SLS6 Rec&TR

8/3/2019 SLS6 Rec&TR

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Recruitment & selection of sales person

For many organization it is only a filling up vacancies

For successful orgnzns its planned process where

scientific principles of mgmnt are utilized

Sales job is stressfulattrition rate is high. Requiresability & aptitude

Hiring process is costly. Frequent recruitment adds upto companys cost

Company should be careful in selection process


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Hiring process

Step1 HR planning stage:Decide on hiring objectives & the number of SPs for theparticular period of time

Step2 Recruitment stage:Decision made on identifying best source & pool ofCandidates for selection

Step3:Technique used to select the right candidate

Step 4 Socialization:

Orientation towards the Organization


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Recruitment & selection of sales personHiring process

Planning ------------

Recruitment ---------

Selection -------------

Socialization ------

Strategic position analys

Turnover

Socialize

Select & induce candi

to accept position

Generate data base

Of candidates

Identify best source

Internal/external

Orgn characteristicsComp image

Style of supervision

Compensation

Motivational plan

Job qualification

Establish hiring

objective Job description

SPs desirable

characteristics

Evaluate candidates


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Recruitment : process of generating a pool of qualified

candidates for a particular job

Source: internal ( within the organization )external( Industry, agent, campus etc)

Selection of sales person Collect data base of candidates to be selected Assess if candidate meets qualification for specified job Select applicant most likely to perform the job

Procedures: Application blank, personal / group interviewsdiscussion, reference checks, physical examination,psychological tests (intelligence, personality, aptitude and

skills),appointment and socialization


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Training of sales person

Objective of sales training

To improve performance of SP

To meet various challenges (environmental, competition)

Guidelines for various steps involved in selling-

prospecting to closing sales

Improve performance, morale & achieving goals


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Training process

Training need assessment ( organizational, task level andindividual level)

Design & conduct of a training program (class room, on thejob, off the job, role play, actual work setting)

Evaluation of training program (assess effectiveness & ROI)

Training methods:Direct teaching, visual support, participative, conferenceseminars, discussions, role plays, case studies, fishbowl,workshop, Group discussion, Transactional Analysis

SLS6 Rec&TR

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