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0 Job Analysis Job Analysis is the procedure through which you determine the duties of these positions and the characteristic of people to hiring them. Job analysis have the information for the Job Description and Job Specification. This analysis helping employer hiring the right person in their business and also find the fit and suitable job to the employee. The procedure for determining the duties and skill requirements of a job and the kind of person who should be hired for it. 2.0.1 Nature of Job Analysis For The Hershey Company A) Work activities B) Collect information about the jobs actual work activities such as selling, promotion, developing and others. The information also will show the responsibilities the job has for others, responsibility for property and parts. As a Hershey company sales executive , not only need communicate with customers and also need make good relationship with retailer to make sure increasing the sales. Sales Executive for Hershey not only sell product ( Candy and Chocolate), need do promotion for Hersheys products to create sales strategies , sells plan and others. C) Human Requirements These including information regarding the jobs human requirements, such as knowledge or skills ( education level. Working experience) , and also personal attributes( aptitudes, physical experience and personality) . As a sales executive for Hershey company , the basic knowledge and skills that need is good communication skills with customer and retailer, basic IT skills such as typing and writing plan using computer, able speak language very smooth, good knowledge for product , good selling skills and need high education level such as bachelor level. For the personal attributes, sales executive need be more passion at work, always know important of team spirit , focus for job, can quickly respond when problem happen and obey what the company order to do.

C) Machines, tools, equipment and work aids used

This including information regarding tools used, material processed, knowledge deal with or applied (Finance and Law) and service rendered (repairing) As a sales executive , they need good at calculating and analyze data so can easily know the product sales is increase or decrease. They also need know how to using computer to save data, and promote the plan using electronic component to customer and retailers. D)

2.1 Job Description Job Description is written statement of what the employees actually does, how he or she does it, and what the jobs working conditions are. 2.1.1 Job title It indicates job duties and organizational level. It specifies job titles such as Sales Executive, Clerk , Accountant, marketing manager and so on. Job title For Hershey : Sales Executive Job Location : Los Angel's or San Antonia 2.1.2 Job Summary The Job Summary should of course summarize the essence of the job, and including major function or activities. Example like material manager purchase economically, regulates deliveries of, stores, and distribution all material necessary on the production line.

The main jobs of a sales executive of Hershey is responsible for to help the Hershey business to achieve the set of the company objective or plan, including net sales, market share, trade spend, sales activity margin, following up with clients and maintaining good relationships with potential clients to secure future business. Besides, top management sales executive are also very important to a company because they are the main people who contact between their company and their companys clients. There will have many types of clients occur for Hershey company, such as businesses, individuals or even governmental organizations in local and from foreign to come for the business corporation. As a Sales executive also need make good relationship with retailer to make sure the sales of product will increase. 2.2.3 Responsibilities, Duties and Relationship It is the heart of Job Description. It should show list of the job significant responsibility and duties. All major duties should be separately described in a few sentences. Example like waiters need check the patron identification, make sure customer enjoy meal, take action when happen problem, escort customer to table and give suggestion for the special meal,

A sales executive of Hershey are responsible to help the company achieve net sales, market share, trade spend, sales activity margin targets for assigned customer through simulating and planning incremental volume, pre and post analysis, and displaying core competencies and behaviour. A big company for such like Hershey to maintaining the current businesses is not enough because the currency of the country is unstable so as a sales executive has to found new businesses for the company. In order to help the company to find for new customers, they have to discover what the clients needs and promote the Hersheys products to them. Furthermore, they need to observe and control customer costs to include waste and supply chain costs. As a sales executive, their responsibilities include business planning & analysis. As a Sales executive, they must demonstrate the company Customer Service Pledge; for example like they must be approachable, showing that our guests are our priority and must initiate contact with the guests by being courteous and greet them with a smile while the customer request something. They also have to alignment with retail team through participation in retail meetings as well as field visits with appropriate Retail management. For example, they need to have a frequently meeting with the customers from time to time to create valued business partnerships with customers by becoming a business adviser. Sales executive not only need sales and promote the product but they have to include stock checking. They need to follow up with the quantities of the goods on display and in stock. Other than just checking stock, they also have to collect feedback about the product from the customers buying trend and taste so that they can giving out ideas for contribute in product development during the meeting and expectations they got from the retailers or customers. After the stock checking, they need to maintain a clean work area. A sales executive also have to mutually achieve beneficial agreements through skilled negotiation and understanding of the customers business. Besides negotiating, they can give customers advice or help the customers plan for business corporation. They must pull the customer to build a 1 to 3 years business plan and deploy supporting tactics to achieve financial objectives of the company. They need analysis and look what the consumers need as well. A Sales executive that having a good relationship with the customers will secure their sales of the company and get to close the sales easier. Lastly, they need to develop and provide resources to the retail team. As example, they have to provide the promotional banner, flayers to the retail team to gain the sales.

2.3 Job Specification Job Specification is what requirements are necessary to perform the task or job. A job specification is an official document which describes the duties, required knowledge, skills and abilities, and minimum qualifications for a job. For example like becoming a marketing manager need at least education level of bachelor of Marketing.

2.3.1 Job Requirements Hershey are looking for sales executive who have high educational level, working experience, personal qualities, traits, skills. A) Education level The minimum requirement of sales executive for The Hershey Company is educational level in Bachelors degree or must have work experience for the sales executive position. B) Work Experience For work experience, The Hershey Company prefer for having some sales experience but no required. People who just graduate also can apply the job of sales executive for Hershey Company C) Skills ,Abilities, and Knowledge Besides that, as a sales executive they must be able to walk or stand for 5-8 hours because if travel season they will have a lot of tourist to serve. We can know that The Hershey Company want their sales executive position to fill with the employees who have both high educational level and also long working experience. Moreover, As a sales executive it is important to have strong communication skills so that they can promote the company product to close the sales and help Hersheys company achieving the target in their sales activity.