Individual Assignment

Name: Bhairavi B
Module: Sales & Distribution Management
Submitted to: Aparna Kanchan
SAP ID: 80118180021

CASE: HOLDEN ELECTRICALS RECRUIMENT OF SALES PERSONNEL

Q.1 Evaluate Holden’s recruiting program, suggesting whether or not the company should have continued its
college recruiting of sales engineers. (Give reasons for your decision).

➢ The company should continue with the college recruitment program as historically speaking
all Holden salespeople were recruited from twenty-five engineering colleges by district sales managers. The
general sales manager felt that the two hundred sales engineers currently working for Holden were an
excellent source of new recruits. They have the best resources in their company through recruitment
programs they have done in all the colleges. Although the entrance for sales personnel has dropped but
there are many colleges with possible candidates who will go for the opportunity to work with Holden
Electricals. If Holden choses any personal internally there would be a gap if the person is not having any
sales knowledge about non-selling division. As suggested by district managers, they should modify the
current program with few changes which will benefit Holden. There would be added cost if Holden looks
out for experienced candidate in the industry as the fresher candidate on boarding cost won’t be not as
higher as the experienced candidate. College candidate will have more willingness to learn and get trained
as early as possible as they have the fear of losing job so early, they will never compromise in putting more
efforts and bring more productivity in the given targets.
Since there is only gains which is benefited for Holden on a longer way they should not discontinue with
the college recruitment program.

Q.2 Suggest New feasible methods/sources for the recruiting program.

➢ Below are some options for new recruitment program:

1. Holden can have a recruiting agency to reduce the cost and search candidates other than in the listed
colleges where they conduct regularly.
2. Holden should understand the current selection process done by mass recruiters and make
opportunities available for bigger lot of applicable candidates.
3. Holden should give a package to Industrial trainees and give direct recruitment who has already done
their training programs in their company.
4. Most of the top colleges will have competitive companies to get maximum candidates, Holden should
have list of college on both Top as well as colleges which are not given opportunities by other
companies.
5. The placement team should check on the regrets they had historically and change their strategy to get
more employees based on their soft skills.
6. The placement team should always take the suggestions from the Direct Sales Managers on the
expectation of possible candidates and they should be part of the candidate selection program.