Page 90 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes 6.7 Which Person is to be Recruited out of the Selected Applications?

The simple answer to this is that the one who best fits the specification and who has the essential
characteristics as defined should be recruited.

This implies an structured approach of three steps. These are:
First, compare application form or C.V. with the person specification and remove all those who
do not meet the essential criteria.

Secondly, move on to those areas where the ‘Measuring Instruments’ and an assessment at
interview are needed. For instance,
1. Education

2. Work history
3. Family background
4. Domestic and social situation

5. Present financial situation
6. Health
7. Leisure interests
8. Ambitions and future plans.
Thirdly, it involves the identification of the pattern of behaviour which will help in forming
judgements. The terms patterns should be stressed — the company should look for a consistent
picture at school, at work, in social life which shows, for example, tenacity, perseverance,
commitment or lack of these.
After all the three steps have been followed and care has been taken to see that the candidate fits
into the specific job requirements one can be sure of choosing the right candidate for the right
job.
“Picking winners is not easy - but a systematic approach using the assistance available and
commitments can pay real dividends.”

Self Assessment

Multiple choice Questions:
12. The phase in the selling process in which the salesperson gathers as much information
about the prospective client before the sales call is called:
(a) The approach (b) Pre-approach
(c) Prospecting (d) None of the above

13. Companies can use databases for which of the following purposes?
(a) Generate Sales
(b) Use to make attractive offers to inspire purchasing
(c) Identification of prospects

(d) Deepen customer loyalty
(e) All of the above

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