sales force selection and recruitment

8/8/2019 Sales Force Selection and Recruitment

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Sales Force

Management(Selection and

recruitment)


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Recruitment and Selection

Process

Job AnalysisJob Analysis

Job QualificationsJob Qualifications

Job DescriptionJob Description

Recruitment &Recruitment &

Selection Objec.Selection Objec. Recruitment &Recruitment &

Selection StrategySelection Strategy

Internal SourcesInternal Sources

External SourcesExternal Sources

Screening ResumesScreening Resumesand Applicationsand Applications

Initial InterviewInitial Interview

Intensive InterviewIntensive Interview

TestingTesting

Assessment CentersAssessment Centers

Background Invest.Background Invest.

Physical ExamPhysical Exam

Selection DecisionSelection Decision

and Job Offerand Job Offer

Planning for

Recruitment & Selection

Step 1Step 1

Recruitment: Locating

Prospective Candidates

Step 2Step 2

Selection:

Evaluation and Hiring

Step 3Step 3


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Planning for Recruitment and

Selection

Job Analysis:Entails an investigation of the tasks, duties, andresponsibilities of the job.


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Job Qualifications:

Refers to the aptitude, skills, knowledge,personal traits, and willingness to acceptoccupational conditions necessary to performthe job.


Selection


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Job Description:

A written summary of the job containing the jobtitle, duties, administrative relationships, types of

products sold, customer types, and other

significant requirements.


Selection


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Recruitment and Selection Objectives:

The things the organization hopes toaccomplish as a result of the recruitment andselection process. They should be specificallystated for a given period.


Selection


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Recruitment and Selection Strategy:

The plan the organization will implement toaccomplish the recruitment and selectionobjectives. The sales managers should considerthe scope and timing of recruitment and selection.


Selection


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Internal Sources Employee referral programs

Internships

External Sources Advertisements

Private employment agencies

Colleges and universities

Job fairs

Professional societies

Computer rosters

Recruitment:

Locating Prospective Candidates


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Selecting Sales Personnel

Steps

1 Primary interview screening

2 Formal application

3 Interviews

4 References and credit checks

5 Testing

6 Physical examination

7 Employment offer

Reject


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Evidence of job qualifications

Work history

Salary history Accomplishments

Responsibilities

Appearance and completeness

Screening Resumes and

Applications


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Interviews

Types of interviews

Initial/pattern Interviews

Nondirective interviews

Stress Interviews

Locations

Campus

Recruiters Location (i.e. Plant Trip)

Neutral Site

Telephone


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Testing: Value and Types

Value

May be used to assist with initial screening

May indicate compatibility with job responsibilities

May indicate compatibility with organizations culture

and personnel

Types

Personality

Intelligence

Psychological

Ethical Framework


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Types of Tests

Tests of ability IQ test , EQ test, special ability test

Tests of habitual characteristics moral measuring techniques , employees feeling towards working environment, pay, advancement opportunities etc

Interest Tests Not so reliable test

motivation by their interest activities

Achievement Tests Knowledge about the subject


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Selecting Tests

Reliability of the test and consistency in measure

Ensure that the tests do not unfairly disadvantage

certain groups

Previous reactions the test

Effectiveness of the test in similar circumstances

The method of test evaluation and scoring is

appropriate to the purpose for which the test will be

used


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Selection Decision and Job

Offer

Evaluate qualifications in order of importance

Look for offsetting strengths and weaknesses

Rank candidates If none meet qualifications, may extend search

May have to offer market bonus (signing bonus)

to highly qualified candidates


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Recruiting Efforts

Recruiting sources evaluation

Recruiting effort

Size and maturity of the organization

Sales force turnover

Forecasted sales volumes

Distribution channels and promotion strategies

sales force selection and recruitment

Documents