Page 97 - DMGT205_SALES_MANAGEMENT

Unit 7: Selection and Placement of Sales Personnel

Notes
Did u know? An applicant who clears all the hurdles in the selection procedure is presumably
offered a job. The main problem after final selection of the candidate is to place the worker
on some suitable job. The act of offering the job to a finally selected candidate is called
'Placement'.

7.1.1 Preliminary Interview

The initial screening is usually undertaken by the receptionist in the employment office. This
interview is essentially a sorting process in which perspective applicants are given the necessary
information about the nature of the jobs in the organisation. The necessary information then is
elicited from the candidates relating to their education, experience, skill, salary demanded, the
reasons for leaving the present job, their job interest, physical appearance, age and facility of
speech. If a candidate meets with the requirements of the organisation he may be selected for
further action. If not, he is eliminated at this preliminary stage.

7.1.2 Formal Application Blank

An application blank is a brief history sheet of an employee's background and can be useful for
future reference in case of need.
Figure 7.1: Selection System

Employment
offer
Physical
exam

Testing

Reference
check
Expense Relative Degree of Helpfulness
Interview
Formal
Application
Preliminary
Interview
& Pre-interview
Screening

Reject

Time

An application blank is a traditional, widely accepted device for getting information from a
prospective applicant which will enable the management to make a proper selection.

The blank provides preliminary information and helps in interview by indicating the areas of
interest and discussion. It is a useful device for collecting historical data from the candidate as
well as storing information for later reference.

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