JP Reynolds Investments Case Solution

2. Within each category, which variables do you think are relevant to a salesperson’s performance at J.P. Reynolds? Why?

Within personal characteristics and employment history categories, the relevant variables are - demographic factors (age, marital status), family background/status, qualification, and experience in sales of investment products because Reynolds has recently lost best salesperson, so it is expected that potential candidate must stay longer and remain committed towards the organization. If a person is married, he/she wouldn’t be able to remain focused in job due to great number of family responsibilities and it is preferred for the position of sales representative level 2 that a person should have 3 to 6 years’ experience, so people aged below 25 years are usually not much knowledgeable and experienced and this can affect their performance. If a person is from upper-class family, his/her affection to earn money and learn about investment products would be minimal but it is important for sales position because it creates passion and drive to sell among salespeople. Within the aptitude category, mental aptitude variable holds relevancy as it assesses how creatively and innovatively salespeople can handle complex situations (such as- selling to angry/skeptical customers).