Page 53 - DMGT507_SALES AND PROMOTIONS MANAGEMENT

Unit 2: Recruitment, Selection and Training of Sales Personnel

2.6 Self Assessment Notes

Fill in the blanks:
1. You get a call from a company for a job opportunity. The company is probably looking for
employee ………………………………
2. ……………………. often acts as mediators between the company and prospective
employees.

3. An important tool for creating a good first impression on employers is your
……………………
4. If in an interview, the interviewer is asking you questions that are unrelated to your
field of interest deliberately to pin you down, the interview is most likely to be a
……………………..
5. The training method which is least effective due to lack of feedback from the employees
is……………….

6. In general sense, training and ………………… are the same.
7. In a interview if an interviewer is asking you questions from diverse fields, the interview
is most likely be ………………..one.

8. A statement containing all the details about the job is called…………….
9. The process of choosing right candidates for the job is known as……………
10. …………………..method of training involves actual field work.

2.7 Review Questions

1. “The recruitment policy is concerned with quality and qualifications of manpower”.
Keeping this statement in mind, explain the concept of recruitment.
2. Suppose you are the HR of a sales organisation selling insurance policies. What will you
do to ensure that you choose right person for the job?
3. Critically analyse the role of employment agencies and internal transferring.
4. Assume yourself to be the Sales Manager of a car showroom. How will you ensure that the
selection procedure is smooth and you select right candidates for the job?
5. Do you believe in the concept of Stress interviews? Do you think they are a good way to
judge a candidates’ mental strength? Give reasons.

6. “Tests are the most misused the least understood”. Comment
7. “Training varies with the sales person’s career cycle”. Substantiate.
8. “Role playing is a method of human interaction which involves realistic behaviour in an
imaginary situation”. Discuss.
9. Suppose you are a sales manager of the credit card division of a banking firm. Which
sources would you use to advertise vacancies in your division? Which type of test would
you use to evaluate candidates?
10. “Training and learning are one of the same things”. Substantiate
11. Analyse the role training in shaping the career of a salesperson.

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