Case Analysis Submission

Topic: Moonka Auto: Recruiting Salespeople

Prof. Nishit Kumar Sinha

Submitted By: Group 13, Section D

Roll no. Name

2023PGP525 Sakshi Shubh
2023PGP554 Sanju S Nair
2023PGP317 Shailesh Verma
2020IPM125 Shivam
2023PGP352 Sonam Kumari
1. What were the objectives of the Moonka Auto owners?
Moonka Auto Owner had various goals they intend to achieve through their recruitment process:
Their primary objective was to fill sales positions at the new dealership swiftly and efficiently. This was the
most pressing worry because it will have a detrimental impact on both old and new showroom sales, as well
as the risk of existing salespeople leaving.
Some of the other objectives were:
a) Hire qualified candidates who possess friendly demeanor, good listening abilities,strong understanding of
Honda and competitor products, skilled negotiations with limited discount offers
b) Improve the recruitment process compared to previous, informal methods to a more systematic and
consistent approach.
c) Maintain control over the money and time invested in the recruitment process as budget efficiency was
critical.
d) Ensure employee morale and satisfaction to avoid demotivating existing staff as the workload increases
and reduce the likelihood of resignations from the current sales staff.
e) Ensure the long-term success of the new dealership. Thus, finding the best salesperson was critical for
long-term growth.
Through all these, Moonka Auto Owner hopes to establish a strong sales force for the new dealership,
increasing overall sales and contributing to the company's long-term success.
2. What kind of salespeople Moonka Auto required? What should have been an ideal JD /JS?
The traits of an ideal salesperson for Moonka Auto is as follows:
• He/she/they should be excellent at face-to-face communication with customers
• He/she/they should be conversant in Hindi and English, knowing the local language like Oriya is an
added advantage
• He/she/they should be able to absorb what the customers are saying and give to the point
recommendations based on these conversations
• They should keep themselves abreast of the latest happenings about the competitors, offers being made
in the market, customer trends etc.
• They should be able to learn from customer feedback and absorb these changes in their sales pitch
• They should also be able to build a good rapport with other functions like the service department, gain
useful insights from them and use it in their sales pitch
• They should be able to meet/exceed their sales targets without giving away a lot of discounts
• They should be well groomed, well dressed, punctual and serious about their jobs
Ideal Job Description would resemble:

Job Title: Sales Person

As a Moonka Auto Sales Person, you'll play a pivotal role in representing our brand and achieving our sales
goals. You'll be responsible for:
 • Building strong relationships with customers: Understanding their needs, preferences, and budget to
recommend the perfect Honda motorcycle.
• Demonstrating in-depth knowledge of Honda products: Presenting their features, benefits, and
technical specifications with confidence and clarity.
• Effectively communicating and negotiating: Clearly explaining financing options, addressing
queries, and negotiating deals to maximize customer satisfaction and sales.
• Exceeding sales targets: Consistently striving to achieve and surpass established sales goals,
contributing to the overall growth of the dealership.
• Maintaining a positive and professional demeanor: Fostering a welcoming and informative
environment for customers, upholding the highest standards of professionalism.
• Staying abreast of trends and competitor offerings: Continuously learning about market
developments, competitor products, and new technologies to offer informed recommendations.
• Collaborating effectively with colleagues: Working seamlessly with other team members to ensure a
smooth and efficient sales process.
• Contributing to a positive workplace: Embracing a team-oriented spirit and actively participating in
dealership initiatives.
Qualifications:
• Minimum of 1 year of experience in motorcycle sales (preferred)
• Proven track record of exceeding sales targets
• Excellent communication and interpersonal skills
• Strong product knowledge and technical understanding
• Ability to negotiate effectively and close deals
• Confident and persuasive demeanor
• Ability to work independently and as part of a team
• Excellent time management and organizational skills
• Proficiency in Hindi and English (both spoken and written)
Benefits:
• Competitive salary and commission package
• Attractive incentives and bonuses for exceeding targets
• Comprehensive training and development program
• Opportunity to work in a dynamic and growing company
• Positive and supportive work environment
If you're passionate about motorcycles, possess excellent sales skills, and thrive in a customer-centric
environment, we encourage you to apply!

3. What recruitment strategies are suggested?

Improving the Recruitment Process:
• Define precise job specifications, including the knowledge, expertise, and disposition that a successful
salesperson should possess. A clear job description expedites the screening process and draws in
qualified applicants.
• Create an organized hiring procedure: Set up distinct phases, such as the initial screening, reference
checks, interviews, and resume reviews. This guarantees that each candidate is evaluated equally and
consistently.
• Utilize multiple channels: Don't just rely on job boards; use a variety of recruitment channels. To reach a
larger pool of eligible candidates, take advantage of employee recommendations, local connections, and
collaborations with universities or career training facilities.
• Implement assessment instruments: To evaluate candidates' suitability for the sales role, think about
using aptitude tests, skills tests, or role-playing exercises.
Improving the employment offer:
• Offer Competitive pay and benefits package to ensure that the compensation package appeals to
prospective salespeople, considering the local market and the offerings of your competitors.
• Provide opportunities for clear career advancement, to inspire and retain top talent, outline possible
career paths within the organization.
• Highlight the benefits of working at Moonka Auto, including the company's encouraging team culture,
training opportunities, and employee recognition initiatives.
• By offering an incentive program, current staff members are encouraged to recommend eligible
candidates. This encourages company loyalty and makes use of already-existing employee networks.
• Establish a powerful employer brand that positions Moonka Auto as an appealing place to work.
Participating in career fairs, posting positive employee testimonials, and using social media are ways to
accomplish this.
Although prior attempts at working with agencies proved unsuccessful, partnering with an agency that
specializes in the automotive sector may result in more favourable outcomes.