Question

Section A. Job Analysis Case Scenario 1: The following case scenario is the background that would...

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)

Homework Answers

Answer #1

Answer a) The purpose of conducting a job analysis is to find the right person for the job. The person must have skills required for the job and must be able to perform them effectively and efficiently. The main products of this process is a proper insight of functions and responsibilities of job.

Answer b) The best method to conduct job analysis for the role of Sales executive is observation method. In this type of method, the job analyst observes the tasks performed in the job and makes notes to describe the duties. It is the best method to conduct job analysis because other sales executives can be observed and their work can be examined. This will help in forming a detailed description of job role.

Answer c) 1- Job title
2-Job overview
3- Resonsiblities and duties
4- Skills required

Answer d) Since one salesperson generates a profit of 100,000. Total of 5 sales people must be required. That means 4 more sales people must be hired.
The best term to describe this type of personnel forecasting technique is Ratio-trends analysis.

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