Page 152 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes
Figure 10.2: Steps in the Selection Procedure

Let us now go through these steps. In actual practice, often organisations are not very clear as to
the type of person they require. They just decide that we need `salesmen'. We have to be more
specific. In order to do this, it is necessary to analyse the job for which the salesman is going to
be selected. In good companies, there are job descriptions available which give details of the
particular job. Even this is not enough, because we want to know the type of man who will be
able to fill that job. This is described as man specification and gives the qualities required of the
person who can do this job properly.
The job analysis would indicate, for example; the following namely:
1. The difficulties involved in performing the duties (e.g. in case of high priced products, the
selling job becomes difficult),
2. The basic duties and responsibilities,
3. The conditions of work, and

4. The personal characteristics required to handle the job.
The qualities required in the salesman may include any one or more of the following, namely:
1. General qualities,

2. Specific qualities, and
3. Technical qualities.
At times, technical qualities are required. If this is not required, one should not try and get a man
with a technical background and pay unnecessarily more money. Besides, he may not prove to
be a good salesman. Thus we must specify what are the general qualities required in addition to
the technical ones, if any.

Many researches have been conducted to find the general qualities which make a good salesman.
Given below are some of the general qualities which are required of a good salesman.
1. Honesty and Reliability: The salesman must be one who can be trusted, as he has to handle
even money, besides merchandise. He must be prompt and on the job everyday. He must
be one who can be relied on not only by you but also by his customers and his fellow
employees.
2. A Self-starter: A salesman is often on his own, particularly the travelling salesman. He
must therefore be able to work without constant supervision.

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