Plastic Products Ltd is a company that produces and markets plastic cups

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• Sales Management
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• Sales Management
•  
• CASE 3 (20 Marks)
• Plastic Products Ltd
• Plastic Products Ltd is a company that
  produces and markets plastic cups, teaspoons,
  knives and forks for the catering industry. The
  company was established in 1974 in response to
  the changes 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,
  Plastic Products has benefited from the growth in
  supermarkets and sells consumer packs through
  four of the large supermarket groups.

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• The expansion of sales and outlets has led
  Jim Spencer, the sales manager, to recommend to
  Bill Preedy, the general manager, that the
  present sales force of two regional
  representatives he increased to four. Spencer
  believes that the new recruits should have
  experience of selling fast-moving consumer goods
  since essentially that is what his products are.
  Preedy believes that the new recruits should he
  familiar with plastic products since that is what
  they are selling. He favors recruiting from
  within the plastics industry, since such people
  are familiar with the supply, production and
  properties of plastic and are likely to talk the
  same language as other people working at the
  firm.

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• Questions
•  
• Q1.What general factors should be taken into
  account when recruiting salesmen?
•  
• Q2.Do you agree with Spencer or Preedy or
  neither?
•  
• Q3.Distinguish between the job description and
  the personnel specification. For an industry of
  your choice, write a suitable job description and
  personnel specification for a salesperson.
•  
• Q4.Discuss the role of psychological testing in
  the selection process for salespeople.

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