Case 1 HRM

DR.
VISHWANATH KARAD MIT WORLD PEACE UNIVERSITY
FACULTY OF MANAGEMENT
SCHOOL OF LEADERSHIP (PG)
CCA PARAMETER I: INDIVIDUAL ASSIGNMENT
BATCH 2022-24
Case study:- Memon Lubricants : Hiring a Sales Representative
Name: Aaditya Raj Singh
PRN: 1062220435
Subject: Human Resource management

Synopsis:-
Memon Lubricants is a company specializing in manufacturing and supplying high quality
lubricants to customers in various industries. The company is looking for a Sales Associate to
help grow its customer base and increase sales.
An ideal candidate for this position should have at least a bachelor's degree in a related field
and have at least two years of his sales experience in the lubricant industry or related
industry. Sales representatives are responsible for identifying potential customers, building
and maintaining customer relationships, and promoting Memon Lubricants products.
Candidates should possess excellent communication and negotiation skills, a strong customer
orientation, and the ability to work independently and in teams. The company offers
competitive salary packages with performance-related incentives.
Workplaces are located in the city center, and salespeople must travel frequently to meet with
customers and attend industry events. Candidates must have a valid driver's license and be
able to use their own transportation.
Overall, the Sales Associate role at Memon Lubricants is a challenging yet rewarding
opportunity for someone with a passion for sales and a desire to grow the company's
customer base and revenue.
Raheem’s Objective:-
Raheem's goal when hiring salespeople is to find qualified candidates who can help increase
the company's sales and grow its customer base. Specifically, they want salespeople to
identify potential customers, build relationships with them, and effectively promote the
company's products.
Raheem can also set additional goals for sales reps, including: B. Achieving a specific sales
goal, increasing the company's market share in a specific industry, or increasing customer
satisfaction. Ultimately, he Raheem is looking for salespeople who can contribute to the
company's overall success and help them reach their long-term goals.
Job Description:-
Responsibilities:
Sales representatives are responsible for identifying potential customers, building and
maintaining customer relationships, and promoting Memon Lubricants products. This
includes frequent travel to meet with clients and attend industry events.
Skills:
Candidates should possess excellent communication and negotiation skills, a strong customer
orientation, and the ability to work independently and in a team. A valid driver's license and
access to your own transportation is also required.
Salaries:
We offer competitive salary packages with performance-based incentives.
Overall, this job description emphasizes the importance of sales experience, a strong
customer focus, and the ability to effectively promote the company's products. Candidates
should also be willing to travel frequently and have access to their own means of
transportation. The company offers competitive salary packages and performance-based
incentives to attract the best candidates for the position.
Job Encouragement:-
Clearly communicate job roles and requirements.
Make sure your job listing clearly communicates the job and job requirements, including
required education, experience, skills, and personal attributes. This helps potential candidates
determine if they are suitable for the job and encourages them to apply if they meet the
qualifications.
Highlight company culture and benefits:

Highlight the positive aspects of working for Memon Lubricants, including culture, work-life
balance, competitive salary packages, and performance-based incentives. This helps potential
candidates understand the benefits of working for the company and encourages them to
apply.
Use social media and online job postings:

Use social media and online job boards to promote your job listings and reach a wider
audience. Attract potential candidates by sharing your job postings on your company's social
media accounts and popular job search sites.
Offer employee referral rewards:

Offer current employees referral bonuses for referring qualified candidates for sales
representatives. This allows employees to advertise vacancies and encourage them to apply to
the network.
Access job fairs and industry events.

Attend job fairs and industry events to network with potential candidates and promote
recruitment. This allows us to actively seek out new job opportunities and attract candidates
who are interested in working in the lubricants industry or related industries.
Recruitment process:-
Job analysis:
The first step in the hiring process is a job analysis to determine the skills, experience and
qualifications required for the sales role.
Recruitment:
After determining the job requirements, Raheem needs to create a job listing that clearly
communicates the job, qualifications, and skills required for the job.
Advertisement:
Raheem needs to advertise its vacancies on multiple channels such as social media, online job
boards and industry publications to attract more candidates.
Demonstration:
Raheem must review the resumes and cover letters received from potential candidates and
select the most suitable applicants for the next stage of the process.
Job interview:
Raheem must interview selected candidates to assess their skills, experience, and suitability
for the company culture. Raheem may use behavioural questions and scenarios to assess a
candidate's past experience and how they have handled different situations.
Reference check:
Raheem must conduct reference checks on final candidates to verify their work experience
and qualifications.
Offer:
Once the reference check is completed, Raheem can make an offer to the selected candidate
and negotiate terms of employment, including salary, benefits and incentives.
On boarding:
Once a candidate accepts an offer, Raheem needs to onboard them by providing training on
company culture, products, and sales strategies.
Conclusion:-
A Memon Lubricants case study highlights the importance of hiring qualified salespeople to
represent the company in the market. Raheem, owner of Memon Lubricants, knew he needed
salespeople to grow his company's customer base and increase sales.
Raheem recognized the importance of creating job descriptions that clearly outline the
qualifications, skills, and personal attributes required for sales positions. He also recognized
the need to advertise job postings on multiple channels to attract more candidates.
Recruitment criteria for salespeople emphasized the importance of education, experience,

skills, and personal attributes such as good communication and negotiation skills, a strong
customer orientation, and a positive attitude. These criteria are designed to ensure that the
selected candidate effectively represents Memon Lubricants in the market.
Overall, the case studies highlight the importance of a well-planned recruitment process to
recruit qualified candidates and grow the company's customer base. By following a
systematic recruitment process, Raheem is able to identify and hire qualified salespeople to
help the company achieve its sales goals and grow market share.

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DR.

VISHWANATH KARAD MIT WORLD PEACE UNIVERSITY

SCHOOL OF LEADERSHIP (PG)

CCA PARAMETER I: INDIVIDUAL ASSIGNMENT

Case study:- Memon Lubricants : Hiring a Sales Representative

Name: Aaditya Raj Singh

Subject: Human Resource management

Highlight company culture and benefits:

Use social media and online job postings:

Offer employee referral rewards:

Access job fairs and industry events.

Recruitment criteria for salespeople emphasized the importance of education, experience,

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