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SALES FORCE RECRUITMENTSALES FORCE RECRUITMENT
AND SELECTIONAND SELECTIONRecruitment and Selection IssuesRecruitment and Selection Issues
Responsibility of Recruitment andResponsibility of Recruitment andSelectionSelectionJob Analysis and Determination ofJob Analysis and Determination ofSelection CriteriaSelection CriteriaRecruiting ApplicantsRecruiting ApplicantsSelection ProceduresSelection ProceduresEqual Employment OpportunityEqual Employment Opportunity
Requirements in Selecting SalespeopleRequirements in Selecting Salespeople
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Recruitment and Selection IssuesRecruitment and Selection Issues(Decision Process of Recruitment)(Decision Process of Recruitment)
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Responsibility for Recruiting &Responsibility for Recruiting &
Selecting SalespeopleSelecting Salespeople
Sales and Marketing supervisors andSales and Marketing supervisors and
managersmanagers Personnel departmentPersonnel department
Higher executivesHigher executives
Outside assistance from recruitingOutside assistance from recruiting
firmsfirms
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o na ys s e erm na on o e ec ono na ys s e erm na on o e ec onCriteriaCriteria
Following are the activities in selection and recruitmentFollowi
ng are the activities in selection and recruitment::
Analysis regarding activities, tasks and environmental influences involvedAnalysis regarding activities, tasks and environmental influences involved in thein thejob to be filledjob to be filled
Contents of job descriptionContents of job description1.1. Nature of product or services to be soldNature of product or services to be sold
2.2. Types of customers to be called on, along with the company policiesTypes of customers to be called on, along with the company policies
3.3. Specific tasks and responsibilities to be carried out e.g. research, informationSpecific tasks and responsibilities to be carried out e.g. research, informationcollection, promotional duties etccollection, promotional duties etc
4.4. Relationship within the organizationRelationship within the organization
5.5. Mental and physical demands of jobMental and physical demands of job6.6. Environmental pressures and constraintsEnvironmental pressures and constraints
Determining job qualifications and selection criteriaDetermining job qualifications and selection criteria
Methods of deciding on selection criteriaMethods of deciding on selection criteria
Following characteristics are common in failed professionals:Following characteristics are common in failed professionals: Instability of residenceInstability of residence Failures of business within last two yearsFailures of business within last two years Unexplained gaps in the persons employment recordUnexplained gaps in the persons employment record Recent divorce or marital problemsRecent divorce or marital problems Excessive personal indebtedness e.g bills not paid in last twoExcessive personal indebtedness e.g bills not paid in last two
yearsyears
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Recruiting ApplicantsRecruiting Applicants
Internal SourcesInternal Sources Company employees have established performance recordCompany employees have established performance record Recruits from inside require less orientation and training.Recruits from inside require less orientation and training.
Moreover they are more familiar with company policies,Moreover they are more familiar with company policies,products and operations.products and operations.
Recruiting from inside can bolster company morale, asRecruiting from inside can bolster company morale, asemployees become aware of opportunities for advancementemployees become aware of opportunities for advancementare available inside the companyare available inside the company
External SourcesExternal Sources
Referral of people from other firmsReferral of people from other firms AdvertisementsAdvertisements Employment AgenciesEmployment Agencies Educational InstitutionsEducational Institutions InternetInternet
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Applicant Interview FormApplicant Interview Form
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External Sources of Sales RecruitsExternal Sources of Sales Recruits
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Selection ProceduresSelection Procedures
Selection tools and procedures:Selection tools and procedures: Application blanksApplication blanks Personal InterviewsPersonal Interviews
1.1. Structured InterviewsStructured Interviews
2.2. Unstructured InterviewsUnstructured Interviews Physical ExaminationsPhysical Examinations Psychological testsPsychological tests
1.1. IntelligenceIntelligence
2.2. AptitudeAptitude3.3. Personality testsPersonality tests
Concerns about the use of testsConcerns about the use of tests
Guidelines for the appropriate use of testsGuidelines for the appropriate use of tests Reference checksReference checks
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Predictive Validity of Various SelectionPredictive Validity of Various Selection
CriteriaCriteria
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Equal Opportunity Requirements inEqual Opportunity Requirements in
Selecting SalespeopleSelecting Salespeople
Requirement for testsRequirement for tests Requirements for interview and application blanksRequirements for interview and application blanks Sensitive questionsSensitive questions
NationalityNationality ReligionReligion Sex and Marital StatusSex and Marital Status AgeAge
Physical characteristics, Disabilities, Handicaps and HealthPhysical characteristics, Disabilities, Handicaps and Healthproblemsproblems
Height and WeightHeight and Weight Bankruptcy or GarnishmentsBankruptcy or Garnishments
Arrests and ConvictionsArrests and Convictions