden Key National Honor Society
Outstanding College Students of America
Alpha Mu Alpha Marketing Honor Society
Pi Sigma Epsilon Professional Sales and Marketing Fraternity
*Internship/Coop Coordinator
*Banquet Committee
Delta Zeta Sorority
*Academic Committee
*Intramural Basketball
Cross-country running and races, travel