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Recruiting Sales people
3
Recruitment is finding potential job applicants, telling them
about the
company, and getting them to apply.
Recruiting efforts should not simply generate applicants;
rather, it
should finds applicants who are potentially good
salespeople.
The entire sales organization ultimately depends on
successful
recruiting approach.
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Need for recruitment
To replace the vacancy created
To cope up with expansion program
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Recruiting Sales people
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Sources of Candidates
Company sources
Company salespeople
Suppliers and customers
Professional associations
Local business and civic organizations
Government agencies
Armed forces Job fairs
Unsolicited applicants
Advertisements
Employment Agencies
Educational Institutions
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Selecting Salespeople
Why selection is so important?
Good selection improve sales force performance
Good selection promotes cost savings
Good selection eases other managerial tasks
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Selecting Salespeople
General Qualities ( Health, Honesty, Imagination,
Creativity)
Particular Qualities ( Educational Qualifications, Past
Experience)
Technical Qualities
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Selecting Salespeople
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SelectionProcessUsually
Evaluatesa Persons
Other Characteristics
Personality Traits
Sales Aptitude
Analytical and
Organizational Skills
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Training Salespeople
9
Help Salespeople Know & Identify
With the Company
Learn About the Products
Learn About Competitors
and Customers Characteristics
Learn How to Make
Effective Presentations
The Average Sales Training Program lasts for Four Months and
Hasthe Following Goals:
Understand Field Procedures
and Responsibilities
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Supervising Salespeople
Identify Customer Targets & Call
Norms
Develop Prospect Target
Use Sales Time Efficiently
Annual Call Plan
Time-and-Duty Analysis
Sales Force Automation
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Time and Duty Analysis
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Preparation
Travel
Food & Breaks
Waiting
Selling
Administration
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Sales Representative Motivation
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Organizational Climate
Sales Quotas
Positive Incentives
Sales Meetings
Sales Contests
Honors and Trips
Merchandise/ Cash
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Evaluating Salespeople
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Sources of
Information
AnnualTerritory
Marketing Plan
Work
Plan
CallReports
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Performance Evaluation
Current-to-Past
Customer Satisfaction
Qualitative Evaluation
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