Table a-4 sales associate concentration statistics (see table in


Referring to the information presented in the chapter and case, by researching the “retail salesperson” position on O*Net (), and by interviewing a sales associate in a similar company if possible (an associate at Saks Fifth Avenue, Nieman Marcus, Nordstrom, and so forth), create a job requirements matrix for the sales associate position at Chern’s. Be sure to consider the company’s business strategy and corporate culture in creating job duties and identifying competencies or KSAOs. For each competency or KSAO, decide if Chern’s should hire people who already possess the characteristic or if the firm should train them to develop it. Also, estimate to the best of your ability how important each characteristic is relative to the others as well as the relative time associates spend on each job duty. You may have to use some judgment to come up with the answers to these questions. You will use this information later to determine how to weight the assessment information obtained on each job candidate.

Given the information contained in the Chern’s case description and your own knowledge of this type of position, create a job rewards matrix for the sales associate position. If possible, interview a sales associate in a similar company to obtain additional job rewards information.

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