Page 31 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Unit 2: Recruitment, Selection and Training of Sales Personnel

All the activities involved in securing the applications for the sales positions are referred to as Notes
recruitment. Recruitment sets out the necessary stages to clarify what kind of person is required,
where he/she might be found and how to make the right choice. The choice of he/she is very
significant.
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”.

Training of the sales person will never become obsolete. As long as technology changes, new
people enter the work force, businesses strive to improve, organisations will need training. The
term “training” may change (e.g., it is currently referred to as learning, coaching, facilitating,
etc.) but the concept remains the same people continually need help in mastering new skills,
applying new knowledge and/or adjusting their attitudes.

2.1 Recruitment of Sales Personnel

According to Yoder, "The recruitment policy is concerned with quality and qualifications of
manpower". It establishes broad guidelines for the staffing process. Generally, following factors
are involved in the recruitment policy:
1. Number of recruits desired
2. Recruitment sources

3. Recruitment needs
4. Recruitment cost
5. Size of sales organisation
6. Rate of turnover
7. Forecasted sales volume
8. Government policies
9. Personnel policies of competing organisation
10. Organisational personnel policies.

Recruitment Process

Before an organisation begins recruiting applicants, it should form a checklist of questions
which outline a chronological sequence for the recruitment and selection process as follows:
1. What kind of job is to be filled?
2. What sort of person would do this job successfully?

3. Where will this person be found?
4. What recruitment sources can be employed to find this person?
5. Which person is to be recruited out of the selected applications?

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