Page 85 - DMGT205_SALES_MANAGEMENT

Unit 6: Recruitment of Sales Personnel

What Kind of Job is to be Filled? Notes

This question has a wide spectrum of answers. Hence, to answer this question in totality following
sub-questions are to be answered.
1. What is the main role for this job?

or What does the job description include?
or Whether the job description includes the following?
(a) The name of the job;
(b) Who is the Boss;

(c) Why this job exists - its objectives;
(d) How far the job holder is personally responsible for achieving results;
(e) Control and use of people, materials and money.
2. Is this principally a job dealing with buyers in commercial organisation, dealing with
retailers or dealing with end users?
3. Is the company looking for a future area or sales manager or is it looking only for someone
to fill this specific job for a period of time?
4. What is the remuneration package for the job? What is the mix of salary? What commissions
and other benefits are going to be offered?

It is only when all these questions have been answered that it is possible to move on to think
about the kind of person that is needed and the answers of other questions of the chronological
sequence.

What Sort of Person would do the Job Successfully?

To find out the right person for the right job a “Person Specification Form” should be made
depending upon the job specifications and organisational needs. The person specification form
is a checklist of abilities separating those aspects which are essential (the job cannot be effectively
done without them) and those which are desirable (it would be nice to have them but could
manage without). By using the two categories of essential and desirable, a minimum candidate
and an ideal candidate can be identified.
The following broad areas have been tried and tested in drawing up specifications for sales
appointments.

Intellectual Abilities

It includes the requirement of the job in terms of general intelligence, judgement required
(common sense) and the creativity necessary to recognise, introduce and adapt new ideas.

Tasks

1. Mrs K Lata is a recent PGDBM from All India Management Association. She has
decided that she wants a sales job in the durable goods industry. She knows that

Contd...

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