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412 33 Powerpoint-slides Chapter-9

Jun 03, 2018

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    Oxford University Press 2012. All rights reserved.

    Sales and Distribution

    Management 2e

    Tapan K. PandaSunil Sahadev

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    Oxford University Press 2012. All rights reserved.

    Chapter 9

    Recruitment andSelection of the Sales

    Force

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    Oxford University Press 2012. All rights reserved.

    Learning Objectives

    Discuss the hiring and planning process

    Understand the recruitment, selection, and socialization processes

    Explain the concepts of job description and man specifications

    Know the sources and methods of recruitment

    Examine the methods of interview and apply these techniques in

    different situations

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    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

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    The Hiring Process

    Strategic positionanalysis Job qualification

    Decide on the number of

    salespeople to hire

    Job description

    Identify best sources of recruitment

    Internal source of recruitment External source of recruitment

    Organizational

    characteristics

    Company image climate

    Styles of supervision,

    compensation, and

    motivation plan of the

    company

    Salespersons

    desirable

    characteristics

    Generate database of

    candidates

    Evaluate candidates

    Select and induce candidates to

    accept position

    Socialize

    Turnover

    Establish hiring

    objectives

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    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 x motivation level of motivation

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    Planning for Recruitment

    1. Strategic position analysis

    2. Turnover

    3. Job analysis

    gathering and organization of information

    concerning the tasks, duties and responsibilities of aspecific job

    4. Task inventory analysis and KSA matrix

    job qualification

    job description

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    Sales Force Recruitment

    recruitment is an act of inducing qualified and appropriate people

    to get interested in and apply for a salespersons position within a

    sales organization

    Internal sources

    existing employees

    lateral and upward moves

    interns and cooperative students

    employee referral programmes

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    Sales Force Recruitment

    External sources industry sources

    educational institutions and

    campus

    recruitments

    employment exchanges

    placement consultants

    walk in interviews

    networking referrals

    web consultants

    responses to direct open

    advertisements

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    Sales Force Recruitment

    Selection procedure inviting application forms

    personal interviews

    reference checks

    physical examinations

    psychological tests

    intelligence

    personality

    aptitude and skills

    determination of terms of service

    appointment

    initial orientation

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    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

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