Page 83 - DMGT205_SALES_MANAGEMENT

Hitesh Jhanji, Lovely Professional University Unit 6: Recruitment of Sales Personnel

Unit 6: Recruitment of Sales Personnel Notes

CONTENTS
Objectives
Introduction
6.1 Factors Affecting the Recruitment Policy of Sales Personnel

6.2 Sequence of Recruitment Process
6.3 Motivation
6.4 Working Conditions

6.5 Where will this Person be Found?
6.6 What Recruitment Sources can be Employed?
6.7 Which Person is to be Recruited out of the Selected Applications?
6.8 Summary
6.9 Keywords

6.10 Review Questions
6.11 Further Readings

Objectives

After studying this unit, you will be able to:

 Describe the recruitment of sales personnel;
 Discuss the Employment agencies;
 Explain the sequence of recruitment process.

Introduction

“Recruitment is a process to discover the source of manpower to meet the requirements of the
staffing schedule and to employ effective measures for attracting that manpower in adequate
numbers to facilitate effective selection of an efficient working force.” -Yoder.

“Recruitment involves seeking and attracting a pool of people from which qualified candidates
for job vacancies can be chosen.” - Byars and Rue.
“All the activities involved in securing the applications for the sales positions are referred to as
recruitment. Recruitment sets out the necessary stages to clarify what kind of person is required,
where he/she might be found and how to make the right choice. The choice of he/she is very
significant.”
“It is a process of searching for prospective employees and stimulating and encouraging them to
apply for jobs in an organisation.” - Flippo.
The key to good selection is preparation. So many people are proud of their ability to pick a
good sales person and so often that person is good but not at the particular job which needs to be
done. It is vital to be clear about what job needs doing and what kind of person would do it best;

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