Page 89 - DMGT205_SALES_MANAGEMENT

Unit 6: Recruitment of Sales Personnel

companies often try to reduce the volume of applications. If the employer publishes details Notes
about the company and job, fewer obviously unqualified persons will reply. Specific job details
vary with the company and its situations and these should be in the ad if it is to attract good
applicants. Some ads give the compensation range of successful company sales personnel. Others
explain that the person selected is to replace a regular sales person in an established territory
with active accounts. Still others specify that only highly qualified professional sales people
need apply. Information of this sort helps to convince promising applicants that the opening is
legitimate.
Internal transfers: Two additional internal sources are other departments and the non selling
section of the sales department. Employees desiring transfers are already familiar with company
policies and the personnel department has considerable detailed information about them.
While little is known about their aptitude for selling, they often possess excellent product
knowledge. Aptitude for selling of course, can be tested formally or by trial assignment to
the field. Transfers are good prospects for sales positions whenever product knowledge makes
up a substantial portion of sales training, since it may be possible to accelerate field
assignments.
Educational Institutions: This source includes colleges, universities, technical and vocational
institutes. They are supposed to have developed their ability to think, to reason logically and to
express themselves reasonably well. Ordinarily, they do a good job of budgeting their time and
managing their daily activities. Their main limitation is lack of selling experience and hence
they need to be trained.
Salesmen of other Companies: These are individuals currently employed as salesman for other
companies. They are an attractive source of recruitment as they know the product, customers
and competitors. They are also experienced sellers and therefore no money is required to be
spent for their training. But their limitations are that they are a costly source as generally
higher pay must be offered to them and they also do not possess the required degree of
loyalty.

!
Caution A strong sales force is the key to business profitability. Experienced sales personnel
with proven records of accomplishment are difficult to recruit through simple Internet
postings. Hiring managers must actively pursue candidates with the greatest sales
experience and earning potential, and establish recruiting guidelines for human resource
personnel.

Self Assessment

State Whether True or False:
7. Agencies often administer batteries of tests, check references and perform task otherwise
done by the employer.

8. Two additional internal sources are other departments and the non selling section of the
sales department.
9. Employees desiring transfers are already familiar with company policies and the personnel
department has considerable detailed information about them.
10. Product of this sort helps to convince promising applicants that the opening is legitimate.
11. Transfers are good prospects for sales positions whenever product knowledge makes up
a substantial portion of recruitment training

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