Page 30 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Sales and Promotions Management Sukhpreet Kaur, Lovely Professional University

Notes Unit 2: Recruitment, Selection and
Training of Sales Personnel

CONTENTS
Objectives

Introduction
2.1 Recruitment of Sales Personnel
2.2 Selection
2.2.1 Selection Process

2.2.2 Rating of Interviewee
2.3 Training of Sales Force
2.3.1 Aim of Training
2.3.2 Methods of Training

2.3.3 Execution of Sales Training
2.3.4 Evaluation of Training Programmes
2.4 Summary
2.5 Keywords

2.6 Self Assessment
2.7 Review Questions
2.8 Further Readings

Objectives

After studying this unit, you will be able to:

Know how sales personnel are recruites
Discuss the procedure selection of salesmen
Explain the techniques of training sales force

Introduction

In this unit we will emphasize on the recruitment and selection procedure and the training of the
sales force.
“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.”
—Yoder

“Recruitment involves seeking and attracting a pool of people from which qualified candidates
for job vacancies can be chosen.”
— Byars and Rue

24 LOVELY PROFESSIONAL UNIVERSITY