Case Study-SUMIT Products Ltd. is a company that produces and markets steel cups
SUMIT Products Ltd. is a company that produces and markets steel cups, teaspoons, knives and forks for the catering industry. The company was established in 1958 in response to the changes that were taking place in the catering industry. The growth of the fast-food sector of the market was seen as an opportunity to provide disposable eating utensils which would save on manpower and allow the speedy provision of utensils for fast customer flow. In addition, SUMIT Products has benefited from the growth in supermarkets and sells .consumer packs. through four large supermarket groups. The expansion of sales and outlets has led Rakesh Mohan, the Sales Manager, to recommend to S. Kumar, the General Manager, that the present sales force of two regional representatives be increased to eight. Rakesh Mohan believes that the new recruits should be experienced in selling fast-moving consumer good since essentially that is what his products are S. Kumar believes that the new recruits should also be familiar with steel products since that is what they are selling. He favours recruiting from within the Steel Industry, since such people are familiar with the supply, production and properties of steel and are likely to talk the same language as other people working at the firm. 1. Questions : (a) What general factors should be taken into account when recruiting salesmen? (b) Do you agree with Rakesh Kumar or S. Kumar or neither?
SUMIT Products Ltd. is a company that produces and markets steel cups, teaspoons, knives and forks for the catering industry. The company was established in 1958 in response to the changes that were taking place in the catering industry. The growth of the fast-food sector of the market was seen as an opportunity to provide disposable eating utensils which would save on manpower and allow the speedy provision of utensils for fast customer flow. In addition, SUMIT Products has benefited from the growth in supermarkets and sells .consumer packs. through four large supermarket groups. The expansion of sales and outlets has led Rakesh Mohan, the Sales Manager, to recommend to S. Kumar, the General Manager, that the present sales force of two regional representatives be increased to eight. Rakesh Mohan believes that the new recruits should be experienced in selling fast-moving consumer good since essentially that is what his products are S. Kumar believes that the new recruits should also be familiar with steel products since that is what they are selling. He favours recruiting from within the Steel Industry, since such people are familiar with the supply, production and properties of steel and are likely to talk the same language as other people working at the firm. 1. Questions : (a) What general factors should be taken into account when recruiting salesmen? (b) Do you agree with Rakesh Kumar or S. Kumar or neither?
0 comments:
Post a Comment