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Sales Management-Chapter 8

This document discusses the recruitment and selection process for sales forces. It covers planning recruitment by analyzing turnover and job requirements. Recruitment sources can be internal or external. The selection process includes application reviews, interviews, testing, and socialization of new hires which has three stages: anticipatory, encounter, and settling in. The overall goal is to recruit and select efficient salespeople to build a competitive advantage.

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furqaan tahir
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160 views12 pages

Sales Management-Chapter 8

This document discusses the recruitment and selection process for sales forces. It covers planning recruitment by analyzing turnover and job requirements. Recruitment sources can be internal or external. The selection process includes application reviews, interviews, testing, and socialization of new hires which has three stages: anticipatory, encounter, and settling in. The overall goal is to recruit and select efficient salespeople to build a competitive advantage.

Uploaded by

furqaan tahir
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PPTX, PDF, TXT or read online on Scribd
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Sales Management

Chapter 8
Chapter 8

Recruitment and
Selection of the Sales
Force
Learning Objectives
• Discuss the hiring and planning process

• Understand the recruitment, selection, and socialization processes

• Explain the concepts of job description and job specifications

• Know the sources and methods of recruitment

• Examine the methods of interview and apply these techniques in


different situations
Roles of a Sales Manager
• performs sales management +HR management
• recruits, selects, trains, motivates, leads, controls, and
compensates sales teams
• selection and recruitment of efficient sales people is always a
process of building competitive advantage for an organization
The Hiring Process
Strategic position
Turnover analysis Job qualification

Establish hiring Decide on the number of Job description


objectives salespeople to hire

Organizational
Identify best sources of recruitment characteristics
• Internal source of recruitment Company image climate
• External source of recruitment Styles of supervision,
compensation, and
Generate database of motivation plan of the
candidates company

Salesperson’s
Evaluate candidates desirable
characteristics
Select and induce candidates to
accept position

Socialize
Challenges in Sales Force Selection

• personality types matching to job profiles


• one of the measures that the organization looks in an employee is:
- the ability to perform by an employee
= ability + motivation
• level of motivation
Planning for Recruitment
1. Strategic position analysis
2. Turnover
3. Job analysis
 gathering and organization of information

 concerning the tasks, duties and responsibilities of a

specific job
4. Task inventory analysis
 job qualification

 job description
Sales Force Recruitment
• recruitment is an act of inducing qualified and appropriate people
to get interested in and apply for a salesperson’s position within a
sales organization

Internal sources
 existing employees
 lateral and upward moves
 interns and cooperative students
 employee referral programmes
Sales Force Recruitment

External sources
 walk in interviews
 industry sources
 networking referrals
 educational institutions and
 web consultants
campus
 responses to direct open
 recruitments
advertisements
 employment exchanges
 placement consultants
Sales Force Recruitment
Selection procedure
 inviting application forms  personality
 personal interviews  aptitude and skills
 reference checks  determination of terms of service
 physical examinations  appointment
 psychological tests  initial orientation
 intelligence
Selection of a Salesperson
Selection Procedure:
 Inviting a blank application
 Personal Interviews
 Reference checks
 Physical Examinations
 Psychological tests
 Intelligence
 Personality
 Aptitude and skills
 Determination of terms of service
 Appointment
 Initial orientation
Socialization process
• Process of orienting a new salesperson to the sales organization,
territory, or division in which he or she will be working.

• Three stages of Socialization

Anticipatory stage

Encounter stage

Settling in

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