Moonka Auto: Recruiting Salespersons

In April 2016, the owner of Moonka Automobile, a two-wheeled vehicle dealership for Honda Motor Company Ltd., was facing some difficult decisions regarding recruitment for Moonka Automobile’s new branch in Jamshedpur, India. The owner wanted to improve the process for recruiting salespersons for this second branch. In addition to the constraints of a tight budget, limited managerial time and availability, and the need to complete the recruitment quickly, the owner’s challenges included (1) identifying the knowledge, skills, and attitude he needed to look for in potential salespersons; (2) encouraging the appropriate candidates to apply for the job opening; and (3) improving the process to be followed for recruitment. The owner certainly did not want to rush things and end up recruiting unsuitable employees, which could have disastrous consequences for the business. At the same time, he needed to get sales underway in the new branch. How could the owner balance his many responsibilities while finding the right salespersons for Moonka Automobile?

The case is structured to allow students to achieve the following objectives:<br><ul><li>Understand the roles and responsibilities of salespersons (especially in an automobile dealership).</li><li>Create a job description based on the required knowledge, skills, and attitudes.</li><li>Decide upon appropriate modes of communication to encourage suitable candidates to apply for job openings.</li><li>Design a recruitment process appropriate to the needs and context of an organization.</li><li>Set appropriate decision criteria (based on the pertinent objectives) for evaluation of the alternatives.</li></ul>

• Salesperson , recruitment , automobile industry