Quiz: Apply a Process to Generate a Ranked Selection

ILRME504: Effective Hiring and Interviewing Cornell University ILR School

Quiz: Apply a Process to Generate a Ranked Selection Make and Communicate Your Decision

Instructions: Read through the information in this scenario and then rank order the candidates.

Selection plan: 1. Review application: demographic information, experience, and education. 2. Perform employment tests: intelligence and job knowledge tests. 3. Perform semi-structured interview.

Position information:  Sales Representative for Lawn and Lightweight/Personal Construction Equipment, Wholesale  Entry-level position  Need to hire 2 people

Responsibilities and Competencies for the Position:  Negotiate prices or terms of sales or service agreements.  Prepare and submit sales contracts for orders.  Visit establishments to evaluate needs or to promote product or service sales.  Maintain customer records using automated systems.  Answer customers' questions about products, prices, availability, or credit terms.  Knowledge of principles and processes for providing customer and personal services.  Knowledge of the lawn and construction equipment products and industry, particularly regarding personal lawn maintenance equipment.  Skills persuading others to change their minds or behavior.  Negotiation skills.  Skills and experience managing long-term customer relationships.

Company information  Livingston Machinery, LLC 1

 Manufacturer and seller of American-made, mid-range lawn and garden equipment  Located in Ocala, Florida  Founded in 1952, still family-owned and operated  Has 550 employees, mostly in manufacturing/general factory work  Has moderate-size sales force to sell equipment to retailers—locally and nationally

Candidates’ Summary Information

1. Jamie Bender a. Age 32 b. Education: A.A. in Business from Santa Fe Community College. c. Experience: 7 years as a Sales Associate at Home Depot (4 years in the lawn equipment department)

2. Claire Johnson a. Age 29 b. Education: B.A. in Communication from University of Central Florida. c. Experience: 5 years at XYZ, Corp. as a sales associate in Corporate Sales; 4 years as an assistant to Sales Manager at XYZ, Corp.

3. Andrew Ng a. Age 35 b. Education: B.S. in Marketing from University of Miami. c. Experience: 12 years in the Army Infantry prior to attending college; newly graduated

4. Allison Reynosa a. Age 32 b. Education: A.A. in General Studies from Jefferson Community and Technical College c. Experience: 2 years as Manager at ABC Small and Large Engine Repairs; 9 years as Vehicle Repair Technician at same company.

5. Brian Garcia a. Age 25 b. Education: B.A. in Art History from University of South Florida

2 ILRME504: Effective Hiring and Interviewing Cornell University ILR School

c. Experience: 3 years as Assistant to Sales Manager of Wholesale Products at Livingston Machinery, LLC [Internal Hire Possibility]

Scores on selection tests  Intelligence test ranges from 1-75 (average score Intelligence/ Industry and of current sales associates is 44) Ability Test Candidate Product Conducted  The knowledge test is based on the percent Knowledge Test In-house correct on the overall test

Jamie Bender 41 90% Claire Johnson 54 89% Andrew Ng 39 95% Allison Reynosa 44 85% Brian Garcia 39 97%

Scores on employee interviews Question 1: Lawn Question 2: Question 3: Sell Question 4: Question 5: Equipment Strengths a product to me Save a customer Tell me when Total Candidate Knowledge who doesn’t you managed Score renew contract conflict at work Jamie Bender 3 2 2 2 1 10 Claire Johnson 3 2 2 3 2 12 Andrew Ng 2 1 3 2 3 11 Allison 2 3 3 1 3 12 Reynosa Brian Garcia 3 2 2 2 2 11

Interview ratings are from a moderately structured interview. Each candidate was interviewed by one of two people: the sales manager or the assistant sales manager. They agreed to ask the same six questions but give themselves flexibility to follow up. They shared their ratings of each of the six questions (on a 3-point scale) and their personal comments on each candidate (see below):

Candidate Comments Jamie Bender Sales manager: Nice guy. Reminds me of my brother—really knows his lawn mowers. Claire Johnson Assistant sales manager: Smart young woman. Didn’t seem to have that competitive spirit, but had good sales experience. Andrew Ng Assistant sales manager: Could really use a good military man in the group to keep things moving. Our customers would probably like that. Allison Reynosa Sales manager: Here’s a girl who knows her engines! Don’t really have anyone with her general level of knowledge in our group, even if she has some things to learn about lawn equipment in general. Brian Garcia Sales manager: I have enjoyed having him as my assistant and think he’d make a fine sales associate.