Interclean

InterClean has currently taken on a new strategic direction resulting in a merge with EnviroTech. The Industrial cleaning and sanitation industry has become worth $8 Million dollars, however its current focus has changed. Customer service has become a priority, as well as providing the best solutions to remain competitive with strict requirements and environmental safety. The merger serves to enhance services in the industry by adding full service cleaning solutions to their existing cleaning products. Our current sales force is excellent at demonstrating and selling products, which attributed greatly to our present success. However, under the newly proposed solution/service model, our sales representatives will be grouped into “multi-functional teams prepared to support our high quality products with high quality service.” (InterClean, 2010)

A defined process and developmental plan is needed in order to create a sound team of sales representatives. A comprehensive job analysis will serve as the foundation of what it will take for our sales team to excel. A job analysis allows us to gaining a clear understanding of required duties and responsibilities of a job in order to make necessary changes and improvements in our current operations. The analysis will be specific to our new responsibilities within our multi-functioning sales teams. In addition to tasks, the job analysis will also provide needs such as personality traits, experience, education, and skills sets.

There are five common methods of a job analysis; job performance, observation, interviews, critical incidents, and structured questionnaires. (Cascio, 2005) A structured questionnaire or a position analysis questionnaire (PAQ) is one of the main analysis methods we will use. The questionnaire incorporates both tasks and behavior questions to rate characteristics such as frequency, importance, level of difficulty and overall performance. (Cascio, 2005) The PAQ is most popular, consisting...