A Competence Based Approach to Selecting Sales Representatives at Olymp

Abstract

This case study will examine the problems associated with recruiting and hiring personnel to positions where customer focus is the key criterion for an employee’s effectiveness. Working with the case study enables students to develop skills analyzing the activities of sales representatives at an automobile dealership, developing specifications and listing competences for such a specialist. The formula used in building up the specifications and listing the competences can be transferred to other spheres of business.