Homework Questions Unit 1 – Recruiting, Hiring and Selection 1. From the Jindi Case Study, describe the sales process for each of the following markets: a. Low-end residential b. High-end residential c. Industrial A: a. b.The projects usually involved huge investment and strict procedures of selecting contractors and equipment vendors. Usually, the architectural design firm was in charge of selecting the vendors of HVAC products.

2. Assess the effectiveness of the sales and sales management practices at Jindi in relation to the: low-end residential market; high-end residential market; and industrial market.

3. If you were Ma, in the Jindi case study, what criteria would you use to make your selection and why would you use that particular criterion? A: Sales skill, professional knowledge, loyalty, education background. Loyalty is the first rule for the company to select employees. The company is very high requirements for technical，so it must be need employees who have professional knowledge of the sales staff. And the education background has certain requirements. Sales manger should has sales skill, and mange team. 4. If you were the candidate selected my Ma for the job at Jindi Enterprises, would you accept the job? Why or why not?
I think i will choose this job. 5. What are the key decision points used by S.G. Cowen in making hiring decisions? What is your evaluation of the process used by the firm?

6. What is your evaluation of the criteria used by S. G. Cowen in making hiring decisions?

7. Which two candidates would you select if you were a member of S.G. Cowen’s recruiting committee? Justify your decision.

8. Using the information presented in the case “Recruitment of a Star” whom should Stephen Connor hire? Why?

9. What background factors, from those presented in the class lecture, are most important to consider when looking at the candidates from “Recruitment of a Star?”

10. What personal factors, from those presented in the class lecture are most important to consider when looking at the candidates from “Recruitment of a Star?”

11. Imagine yourself in the place of each of the candidates in “Recruitment of a Star.” What strengths would you bring to light during the interview with Stephen Connor? How would you distinguish yourself from the other candidates?

12. Evaluate the selection and hiring processes at Rubin, Stern, and Hertz. What changes if any do you recommend?