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Hitesh Jhanji, Lovely Professional University Unit 7: Selection and Placement of Sales Personnel

Unit 7: Selection and Placement of Sales Personnel Notes

CONTENTS
Objectives
Introduction
7.1 Selection Process

7.1.1 Preliminary Interview
7.1.2 Formal Application Blank
7.1.3 Interview

7.1.4 Reference Check
7.1.5 Psychological Testing
7.1.6 Physical Examination
7.1.7 Employment Offer
7.2 Future

7.3 Summary
7.4 Keywords
7.5 Review Questions

7.6 Further Readings
Objectives

After studying this unit, you will be able to:
 Define selection;
 Discuss the selection process;

 Describe the interviewing techniques;
 Explain the placement of sales personnel.

Introduction

Selection systems for sales personnel range from simple one-step systems consisting of nothing
more than an informal personal interview to complex multistep systems incorporating diverse
mechanisms designed to gather information about applicants for sales job.
"A selection system is a set of successive 'screens' at any of which an applicant may be dropped
from further consideration".
Companies using multistep selection systems differ as to the number of steps and their order of
inclusion. Each company designs its selection system to fit its own information needs and to
meet its own budgetary limitations. As applicants survive succeeding steps in the system, the
additional increments of information enable increasingly accurate estimates of success and
failure probabilities.

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