Page 33 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Unit 2: Recruitment, Selection and Training of Sales Personnel

Specific Attainments Notes

Does the job really require technical/professional knowledge or qualification? Is there a genuine
need for some specific previous experience?

People Skills

It is essential in selling to be able to deal with people. Whether the sales person, to be recruited,
has communication and leadership skills?
What impact can he bring in customers' mind through his communication skills?
Table 2.1: Person Specification Form

Characteristics to be assessed/measured Essential Desirable
1. Intellectual abilities
(a) Creativity
(b) Judgement
(c) General Intelligence
2. Motivation
(a) Interests
(b) Drive
3. Specific Attainments
(a) Technical/Professional knowledge or qualification
(b) Specific experience
4. People Skills
(a) Impact
(b) Communication
(c) Leadership
5. Working Conditions
(a) Location
(b) Hours

Working Conditions
Finally, it is important to remember whether there are any specific conditions relating to mobility,
hours of work, etc., which could effect the recruitment or selection of sales person.
Thus, the person specification form is used as the base for the selection process. A figure
representing a person specification form is shown here. The first column is headed 'Characteristics
to be assessed' the second and third column categories the 'Essential' and 'Desirable' characteristics.

Where will this Person be Found?

Now, we know what the job is and what kind of person is required for the job-only we need to
find this person.
The person specification can help in looking at employees in other areas who may have no
previous sales experience but whole profile in terms of their skills, their motivation, etc. could
well make them excellent sales people. The various recruitment sources like advertisements,
employment agencies, educational institutions, internal transfers, etc., will also help in this
context.

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