Reference no: EM132836111

Ms. Catherine Magee is calling Professor Hector Gomez to inform him about sales positions she is trying to fill. Ms. Magee is the owner of Sales Resources Inc., a recruitment firm whose clients are companies located in Houston, Texas. One client has asked Ms. Magee to help them fill two sales positions. The conversation between Ms. Magee and Professor Gomez was as follows:

Magee: Hector, I'm calling to find out if you know of any recent graduates whom you would recommend for two sales position, I am trying to fill for a client here in Houston.

Gomez: Thanks Cathy for thinking of us. It is good to know that companies like yours continue to promote our graduates to your clients. Our semester just ended two weeks ago and I'm sure there are several graduates who would be interested in these roles. What type of work is involved?

Magee: One position is an inside sales position. All the contacts this salesperson will make will be on the telephone selling electrical connectors to purchasing agents. The company would ideally like to hire someone who has at least one year of sales experience, but it doesn't have to be with this type of product. The other role is for a field salesperson and in this case, the company will train the new recruit in their field sales trainee program so prior sales experience is not required. Someone with an aptitude for sales would be preferred.

-Describe the type of sales structure this company uses for the organization of its sales team.

-If you were a sales manager doing the hiring for this team, how would you conduct an initial discussion with candidates for the different positions? Assume that the COVID-19 situation has ended when answering.

-What options does the sales manager of this team have available to encourage the inside salespeople and field salespeople to work together so as to reduce potential conflict between the teams?