Page 98 - DMGT205_SALES_MANAGEMENT

Sales Management

Notes Ideally each company should prepare its own formal application form as per its information
requirements. But to save the time and cost of preparing its own application form it can follow
a standard application form. Categories of information used in standard application forms on
usual terms are:
1. Personal

(a) name
(b) address
(c) sex
(d) date of birth and age

(e) marital status
(f) children/dependents.
2. Education
(a) schooling : primary/secondary

(b) higher education: institutions
(c) qualifications
(d) specified training, e.g., apprenticeships, sales
(e) membership of professional bodies.

3. Employment History
(a) number of jobs held
(b) name of companies worked for
(c) duration and dates of employment

(d) positions, duties and responsibility.
4. Other Interests
(a) sports
(b) hobbies

(c) membership of societies/clubs.

Task Elaborate the Statement "is selection the most important element in fielding a sales
force".

7.1.3 Interview

An interview can be defined as an attempt at gathering information from the candidate concerning
his suitability for the job under consideration. No method other than interview is quite as
satisfactory in judging an individuals' ability in oral communication, personal appearance and
attitude towards selling and personal impact on others which are most important for the person
involved in selling.

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