CSU BBA3221 Unit Iii Case Study

BBA 3221, Sales Management
2

Unit III Case Study

Read “Case 5.1 Help Wanted!” on
pages 164-165 of your textbook.

In a minimum two-page, APA
formatted paper, answer the questions below. A title page and references page
should be included in addition to the two pages of content.

In your response, make specific
references to concepts you learned in Chapter 5 and other sources that support
your analysis of the questions. Convince the reader that your response to the
questions is correct. Using outside sources other than the textbook is not
required; however, they can be helpful in your responses.

1. Assess Fred’s interview with Victor. Do
you feel that Fred violated any legal or ethical guidelines during the
interview? Explain why you feel this way.

2. How are the key concepts of socialization
related to this situation? Explain.

3. What do you think might happen to Victor
should he accept the position?

4. What responsibility does Victor have when
interviewing for a position such as this?

5. Explain the approaches that Fred used to
locate prospective candidates for his sales rep position. How do you think that
Fred could improve his recruitment and selection process? Be sure to identify
the legal and ethical considerations Fred should be aware of when recruiting
individuals and the tools he should use to select candidates with the right
profile.

Information about accessing the
grading rubric for this assignment is provided below.