Académique Documents
Professionnel Documents
Culture Documents
Arrow Electronics
Group 3
Nayana Ramesh
Sushmit Harsh
Bharti Gupta
Akshay Sharma
Kalpesh Sonawane
Tushar Sharma
Agradeep Das
1/8
Arrow Electronics
Second largest distributor of Electronics and Semiconductor in the US
30-40 year olds with no college education, highly aggressive and energetic,
motivated by money, relationship based selling
Problems :
Lack of personnels, no standard training, hiring by and from competitors
2/8
Changes Sought
Selling based on the need of the customer and not just personal relationship
3/8
Sprouts Recruitment Process
Hire a graduate right of college to join the sales force through a structure interviewed
process
Taught about Arrows history and values, basics of industry and electronic components
Exposing recruits to sales, customer support, marketing, shipping, work with FSR and
SMRs, product management assistance
4/8
De-Merits & Changes Made
De-Merits
Changes Made
Non-Compete Agreement
5/8
Pathways - Way Forward
1. Recruitment 2. Procedures for official recruitment
Hiring profile
Colleges on campus
Application Security
Inter Industry recruitment Interview
Psychological testing
Scouts for potential employees
Reference checks
3. Training Physical examination.
Theoretical frameworks
Scenario based
Gamification
5. Fringe benefits
7/8
Restructuring Sales Force Organisation
This will reduce Arrows dependence on FSRs as they are the only key point
contact for Customer relationship management.
This will be a counter against potential loss due to loss of particular FSRs.
8/8