1 What general factors should be taken into account when recruiting salespeople? 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 fast food 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 fast-moving consumer goods since essentially that is what his products are.