Page 84 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes and then to find that person (or people). Once the plan has been decided the choice of candidate
should be made carefully.
The effectiveness of the sales manager is dependent to a great extent on the effectiveness of the
team supporting him. The success of sales organisation and sales force depends on proper
staffing.

While planning for recruitment in company promotion policies, retirement plans and transfer
procedures must be given due consideration. In tough economic conditions, recruitment of sales
people may be affected. The overall level of economic activity, government economic policies,
situations vis a vis competitors labour relations, etc. are to be considered as well. Some competitors
also try to snatch salesmen buy offering higher salaries.

6.1 Factors Affecting the Recruitment Policy of Sales Personnel

According to Yoder, “The recruitment policy is concerned with quality and qualifications of
manpower”. It establishes broad guidelines for the staffing process. Generally, following factors
are involved in the recruitment policy:
1. Number of recruits desired
2. Recruitment sources

3. Recruitment needs
4. Recruitment cost
5. Size of sales organisation

6. Rate of turnover
7. Forecasted sales volume
8. Government policies
9. Personnel policies of competing organisation
10. Organisational personnel policies.

Did u know? The recruitment and selection of sales personnel varies from company to
company depending on the type of sales personnel which the company is going to need.
An engineering company will need sales personnel who are very strong in their technical
education. Such as machinery sales, engineering companies etc.

6.2 Sequence of Recruitment Process

Before an organisation begins recruiting applicants, it should form a checklist of questions
which outline a chronological sequence for the recruitment and selection process as follows:
1. What kind of job is to be filled?
2. What sort of person would do this job successfully?
3. Where will this person be found?

4. What recruitment sources can be employed to find this person?
5. Which person is to be recruited out of the selected applications?

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