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Hiring Process

The interview is the interaction between the decision maker and the candidate that attempts to find out if the candidate has the necessary skills. When there is a match between these two, there is a job offer.

  • Organization identifies unmet need
  • Then translates unmet need into job description
  • Job description identifies needed skills, abilities, qualities, and experience
  • These needs are matched to a qualified candidate

The hiring process is only successful when the hiring decision is based on this match between required job skills and demonstrated candidate skills and experience.

Job Description
A job description should provide an accurate reflection of what is expected of the employee. It should mention the required knowledge, skills, abilities, and reporting structure for the position. To meet the requirements of the Americans with Disabilities Act, job descriptions must also list primary and secondary job functions as well as any physical requirements.

Sample Job Description



POSITION TITLE: Sales Representation

Primary Purpose
The Sales Representative is responsible for increasing the sales of products and services to customers through the use of personal on-site field calls.

Job Requirements
A minimum of a high school diploma is required; however, a four-year degree is preferred.

Two years of experience in a B2B sales position. Industrial sales experience with a similar structure/methodology is required.

Key Skills
Negotiation skills; strong interpersonal skills; results oriented. A proactive, self-starter with a high degree of tenacity. Must also possess good time management skills along with strong planning skills. Must possess the ability to work independently and as part of a team. Literacy on computer keyboard is necessary.

Physical/Mental/Visual Demands
The sales representative will spend 4 – 4 1/2 days per week visiting customers at their work areas, which is often in a plant location in a manufacturing environment. They will be responsible for carrying company catalogs, literature, product samples to customers for demonstration purposes. Time spent on the computer (analyzing and producing reports, email correspondence) and driving to customer locations will require sustained visual scrutiny.

Extensive daily travel by an automobile will be required. Must possess a valid driver’s license, maintain a safe driving record and carry auto liability insurance per company guidelines. The incumbent must have reliable and well-maintained transportation that projects a professional business image.

Summary of Position
Ability to Learn
Approximately six months would normally be required to effectively learn to perform this job.

Supervision Required
Supervision is required to insure the salesperson is utilizing proper selling skills and the approved company methodology. Supervision is required to oversee and coordinate the account planning process between the salesperson and other branch personnel. The supervisor will spend at least one day per month calling on customers with the salesperson. One to two days per week will be required during the initial start-up training.

Work Quality
Incorrect information passed on by the sales representative could result in the company losing bids/quotes. An account’s total business could be at risk if situations are not handled satisfactorily.

Work Relationship
Internal: The sales representative will have regular contact with the Sales Manager, Regional Manager, and various support department managers. External: The sales representative will be calling on customers at all different levels; maintenance and repair personnel, engineers, purchasing agents, Directors of Material Management, and Vice Presidents of Purchasing.

Confidential Data
The sales representative will have access to confidential customer sales history and account selling strategies. If this information were to be made available to our competitors, it could negatively impact future sales growth.

Duties and Responsibilities

  1. Actively penetrate and develop business at assigned accounts
  2. Develop new accounts in an assigned geographical area
  3. Identify new customer contacts at assigned accounts
  4. Manage and respond to all assigned account needs
  5. Provide and/or coordinate product demonstrations on site
  6. Build and develop on going customer relationships

  7. Communicate effectively with sales management to capitalize on opportunities and/or resolve customer issues
  8. Make eight-ten sales presentations per day
  9. Present a professional image to the customer at all times