412 33 Powerpoint-slides Chapter-9

8/12/2019 412 33 Powerpoint-slides Chapter-9

1/12

Oxford University Press 2012. All rights reserved.

Sales and Distribution

Management 2e

Tapan K. PandaSunil Sahadev


2/12


Chapter 9

Recruitment andSelection of the Sales

Force


3/12


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


4/12


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


5/12


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


6/12


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


7/12 Oxford University Press 2012. All rights reserved.

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



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




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




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



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


12/12

412 33 Powerpoint-slides Chapter-9

Documents