Section A. Job Analysis
Case Scenario 1: The following case scenario is the background
that would guide your answers in Sections A.
You are the Human Resources Manager at the Bahrain office of a
well reputed real estate firm ‘Homes are Us’ specialized in
creating, selling, and maintaining the high-end residential spaces.
The company’s headquarters is in Bahrain, with other offices in
Saudi Arabia, Oman & Kuwait and employs around 100
professionals. The sales team comprises of a Sales Manager, 4 Sales
Executives and 4 supporting staffs at every office. Company plans
to hire an additional Sales Executive for the Bahrain Sales team.
As part of the managerial decision-making process, you are required
to conduct a job analysis for the following job position of a Sales
Executive.
a) What is the purpose of conducting a job analysis? What are
the main products of this process once it is completed? (50 - 100
Words) (1 Mark) (ILO: A1)
b) Select any one method of conducting the job analysis for
the Sales Executive position? Explain briefly about the method that
you have selected. Justify the selection of the method. (100 - 150
Words) (ILO: A1, A3, C1)
c) Find below seven sections from the Job Description (JD) of
a Sales Executive. Provide appropriate titles for 1-4 sections as
per the standard JD format discussed during this course?
(ILO: A1, B3)
Title
Description
1
Job Title: Sales Executive, ‘Homes are Us’
Reports to: Sales Manager, Bahrain
Department: Villa Projects
2
The sales executive develops business plans, lead generation,
tracking sales goals, meeting the individual annual sales
targets.
3
• To be the primary contact for all sale enquiries that
assigned.
• To ensure that the client’s queries are addressed promptly
and in professional manner.
• To meet individual sales targets with the sales team.
• To maintain the database of potential purchasers and update
it regularly.
• To prepare and present monthly, quarterly, half yearly and
annual sales reports and when required.
• To attend the internal and external meetings as
required.
• To understand and serve our customers in accordance with the
guidelines of the company.
4
• Excellent verbal communication skills in English &
Arabic
• Professional written skills to prepare sales reports and
quotations.
• Basic computer skills including experience with Microsoft
Excel
• Excellent Time management skills
5
Compensation
• BHD.700 + Performance allowance 5% of the sale deal
• Personal Health insurance.
6
Working conditions
• Willingness to work in a flexible schedule/ 5 days a
week
• Travel (local & international) required.
7
Education & Experience
• High school diploma required, A bachelor’s degree in any
field preferred
• 2+ years of experience in real estate or, a related field
strongly preferred
• Real estate license preferred but not required
d) On an average a sales executive at ‘Homes are Us’ generates
BHD 100000 profit in sales/ year. You are expecting to generate BHD
500000. How many salespeople you would need to hire additionally in
the firm next year if the performance per sales executive remains
the same? What is the term that would best describe this type of
‘personnel forecasting/ technique? (1 Mark) (ILO: A1, B1)