9 - Sales force recruitment and selection.ppt

7/28/2019 9 - Sales force recruitment and selection.ppt

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SALES FORCE RECRUITMENTSALES FORCE RECRUITMENT

AND SELECTIONAND SELECTIONRecruitment and Selection IssuesRecruitment and Selection Issues

Responsibility of Recruitment andResponsibility of Recruitment andSelectionSelectionJob Analysis and Determination ofJob Analysis and Determination ofSelection CriteriaSelection CriteriaRecruiting ApplicantsRecruiting ApplicantsSelection ProceduresSelection ProceduresEqual Employment OpportunityEqual Employment Opportunity

Requirements in Selecting SalespeopleRequirements in Selecting Salespeople


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Recruitment and Selection IssuesRecruitment and Selection Issues(Decision Process of Recruitment)(Decision Process of Recruitment)


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Responsibility for Recruiting &Responsibility for Recruiting &

Selecting SalespeopleSelecting Salespeople

Sales and Marketing supervisors andSales and Marketing supervisors and

managersmanagers Personnel departmentPersonnel department

Higher executivesHigher executives

Outside assistance from recruitingOutside assistance from recruiting

firmsfirms


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o na ys s e erm na on o e ec ono na ys s e erm na on o e ec onCriteriaCriteria

Following are the activities in selection and recruitmentFollowi

ng are the activities in selection and recruitment::

Analysis regarding activities, tasks and environmental influences involvedAnalysis regarding activities, tasks and environmental influences involved in thein thejob to be filledjob to be filled

Contents of job descriptionContents of job description1.1. Nature of product or services to be soldNature of product or services to be sold

2.2. Types of customers to be called on, along with the company policiesTypes of customers to be called on, along with the company policies

3.3. Specific tasks and responsibilities to be carried out e.g. research, informationSpecific tasks and responsibilities to be carried out e.g. research, informationcollection, promotional duties etccollection, promotional duties etc

4.4. Relationship within the organizationRelationship within the organization

5.5. Mental and physical demands of jobMental and physical demands of job6.6. Environmental pressures and constraintsEnvironmental pressures and constraints

Determining job qualifications and selection criteriaDetermining job qualifications and selection criteria

Methods of deciding on selection criteriaMethods of deciding on selection criteria

Following characteristics are common in failed professionals:Following characteristics are common in failed professionals: Instability of residenceInstability of residence Failures of business within last two yearsFailures of business within last two years Unexplained gaps in the persons employment recordUnexplained gaps in the persons employment record Recent divorce or marital problemsRecent divorce or marital problems Excessive personal indebtedness e.g bills not paid in last twoExcessive personal indebtedness e.g bills not paid in last two

yearsyears


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Recruiting ApplicantsRecruiting Applicants

Internal SourcesInternal Sources Company employees have established performance recordCompany employees have established performance record Recruits from inside require less orientation and training.Recruits from inside require less orientation and training.

Moreover they are more familiar with company policies,Moreover they are more familiar with company policies,products and operations.products and operations.

Recruiting from inside can bolster company morale, asRecruiting from inside can bolster company morale, asemployees become aware of opportunities for advancementemployees become aware of opportunities for advancementare available inside the companyare available inside the company

External SourcesExternal Sources

Referral of people from other firmsReferral of people from other firms AdvertisementsAdvertisements Employment AgenciesEmployment Agencies Educational InstitutionsEducational Institutions InternetInternet


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Applicant Interview FormApplicant Interview Form


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External Sources of Sales RecruitsExternal Sources of Sales Recruits


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Selection ProceduresSelection Procedures

Selection tools and procedures:Selection tools and procedures: Application blanksApplication blanks Personal InterviewsPersonal Interviews

1.1. Structured InterviewsStructured Interviews

2.2. Unstructured InterviewsUnstructured Interviews Physical ExaminationsPhysical Examinations Psychological testsPsychological tests

1.1. IntelligenceIntelligence

2.2. AptitudeAptitude3.3. Personality testsPersonality tests

Concerns about the use of testsConcerns about the use of tests

Guidelines for the appropriate use of testsGuidelines for the appropriate use of tests Reference checksReference checks


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Predictive Validity of Various SelectionPredictive Validity of Various Selection

CriteriaCriteria


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Equal Opportunity Requirements inEqual Opportunity Requirements in

Selecting SalespeopleSelecting Salespeople

Requirement for testsRequirement for tests Requirements for interview and application blanksRequirements for interview and application blanks Sensitive questionsSensitive questions

NationalityNationality ReligionReligion Sex and Marital StatusSex and Marital Status AgeAge

Physical characteristics, Disabilities, Handicaps and HealthPhysical characteristics, Disabilities, Handicaps and Healthproblemsproblems

Height and WeightHeight and Weight Bankruptcy or GarnishmentsBankruptcy or Garnishments

Arrests and ConvictionsArrests and Convictions

Documents

9 - Sales force recruitment and selection.ppt