Page 87 - DMGT205_SALES_MANAGEMENT

Unit 6: Recruitment of Sales Personnel

and identical training. Centralized training will also hold higher prestige in the minds of Notes
the salesmen. By centralized training at headquarters, better facilities can be provided to
the trainees. Before the programme was implemented, suggestions came from other
executives who maintained and suggested decentralized training in various territories.
They argued that the decentralized training would be more realistic as it will be given in
the territory itself keeping in mind the problem faced in the territory. Secondly, since the
salesmen were accountable to the district sales manager, his method of training and
guidance should be followed. It was also thought that the decentralised training would be
less expensive.
Question
Which of the two suggestions for training would you approve?

6.4 Working Conditions

Finally, it is important to remember whether there are any specific conditions relating to mobility,
hours of work, etc., which could effect the recruitment or selection of sales person.
Thus, the person specification form is used as the base for the selection process. A figure
representing a person specification form is shown here. The first column is headed
‘Characteristics to be assessed’ the second and third column categories the ‘Essential’ and
‘Desirable’ characteristics.

Person Specification Form

Characteristics to be assessed/measured Essential Desirable
1. Intellectual abilities

(a) Creativity
(b) Judgement
(c) General Intelligence
2. Motivation
(a) Interests

(b) Drive
3. Specific Attainments
(a) Technical/Professional knowledge or qualification

(b) Specific experience
4. People Skills
(a) Impact
(b) Communication
(c) Leadership

5. Working Conditions
(a) Location
(b) Hours

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