J.P. Reynolds Investment: Sales Representative Case Study Analysis

This case study analyzes the selection of a sales representative for J.P. Reynolds Investments. The assignment focuses on evaluating two candidates, Dag Wicklo and Katherine Bryant, for the position. The analysis considers factors such as individual abilities, competency, role perception, motivation, and skill set. The solution recommends Dag Wicklo based on his experience, regional background, communication skills, and overall suitability for the role, while also addressing the variables that influence sales performance. The assignment highlights the importance of these variables in the context of the sales representative role at J.P. Reynolds Investments.

Running head: BUSINESS CASE ANALYSIS
BUSINESS CASE ANALYSIS
Name of the Student:
Name of the University:
Author’s Note:

1BUSINESS CASE ANALYSIS
Answer 1
The categories of variables affecting performance which can be identified from the case
are the ability of the individuals, their competency, role perception, motivation, skill set and
others.
Answer 2
The variables related to ability are salesperson’s ability to understand the investment
services offered by the corporation, their ability to convince the customers and others. The
variables related to competency are the aptitude of the salesperson, their attitude towards their
work and others. The variables related to role perception are the awareness of the salesperson
regarding the role that they are required to perform within the corporation, their awareness of the
situation and others. The variables related to motivation are the extrinsic factors, intrinsic factors
and others. The variables related to skill set are the past job experience of the salesperson, the
selling skills that they have and others. In this relation, it needs to be said that the amelioration of
all these factors or the variables which affect the performance of the salespersons and thereby
needs to be taken into account.
Answer 3
On the basis of the interview, I would recommend Dag Wicklo to Joanna to hire. Dag
Wicklo has extensive experience of working as an investment salesperson, hails from South
which is the region in which the corporation operates, he is able to speak in three different
languages, he is likable, confident, team worker, friendly, physically fit, workaholic, had

2BUSINESS CASE ANALYSIS
excellent presentation skills along with possessing other important qualities. These attributes of
Dag Wicklo give him the edge over Katherine Bryant who had scored low on these attributes.