1. From the facts given, did Shirley do a proper job analysis? What else could she have done to evaluate the current positions? Explain. Digital Age Games is a video game publisher that took gaming to a new level in the early 1990s with its well-known “Sack Attack—Extreme Football” game. Unfortunately, it has not had a popular game title since that time and is attempting to make a comeback with its new game “Drop-Kick—Extreme Wrestling.” However, Digital Age has found that there is “extreme” competition for space on retailer shelves, as the top three game publishers (Digital Age is not one of them) have a 90 percent share of the market and a corresponding share of shelf space. Therefore, Digital Age’s sales group is an area of key concern.

To address this concern, Digital Age’s management has hired Shirley Hill, job analysis consultant, to conduct a job analysis of the company’s sales positions and give overall advice on how to improve the recruitment process for those positions.

Shirley began her analysis by doing research on the gaming industry as a whole, reviewing the sales structure and job descriptions of Digital Age’s major competitors and determining goals and objectives of Digital Age’s management. Management told her that it wants to focus on customer prospecting and product demonstration by increasing in-person salesperson attention (and therefore, salesperson travel). It also wants employees with gaming knowledge who will better understand product detail and be able to communicate it to customers.