Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
Electronics
140301022
PGDM Executive
Hire a graduate right of college to join the sales force trough a structured Interview process.
Taught about Arrows history and values, basics of the industry and electronic components. (Headquarter 1
week)
How to pick orders from shelves, track inventory and operate systems. (Warehouse 2 weeks)
Exposing recruits to sales, customer support, marketing, shipping, work with FSRs and SMRs, product
management assistance. (Field office 6 months)
Sales skill training. (Headquarter 1 week)
Training period over, instated as permanent employees in field office. (Field Office)
Merits and Demerits of Introducing Pathways Program
Merits
It is essential in order to counter the constantly
reducing sales force pool
Arrow has acquired four of the top 10 distributors and
the size of the company has increased which would
a uniform training program.
Although Arrow had a sales force of 1000, their
turnover was around 26% - 30 %.
To attain competitive advantage and become a
benchmark in sales force in the industry by creating
a consistent talent pipeline.
Since the recruits are fresh out of college, it is
essential to train and bring energy and
professionalism.
Demerits
A rigorous training is making them the most
sought after sales people in the industry and
hence being offered higher pay packages and
management positions which in turn lead to
attrition.
Training was additional cost to company.
According to Kaufman its more reasonable to
hire somebody from competitor at $40,000 than
to give somebody a 30 % hike in your company
[1985 figures].
It led to clashes between General Managers
and newly trained sales force due to stark
difference in their ideologies which caused
internal HR issues.
3. Training
Job Offer.
Giving Area Sales Managers a more focused approach towards retaining clients by means of regular
interaction.
This will reduce Arrows depenpendence on FSRs as they are the only key point contact for Customer
relationship management.
This will also de-risk Arrow from potential loss of clients when FSRs leave.