$1.$ Create an Interviewers Grid to help you probe for traits $/$ attitudes; level of motivation; ability to work in teams; levels of knowledge; selling experiences and selling skills. Establish a minimum of two questions per area.

Area to Probe: Questions to Ask:

Attitudes $/$ Personal Traits $1.$

$2.$

Motivation $1.$

$2.$

Ability to work in a team environment $1.$

$2.$

Sales & Industry Knowledge Levels $1.$

$2.$

Selling Experiences and Selling Skills $1.$

$2.$

$2.$ List $5$ questions you shouldn$$t ask in an interview and state whether the question is illegal or creates an ethical dilemma. Then convert the question to one that would be appropriate.

Inappropriate Question Legal? Revised Question

$1.$

$2.$

$3.$

$4.$

$5.$

$3.$ Ethical dilemma #$1$: You are a district sales manager for an electronics company and are responsible for all recruitment and selection decisions in your district. The company$$s national sales manager has asked you to interview his son for a sales position that has just opened in your district. Coincidentally, he mentions that a regional manager position $($which you deserve very much$)$ is about to open up$.$ On interviewing the national sales manager$$s son, along with several other candidates, you find that he is not the best qualified for the position. What do you do$?$ Provide your answer including your rationale.

$4.$ Ethical dilemma #$2$: You have completed all of the steps to select your next field sales representative and you have chosen your top candidate. This candidate meets or exceeds all of the position requirements and clearly has the potential to be an $$above average performer$$; in fact the potential to be a star! Just prior to tabling an offer to this candidate you receive an unsolicited tip from the other candidate short$-$listed for the position. The tip is: your chosen candidate plans to start his own sales training consulting business in $2-3$ years after he solidifies his financial situation and gains some additional industry experience. You have estimated that it will cost your firm approximately $$80,000$ in recruitment and training costs to get this new sales employee up to speed in the $1$st year after being hired and that it takes approximately $18-24$ months for a new sales rep to master the position and reach their potential. What do you do$?$ Provide your answer including your rationale.

$5.$ Calculate impact of Sales Employee Turnover and Cost to Replace $$ go to Chantilly Group Excel Program and input the following information:

Number of employees in position $=35$

Turnover Rate $=10\%$

Average Annual Compensation $=$ $$85,000$

Average Tax & Benefit Cost as a $\%$ of Salary $=42\%$

Average number of Candidates interviewed per opening $=25$

Average number of Candidates assessed per opening $=6$

What is the $$Total Turnover Cost per year$?$