Page 45 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Unit 2: Recruitment, Selection and Training of Sales Personnel

Notes
4. Collection of information to facilitate the adaptation. Salesmen must be able to
walk in a room, walk up to prospective buyer, and judge based on the surroundings
and their prior knowledge of the buyer as to how to approach the buyer.
5. The actual use itself of the various different approaches.

Formulation of Personal Selling Strategies
Efficacy of Personal Selling
Product, price, promotion and distributions are the focal strategies that a company uses to
achieve its marketing objectives. These factors are also known as the elements of marketing
mix. In view of the fact that markets are growing increasingly competitive each passing
day, experts are not only advocating a sensible mix of these factors but also reports and
resignation acceptance, if employed earlier (properly stamped by your previous employer,
clearly Mentioning the designation and the contact no. of the officer accepting your
resignation, last working day) Relieving letter if received, at the address as under.
Question

Discuss the strengths and weaknesses of recruitment and selecting system of both
companies.

2.3 Training of Sales Force

Training of salesmen is essential to make them skilled. Just as a gifted athlete needs coaching
and practice to perform at his best, similarly a sales person also requires proper training and
development. After selection, personnel should be given formal training which includes planned
programmes complete with schedules, lesson plans, visual aids, other teaching devices and
systematic reviews and evaluation.

Informal training involves the continuous development of sales people. It is a prime responsibility
of the supervisor and includes working with sales people, finding their activities and advising
them on improvements that should be made. It is also known as field coaching.

Training varies with the sales person's career cycle Sales persons have varied backgrounds,
experience levels, learning abilities, etc. and therefore have their own training needs. Another
factor deciding the type of training is the stage of the career of the sales person.
Figure 2.3: Sales Person’s Career Cycle

Maturity

Achievement level Preparation Decline

Development

Time units

LOVELY PROFESSIONAL UNIVERSITY 39