Page 96 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes Selection of proper sales people is very important to avoid disappointments, both to the employer
and employee. Effective sales managers make every effort to get the best sales people available
to them. Having wrong personnel costs a great deal to any organisation as neither the employer
nor the employee is satisfied. An organisation's turnover rate shows the effectiveness of its
selection process. It is a risk both to the company and the sales person. The company looses
because the sales person does not fit into the required job and the sales person looses by choosing
a wrong career and losing time which cannot be recovered. Unlike other jobs success in selling
does not depend on a intellectual ability alone. There are many emotional demands on the
salesman also. His personality, ability, experience, temperament and aptitude are also important
in tackling situations that many a times are very disappointing. Like management, selection is
also both an art and a science. It is an art as it requires experience and science because a set of
systematic procedures are followed.
The process of selection of sales personnel differs from company to company depending upon
the requirements. The applicant goes through various stages and the chances of selection get
better as more and more stages are cleared. It is important for the company to find the suitable
candidate, how he would be an asset to the company as well as fit well so that his requirements
are also met.

Self Assessment

Fill in the blanks:

1. Companies using multistep ........................... systems differ as to the number of steps and
their order of inclusion.
2. The process of selection of ........................... personnel differs from company to company
depending upon the requirements.
3. The ........................... screening is usually undertaken by the receptionist in the employment
office.
4. The blank provides ........................... information and helps in interview by indicating the
areas of interest and discussion.
5. A ........................... test can be defined both in a broad as well as narrow manner.

7.1 Selection Process

As shown in the Figure 7.1 a commonly used selection process consists of seven steps. These
are:
1. Preliminary Interview
2. Formal Application
3. Interview

4. Reference Check
5. Testing
6. Physical Examination
7. Employment Offer

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