Page 38 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Sales and Promotions Management

Notes
Figure 2.1: A Seven Step Selection System

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.

Interview Decisions

The following important decisions have to be taken by the management regarding interviews
1. Who: The usual practice is to interview several persons and evaluate each applicant. In
large sales organisation, district or branch sales manager handles the interview while in
small organisations the responsibility lies with the top personnel of sales and marketing
department.
2. Where: Similarly the place of interviewing also depends upon the size and degree of
decentralisation in the organisation. In large and highly decentralised organisations the
responsibility lies with district/branch/regional level sales department while in centralised
organisations it lies with top personnel of sales and marketing department.

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