Page 92 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes  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.
 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.

 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.
 The effectiveness of the sales manager is dependent to a great extent on the effectiveness
of the team supporting him.

 The success of sales organisation and sales force depends on proper staffing.

6.9 Keywords

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
companies often try to reduce the volume of applications.

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.
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.
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.
Recruitment: Recruitment is a process to discover the source of manpower to meet the
requirements of the staffing schedule and to employ effective measures for attracting that
manpower in adequate numbers to facilitate effective selection of an efficient working force.
6.10 Review Questions

1. The recruitment policy is concerned with the quantity and qualifications of manpower.
Comment.

2. What are the desirable characteristics for recruiting the sales persons?
3. “Picking winners is not easy – but a systematic approach using the assistance available
and commitments can pay real dividends”. Explain and elaborate the statement.

4. What information does a hiring organisation seek when evaluating recruited candidates?
5. What are the different forms of interviewing?
6. What are the primary sources of recruits?
7. Discuss the role of psychological testing in the selection process for sales people.
8. What tools does a hiring organisation have at its disposal when attempting to select a new
salesperson?

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