University HRM Report: Sales Representative Recruiting Plan

This report presents a comprehensive recruiting plan for sales representatives, focusing on the needs of Johnson & Johnson (J&J) Company in Melbourne. It outlines the responsibilities of sales representatives, including generating revenue, building customer relationships, and promoting products. The report details the required job skills, such as customer service, communication, and persistence, as well as the necessary qualifications, including a bachelor's degree and knowledge of sales cycles. It also covers the interview process, career paths, and the company's commitment to employee development. The report emphasizes the importance of sales representatives in driving business growth and customer retention, highlighting the significant financial impact of turnover in this role. References to relevant academic sources are included to support the information presented.

Running head: HUMAN RESOURCE MANAGEMENT
Human Resource Management
Name of the Student
Name of the University
Author note

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Recruiting Plan for Sales Representative
Sales Representatives
Sales representatives are those that knows the value of the company and its brand name
that is to be presented in front of the consumers. They are the one that generate demand for the
company by selling their products to the customers. They are the one that work together with the
customers to create the product they want and carries out smooth sales process. They are the
person fo the company that helps create new sales lead for the business with the permission of
the directors. Sales representative has the duty of carrying both inside sales where in customers
visit the store and outside sale where they have to visit the customers. Thus, they are the one that
generate the revenue for the business and customer retention. However, hiring a sales
representative is not an easy task as it involves a lot of screening of quality, skills and abilities. It
is evident that the turnover costs of a sales person is $150,000 on an average. A sales person
should have the following quality, qualification and skills to be a successful sales person
(Mintzes, et al., 2013).
Job Description
Johnson and Johnson family of Companies is a company in Melbourne selling medical
devices and products for the care of the patients. The aim of the business is to improve the
condition of the patients. Thus, the company is offering a chance of becoming a healthcare sale
person in J&J Company and have a great career ahead (Au.indeed, 2017).
Responsibilities
The sales representative will join the sales team working in Victoria as one of the special
sales person working both for the central and the western regions. The new hire will be

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responsible for carrying out effective sales in the region through its efficient marketing and
planning capabilities. The person is also responsible in making long term relationship with the
customers such as the healthcare units, patients and help in increasing sales for some of our new
products such as eye care products, lenses and others. Should be keen to undertake risk of losing
sale at some point of time (Rutherford, Marshall & Park, 2014).
Job Skills and Requirements
Being a sales person requires a lot of dedication and skills by the person. Some of the skills
required for getting hired in the company as sales person are:
1. Excellent skill in customer service by keeping in mind that customers are special and
their requirements and needs are always right.
2. Excellent communication skills to communicate with the customers effectively and help
them learn about the usage of the product.
3. Should be ready to work for long hours at a stretch.
4. Persistence is the next important skill as the person should understand that not all days
are the same.
5. Committed to take care of the patients need on time.
6. Should be ready to work in diverse environment by visiting various healthcare units
(Khan, et al., 2016).
Qualification
Along with the skills there are some basic qualifications that is required by the person
that is being hired as a sales person of the company.
1. Bachelor’s Degree in any science subject would be advantageous

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2. Degree in strategic business planning
3. Familiar with the long-term cycle of sales
4. Have a background knowledge about retailing and sales
Basic Salary
A competitive salary package will be offered to the new hire. The salary may vary from
candidate to candidate depending on their experience in sales and retail field. Salary will be best
in the industry even to the fresher.
Interview
Interview will be conducted through phone and selected candidates will be called
for further rounds. This will be like a screening round where the final candidates will be selected.
Further round will be an interview which will be in person with the candidate. It will challenge
the candidate on certain grounds to ensure that they are best suited for the role. There will be
further Extempore round in which candidates will be asked to speak about any on stop topic.
This will judge their communication skills that is one of the important factor in any sales person.
Finally selected candidates will go further for HR round and managerial round.
Career Path
Have the chance of becoming a sales manager in future with their ability and
performance over a period of at least 2years. The candidate will also get a chance to become an
Account Executive or a Sales Director which are the leadership roles. However, it requires
dedication and hardwork as a sales person.

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We are thriving to give you the uniqueness of the job, diverse culture to the employees
and the chance to get a proud career growth in future. The person will get the exposure to show
their innovations and skills in product selling with full training and continuous development
(Johnston & Marshall, 2016).

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References
Au.indeed.com. (2017). Sales Representative Specialist job - Johnson & Johnson Family of
Companies - Melbourne VIC | Indeed.com. Retrieved 2 October 2017, from
https://au.indeed.com/viewjob?
Johnston, M. W., & Marshall, G. W. (2016). Sales force management: Leadership, innovation,
technology. Routledge.
Khan, N., Naqvi, A. A., Ahmad, R., Ahmed, F. R., McGarry, K., Fazlani, R. Y., & Ahsan, M.
(2016). Perceptions and attitudes of medical sales representatives (MSRs) and prescribers
regarding pharmaceutical sales promotion and prescribing practices in Pakistan. Journal
of Young Pharmacists, 8(3), 244.
Mintzes, B., Lexchin, J., Sutherland, J. M., Beaulieu, M. D., Wilkes, M. S., Durrieu, G., &
Reynolds, E. (2013). Pharmaceutical sales representatives and patient safety: a
comparative prospective study of information quality in Canada, France and the United
States. Journal of general internal medicine, 28(10), 1368-1375.
Rutherford, B. N., Marshall, G. W., & Park, J. (2014). The moderating effects of gender and
inside versus outside sales role in multifaceted job satisfaction. Journal of Business
Research, 67(9), 1850-1856.