Page 88 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes Self Assessment

Fill in the blanks:
1. ................... involves seeking and attracting a pool of people from which qualified candidates
for job vacancies can be chosen.

2. The effectiveness of the ................... is dependent to a great extent on the effectiveness of the
team supporting him.
3. The person specification can help in looking at employees in other areas who may have no
previous sales experience but whole profile in terms of their skills, their ................... .
4. The ................... policy is concerned with quality and qualifications of manpower.
5. Specific job details vary with the ................... and its situations and these should be in the ad
if it is to attract good applicants.
6. Employees desiring transfers are already familiar with company policies and the ...................
department has considerable detailed information about them.

6.5 Where will this Person be Found?

Now, we know what the job is and what kind of person is required for the job—only we need to
find this person.
The person specification can help in looking at employees in other areas who may have no
previous sales experience but whole profile in terms of their skills, their motivation, etc. could
well make them excellent sales people. The various recruitment sources like advertisements,
employment agencies, educational institutions, internal transfers, etc., will also help in this
context.
The choice will depend on the nature of the job and on how many potential candidates there are.
If a highly specialised salesman in a narrow market segment is required and there are only a few
dozen likely contenders then the choice maker has to go spear fishing. A ‘search’ is undertaken
either by the company or a reputable consultant. This individual approach to identifying potential
candidates is likely to be fulfilled from the following resources:

Notes Sales personnel recruitment and selection is generally done in the sales department.
Furthermore, this article will outline how exactly can sales personnel be recruited along
with sources of recruiting sales personnel.

6.6 What Recruitment Sources can be Employed?

Employment Agencies: Agencies often administer batteries of tests, check references and perform
task otherwise done by the employer. Whenever an agency is used, it should receive a clear
statement of the job’s objective and a complete run-down of job specifications. Agencies need
time to learn about an employing firm and its unique requirements of the interest to sales
executive is the growing no. of agencies that take the initiative in searching but promising job
candidates, employed or not, instead of confining themselves to “volunteer” applicants.
Advertising: Newspapers carry numerous advertisements publicising openings for sales
personnel such advertisements appear both in classified sections and as display advertising so
great is the number of prospective job candidates reached by a single advertisement that

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