Page 35 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Unit 2: Recruitment, Selection and Training of Sales Personnel

Which Person is to be Recruited out of the Selected Applications? Notes

The simple answer to this is that the one who best fits the specification and who has the essential
characteristics as defined should be recruited.
This implies an structured approach of three steps. These are:
First, compare application form or C.V. with the person specification and remove all those who
do not meet the essential criteria.
Secondly, move on to those areas where the 'Measuring Instruments' and an assessment at
interview are needed. For instance,
1. Education
2. Work history
3. Family background

4. Domestic and social situation
5. Present financial situation
6. Health
7. Leisure interests

8. Ambitions and future plans.
Thirdly, it involves the identification of the pattern of behaviour which will help in forming
judgements. The terms patterns should be stressed – the company should look for a consistent
picture at school, at work, in social life which shows, for example, tenacity, perseverance,
commitment or lack of these.
After all the three steps have been followed and care has been taken to see that the candidate fits
into the specific job requirements one can be sure of choosing the right candidate for the right
job.

Caselet Recruiting Financial Planning Advisors (FPA)
at Aviva

he sales philosophy at Aviva is to build and nurture relationships with FPAs, who
are also considered as part of the Aviva India family. Selling insurance being a
Tstrenuous job, FPAs need to be carefully selected. They are also walking brand
ambassadors who can easily create lasting impressions. SMs and BMs, who supervise the
FPAs, have to look at the following competencies while hiring advisors - honesty, hunger
for money, social networks, willingness to devote time, and ability to learn continuously.
The advisor has to be innovative as the market demands fresh approaches. Although in
the beginning, a formal academic qualification was not a criterion, now academically
qualified FPAs are sought, keeping in mind the necessity to pass the licensing examination.
At the same time, an attempt to recruit fresh MBAs as FPAs did not succeed because of
mismatch of expectations. Currently, graduation is the minimum required qualification
for entry, which is relaxed only in exceptional cases.
The Agency Recruitment Team (ASTRA), a support vertical, handles FPA recruitment.
A network of recruitment consultants have been built for sourcing prospects. While various
Contd...

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