Plastic Products Ltd

Plastic Products Ltd is a company that produces and markets plastic cups, teaspoons,

knives and forks for the catering industry. The company was established in 1974 in

response to the changes taking place in the catering industry. The growth of the fastfood

sector of the market was seen as an opportunity to provide disposable eating

utensils which would save on human resources and allow the speedy provision of

utensils for fast customer flow. In addition, Plastic Products has benefited from the

growth in supermarkets and sells consumer packs through four of the large supermarket

groups.

The expansion of sales and outlets has led Jim Spencer, the sales manager, to

recommend to Bill Preedy, the general manager, that the present salesforce of two

regional representatives be increased to four.

Spencer believes that the new recruits should have experience of selling fastmoving

consumer goods since essentially that is what his products are.

Preedy believes that the new recruits should be familiar with plastic products

since that is what they are selling. He favours recruiting from within the plastics industry,

since such people are familiar with the supply, production and properties of

plastic and are likely to talk the same language as other people working at the firm.

Discussion questions

1 What general factors should be taken into account when recruiting salespeople?

2 Do you agree with Spencer or Preedy or neither